How to Sell Medicare Outside of AEP

Sales February 25, 2019 0
how to sell medicare

AEP is likely your busiest sales season, but if you’re not taking advantage of the other 311 days of the year, you’re missing out! Selling Medicare Supplement plans and utilizing SEP are two easy ways to make the most of the entire year and earn more commissions along the way.

Selling Medicare Supplements

Did you know 30% of Medicare beneficiaries are enrolled in a Medicare Advantage plan? That leaves 69% of beneficiaries enrolled in Original Medicare who could benefit from a Medicare Supplement plan. You can sell Medicare Supplements year around, and they don’t require annual certifications.

Medicare Supplements plans are standardized. Plans that have the same letter do not change based on county or state lines (Massachusetts, Minnesota, and Wisconsin can be changed without federal approval). Plus, all plans are guaranteed renewable and Plan A, B, C, F, K, and L are guaranteed issue. Guaranteed renewable means clients can stay in their plan as long as they continue to pay their premiums, and guaranteed issue means beneficiaries can enroll outside of their open enrollment period as long as they are healthy enough to pass the plan underwriting.

When you are selling Medicare Supplement plans, it’s important to discuss the beneficiary’s health, lifestyle, medical needs, and budget. The rates can change based on their zip code, age, gender, marital status, and tobacco use.


Utilize Special Enrollment Periods

Special Enrollment Periods are a great opportunity to make more sales year-around. Under certain circumstances, SEP-eligible beneficiaries can enroll (or disenroll) in Medicare Advantage and Part D plans. This means you could be making money right now.

Most beneficiaries who qualify for a SEP are dual-eligibles. These are low-income individuals who qualify for Medicare and Medicaid. If a dual-eligible has a change in their dual status, they are likely eligible for a SEP allowing them to join a plan within the three months of the change. Plus, they may even have a SEP, that allows them to change their D-SNP once each of the first three calendar quarters of the year.

Benefits of Senior Market Advisors

At Senior Market Advisors, we make sure our agents are equipped with the necessary tools to succeed. We offer a custom-built CRM system and Medicare Supplement quote engine. These tools provide you with accurate and up-to-date plan information. This means you can provide beneficiaries with the details they need to feel comfortable choosing a plan option. Plus, we offer an experienced in-house marketing team, sales support team, and top-tier commissions. Ready to contract? Visit agentcontract.com to start digitally contracting!

Kelsey Davis
Kelsey Davis
Marketing Manager at Senior Market Advisors
After studying marketing and design at Butler University, Kelsey joined us to help with social media, content writing, and email marketing. When she's not in the office, you can probably find her watching The Office or designing prints for her Etsy shop! Fun fact: When she was in school, she spent a summer interning in Australia and while there, she swam in the Great Barrier Reef!