Introduction. 1. Examine Your Market. Call Us Toll Free

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2 Introduction There s probably never been anything like it in the past or ever will be again. With the Medicare-eligible population expected to exceed 78 million Americans over the next two decades, the Medicare market promises a golden, once-in-a-lifetime opportunity for insurance agents and brokers. As an insurance agent certified to sell Medicare policies, you ll be helping America s senior market make one of the most important decisions regarding their health care. You ll be their lifeline; guiding them through the often-times confusing maze of Medicare options. From an agent s standpoint, Medicare commissions will most likely differ from family and individual health insurance coverage. However, they will last longer and underwriting will be much easier because of guaranteed acceptance, and what s not to like about that. The Medicare market is very different from the traditional health insurance market. Because Medicare is subsidized by the federal government, there are additional restrictions and regulations at play that need to be taken very seriously. In fact, many insurance agents interested in selling Medicare policies have been scared away by the marketing guidelines issued by the Centers for Medicare and Medicaid Services (CMS), the federal agency operating under the Department of Health and Human Services. These guidelines are in place to protect consumers from aggressive and often fraudulent marketing tactics used in the past. They greatly restrict unsolicited contact by agents, specifically in the form of cold calls. But, rather than be put off by these federal regulations, challenge yourself to rise above them. They present a unique opportunity for enterprising agents who understand the options they do have in the profitable field of Medicare sales. And for those of you that accept the challenge, a bright future lies ahead. However, before experiencing the successes of a Medicare agent, there are a few necessary steps to take to meet the regulations established by CMS. 1. Examine Your Market One thing is positive, the Medicare market is booming. But, not all states are created equal. In fact, 10 states account for nearly half of America s Medicare-eligible market. Some of the biggest players in the game are Texas, Florida and Illinois. If you want to make the most of your investment in the Medicare market, you need to take the time to identify the right market for you and remember that you re not limited to just your home state.

3 Technology allows agents who live on a farm in Wyoming or Alaska to serve health insurance shoppers in Florida and Texas. Yes, some people may prefer a local broker. But, with the growing world of technology, more seniors are using the internet today than ever before. Studies have shown that 58% of Medicare-eligible individuals use the Internet, and 73% of those people are researching health and wellness topics. So, do your research, choose the states you want to target, and then get licensed in those states. Hint: it s now much easier to get licensed in additional states. Just visit the National Insurance Producer Registry website ( to learn how simple it is. Medicare Beneficiaries by State Identify the Insurance Carriers You Want to Represent There are plenty of noteworthy insurance carriers out there, and each of them is a little different from the next.

4 The way they contract work and the commissions they pay can vary, so it s important to do your research before making any decisions on the carriers you want to represent. Depending upon the state in which you re certified, the leading carriers in the Medicare field include such highly regarded companies as Aetna, Blue Cross Blue Shield, Cigna, Gerber Life, Humana, Loyal American, Anthem Blue Cross Blue Shield, Mutual of Omaha, United Healthcare and many others. Hint: Check with insurance agent forums, agents in your local association of health underwriters (AHU), and desired carrier websites to get feedback and reviews on the best Medicare carriers in your target states. 3. Get Certified to Sell Medicare Advantage Policies Your basic health insurance license is not enough to sell Medicare Advantage (Part C) or Medicare Prescription Drug (Part D) plans. The Centers for Medicare and Medicaid Services (CMS) requires that all licensed sales representatives, agents and brokers also complete a special Medicare certification program before they can start marketing Part C and Part D Medicare products. If you re not currently certified to sell Medicare Advantage and Prescription Drug plans, you can still market Medigap (Medicare Supplement) plans as long as you have a valid health insurance license. However, it is recommended that you get certified so there is no confusion or restrictions on what you can and cannot sell. In order to receive certification, insurance agents must demonstrate an understanding of important Medicare principles and regulations: Group plan-specific programs CMS rules and regulations Benefits information about Medicare premiums, deductibles and standard Part D coverage Most carriers require two types of certification before you may market their Medicare health plans. Many carriers work with AHIP (America s Health Insurance Plans) to satisfy the basics of Medicare training.

5 AHIP certification provides comprehensive training on Medicare that includes an understanding of Original Medicare, Medicare Advantage, Part D Prescription Drug Coverage, rules surrounding marketing Medicare Advantage and Part D plans, and enrollment guidance for Medicare Advantage and Part D plans. A final exam is required, and agents must receive a minimum score of 90% in order to pass and receive certification. Applicants may take the final exam up to three times to obtain the minimum score. Beyond basic Medicare training, most carriers require specific training on their products and services. Carrier training programs can include courses on marketing specific products and product types, ethics and code of conduct training. Depending on the carrier, these modules and/or programs can take anywhere from 4-10 hours to complete and may include in-person training. Because there are frequent changes and amendments to CMS rules and regulations, agents must typically undergo recertification every year. Hint: One reason that we recommend you investigate Medicare Advantage carriers in your target states is that some insurance carriers will pay the costs of the certification for its agents. 4. Do Your Homework Of course, getting there is just half of the journey, and once you ve successfully completed the certification process, there s still a lot of work ahead of you. Successfully selling any insurance instrument requires an in-depth understanding of each product. The same principle holds for Medicare-related plans perhaps, even more so when considering the applicable regulations. Although all Medicare Advantage plans must provide certain required coverage, insurance carriers do have leeway to adjust or increase certain provisions of their Medicare Advantage plan. Because enrollees are typically locked into their policy for at least a year, you need to make sure that they understand the specific Medicare plans they re buying to ensure their satisfaction. The process of providing your clients with the very best coverage to meet each one s unique needs requires patience, compassion and the ability to answer questions clearly and completely. Many factors go into the final decision, including physician preferences, prescription drug coverage, and financial considerations. Fortunately, the best insurance companies, such as those mentioned above, offer comprehensive training and support so that their agents are equipped with first-rate knowledge and support.

6 5. Prepare Your Marketing Finally, you need to start looking for your Medicare prospects. Just like traditional insurance marketing, you need to go out there and bring in the business. Fortunately, agents and brokers have powerful tools at their disposal to help them connect with prospects that are in the market for Medicare insurance coverage: Internet leads. Top lead providers, like ASAP Quotes, can provide quality leads, filtered for age at no cost to you. These leads give you permission to call and provide information on your products and aren t considered disallowed cold calling. But remember, when you re finally ready to sell your Medicare product to the prospect, you must set up a separate appointment with the client to do so. Lead management system. Because of the sheer size of the Medicare market (and the potential for huge traffic), you need to have a proven lead management system to keep your sales pipeline flowing. Some CRM tools have full automation software to take the grunt work out of it, so you can spend less time in the office and more time doing what you love. Tailor your message to the senior market. Not all prospects should be approached with the same sales tactics, and that surely rings true with those that are of the senior target market. They process information much differently than those who are in their 20 s or 30 s, so we must make sure we are providing information they can understand. Most importantly, make sure you re not giving them an information overload take it slow, explain in detail without overwhelming them with numbers, check often to make sure they understand, and never rush their decision making process. While there is a long laundry list of rules and regulations set by the CMS, it s not hard to be successful in the booming Medicare market. After deciding your target market and choosing the carriers you d like to represent, it s just a matter of passing a few testing requirements, educating yourself on the in s and out s of the products and opening your doors for business. And trust us, there s plenty of business to be had in the Medicare market. For more information about these powerful (and necessary) assets for marketing to Medicare-eligible individuals, contact an ASAP Quotes representative to learn about the available resources to help you become the Medicare top producer you deserve to be.

7 About ASAP Quotes ASAP Quotes is a leader in providing high quality health insurance leads to top performers, like you, in the insurance industry. We produce only the highest quality shared and exclusive insurance leads combine that with our no minimum order policy, and you re ensured to get exactly what you need for building success. Leads from ASAP Quotes, as well as the implementation of these strategic tips, are sure to help your bottom line. Visit for more information or to get started with insurance leads.