Selling Medicare Advantage: Helping Clients Switch From Medicare

Fran Majidi September 21, 2023
insurance agent selling medicare advantage

The world of insurance sales is ever-evolving, and one sector that's gaining immense traction is Medicare Advantage. For independent and captive insurance agents alike, this presents an exciting opportunity to delve into a niche market with vast potential. If you’re now limited in the states you can sell P&C in, you may want to sell Medicare Advantage to your existing clients.

In this comprehensive guide, we'll explore the intricacies of selling Medicare Advantage policies, focusing on how to convince shoppers to make the switch from Original Medicare with their best interests in mind. We'll also delve into the advantages you can promote to sell these policies successfully.

Understanding the Landscape of Medicare Advantage

Medicare Advantage, also known as Medicare Part C, offers comprehensive healthcare coverage, often with additional benefits, through private insurance companies. As an independent agent, grasping the nuances of this landscape is key to your success.

Here are some facts and insights into the market in which you will sell Medicare Part C:

  • Medicare Part A covers inpatient hospital care, hospice care, home healthcare and similar services.
  • Medicare Part B can help pay for outpatient care, medical equipment like wheelchairs or walkers and preventive services like vaccines or screenings.
  • Medicare Part C is Medicare Advantage, or MA, a type of Medicare-approved health plan sold by a private insurance company rather than the federal government. It includes Parts A, B and D
  • Medicare Part D can help pay for both generic and brand-name medicines. Medicare Part C usually covers this, but can also be sold as a Medical Supplement to clients who don’t want to switch out of Original Medicare.
  • Once enrolled in a Medicare plan, it will generally renew itself automatically, meaning you will have a commission each year unless the plan is no longer offered.
  • In 2023, 30.8 million people are enrolled in a Medicare Advantage plan, accounting for more than half, or 51 percent, of the eligible Medicare population, and $454 billion (or 54%) of total federal Medicare spending (net of premiums).
  • The average Medicare beneficiary in 2023 has access to 43 Medicare Advantage plans, the largest number of options ever.
  • Nearly one third (31%) of Medicare beneficiaries live in a county where at least 60 percent of all Medicare beneficiaries are enrolled in Medicare Advantage plans, while 10% live in a county where less than one third of all Medicare beneficiaries are enrolled in Medicare Advantage plans.
  • Medicare Advantage enrollment as a share of the eligible Medicare population has jumped from 19% in 2007 to 51% in 2023.
  • Between 2022 and 2023, total Medicare Advantage enrollment grew by about 2.3 million beneficiaries, or 8 percent – a similar growth rate to the prior year (8%).
  • Nearly two-thirds of Medicare Advantage enrollees are in individual plans that are open for general enrollment.
  • One in five (about 5.4 million) Medicare Advantage enrollees are in a group plan offered to retirees by an employer or union.
  • UnitedHealthcare and Humana account for nearly half of all Medicare Advantage enrollees nationwide in 2023
  • During 2023, the out-of-pocket limit for Medicare Advantage could not exceed $8,300 for in-network services and $12,450 for in-network and out-of-network services combined. In 2024, these limits will increase to $9,450 and $18,900.
  • Medicare Advantage Plans have coverage for things Original Medicare doesn’t cover, like fitness programs and some vision, hearing, and dental services.

Convincing Shoppers to Switch From Original Medicare

Convincing shoppers to transition from Original Medicare to Medicare Advantage can be a rewarding endeavor. Here are some strategies to sway their decision:

  • Cost Savings: Emphasize potential cost savings, including lower premiums and out-of-pocket expenses. Some Part C plans also offer zero dollar premiums (but these have out-of-pocket costs).
  • Enhanced Benefits: Highlight additional benefits like prescription drug coverage, dental, vision,hearing and fitness programs.
  • Care Coordination: Explain how Medicare Advantage plans often offer better care coordination, helping clients manage their health more efficiently.
  • Out-of-Network Flexibility: Stress the flexibility of some plans to seek care outside the network, a feature not offered by Original Medicare.

Advantages of Selling Medicare Advantage

As you venture into selling Medicare Advantage policies, you'll discover numerous advantages:

  • High Demand: The aging baby boomer population ensures a constant demand for Medicare Advantage plans.
  • Recurring Commissions: Many policies offer recurring commissions, allowing you to build a consistent income stream.
  • Diverse Product Portfolio: Medicare Advantage plans come in various forms, enabling you to cater to different client needs.
  • Strong Retention: Clients often stick with their plans for years, providing you with long-term income potential.

Building Your Expertise in Medicare Sales

To excel in selling Medicare Advantage, invest in continuous education:

  • Product Knowledge: Gain a deep understanding of the available plans, including their coverage, networks, and limitations.
  • Regulatory Awareness: Stay up-to-date with Medicare regulations and annual changes, ensuring your clients receive accurate information.
  • Client-Centric Approach: Focus on understanding each client's unique healthcare needs to recommend the most suitable plan.
Many Medicare Advantage policies offer recurring commissions, allowing you to build a consistent income stream.

Marketing Strategies for Selling Medicare Advantage

Effective marketing is pivotal in selling Medicare Advantage policies:

  • Educational Workshops: Host workshops or webinars to educate potential clients about the advantages of Medicare Advantage.
  • Online Presence: Maintain an informative website and engage in social media to provide valuable content and establish credibility.
  • Networking: Build relationships with healthcare providers and local organizations to generate referrals.
  • Client Testimonials: Share success stories of clients who have benefited from Medicare Advantage plans.
  • Sell in Your Warm Market: We all know aging people. Be there when it’s time for them to sign up. Remind them that late enrollment in Plan B (or preferably, Plan C) may result in fines for the rest of their life!

Buying Medicare Leads for Medicare Advantage Sales

Buying high-quality leads is often the key to success. When it comes to selling Medicare Advantage plans, purchasing leads can be a strategic investment that accelerates your business growth. Here's why and how to make the most of this approach:

Why Buy Medicare Leads:

  • Targeted Prospects: Purchased leads are often pre-qualified, ensuring that you're reaching individuals who are actively interested in Medicare-related coverage. This targeted approach saves you valuable time and resources.
  • Increased Efficiency: Buying leads allows you to focus on your core activities – nurturing relationships, educating clients, and closing deals – rather than dedicating extensive time to lead generation.
  • Expanded Reach: Leads will help you to tap into markets you might not have reached organically. This diversification broadens your potential client base.

Selecting Quality Lead Providers

When purchasing Medicare leads, it's essential to choose reputable lead providers. Here's what to look for:

  • Freshness of Leads: Ensure the leads are current and timely. Real-time or recent leads are often more likely to convert.
  • Exclusive or Shared Leads: Depending on your budget and preference, you can opt for exclusive leads that are sold to you alone or shared leads, which are sold to multiple agents.
  • Live Calls: Spend more knowing the calls have been vetted by a live agent ahead of your call.
  • Lead Filtering Options: Look for providers that offer filtering options to tailor leads to your target demographic, such as age, location, and income level.
  • Review and Ratings: Research and read reviews about lead providers from other agents to gauge their reputation and reliability.
  • Great Customer Service: Some lead vendors do not have dedicated account managers for the life of the account. Choose one, like SmartFinancial, which has the best customer service in the business.

Making the Most of Medicare Leads

  • Prompt Follow-Ups: As with any leads, responding promptly is crucial. Reach out to prospects as soon as you receive their information to express your interest in helping them find the right Medicare Advantage plan.
  • Personalized Approach: Customize your interactions with leads. Understand their specific needs, answer their questions, and provide tailored recommendations based on their circumstances.
  • Regular Engagement: Consistently engage with your leads through multiple channels, such as phone calls, emails, and informative content. Establishing trust is key to converting leads into clients.

Purchasing Medicare leads can be a valuable addition to your sales strategy. When done effectively, it can accelerate your growth, expand your client base, and increase your overall success in selling Medicare Advantage plans.

Selling Medicare Advantage policies is a journey that can be both professionally rewarding and financially lucrative for insurance agents. By understanding the nuances of the landscape, convincing shoppers of the advantages of a private plan, and building your expertise, you can do well in this niche market. Remember that open enrollment begins October 15.