Selling Medicare: The Definitive Guide

October 7, 2022

Are you thinking about selling Medicare? Over the next decade, an average of 10,000 Baby Boomers will turn 65 and qualify for Medicare every single day.

Selling Medicare is a rewarding opportunity where you get to help seniors understand their healthcare options, and make a generous commission while you’re at it.

Continue reading for our step-by-step guide on selling Medicare. 

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How much can you make Selling Medicare?

Selling Medicare is part of the financial services industry, which has a track record of generating more millionaires than any other industry. 

One of the reasons that selling Medicare is so lucrative is your ability to make ongoing, residual income. When you work a job earning $15 per hour, your paycheck is the same regardless of how much effort you put into it.

Ongoing Residual Income

With Medicare sales, you sell a policy and receive an initial commission (let’s say $500), and then every year that you retain that client you receive ½ of the commission AGAIN in monthly payments.

If you can get your “book of business” up to several hundred clients, then you should have no problem whatsoever making a six-figure income – all while getting to be your own boss! Check out this chart that shows you how it’s possible. 

Selling Medicare can be a great way to make passive income, even in times of economic uncertainty. Regardless of what happens, seniors still need to see their doctor, pick up their prescription drugs, etc.

For more information on how much money you can make selling Medicare, check out this in-depth article.

Get Licensed to Sell Medicare

In order to sell Medicare, you must become a licensed life and health insurance agent in your state (or any state that you plan on selling in).

The basic insurance licensing requirements include: 

  • Be at least 18 years old
  • Complete pre-licensing education
  • Pass the state insurance licensing exam
  • Pass a background check

Insurance Licensing Requirements

If you meet these requirements and you are willing to commit to further training and certifications, you will enroll in an exam preparation course and then pass your state exam.

We have a complete guide for getting your life and health insurance license here.

Decide Which Products You Want to Sell

There are many options when it comes to selling Medicare. 

A Medigap plan (aka Medicare Supplement) is designed to “gap” or “supplement” Original Medicare. This plan gives the client freedom of choice allowing them to go to any doctor or hospital that accepts Original Medicare. There is a premium with a Medigap plan, and seniors often think of it as a “pay upfront” plan. 

A Medicare Advantage (MAPD) plan is a “pay as you go” plan. MAPD plans generally have a low or no premium, networks with doctors and hospitals assigned to them, and a max-out-of-pocket (MOOP). They usually include extra benefits like dental, vision, and hearing

Medicare products are provided by private insurance carriers who each have pros and cons. Some of the most popular carriers include UnitedHealthcare, Aetna, and Humana, and there are many regional insurance carriers that could be available in your market. 

It is usually a good idea to start with the most competitive products in your area and add new ones as the need arises. If you are unsure where to start, a quality FMO can help you develop a product strategy.

Partner with a Medicare FMO

A Field Marketing Organization (FMO) is the link between Medicare insurance carriers and independent Medicare sales agents. 

It’s important to partner with a reputable Medicare FMO that offers a good mix of carriers and products, fully-vested contracts, training, support, and technology. 

Marketing Organization

Selling Medicare can be overwhelming when you’re working alone, and that’s why companies like The Brokerage Inc. exist. A good FMO empowers you to sell more, earn more, and stay independent. For more information, check out this guide on how to find the best Medicare FMO.

Complete AHIP & Carrier Certifications

AHIP (America’s Health Insurance Plans) is an industry-recognized certification test. If you want to sell Medicare Advantage products, then you must become AHIP certified for most carriers. 

In addition to the AHIP, each carrier requires you to complete their unique certifications. Because Medicare Advantage is such a highly regulated product, the carriers want to make sure that you are correctly representing them.

For more information on the AHIP and other carrier certifications, click here. 

Prepare for Success

Now that you are licensed, contracted, and certified, it’s time to create your Medicare Business Plan. This includes setting your production goals, developing a lead generation and client retention strategy, and leveraging the support available through your Medicare FMO. 

In the beginning, we recommend that you keep your day job and sell Medicare on the side. This removes unnecessary pressure and enables you to focus on building a sustainable business. 

At The Brokerage, you can start selling Medicare by setting up a free account in The Broker Link. There, you can get contracted with Medicare insurance carriers, learn about our exclusive marketing programs, access our on-demand training, and so much more! 

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