Episode Summary
In this episode, we dive into the growing trend of non-commissionable Medicare Advantage plans and what it means for agents and the industry. Josh Slattery, Executive VP of The Brokerage Inc. and a seasoned expert in the Medicare space, explains that carriers are labeling certain plans as non-commissionable primarily to curb financial losses, often driven by low profitability, plan redundancy, or rising costs.
A major talking point is UnitedHealthcare’s decision to make 15% of its PPO portfolio non-commissionable, impacting over 100 plans nationwide. The episode also explores the financial strain caused by the V28 risk adjustment model, the Inflation Reduction Act (IRA), and unfavorable post-COVID utilization trends.
Despite these headwinds, agents are encouraged to:
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Stay informed on carrier changes
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Leverage technology to improve efficiency
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Prioritize client retention to build long-term value
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Consider cross-selling ancillary products to offset lost commissions
The episode emphasizes that field agents remain critical in navigating local markets and client relationships, even amid shifting compensation structures.
