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When talking to clients about preparing for unexpected expenses in retirement, long-term care often takes center stage. In many cases clients should consider short-term care. Short-term care insurance is an underutilized but very valuable product that can offer peace of mind and financial protection for clients facing temporary health challenges.

Here’s a breakdown of why agents should consider introducing short-term care plans as part of a well-rounded retirement strategy.

Short-Term Care Insurance

Short-term care insurance is designed to cover care and services for a limited time, usually up to 12 months. It can be used for home health care, assisted living, or skilled nursing facility services following an illness, injury, or surgery. Unlike long-term care insurance, it is more affordable and easier to qualify for.

Benefits of Short-Term Care Plans

Affordable Premiums

Short-term care plans typically have lower premiums than traditional long-term care insurance, making them accessible for clients with tighter budgets or those who may not qualify for long-term care due to age or health issues.

Simplified Underwriting

Quick Benefit Triggers

These plans often come with simplified underwriting, which means no medical exams; just a basic health questionnaire. This is ideal for clients who may not qualify for more comprehensive long-term care plans.

Short-term care plans generally begin paying out benefits much sooner than long-term care insurance, often with little or no elimination period. This is crucial for clients needing immediate care after an unexpected health event.

Watch a quick YouTube video of why you should offer ancillary products with Medicare sales

Flexibility of Care Settings

Clients can use their benefits in a variety of settings, including at home or in a facility. This provides them greater choice and comfort during their recovery.

Bridges the Gap

For clients waiting for long-term care coverage to start or who may have gaps in their existing coverage (like Medicare), short-term care can provide vital coverage during this period.

When to Recommend Short-Term Care Insurance

• Clients nearing or already retired who don’t qualify for long-term care insurance may consider short-term coverage.
• Those concerned about high out-of-pocket expenses for short recovery periods.
• Individuals looking to supplement Medicare or a high-deductible health plan coverage.
• Clients who want a cost-effective safety net without having to commit to a more expensive long-term care policy.

Thoughts for Agents

Short-term care insurance isn’t just a backup plan; it’s a proactive solution. As agents, offering this option shows clients you understand all their retirement healthcare coverage needs. It’s also a great way to differentiate your services by providing options that are both practical and affordable.

In the ever-evolving world of health and senior insurance, agents are always looking for products that provide real value to their clients and also add revenue to their business. We will go over some reasons selling short term care plans is a good way to helpclients and bring in revenue.

One of the most underutilized tools in your arsenal might just be Short-Term Care (STC) insurance. If you’re not already talking to your clients about STC, here’s why now is the time to start.

Short Term Care Insurance

Short-Term Care (or Recovery Care) insurance is designed to help cover care costs for a limited time, usually up to 12 months in settings like:

• Nursing homes
• Assisted living facilities
• Home health care
• Adult day care

It bridges the gap between Medicare (or traditional health insurance) and long-term care insurance, offering a more affordable and accessible solution.

Learn the key differences between long term and short term care insurance.

Why Agents Should Sell It

Fills a Coverage Gap

Medicare doesn’t cover long-term custodial care, and many clients either can’t afford or don’t qualify for traditional long-term care insurance.

STC provides a financial safety net during short-term recovery periods after surgery, illness, or injury without the high cost or strict underwriting of long-term care policies.

Easier to Qualify For

STC plans often have simplified underwriting, making them ideal for:

• Older clients (even up to age 89, depending on the carrier)
• Those with health conditions that disqualify them from LTC policies
• People who’ve waited “too long” to consider long-term planning

For clients that do not qualify for long-term care, STC might be their next best option.

Affordable for Clients

Many STC policies cost significantly less than traditional long-term care. That makes it easier for clients with various income levels to protect their retirement savings without breaking the bank.

Additionally; plans can be customized to fit a wide range of budgets.

Flexible Benefits

STC plans typically offer:

• Daily benefit amounts (e.g., $100–$300/day)
• Benefit periods (e.g., 90, 180, or 360 days)
• Optional riders like home health care or prescription coverage

This makes it easy to tailor a policy based on the client’s preferences and risk tolerance.

Cross-Selling Opportunity

Short-Term Care pairs well with:

• Medicare Supplement or Advantage plans
• Hospital indemnity insurance
• Final expense life insurance

It’s a natural upsell when you’re already having conversations around aging, recovery, or end-of-life planning. Many clients don’t even know this type of coverage exists until you bring it up.

Watch a quick YouTube video on why and how to sell ancillary with Medicare

Boost Your Business

Offering STC can:

• Differentiate you from other agents
• Add value to every client conversation
• Increase your commission opportunities with a product that’s often overlooked

It shows clients that you’re thinking beyond just the basics and that you truly care about protecting their finances.

Click here to get an idea of the different types of ancillary products available to your clients.

Short-Term Care insurance isn’t a replacement for long-term care; but for many clients, it’s a value-based solution. As an agent, it’s a chance to educate, protect, and build lasting client relationships.

So if STC isn’t in your toolkit yet, it’s time to take a closer look. Your clients (and your bottom line) will thank you.

Are you ready to add ancillary roducts to your business; click here for contracting

We will use this post to discuss why use local Medicare agents as opposed to call center agents. When it comes to Medicare, one size doesn’t fit all. Choosing the right plan means considering health needs, prescriptions, doctors and even budget. So when trying to sort through all the options, who provides the advice can make all the difference.

Here are some reasons that using a local Medicare agent might be a smarter move than a call center representative:

Personalized, Face-to-Face Service

Local agents often offer in-person consultations, so beneficiaries are not just a number on a screen agents actually get to know their clients. This allows agents to better understand client’s healthcare needs and walk them through their options in a clear, personal way. For beneficiaries who prefer a handshake over hold music, a local agent wins every time.

Ongoing Support

Call center agents are usually focused on getting prospects enrolled, then moving on to the next call. Local agents, on the other hand, build relationships. They often provide support throughout the year. They can provide help with billing issues, coverage questions, or preparing for the next Annual Enrollment Period. Local agents can be a trusted advisor, not just a voice on the phone.

More Than Just Enrollment Help

Local agents can assist with:

• Plan comparisons
• Prescription drug coverage analysis
• Medicare Savings Programs
• Low Income Subsidy (Extra Help) applications
• Coverage questions that come up
• Annual plan reviews

They often go the extra mile to make sure clients understand their options; not just during enrollment, but year-round.

Independent Unbiased Advice

Many local Medicare agents are independent brokers who can compare plans from multiple insurers. That means they’re not tied to one company or incentivized to push a single product. Call center agents, by contrast, often work for a single insurer or are bound by contracts that limit what they can offer. Call center agents often work on meeting a quota for the carriers and do not have the ability to ensure prospects receive the best available, personal coverage.

Local agents also have quoting and enrollment tools to provide plan comparisons clietns can see plans side by side. This makes choosing the right coverage easy.

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Learn about the changes to Connecture and Sunfire for 2025

Understanding of Local Networks

Local agents know which doctors, hospitals, and pharmacies are in-network in the prospect’s local area. They’re familiar with regional plan availability, local provider preferences, and even which plans tend to have the fewest issues. That kind of insight is hard to get from a national call center.

No Cost – It’s Free

Here’s the kicker: local Medicare agents are typically free to use. They’re paid by the insurance companies (not out of the client’s pocket), and the price of a plan is the same whether enrolllees go through an agent or enroll themselves.

Agents; learn the value of maintaining your Medicare book

Medicare coverage is too important to leave to a rushed phone call with someone who may never talk to the beneficiary again. Local agents offer real relationships, local knowledge, and ongoing support that can help clients feel more confident about their healthcare coverage choices. This is a relationship that is on going not just for one day.

Agents; click here for a SCOPE

In this post, we discuss the basics of Medicare enrollment for those approaching 65 and for agents getting started in Medicare sales. Trying to navigate all the ins and outs of Medicare may be a bit confusing, but it does not have to be. Understanding when and how to enroll in Medicare is key to ensuring beneficiaries receive the best coverage for their needs.

Original Medicare

Original Medicare consists of Part A & Part B. It is a federal health insurance program put in place for individuals aged 65 and older or younger individuals with a qualifying disability or those with End-Stage Renal Disease (ESRD). Medicare provides coverage for many healthcare services, including hospital stays (Part A), and doctor visits (Part B).

It is important to note; Medicare covers approved expenses at about 80% after beneficiaries meet the Part B deductible.

The Parts of Medicare

Before diving into enrollment, it’s helpful to understand the different parts of Medicare:

• Part A (Hospital Insurance): Covers inpatient hospital stays, skilled nursing facility care, hospice, and some home health care.
• Part B (Medical Insurance): Covers outpatient care, doctor visits, preventive services, and some home health care services.
• Part C (Medicare Advantage): An alternative to Original Medicare (Parts A and B) offered by private insurers. Often includes additional benefits like vision, dental, and prescription drug coverage.
• Part D (Prescription Drug Coverage): Helps cover the cost of prescription medications. Beneficiaries may receive coverage through a Medicare Advantage plan or a stand-alone PDP plan.

Medicare Enrollment Periods

There are several enrollment periods to be aware of:

Initial Enrollment Period (IEP)

This is the first opportunity to sign up for Medicare. It lasts seven months:

• Begins three months before the month individuals turn 65
• Includes their birth month
• Ends three months after the month they turn 65

In most cases, those already receiving Social Security benefits are auto-enrolled in Original Medicare (Parts A and B). If they are not, they must enroll via the Social Security Administration.

General Enrollment Period (GEP)

Individuals who miss their Initial Enrollment Period can use the GEP to enroll between January 1 and March 31 each year. Coverage starts the first day of the month following enrollment. Please note; those who miss their initial enrollment period and don’t have other creditable coverage (usually through an employer) may face late enrollment pentalties.

Special Enrollment Period (SEP)

In some cases, individuals qualify for a Special Enrollment Period if they delayed Medicare because they had coverage through an employer or union. This SEP allows them to enroll without penalty when their other coverage ends.

Annual Enrollment Period (AEP)

AEP Each year from October 15 to December 7, beneficiaries can:

• Switch between Original Medicare and Medicare Advantage
• Switch from a Medicare Advantage plan back to Origianl Medicar
• Change from one Medicare Advnatage plan to another
• Join, switch, or drop a Part D plan

Medicare agents watch a YouTube video on marketing rules for AEP

How to Enroll in Medicare

There are a few ways to enroll in Medicare:

• Online at ssa.gov/medicare
• By phone by calling Social Security at 1-800-772-1213
• In person at your local Social Security office (call ahead for an appointment)

A Few Tips

• Beneficiaries should mark their calendar so they do not miss their enrollment window. Delaying enrollment can lead to gaps in coverage and penalties.
• Ask questions! Medicare can be complex, and there are plenty of free resources available to help. This is where it is important to have a reputable , licensed Medicare agent to provide guidance.
• Because Medicare does ot cover 100% of medical expenses, beneficiaries need to consider additional coverage options; Medicare Advantage or Medicare Supplement and Prescrption Drug plans.

Learn how to appeal a Medicare LEP

Understanding the basics of Medicare enrollment is a vital first step in managing healthcare needs. With a little preparation and the right information, beneficiaries can make good decisions that provide peace of mind and the coverage that best suits their needs.

Agents:

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Because there are so many regulations for Medicare sales, agents need to constantly be learning. That is why we will discuss Medigap Guaranteed Issue Rights in this post. This is a subject that is crucial to understand but often misunderstood.

Medigap Guaranteed Issue Rights

Guaranteed Issue (GI) Rights are protections under federal law that provide beneficiaries the right to purchase certain Medigap (Medicare Supplement) policies without having to go through medical underwriting. That means insurance companies can’t:

• Deny the beneficiary enrollment in a policy
• Charge enrollees more based on health
• Impose waiting periods for pre-existing conditions (in most cases)

These rights kick in during specific situations, often tied to changes in your health coverage or life circumstances.

When Guaranteed Issue Rights Apply

Here are some common scenarios that trigger GI rights:

Turning 65

Anyone who turns 65 has a 6 month period where they can enroll in a Medigap plan without having to go through underwriting.

Loss of Employer or Union Coverage

Individuals that have health coverage through an employer or union (including COBRA) that ends have 63 days from the end of that coverage to buy a Medigap policy using GI rights.

Medicare Advantage Plan Leaves a service Area

If a Medicare Advantage (MA) plan no longer provides service the enrollee’s area, is terminated, or they move out of the plan’s service area, they can return to Original Medicare and buy a Medigap policy under GI protections.

Beneficiary Tries a Medicare Advantage Plan for the First Time

Those who joined an MA plan when they were first eligible for Medicare at 65 and switch back to Original Medicare within the first 12 months can buy any Medigap policy offered in their state.

Medigap Insurance Company Goes Bankrupt or Misleads You

If the Medigap insurer goes out of business or the beneficiary is misled into buying a policy, they have GI rights to purchase another policy.

Trial Rights

In some cases, beneficiaries have “trial rights” that allow them to try out an MA plan and return to a Medigap plan under GI protections. This typically applies if they dropped a Medigap policy for an MA plan and want to switch back within 12 months.

Rules and Timelines

• Typically individuals have a 63-day window from the date previous coverage ends to use their GI rights.
• The plans that are guaranteed issue depend on eligibility and location. The standard Medigap plans are Plans A, B, C, F, K, or L.
• The federal government mandates guaranteed issue rights, although some states offer broader protections. It is important to check the rules for each state.

Watch a YouTube video on Medicare Supplement Underwriting GI & non-GI states

Why Guaranteed Issue Rights Matter

Without GI rights, applying for Medigap outside the initial enrollment period often means going through medical underwriting. Those who have pre-existing conditions could be denied coverage or charged more.

GI rights are a safeguard. They ensure that when life throws a curveball like; losing coverage, moving, or simply changing your mind, beneficiaries can access supplemental coverage without penalty.

Birthday Rule

There are 6 states that allow beneficiaries to change Medigap plans without underwriting during a specific period before/after their birthday each year on a GI basis. The states that have this rule are: CA, ID, IL,KY, LA, MD, NV, OK & OR. Each of these states has it’s own specific rules for this.

Important:

Some states allow beneficiaries to change Medigap plans any time or at specific times without undergoing medical underwriting. These states are: CT, NY, MA & ME.

In CT & NY enrollees change Medigap plans anytime of the year without underwriting. Massachusetts offers an annual open enrollment where beneficiaries do not have to go through underwriting. In Maine there is an open enrollment in June where Medicare Supplement enrollees can switch to a similar or lower benefit plan without underwriting.

Anyone applying under GI rights; insurance companies may request documentation (like letters from the former insurer). Keeping all notices and paperwork handy makes the application process smoother.

Medigap Guaranteed Issue Rights are an important part of the Medicare landscape, especially for those navigating transitions. Understanding when and how they apply allows you to help clients make informed choices and avoid gaps in healthcare coverage.

Each year, Medicare eligible indivduals wonder which type Mediare plan will cover their helath care needs best. Many beneficiareis wonder if they should enroll in a Medicare Supplement or a Medicare Advantage plan. Although both options provide comprehensive coverage, it is important for individuals to consider their needs and budget to make the best choice. In this post, we will go over some ways to decide the best candidates for MAPD Plans.

People Who Want All-in-One Coverage

MAPD plans are good for; anyone who prefers having all their healthcare benefits managed under a single plan. Plan enrollees only need to carry one ID card and pay for Part B and 1 plan premium. Although, some plans do not even charge a premium.

Private insurers offer Medicare Advantage plans (Part C) and bundle together:

• Part A (hospital coverage)
• Part B (medical insurance)
• Often Part D (prescription drug coverage)
• Plus extra perks like vision, dental, hearing, and wellness benefits

Budget-Conscious Individuals

Many MA plans offer low or even $0 monthly premiums. This is in contrast to Medigap plans (used with Original Medicare), which usually have higher premiums.

While enrollees are still responsible for copays and out-of-pocket costs, Medicare Advantage plans have annual out-of-pocket maximums. The maximums provide financial protection Original Medicare alone doesn’t offer. In other words, these plans are a great choice for those on a fixed income trying to cap their annual healthcare costs.

People Who Don’t Travel Often

Because Medicare Advantage plans generally have local provider networks, enrollees must see doctors and hospitals within the plan’s service area for non-emergency care.

These plans are a good choice for individuals who don’t travel often and usually receive care in their local area. MAPDs might not be a good fit for those who live in multiple states throughout the year.

Those Who Value Extra Benefits

Because Medicare Advantage plans usually offer additional benefits beyond what Original Medicare provides, some people prefer them over other options.

Some of the additional benefits (not included in Original Medicare) plans may offer are:

• Dental exams
• Vision exams and an eye wear allowance
• Hearing exams and hearing aid coverage
• Gym memberships
• Transportation to medical appointments
• OTC items
• Healthy food cards

Please note; this list varies by carrier plan type and area. Not all benefits are included in every plan.

Comfortable with Managed Care

Many Medicare Advantage plans involve managed care structures, like HMOs or PPOs, that coordinate your services and may require referrals or prior authorizations.

People who are comfortable navigating provider networks, or calling their plan for care coordination support may find these plans are a good option.

Those in Good Health

Because MA plans often come with copays for services, they may be more cost-effective for individuals who don’t expect to need frequent medical treatment. In other words, Medicare Advantage plans may be a good fit for healthy retirees who normally see a doctor a few times a year for annual checkups or minor services.

Best Candidates for MAPD Plans

Choosing the right Medicare plan depends on personal health needs, budget, and lifestyle. A Medicare Advantage plan can offer convenience, cost savings, and extra benefits,, only if it aligns with how much and where helathcare is needed.

Before enrolling, consider:

• Current doctors (are they in the plan’s network?)
• Medications (are they covered?)
• How often you travel
• Comfort level with managed care.

Medicare Advantage plans are not one-size-fits-all, but for the right person, they can be a useful, value-packed healthcare solution.

Agents click here to learn how Connecture and Sunfire can make quoting and enrollment easier

Before switching or enrolling for the first time, be sure to review options carefully. It is important to check each year during Medicare’s Annual Enrollment Period (AEP) for the plan that best suits current health care needs and budget. A licensed Medicare agent can provide options and help find the most suitable coverage option.

Health Savings Accounts (HSAs) offer a tax-advantaged way to save for medical expenses, but their benefits and rules change once you enroll in Medicare. Understanding HSAs and Medicare enrollment is crucial to avoid tax penalties and continue to benefit from the HSA.

How HSAs Work Before Medicare

An HSA is a tax-advantaged account that allows individuals with a high-deductible health plan (HDHP) to save and pay for qualified medical expenses. Contributions to HSAs are tax-free, in other words, any contributions lower taxable income. All investment growth and earnings are tax-free; indivduals can invest HSA money and will not pay taxes on any gains as long as the money is in the account. Additionally, money withdrawn for qualified medical expenses is tax-free. However, once an individual enrolls in Medicare, they can no longer contribute to an HSA.

Medicare Enrollment and HSA Contributions

Once enrolled in Medicare, the ability to contribute to an HSA stops. This includes enrollment in any part of Medicare, either Part A (hospital insurance) or Part B (medical insurance). Those who continue making HSA contributions after Medicare enrollment face tax penalties.

A few things to consider:

Medicare Enrollment Date Matters: HSA contributions must stop the month your Medicare coverage begins. If you enroll in Medicare mid-year, your contribution limit for that year will be prorated based on the number of months you were eligible to contribute before Medicare enrollment.

Retroactive Medicare Coverage: For those who enroll in Medicare after turning 65, Part A coverage may be retroactive for up to six months (but no earlier than the month you turned 65). This retroactivity can impact HSA contributions. Beneficiaries should stop contributing at least six months before applying for Medicare to avoid penalties.

Employer Considerations: Anyone working past 65 with employer-sponsored health insurance with an HSA option, may want to delay Medicare enrollment and continue contributing. However, once enrolled in Medicare, even retroactively, HSA contributions must stop.

Using HSAs After Medicare Enrollment

Although individuals can’t contribute to an HSA after enrolling in Medicare, they can still use the funds in their account. Benficiaries can use HSA funds tax-free for qualified medical expenses, including:

• Medicare premiums (except for Medicare supplement policies)
• Out-of-pocket medical costs such as copays, deductibles, and prescription drugs
• Long-term care services
• Some over-the-counter medications and medical supplies

Important: after age 65, HSA withdrawals for non-medical expenses are not subject to the 20% penalty that applies to those under 65. Although, those withdrawals are taxed as income.

Transition from HSA to Medicare

To avoid tax issues and optimize benefits, consider the following:

Time Your Medicare Enrollment: Those who plan to work past 65 and want to continue HSA contributions, consider delaying Medicare enrollment if employer coverage allows it.

Stop Contributions in Advance: Individuals planning to enroll in Medicare, stop HSA contributions at least six months before applying to avoid penalties due to retroactive Medicare coverage.

Maximize Existing HSA Funds: Plan the use of HSA funds for healthcare expenses, including Medicare premiums and out-of-pocket costs.

HSAs provide valuable benefits, but their rules change upon Medicare enrollment. Proper planning helps maximize savings and avoid unexpected tax penalties. Individuals approaching Medicare eligibility should consider consulting a financial or tax advisor to help ensure a smooth transition.

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Understanding how HSAs and Medicare interact can help individuals make informed decisions that optimize healthcare savings and coverage.

As a licensed insurance agent, the goal is to help clients get the best coverage for their healthcare needs. In doing this, they are protected against financial loss. One product that can provide significant value to clients is hospital indemnity insurance. This coverage is an excellent addition to many health plans, particularly for individuals on Medicare Advantage plans or high-deductible health plans. In the post below, we answer the question; why offer hosptial indemnity insurance.

Hospital Indemnity Insurance

Hospital indemnity insurance is supplemental insurance that provides cash benefits to policyholders when they are hospitalized due to an illness or injury. Unlike traditional health insurance, which pays service providers, hospital indemnity insurance provides a lump sum or dialy benefit amount to the policyholder. Policyholders can decide how they use the money.

Benefits for clients

1. Fills coverage gaps: Many health insurance plans, including Medicare Advantage, have copays, deductibles, and out-of-pocket expenses that can add up quickly. Hospital indemnity insurance helps cover these costs, reducing financial strain.
2. Flexibility in use: Beneficiaries can use the cash benefits from a hospital indemnity policy any way they like. They can pay medical bills, household expenses, or travel costs associated with treatment.
3. Affordable premiums: Compared to major medical insurance, hospital indemnity plans are relatively affordable, making them accessible to many clients.
4. No network restrictions: Policyholders receive payment for a stay in any hospital, without worrying about network limitations.
5. Customizable plans: Many hospital indemnity policies let clients choose coverage amounts and additional riders. This can include; skilled nursing facility coverage or outpatient services.

Why and how to sell ancillary products – watch a quick YouTube video

Why agents should offer hospital indemnity insurance

1. Enhanced client protection: Offering hospital indemnity insurance demonstrates that you are proactive in helping clients manage potential healthcare costs that may not be covered by their primary insurance.
2. Increase client retention: When clients see the value in additional coverage, they are more likely to trust and stay with an agent who prioritizes their financial well-being. It is also helps build good client relations when all their coverage is provided by one agent.
3. Expand sales opportunities: Adding hospital indemnity insurance to your portfolio increases cross-selling opportunities, allowing you to provide more comprehensive solutions while expanding your revenue.
4. Stand out amoung competitors: Many agents focus solely on traditional health plans. Offering supplemental policies sets you apart and positions you as a more knowledgeable, full-service advisor.
5. Help seniors with Medicare Advantage Plans: Many Medicare Advantage plans have large hospital copay amounts. A hospital indemnity plan tailored to these costs provides clients with peace of mind.

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How to introduce Hospital Indemnity Insurance to clients

Educate clients on coverage gaps: Explain how their existing health plan leaves them with a large out-of- pocket payment in the event of a hospital stay.

Provide real-life scenarios: If possible, use examples of how hospital indemnity insurance has helped individuals manage medical expenses.

Offer a needs-based approach: Assess each client’s unique situation and recommend hospital indemnity insurance as part of a holistic healthcare strategy.

Explain affordability: Break down the cost versus benefit so clients see the value of a small monthly premium compared to potential hospital expenses.

Some tips to maintain your book of business

Hospital indemnity insurance is a great way to protect clients against unexpected healthcare costs. As an agent, offering this coverage not only enhances your client’s financial security but also strengthens your reputation as a trusted advisor. Adding hospital indemnity insurance to your product offerings helps you provide a more complete approach to healthcare planning while expanding your business opportunities.

For veterans who qualify for both Medicare and VA (Veterans Affairs) benefits, understanding how these two healthcare systems work together is crucial. Although both programs provide coverage, they serve different purposes and operate independently. Coordinating Medicare and VA benefits can help maximize healthcare options and avoid unexpected costs.

Do Veterans need Medicare if they have VA benefits

VA benefits provide healthcare services through VA facilities, but do not cover care veterans receive outside the VA system. This is where a Medicare plan helps. While enrolling in Medicare is not mandatory for veterans, having both Medicare and VA benefits can expand healthcare choices. This helps ensure access to a variety of providers outside the VA network if needed.

Click here to find local VA facilities

How Medicare and VA benefits work together

It is important to note; Medicare and VA benefits do not coordinate directly. This means, one does not cover what the other does not. Instead, each program pays for services independently, depending on where veterans receive care:

VA Facilities

If you receive care at a VA hospital or clinic, only VA benefits cover the cost. Medicare does not pay for services at VA facilities.

Non-VA Providers

If you seek care outside the VA system, Medicare will provide coverage for approved services, but VA benefits will not. Without Medicare, veterans are responsible for the entire cost of care from non-VA providers unless you have other insurance.

How each part of Medicare interacts with VA benefits

Medicare Part A (Hospital Insurance): Covers inpatient hospital care. Many veterans qualify for premium-free Part A, making enrollment a good option even if they normally use VA facilities.

Medicare Part B (Medical Insurance): Covers outpatient care, doctor visits, and preventive services. Those who want access to non-VA doctors or specialists, enrollment in Part B is recommended.

Medicare Part C (Medicare Advantage): Private insurance plans that bundle Parts A and B, often including prescription drug coverage. Some plans offer additional benefits, although some may not work well with VA benefits since VA care providers are separate from Medicare Advantage networks.

Medicare Part D (Prescription Drug Coverage): VA benefits include prescription drug coverage, often with lower costs than Medicare Part D. However, enrolling in Part D can be beneficial for veterans who want access to non-VA pharmacies.

Tricare for Life and VA benefits

Some veterans also qualify for Tricare for Life (TFL), which serves as supplemental coverage for Medicare. In this case:

• Medicare pays first, then TFL covers remaining costs.
• VA benefits still work separately, covering care at VA facilities.

Should veterans enroll in Medicare

• Those who rely solely on VA benefits are limited to VA facilities, which could be problematic if they move or need non-VA care.
• Enrolling in Medicare Part B ensures access to non-VA providers and prevents late enrollment penalties.
• Individuals who plan to use VA prescription drug benefits exclusively can skip Part D enrollment without penalty, as VA drug coverage is considered creditable.

Although VA benefits provide excellent healthcare for eligible veterans, they have limitations, particularly when it comes to non-VA care. Medicare expands healthcare options and ensures comprehensive coverage in case of emergencies or provider preferences.

Veterans should carefully evaluate their healthcare needs and consider Medicare enrollment to maintain flexibility and avoid coverage gaps. A licensed Medicare agent can help go over all the options available and help find the best coverage for each individual.

Unfortunately, some beneficiaries incur unexpected penalties (LEPs) because they delay signing up for Medicare Part B or Part D coverage. However, they may have the right to appeal. In this post, we discuss how to appeal a Medicare LEP.

What is Medicare LEP (Late Enrollment Penalty)

Medicare imposes a Late Enrollment Penalty (LEP) when beneficiaries delay enrollment in Medicare Part B or Part D without having other creditable coverage (such as employer-based insurance).

Those who incur a Part B LEP pay a 10% increase in their monthly premium for every 12-month period they were eligible for Part B coverage but neglected to sign up.

The Part D LEP is calculated as 1% of the national base beneficiary premium multiplied by the number of months the beneficiary was not enrolled in a creditable Part D coverage. The provider of their Part D coverage adds this amount to their monthly premium.

Anyone assessed with one of these penalties will end up paying it for life (as long as they have Part B and/or Part D coverage). In other words, it is essential to enroll in coverage in a timely manner and act quickly if the penalty assessment may be an error.

Watch a YouTube video on OEP, SEPs & LEPs

When to appeal an LEP

Those who did not enroll in Medicare Part B and/or Part D but had creditable coverage should appeal the penalty. This happens when individuals have employment-based insurance. If this is the case, ask the employer for a letter proving enrollment and include it with the appeal forms.

In some cases, there could be a mistake and beneficiary was actually enrolled in Part B during part or all of the period in question. When this happens, they can use MSNs showing payment for care as proof of enrollment.

If the beneficiary is enrolled in an MSP plan, they are not charged LEPs.

In some instances, there are extenuating circumstances that prevent individuals from enrolling such as; natural disasters or health conditions. Sometimes individuals receive misinformation from either Medicare or a plan representative that causes them to miss an enrollment period.

How to appeal a Medicare LEP

Step 1: Review the penalty notice

If Medicare applies an LEP, you’ll receive a letter from your plan provider explaining:

• The reason for the penalty
• The amount
• How to appeal

Step 2: Complete the CMS LEP Reconsideration Request Form

Beneficiaries have 60 days from the date on the penalty letter to file an appeal. The LEP reconsideration request form comes with the notice. If you cannot locate one, call the plan provider and request one or use one below.

Click here to download a Part D LEP Reconsideration Request form

Download a copy of the Part B LEP Reconsideration Request Form

Step 3: Gather Supporting Documents

Include any relevant documents, such as:
Proof of prior creditable coverage (letters from past employers or insurers).
Records showing you received misinformation from Medicare or a plan representative.
Medical records or other documentation supporting an extenuating circumstance.

Step 4: Submit Your Appeal to C2C Innovative Solutions

The independent contractor handling Medicare LEP appeals is C2C Innovative Solutions, Inc.

• The address and contact details will be on your penalty notice.
• Send copies, not originals, of supporting documents.

Step 5: Wait for a Decision

C2C will review your appeal and issue a decision within 90 days. If the appeal is approved, the penalty is removed or adjusted. If denied, you may have further appeal rights.

Remember

Act quickly; there is limited time to appeal.
Keep copies of all documents you send.
Check your Medicare records to ensure accuracy.

Avoiding or appealing an LEP can save money in the long run. If there is any doubt that the penalty is justified, don’t hesitate to exercise the right to appeal.

Individuals getting started in Medicare sales or long time agents may be looking for the best FMO for Medicare agents to grow their business.   A good FMO can make all the difference in the world for an agent. They can provide invaluable knowledge, tools and support and expand on the agents value to their community.

Because we offer contracts with all the major carriers as well as many smaller carriers, we ensure the client receives the best coverage to fit their needs. Making sure the clients are happy should the agents top priority. Not only do we work with Medicare products but, we offer ancillary products. This ensures clients can shop for all their coverage in one place. Our ancillary products include dental, vision, final expense and several life insurance options.

Watch a YouTube video to see what we can offer you

When clients get all their coverage needs met in one place, it leads to better retention rates and stronger agent/client relationships. This helps agents maintain their book of business. It also ensures that clients go to the same agent with all their questions.

Click here for online contract and join the team at Crowe

It is easy to get selling with Crowe. There is no need for mountains of paperwork. Just fill out the online contracting kit. You will also need to send copies of your license, E&O , and a void check.  The contract has a section for agents to indicate which companies they want to contract with.  It is that easy.  Agents can easily add carriers to their contract by filling out a link or sending an email to us.

Best FMO for agents – What we have to offer

Agents receive full compensation

Every agent contract we offer is for the maximum allowable commission. Agents receive pay directly from the carriers; we do not take any part of the commission you earn.

Click here for Medicare commissions 2025

Our agents are independent

If you contract with us, you work for yourself and decide what hours you put in.  What you put in to your business is what you will get out of it. Because our agents receive their commission directly from the carriers, you own your book of business.  If you decide to ask for a release, you take your clients with you. Our job is to provide guidance and support when you need it.

Medicare lead program

Our agents are eligible to receive up to $500 per month as reimbursement for Medicare marketing and lead costs.  The only catch is; you must have all your Medicare contracts through Crowe. We do not impose production minimums to start and do not reduce your commission. 

 Click here to learn about our lead program.

Many ways to enroll a client

Due to the fact that we are partners with Pinnacle Financial Services, we can provide free quoting and enrollment tools. This allows clients to enroll in a plan in a way that is comfortable for them.

Voice signature

We offer many tools to quote and enroll that allow agents to use a voice signature. This includes Connecture, Sunfire and My Medicare Bot.

Click here to learn about My Medicare Bot.

Online enrollment with Connecture or Sunfire

Easily access online enrollment tools for Medicare Advantage, Supplement and Part D plans. All our agents have access to a personalized online enrollment platform.  There is no need to meet clients face-to-face if they are not comfortable doing so.  This saves valuable time for everyone when necessary.  Agents can send prospects a link to compare plans and self enroll from either site.

Find out about the updates in Connecture and Sunfire for 2025

Paper application processing 

Because some clients like to use paper applications, Pinnacle is one of the few uplines that still provides our agents application scrubbing & processing.

Additional product quotes

Agents who work with us have free access to Pinnacle’s online quote site.  The site not only quotes and compares Medicare Advantage, Medicare supplement and Part D plans but includes; Final Expense, Term, UL, Hospital indemnity, vision and dental plans.   Take a look at a site demo.

Turn-key seminar program

We offer agents a Medicare seminar program. This is a great option for agents who enjoy presenting invaluable information to those who need it.  Our seminar program allows agents to get out and meet at least 40 to 60 T-65 prospects at each event.  Many prospects are more comfortable when they meet an agent face-to-face and this is a great way to do it.

Each agent has access to a personal portal where the seminar registrants’ contact information is stored. This lets you follow up with those who want your help.  All invites are sent out for you and all you have to do is book a venue, present your information and close the sale!

Learn the Details of Our Seminar Selling Program

Training webinars

We send out weekly invites to any agent who wants to learn about new products and regulations. All our webinars are available on our YouTube channel so you can view them at your convenience.  Our videos cover many topics including:  Sales strategies, enrollment and marketing rules, product knowledge, and how to use the sales tools available to our agents.

Take a look at our YouTube channel for some free training videos.

Additionally:

If you want help growing your book or building an agency, we are here for you.  Agencies working with us can use our programs and tools to recruit and train agents.  This includes our Medicare lead program.  This program is a great help to new agents and provides incentive for them to join your agency.

Please note;  each carrier has specific requirements for the various agency levels.  We are here to help you get to the level you are want to be at.  Up-line levels include GA, MGA and SGA levels.

Learn about our discounted E&O coverage; both agents and agencies can purchase our E&O.

Our E&O covers multiple lines of business including; Life, Health, LTC  & FE as well as Annuities, both fixed and indexed

More Agency Programs and Benefits – Click here

If you’re a Medicare beneficiary with higher income, you may be subject to the Income-Related Monthly Adjustment Amount (IRMAA) for your Medicare Part B and Part D premiums. However, if your income has recently decreased due to qualifying life events, you may be eligible to appeal the IRMAA determination. Here’s what you need to know about how to appeal an IRMAA.

What is an IRMAA

The Medicare Income-Related Monthly Adjustment Amount (IRMAA) is an extra charge added to Medicare Part B and Part D premiums if the beneficiary’s income exceeds certain thresholds. The Social Security Administration (SSA) determines IRMAAs based on the tax return from two years prior. In other words, a 2025 IRMAA is based on 2023 income.

IRMAA brackets 2025

When you can appeal an IRMAA

Medicare beneficiaries may appeal an IRMAA redetermination if they experience a significant life-changing event that cause a reduction in income. Qualifying events include:

1. Marriage, divorce, or annulment
2. Death of a spouse
3. Retirement or reduction of working hours
4. Loss of a pension or settlement of an employers pension plan
5. Loss of income-producing property due to a disaster or other circumstance

Any of these situations may cause a decrease in income. This provides grounds for an appeal.

How to File an IRMAA Appeal

To file an appeal, beneficiaries must complete Form SSA-44, Medicare Income-Related Monthly Adjustment Amount – Life-Changing Event. Here’s how to do it:

1. Download the Form – Obtain Form SSA-44 from the Social Security website or by at the local Social Security office.
2. Complete the Form – Provide details about the life-changing event, including supporting documentation (such as a marriage certificate, employer statements, or tax returns).
3. Submit the Form – Either mail or deliver the completed form and supporting documents to the local Social Security office.
4. Await a Decision – SSA will review the request and notify the beneficiary of the outcome. If they deny the appeal, the beneficiary may request a further review.

To Sum it up

If your income changes due to a qualifying event, don’t hesitate to appeal an IRMAA determination. Many beneficiaries successfully lower their Medicare premiums through this process. Be sure to gather all necessary documentation and submit the appeal as soon as possible to avoid overpaying.

For more details, visit the official Social Security Administration website or contact your local SSA office.