Why Life Insurance Agents Should Add Medicare Sales to Their Portfolio
The insurance industry is constantly evolving, and agents who adapt tend to stay ahead. Should life agents add Medicare sales? For life insurance agents looking to diversify income, build long-term client relationships, and create a more full-service business, adding Medicare sales is one of the smartest moves you can make.
Here’s why now is the perfect time to bring Medicare into your practice and how doing so can elevate your business.
A Huge, Growing Market
Every day, thousands of Americans turn 65 and that trend is expected to continue for years. These individuals are entering Medicare eligibility and looking for guidance. As a trusted life insurance advisor, you’re in a perfect position to provide it.
Adding Medicare products means tapping into a huge and growing senior market that is eager for personalized advice.
Recurring Revenue Stream
Medicare Advantage and Medicare Supplement plans as well as PDP plans offer residual income. Once you enroll a client, you can receive renewal commissions every year they remain with the plan. This helps build long-term income stability and predictability.
Watch a quick YouTube video on Medicare Advantage & PDP commissions 2025
Cross-Selling Opportunities
Adding Medicare products opens the door to natural cross-sells:
- Final expense insurance
- Hospital indemnity plans
- Critical illness and cancer policies
- Dental, vision, and hearing plans
- Annuities for retirement income
Your Medicare clients often need these products, and you already have the relationship and trust to help them.
Stay Connected To Your Clients
Clients turning 65 often reach out with Medicare questions. If you don’t provide help, they may turn to someone who does, and that someone may end up replacing other policies you wrote.
By adding Medicare, you become a one-stop resource for your clients’ as they enter retirement. This helps build trust and solidify the relationship. Get a few tips to maintain your book of business.
Simple Entry With the Right Support
Getting started in Medicare sales may seem intimidating, but it’s more straightforward than many life agents expect:
- Get licensed in the states you plan to sell in
- Complete AHIP certification
- Contract with carriers (MAPD, PDP, Med Supp)
- Partner with an FMO or upline who offers training, tools, and support
Learn about our $500 monthly lead and marketing program
With the right team behind you, the learning curve is manageable—and the long-term payoff is substantial.
Medicare Builds Your Business Year-Round
Although Medicare gives you a seasonal boost during the Annual Enrollment Period (AEP) every fall, it also provides a steady stream of opportunities throughout the year from:
- Turning 65 clients
- Special Enrollment Periods (SEPs)
- Dual Eligibles and LIS recipients
You can keep your pipeline full even when life insurance leads dry up.
If you are ready to add Medicare; click here for online contracting
Adding Medicare sales doesn’t mean walking away from life sales; it is an opportunity to expand your business and your value to clients. You’ll gain:
- A broader client base
- Stronger retention
- Recurring revenue
- More cross-sell opportunities
Stay updated on Medicare agent events and information
If you’re a life agent looking to grow your business and secure your financial future, Medicare sales should be your next move.
Medicare Part D Extra Help: What Agents and Beneficiaries Need to Know
When it comes to Medicare, prescription drug coverage can be a very confusing and expensive component for beneficiaries. Fortunately, there’s a federal program called Extra Help, also known as the Low-Income Subsidy (LIS), that can significantly reduce those costs. As a Medicare agent, you need to be able to answer the question; what’s Medicare part D Extra Help. Understanding and explaining this benefit can be a game-changer for your clients.
What Is Medicare Part D Extra Help
Extra Help is a program administered by the Social Security Administration (SSA) and Centers for Medicare & Medicaid Services (CMS) to assist individuals with limited income and resources in paying for their Medicare Part D prescription drug plan costs. This includes premiums, deductibles, and copayments.
The value of this benefit can be substantial—worth an average of about $5,300 per year (2024 estimate).
Who Qualifies for Extra Help?
To qualify for Extra Help, beneficiaries must meet certain income and resource limits. As of 2025 (these numbers are adjusted annually):
- Income Limits:
- Individuals: Up to $23,715 annually
- Married couples: Up to $31,965 annually
- Resource Limits (includes bank accounts, stocks, and bonds; excludes home, car, personal items):
- Individuals: Up to $17,600
- Married couples: Up to $35,130
Click here for a LIS Extra Help chart for 2025
Note: People who automatically qualify for Extra Help include those who:
- Have full Medicaid coverage
- Receive Supplemental Security Income (SSI)
- Qualify for an MSP (Medicare Savings Program)
What Extra Help Covers
Depending on the level of help a beneficiary qualifies for, Extra Help can:
- Reduce or eliminate monthly Part D premiums
- Lower or remove the annual Part D deductible
- Cap out-of-pocket drug costs
In most cases, those receiving Extra Help will pay:
- Low or no monthly premiums for a benchmark Part D plan
- A small deductible as low as $0
- Low copays (as little as $4.80 for generics and $12.15 for brand-name drugs in 2025) Full-Duals pay $1.60 for generic and $4.80 for brand name drug copays
Watch a quick YouTube video on the Quarterly SEP for Dual and Drug Help Elimination in 2025
How to Apply for Extra Help
- Online at www.ssa.gov/extrahelp
- By calling 1-800-772-1213 (SSA)
- Or by visiting the local Social Security office
As an agent, you can guide clients through the application process, help gather the right documentation, and verify eligibility.
Why Agents Should Care
Helping clients apply for Extra Help not only strengthens your relationship with them but also ensures they can afford necessary medications. When a client qualifies, they may be more willing and able to enroll in or stick with a Part D plan; making this an ideal opportunity to offer value and grow your book of business.
Agents, if you are ready to join the team at Crowe; click here for contracting
SEP for Extra Help Recipients
Don’t forget, beneficiaries who qualify for Extra Help are eligible for a Special Enrollment Period (SEP). This means they have an SEP to change their Medicare Part D plan once they are approved for extra help.
learn about the SEP Changes for Dual, Partial Dual and LIS members in 2025
Extra Help can be life-changing for Medicare beneficiaries who struggle with prescription drug costs. As an agent, your role in identifying eligibility and guiding your clients through the application process is crucial. It’s a win-win: clients get meaningful financial relief, and you build long-term trust and loyalty.
Stay updated on agent events and information; click here
What Does “Ready to Sell” Mean – A Guide for Medicare Agents
If you’re a Medicare agent gearing up for the Annual Enrollment Period (AEP) or planning your year-round sales strategy, you’ve likely heard the term “Ready to Sell” (RTS) from carriers, uplines and other agents. But what does ready to sell mean and why is it so important?
Here’s a breakdown of what “ready to sell” is, why it’s critical for your success, and how to make sure you’re always in good standing with Medicare carriers.
What Is “Ready to Sell”
Ready to Sell means you have completed all the carrier-specific requirements to legally and compliantly market and sell that carrier’s Medicare Advantage (MA), Medicare Advantage Prescription Drug (MAPD), or Prescription Drug Plans (PDPs).
Until the carrier officially marks you “Ready to Sell”, you cannot:
- Discuss plan details,
- Help clients enroll in a plan,
- Or earn commissions for sales.
What Does It Take to Become RTS
Requirements may vary slightly by carrier, but typically, agents must complete the following steps every year:
- AHIP Certification
Most carriers require agents to pass the AHIP (America’s Health Insurance Plans) certification with a score of at least 90%. This ensures they understand Medicare basics and CMS compliance rules. - Carrier-Specific Certifications
Each carrier has its own product training, code of conduct, and compliance modules that must be completed, Usually agents can locate these in the carrier’s online portal. - Contracting and Licensing
Agents must:- Be properly licensed in any state(s) they intend to sell in.
- Complete contracting paperwork and submit background checks when required.
- Maintain Errors and Omissions (E&O) insurance coverage.
- State Appointments
In any state you want to sell in, the carrier must appoint you before you can make a sale. Learn why you might want to add non-resident licenses.
Once you complete these steps and the carrier processes them, they’ll update your status to Ready to Sell.
Watch a quick YouTube video “What you need to know before a Medicare sale”.
When To Get Ready to Sell
Early preparation is key. Most carriers open their certifications in either June or July for the up-coming AEP. It is best to finish each one as soon as possible. If you are appointed with several carriers, you do not want to be over whelmed trying to get them all done at once. If you wait too long, you may miss valuable selling time during the busiest part of the year.
What If You’re Not RTS
If you try to present or enroll a client in a plan without a RTS status, you risk:
- Losing your commission
- Contract termination
- CMS compliance violation
Even if you’re well-intentioned, both the carrier and CMS takes these infractions seriously. Always check your RTS status before marketing or discussing plans.
If you are an agent who wants to join the team at Crowe; click here for online contract.
How to Check Your RTS Status
Most carriers notify you by email when you’re Ready to Sell. In most cases, you can find your RTS status on each carrier’s broker portal. Some FMOs (Field Marketing Organizations) also provide consolidated dashboards for multiple carriers, such as Pinnacle’s BOSS portal.
Stay on top of the latest agents events and information; click here
Why Consider a Non-Resident Insurance License
As a Medicare agent, you’re always looking for ways to grow your book of business and expand your earning potential, but what if the opportunity lies outside your home state? Adding a non-resident insurance license is a powerful tool that allows licensed agents to legally sell insurance in states they don’t live in. Whether you’re eyeing snowbird states, helping relocated clients, or expanding your digital reach, here’s why a non-resident license might be your next smart move.
What Is a Non-Resident Insurance License
A non-resident health insurance license allows an agent to sell Medicare Advantage, Medicare Supplement, and Prescription Drug Plans in a state other than where they live. Most states allow agents to apply online through the NIPR (National Insurance Producer Registry) for a streamlined approval process.
If you are ready to join the team at Crowe; click here for online contracting
Reasons to Get Licensed in Other States
1. Follow Your Clients Across State Lines
Clients move, especially seniors who relocate for retirement, family, or health reasons. Having a non-resident license lets you retain your clients, continue to serve them legally, and maintain your commissions even after they move.
2. Target Snowbird States
States like Florida, Arizona, and North Carolina have large populations of retirees; many of whom split their time between two states. If you’re licensed in both their primary and secondary residences, it is easier to meet their unique Medicare needs wherever they are.
3. Take Advantage of Remote Selling
With telesales, Zoom, and electronic applications now standard in Medicare sales, geography is no longer an issue. A non-resident license lets you legally market and enroll beneficiaries remotely in multiple states. For agents who are willing to do the work, this can open the door to unlimited expansion.
4. Participate in Cross-State Lead Programs
Some lead vendors or FMOs offer high-quality leads in multiple states. Without the proper licenses, you’ll miss out. A non-resident license makes you eligible for more lead opportunities.
5. Diversify Your Market
Every state has slightly different demographics, plan availability, and competitive dynamics. Getting licensed in new areas lets you provide service in underserved or less saturated markets where you can stand out and grow faster.
Watch a YouTube video – Choosing the Right Type of Lead
How to Get a Non-Resident License
- Check requirements on NIPR.com.
- Have a resident license in good standing.
- Apply and pay the state-specific fees.
- Submit to any background checks or documentation requests.
- Keep up with CE requirements (some states require additional courses).
Keep in Mind
- Carrier Appointments: Getting licensed isn’t enough, you also need to be appointed by each carrier you plan to offer in that state.
- Marketing Rules: Always follow state-specific CMS and state DOI regulations. What works in one state may not work elsewhere.
- Annual Renewal Fees: Each state has its own renewal process and costs. Be sure to check with each carrier you add to see if they also charge a non-resident appointment fee. tHis helps ensure our investment is worth the cost.
Agents; stay up-to-date on events and information
Think Bigger
As the Medicare landscape becomes more competitive, the agents who think strategically and act nationally get ahead. A non-resident license is an investment in flexibility, client retention, and revenue potential. Whether you’re selling virtually or preparing for client moves, now is the time to consider expanding your footprint beyond your home state.
Understanding Medicare Part B LEPs: How to Avoid Them and Dispute Errors
Enrolling in Medicare is a crucial step to secure affordable healthcare for those who qualify. However, missing the enrollment window can be a costly mistake. If this happens, a beneficiary will face Medicare Part B LEPs (Late Enrollment Penalties). In this post, we explain what the penalty is, how to avoid it, and how to dispute it if it is applied in error.
Watch a video on OEP, SEPs & late Part B enrollment
What Is a Medicare Part B LEP
Medicare Part B covers outpatient services like doctor visits, preventive care, durable medical equipment, and more. If the beneficiary doesn’t sign up for Part B when they’re first eligible, and they don’t qualify for a Special Enrollment Period (SEP), they may receive a monthly penalty that lasts a lifetime.
Here’s how it works:
- The penalty is 10% of the standard Part B premium for every 12-month period the beneficiary was eligible but didn’t enroll.
- CMS adds it to the monthly premium as long as you have Part B; most likely for the rest of your life.
Example:
If the beneficiary delays Part B for 2 full years without a valid reason, the penalty will be 20% of the standard monthly premium.
When Can You Delay Enrollment Without Penalty
You can delay Part B without a penalty if you have creditable coverage. This generally means you receive coverage under an employer-sponsored plan through your (or your spouse’s) active employment.
You qualify for a Special Enrollment Period (SEP) if:
- You or your spouse are still working past age 65.
- You’re covered under a group health plan from that employment.
- You enroll in Part B within 8 months of losing that coverage or stopping work; whichever comes first.
How to Avoid the Part B LEP
- Know Your Initial Enrollment Period (IEP). The IEP is a 7-month window. It begins 3 months before th emonth you turn 65, includes your birth month , and ends 3 months later.
- Enroll During a Special Enrollment Period (if eligible). Those working past 65 and have employer coverage shoul dkeep proof of coverage. This may qualify them for an SEP.
- Get Written Confirmation of Creditable Coverage. Keep documents from your employer or insurance provider to prove your coverage was creditable.
- Don’t Assume COBRA or Retiree Coverage Counts. These type of coverage do not qualify as creditable to delay Part B enrollment without a penalty.
What If You’re Penalized by Mistake
If you receive a notice of a Part B LEP and believe it’s in error, you have the right to appeal.
Steps to Dispute a Medicare Part B LEP:
- Request a Reconsideration
Contact the Social Security Administration (SSA) and request Form CMS-L564 (Request for Employment Information) and Form CMS-40B (Application for Enrollment in Medicare – Part B). - Gather Proof
Obtain proof of your creditable coverage, such as:- Employer letters
- Pay stubs showing active health coverage
- Group health insurance policy documents
- Submit Documentation Promptly
Include a letter explaining your situation and attach your documentation. Send it to your local Social Security office or follow instructions provided with the reconsideration request. - Follow Up
Appeals can take several weeks. Keep a record of all communication and follow up regularly.
Medicare Part B LEPs are more than just a financial nuisance; they’re a lifelong burden if not handled correctly. Fortunately, with proper planning and awareness of enrollment timelines, they are entirely avoidable. If a mistake does occur, don’t panic. There is a clear process in place for disputes, and with strong documentation, many errors can be successfully overturned.
If you’re approaching Medicare eligibility or navigating coverage options, consider consulting with a licensed Medicare agent to help guide you through the process.
Medicare agents
Click here for online contracting with Crowe
Stay updated on agent events and information
Why Medicare Agents Should Be Selling Critical Illness Insurance
As a Medicare insurance agent, your goal is to ensure clients have the best protection for their individual needs. Although Original Medicare and Medicare Advantage plans provide essential healthcare coverage, there’s a critical gap often overlooked: the financial impact of a serious illness. This is where selling critical illness insurance can add real value to your clients’ health coverage as well as your business.
What is Critical Illness Insurance
Critical illness insurance pays a lump-sum cash benefit directly to the policyholder upon diagnosis of a covered condition, such as:
- Cancer
- Heart attack
- Stroke
- Organ transplant
- Kidney failure
Unlike traditional health insurance, this benefit can be used any way the insured chooses; covering deductibles, copays, for travel, in-home care, or everyday expenses like mortgage or groceries.
Why Medicare Isn’t Enough
Medicare (even with Medigap or Medicare Advantage) doesn’t provide coverage for non-medical expenses that often accompany a serious diagnosis. For example:
- Travel to specialized treatment centers
- Home modifications for accessibility
- Lost income for a spouse who becomes a caregiver
- Alternative treatments not covered by Medicare
Even with excellent coverage, a sudden illness can quickly lead to out-of-pocket expenses that drain savings and add financial stress to an already difficult time.
Watch a quick YouTube video on Why and How to Sell Ancillary with Medicare
How Selling Critical Illness Insurance Enhances Your Portfolio
Solves a Real Problem
Seniors are more likely to suffer from critical illnesses than younger individuals. Offering a solution that provides some financial protection and peace of mind differentiates you as a full service advisor; not just a Medicare agent.
Easy to Explain, Easy to Sell
This product is straightforward: “If you’re diagnosed with a serious illness, you get cash.” There’s no network, no complicated claims process, and no restrictions on how the money is spent.
Cross-Selling Made Simple
The Medicare appointment is the perfect opportunity. You’re already discussing health risks, costs, and coverage gaps. With a natural transition, you can introduce critical illness as a way to fill a major gap without additional appointments or paperwork hurdles.
Important: be sure you include any products you might discuss in each meeting in the Scope of Appointment.
Increased Revenue Per Client
Adding a critical illness policy boosts your earnings while strengthening your client relationship. It’s a win-win: more protection and value for them, more business for you.
Ready to join the team at Crowe; click here for contracting
Overcoming Common Objections
“I already have Medicare.”
Yes, but Medicare doesn’t pay you if you get sick. This policy provides money to help manage the non-medical financial impact of a serious illness.
“I’m on a fixed income.”
That’s exactly why this protection matters. A $20–$30 premium today could prevent thousands in financial burden tomorrow. Be sure you sell plans that fit in the client’s budget, do not over-sell. That only leads to distrust and chargebacks when they cannot afford to pay for the coverage.
Adding critical illness insurance to your Medicare sales is not just smart business; it’s the right thing to do for your clients. It shows you understand their broader needs, care about their financial security, and can offer solutions beyond the basics.
Click here to get up-to-date agent events and information
Medicare Enrollment: When It’s Automatic and When You Need to Sign Up
Medicare enrollment can be confusing, especially when it’s not clear whether you’ll be enrolled automatically or if you need to take the first step yourself. As either a Medicare agent or beneficiary, knowing when is Medicare enrollment automatic is critical to avoid late enrollment penalties and coverage gaps.
Here’s a breakdown of when Medicare enrollment happens automatically and when beneficiaries need to sign up on their own.
When Medicare Enrollment Is Automatic
Individuals are automatically enrolled in Medicare Part A and Part B at age 65 if:
They already receive Social Security or Railroad Retirement benefits
Individuals who collect either Social Security or Railroad Retirement Board (RRB) benefits for at least four months before their 65th birthday are automatically enrolled in:
- Medicare Part A (hospital insurance)
- Medicare Part B (medical insurance)
In most cases, These individuals receive their Medicare card about three months before their 65th birthday.
Those under 65 and have a qualifying disability
Individuals who receive Social Security Disability Insurance (SSDI) for 24 consecutive months, are automatically enrolled in Medicare once they reach the 25th month of disability benefits.
Please Note: Individuals with ALS (Lou Gehrig’s disease) receive Medicare automatically the month their disability benefits begin.
When You Need to Sign Yourself Up
Individuals must enroll themselves in Medicare if:
They’re not receiving either Social Security or RRB benefits
In many cases, people decide to delay the receipt of Social Security until after age 65 to maximize their benefit amount. Those individuals are not automatically enrolled in Medicare; they must sign themselves up during their IEP (Initial Enrollment Period).
The IEP is a 7-month window that starts 3 months before, includes the month of, and ends 3 months after the beneficiary’s 65th birthday.
Individuals who have employer coverage and delay Part B enrollment
Those still working and receive health coverage from a large employer (20+ employees) group health plan may choose to delay Part B and avoid paying the monthly premium. In that case, they must sign up later during a SEP (Special Enrollment Period). This is an 8 month window when individuals can sign up for Part B once their employer coverage ends or they stop working (whichever comes first).
Watch a YouTube video on OEP, SEPs and Late Part B enrollment
Important: COBRA and retiree coverage do not count as active employer coverage. Individuals may face penalties if they delay Medicare enrollment and rely on these plans.
What If You Miss Enrollment
If you miss your IEP and don’t qualify for an SEP, you’ll have to wait for the General Enrollment Period (GEP):
- January 1 – March 31 each year
- Coverage begins the month after you enroll
- You may owe a late enrollment penalty for Part B (and Part D if applicable)
Tips for Clients & Agents
- Mark your calendar: Your IEP starts 3 months before your 65th birthday.
- Enroll on time: Even if you’re healthy, missing the window can cost more later.
- Coordinate carefully: If still working, check with HR or your agent before delaying Medicare enrollment.
- Check coverage: Compare Original Medicare vs. Medicare Advantage (Part C) and add Part D or Medigap as needed.
Agents; ready to contract with Crowe – Click here
Need Help Enrolling
Whether you’re approaching 65 or advising clients, navigating enrollment can be tricky. Medicare.gov provides tools to check eligibility and apply online; agents can help guide clients through the process to avoid delays and penalties.
Knowing when Medicare enrollment is automatic and when you need to enroll yourself helps avoid costly mistakes. As an agent, walking clients through this process adds tremendous value. If you’re a beneficiary, planning ahead ensures a smooth transition into Medicare with the coverage you need.
Have questions about a specific situation? Reach out to a licensed Medicare agent who can provide personalized guidance based on your health needs and budget.
If you are an agent who wants to keep up with the latest news and events; click here
Simplified Issue vs. Guaranteed Issue Life Insurance: What Agents Need to Know
As an insurance agent, especially one working with Medicare beneficiaries and seniors, it’s crucial to understand the nuances between Simplified vs Guaranteed Issue life insurance. Both products serve clients who may not qualify for traditional fully underwritten policies, but knowing when to recommend one over the other can make a big difference in value, affordability, and the suitability of coverage.
Let’s break down the key differences between these two life insurance types. This will enable agents to make an informed decision when figuring out which is the best fit for their clients.
Simplified Issue Life Insurance
Simplified Issue life insurance offers a streamlined underwriting process that doesn’t require a medical exam. Instead, the insurer evaluates eligibility based on answers to health questions and prescription or medical history checks.
Key Features:
- No medical exam, but a few health questions are required
- Faster approval—often within days
- Lower premiums than Guaranteed Issue
- More generous coverage amounts (e.g., $25,000–$50,000 or more)
- Ideal for clients in decent health who may have minor conditions but want quick coverage
Best for:
- Seniors who can truthfully answer “no” to key health questions
- Clients who want better rates and higher coverage without full underwriting
- People planning for final expenses or supplemental coverage
Watch a quick video on how to quote Final Expense
Guaranteed Issue Life Insurance
Guaranteed Issue life insurance is a no-questions-asked policy; approval is guaranteed regardless of health history or any current illnesses/conditions. This insurance is a valuable safety net for individuals who’ve been declined for other types of life coverage.
Key Features:
- No medical exam and no health questions
- Guaranteed approval for ages typically 50 to 85
- Higher premiums for lower face amounts (commonly $5,000–$25,000)
- Includes a graded death benefit (e.g., no full death benefit if death occurs within the first 2–3 years unless accidental)
Best for:
- Clients with serious or terminal health conditions
- Individuals recently declined for simplified or fully underwritten policies
- Those needing burial insurance with an easy qualification process
Side-by-Side Comparison
| Feature | Simplified Issue | Guaranteed Issue |
|---|---|---|
| Medical Exam | No | No |
| Health Questions | Yes | None |
| Underwriting Time | Fast (days) | Instant to a few days |
| Coverage Amount | Higher (up to $50K+) | Lower (up to $25K) |
| Premiums | More affordable | Higher per $1K of coverage |
| Graded Benefit | Sometimes | Always |
| Who It’s For | Clients in fair to moderate health | High-risk or uninsurable clients |
Which to Recommend
- Start with Simplified Issue: If clients can pass a basic health screening, they’ll get better rates and more coverage.
- Use Guaranteed Issue as a fallback: It’s the best option when a client is uninsurable elsewhere but still wants peace of mind.
- Educate about the graded benefit: Many clients don’t realize Guaranteed Issue policies won’t pay full death benefit for 2–3 years, except for accidental death. Be clear on this to avoid misunderstandings.
- Manage expectations: Emphasize that “guaranteed” doesn’t mean better; it means last resort in most cases.
Click here to join the team at Crowe.
Understanding Simplified vs Guaranteed Issue life insurance can help you serve your clients with integrity and clarity. These are valuable tools for seniors who need coverage quickly with minimal hassle, but choosing the right product depends on honest conversations about health, budget, and goals.
Stay up-to-date on agent events and information
As an agent, your role is not just to sell a policy; it’s to provide the most suitable product available. That starts with understanding the distinctions and guiding clients with transparency.
How Medicare Covers Diabetic Supplies And Where to Get Help
Managing diabetes effectively is extremely important and requires reliable access to the necessary supplies. For Medicare beneficiaries living with diabetes, understanding what’s covered and how insurance pays for it is essential. As a Medicare agent, helping clients navigate these benefits can make a real difference in their quality of life. We will go over Medicare payment of diabetic supplies and provide information on how to get help locating and paying for them.
Diabetic Supplies Medicare Covers
Medicare Part B (Medical Insurance) covers certain diabetic supplies for all beneficiaries who have diabetes, whether they use insulin or not. Here’s what they typically cover:
- Blood glucose monitors
- Blood sugar test strips
- Lancets and lancet devices
- Glucose control solutions
- Continuous Glucose Monitors (CGMs) and related supplies
For beneficiaries who use insulin, Medicare also covers insulin pumps and pump-related supplies under Part B if the pump qualifies as durable medical equipment (DME).
Important: Insulin itself (unless used with a pump) syringes, needles, alcohol swabs, and gauze are generally covered under Medicare Part D (the prescription drug benefit).
How Much Medicare Pays
Under Medicare Part B, Medicare pays 80% of the Medicare-approved amount for covered diabetic supplies after the beneficiary meets the Part B deductible. The beneficiary is responsible for the remaining 20% unless they have additional coverage (like a Medigap plan or Medicaid) that helps with cost-sharing.
If diabetic supplies are obtained through a Medicare-enrolled supplier, the beneficiary avoids unnecessary out-of-pocket costs. That’s why it’s essential to work with reputable providers who are participating providers under Medicare.
Where to Get Supplies: Advanced Diabetic Supply Group
One of the most trusted names in diabetic supply delivery is the Advanced Diabetic Supply Group (ADS).
Here’s why Medicare beneficiaries and agents should consider ADS:
Watch a YouTube video on Advanced Diabetes Supply and how they can help your clients
- Medicare-Enrolled Supplier: ADS is an accredited Medicare DME provider, which means they meet strict compliance and billing standards.
- Home Delivery: Supplies are shipped directly to the beneficiary’s home—saving time and eliminating pharmacy trips.
- Bilingual Support: ADS offers customer service in English and Spanish, making communication easier for diverse clients.
- Insurance Coordination: They work directly with Medicare and many private insurance plans to verify coverage and handle paperwork.
If you are ready to join the Crowe team, click here for online contract
As an agent, you can refer clients to ADS knowing they’ll receive quality care and proper billing, which leads to better health outcomes and fewer surprises.
Tips for Agents and Beneficiaries
- Stay enrolled: Ensure your client’s Medicare coverage is active and updated.
- Verify suppliers: Always use Medicare-approved suppliers to avoid denied claims or excessive costs.
- Review needs annually: Reassess whether your client’s current plan covers all their diabetic needs, especially during the Annual Enrollment Period (AEP).
Agents if you want to stay up-to-date on our events and information, click here
Grassroots Marketing for Medicare Agents: Building Your Book of Business
In an increasingly digital world, there’s still no substitute for genuine, personal connection; especially in Medicare sales. Grassroots marketing for Medicare agents can be one of the most effective and affordable ways to grow your book of business, especially in local communities where trust and reputation go a long way. Whether you’re a new agent or looking to reinvigorate your outreach strategy, grassroots marketing tactics can build lasting relationships and drive referrals.
Volunteer in Your Community
Volunteering is a powerful way to connect with people on a personal level while giving back. Choose causes that align with your values and attract your target demographic; such as food banks, senior centers, or veterans’ organizations.
Consider wearing a name badge or shirt with your agency’s logo while volunteering, and carry business cards or branded leave-behinds. In these settings, people often ask what you do, giving you a natural way to mention your services.
Ask for Referrals from Satisfied Clients
Even in today’s world; word-of-mouth remains king. Clients who trust you are your best advocates. Don’t be afraid to ask for referrals, just be compliant and tactful in how you do it.
Tools:
- Create business cards for clients to pass to friends. It is a good idea to put a picture of yourself on your cards to help people become familiar with you.
- Follow up with a handwritten thank-you note and a small token of appreciation; such as a $10 coffee gift card or a some small token (keeping it under $15 to stay compliant).
Additionally: Consider including a line on your business card or email signature: “Know someone who has questions about Medicare? I’m happy to assist!”
Build Local Business Relationships
Partner with local businesses that serve your ideal clientele; pharmacies, barbershops, community banks, independent living facilities, senior centers, libraries, etc.
Strategies:
- Offer to leave business cards, flyers or brochures at the front counter.
- Cross-refer: If they refer customers to you, do the same for them.
- Host joint educational events (e.g., “Medicare and Medication Q&A” with a local pharmacist).
Leave-behind ideas:
- Branded pens, pill organizers, or reusable shopping bags are all affordable and practical.
Host Seminars and Educational Events
Educational seminars are a compliant and effective way to attract new prospects. People appreciate clear, unbiased information about Medicare—especially when it’s presented in an easy-to-understand format.
Watch a quick YouTube on Educational Seminar Best Practices
Some Ideas on Where to Host:
- Local libraries
- Senior centers
- Churches
- HOA clubhouses
What to Bring:
- Printed guides or FAQs
- Sign-in sheet (for permission-based follow-up) voluntary only
- Medicare-compliant presentation materials
- Small giveaways like notepads, magnifying glasses, or bookmarks (again, under $15 in value) with your logo and contact information
Be sure to check with carriers and CMS for current marketing rules around events and materials.
Stay updated on agent events and information
Be Where Your Audience Is
Don’t wait for people to come to you; go where they already are.
A Few Ideas:
- Set up an information booth at a farmer’s market or community fair (with proper permission).
- Attend Chamber of Commerce or Rotary Club meetings.
- Sponsor a senior bingo night or lunch-and-learn event.
Use these opportunities to show up as a helpful resource, not a salesperson.
Consistency is Key
Grassroots marketing takes time but builds true connections. It’s not about flashy ad budgets; it’s about showing up, being authentic, and providing value. If you make it easy for people to refer you, remember you, and trust you, your Medicare book of business will grow; one interaction at a time.
Are you ready to join the team at Crowe; click here for contract
Suggested Leave-Behinds or Referral Gifts (All $15 or Less):
- Branded pill organizers
- Magnifying bookmarks
- Reusable grocery bags
- Hand sanitizers with your logo
- Small potted plants or succulents
- Coffee mugs
- $5–$10 gift cards (compliance-checked)
- Mini first aid kits
- Magnetic calendars with your logo and contact information
Looking to grow your Medicare practice? Start with your community; the most powerful marketing tool you have is you!
Final expense insurance; also known as burial insurance or funeral insurance, is one of the most practical and emotionally impactful products in the life insurance industry. It provides a straightforward solution for covering funeral and end-of-life costs. We will go over Final Expense Plan basics so you can get a general idea of the value of these plans.
This guide breaks down what agents need to know to confidently sell final expense insurance; from plan types and terminology to underwriting insights and a step-by-step sales process.
Final Expense Insurance
Final expense insurance is a type of permanent whole life insurance with a low death benefit, typically between $2,000 and $50,000. It’s designed to pay for funeral expenses, medical bills, debts, and other end-of-life costs. This helps provide peace of mind for the individuals who purchase the coverage and their loved ones.
Key Characteristics:
- Whole life insurance product (not term)
- Level premiums for life
- Guaranteed death benefit (as long as premiums are paid)
- No medical exam required (simplified issue or guaranteed issue)
- Cash value accumulation
Final Expense Terminology
Understanding the lingo is important when discussing plans with clients:
| Term | Meaning |
|---|---|
| Face Amount | The death benefit amount the beneficiary receives |
| Simplified Issue | Underwriting involves health questions but no medical exam |
| Guaranteed Issue | No health questions, approval is guaranteed |
| Level Benefit | Full death benefit from day one |
| Graded Benefit | Partial death benefit for the first 2-3 years |
| Modified Benefit | Death benefit increases over time or excludes certain causes initially |
| Cash Value | A savings component that grows over time (part of whole life) |
Watch a quick YouTube video on Life Insurance Basics
Final Expense Plan Types
Final expense plans generally fall into three categories:
1. Level Benefit Plans
- For healthy clients who qualify based on health questions
- Immediate full death benefit
- Lowest premiums
2. Graded Benefit Plans
- For clients with moderate health issues
- Limited death benefit in first 2–3 years (often 30%-100% of premiums refunded + interest)
- Full benefit kicks in after graded period
3. Guaranteed Issue Plans
- No health questions
- Suitable for high-risk clients (cancer, dementia, etc.)
- Always have a 2-year waiting period
Underwriting – What Clients Can Expect
Final expense underwriting is more lenient than traditional life insurance. Most policies are simplified issue, which means:
- No medical exam
- Short health questionnaire
- Carriers may use tools like:
- Prescription history databases
- MIB (Medical Information Bureau)
- Height and weight tables
- Phone interviews
Health Conditions That May Affect Plan Type
| Condition | Impact |
|---|---|
| Controlled hypertension or cholesterol | Usually qualifies for level benefit |
| Diabetes with no complications | Often still qualifies for level benefit |
| COPD, CHF, recent cancer | May only qualify for graded or guaranteed issue |
| Terminal illness or dementia | Guaranteed issue only |
Agents: It is important to ask questions that can bring up common risk flags to prepare the best plan quote for your client to ensure they receive the coverage they need.
Sales Process: From Lead to Close
1. Lead Generation
- Direct mail, Facebook, Google ads, or warm referrals
- Focus on individuals aged 50–85
- Consider grass roots community marketing, telemarketer or aged leads if on a budget
2. First Contact & Rapport Building
- Start by actively listening to them and getting to know them
- Focus on protection and peace of mind, not insurance jargon
- Example: “Many of my clients want to make sure their families aren’t left with bills or funeral costs. Do you have coverage for that?”
3. Fact-Finding & Budgeting
Ask about:
- Age, health conditions, and medications
- Existing coverage
- Budget comfort level (not just affordability)
4. Present the Plan Options
- Present a few options that fall within their budget; an online quoting tool like Best Plan Pro makes this easy
- Explain the difference between level, graded, and guaranteed issue plans
- Emphasize guaranteed premium amounts and lifelong coverage
5. Application Process
- Most carriers offer e-apps, telephonic apps, or paper apps
- Walk the client through health questions and disclosures
- Submit application
6. Follow-Up and Delivery
- Confirm approval
- Review the policy with the client
- Schedule an annual check-in
- Ask for referrals!
Learn more about Final Expense Sales 101
A Few Tips for Agents
- Educate first, sell second: Although clients make the purchase based on emotion, they need to feel informed and confident in their decision.
- Practice transparency: Ensure clients understand graded periods or waiting periods upfront.
- Respect the budget: Because many clients live on a fixed income, it is not a good idea to sell them a policy they cannot afford. This can lead to loss of trust between you and the client and policy cancellation and a chargeback.
- Focus on family protection: Present the policy purchase as a layer of asset protection and legacy, not just an expense.
Click here if you are ready to get contracted with Crowe
Final expense insurance offers security and simplicity for clients as well as an opportunity for agents. By mastering the product, understanding client needs, and delivering with compassion, you’ll not only increase your sales but also build a business rooted in service and trust.
Keep up with the latest events and information for Medicare agents; click here
Final Expense Sales 101 – How to Make the Sale
If you’re already helping clients with Medicare, you have a golden opportunity sitting right in front of you: final expense insurance. It’s a natural cross-sell that fits perfectly into your existing appointments and client relationships. This post walks you through final expense sales 101 and explains how to integrate this product into your business and add value without being pushy.
Why Add Final Expense to Your Medicare Business
1. You Already Have the Right Audience
Because final expense insurance targets people aged 50–85, it is a similar demographic to those you’re already serving with Medicare. Many of these individuals are on a fixed income, value peace of mind, and trust you as their insurance advisor.
2. You’re Already Having the Conversation
During your Medicare appointment, you’re already talking about:
- Health concerns
- Retirement income
- Budget constraints
- Planning for the future
Adding a conversation about funeral costs, protecting loved ones from unexpected expense and leaving a financial legacy is a natural extension, not a separate pitch.
Watch a quick YouTube video on Why and How to Sell Ancillary Products With Medicare
3. You Increase Your Value to The Client
Because you are already providing health coverage advice, why not offer additional value and increase your commissions. Selling additional products to a client helps solidify your relationship.
4. Increased Client Retention
Clients who purchase multiple products from an agent are more likely to stay with you long-term. Final expense policies also open the door for life-long renewals.
How to Introduce Final Expense
After Medicare Enrollment
Once you’ve helped the client enroll in a Medicare plan, say something like:
“Are there any other health or life products you would like to discuss? Many of my clients have asked about final expense coverage; they want to make sure loved ones aren’t left with a financial burden.
Ask if they already have something in place for that. If they say yes, say “That’s great, do you know if it’s term or whole life? Some people are surprised when they realize their policy might end before they need it.
If they say no or aren’t sure; offer to look at some options that fit their budget. Many people just want something to cover their final expenses (10,000 to 15,000) so their family is not stuck with a large bill. This frames the conversation as standard and proactive; not a sales pitch.
Position It As Peace of Mind
Avoid phrases like “life insurance” and instead say:
- “Funeral coverage”
- “Final expense plan”
- “A little extra protection for your family”
Make it about the emotional benefit, not just the policy.
How to Get Started
- Contract with final expense carriers like Mutual of Omaha, Aetna, Transamerica, or Foresters.
- Quoting tool (e.g., CSG Actuarial or Best Plan Pro).
- Short presentation script tailored for Medicare clients.
- Lead follow-up system or CRM (many Medicare CRMs support multi-line tracking).
Click here if you are ready to get contracted with Crowe
Medicare-Final Expense Agents
Final expense insurance is an easy and impactful way to help your clients and increase your revenue. You’re already meeting with the ideal audience, now it’s about offering a solution to a very real concern.
Start by asking simple, compassionate questions. Frame the coverage as peace of mind. Remember, your clients trust you, and they want your help.
Final expense isn’t a separate business; it’s a natural extension of the one you’re already building.
Important: Be sure to include this or any product you plan to discuss with potential clients on your scope of appointment to be compliant with CMS guidelines.