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What Is a Medicare Authorized Representative

Navigating Medicare can sometimes feel overwhelming; especially when it comes to forms, appeals, or plan decisions. That’s where a Medicare Authorized Representative comes in. If you need help dealing with Medicare, you can officially appoint someone to act on your behalf. But what is a Medicare authorized representative, and what are the limits to their authority? Let’s break it down.

What Is a Medicare Authorized Representative

A Medicare Authorized Representative is a person you choose to act for you in handling certain Medicare matters. You can name a trusted family member, friend, caregiver, or even a professional (like an attorney) to represent you.

To make this official, Medicare requires you to complete the “Appointment of Representative” form (CMS-1696) or provide a written statement that includes specific details. Once approved, Medicare recognizes this person as your representative for the issues you’ve specified.

What an Authorized Representative Can Do

When properly appointed, your authorized representative can:

• Communicate with Medicare on your behalf – including discussing claims, coverage, and appeals.
• File appeals or grievances – if you disagree with a coverage or payment decision.
• Submit plan enrollment or disenrollment requests – depending on your needs.
• Receive notices and correspondence from Medicare related to your case.
• Help you gather and send supporting documentation for appeals or claims.

Essentially, your representative steps into your shoes for specific Medicare-related matters, making the process less stressful for you.

What an Authorized Representative Cannot Do

It’s important to understand the limits of this role. A Medicare Authorized Representative cannot:

• Make medical decisions for you – They are not the same as a healthcare proxy or power of attorney for medical treatment.
• Automatically handle all financial or legal matters – Their authority is limited to Medicare issues.
• Act indefinitely without renewal – Representation typically applies to specific cases or timeframes and may need renewal if ongoing.
• Override your wishes – You remain in control, and you can revoke their authority at any time.

If you want someone to handle broader decisions about your finances or healthcare beyond Medicare, you would need a power of attorney or similar legal document.

Watch a YouTube video on Medicare enrollment periods

How to Appoint a Representative

1. Fill out Form CMS-1696 – This form is available on Medicare.gov or from your plan.
2. Submit the form – Send it to your Medicare Advantage, Part D, or other Medicare-related plan, or directly to Medicare if it’s about Original Medicare.
3. Wait for confirmation – Once accepted, your representative can begin acting on your behalf.

Why Appointing a Representative Can Help

Having a Medicare Authorized Representative can be especially useful if:

• You’re appealing a denial of coverage.
• You need help managing the paperwork.
• You have a trusted advocate who understands your situation.
• You want extra peace of mind that someone is handling your case correctly.

Agents stay up tp date on events and information

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Bottom line: A Medicare Authorized Representative is your advocate in dealing with Medicare, but their authority is limited to Medicare-related issues. They can help with forms, appeals, and communication, but they cannot make medical decisions or handle unrelated legal or financial matters.

Why Sell Life Insurance

For insurance professionals, adding life insurance to your portfolio is one of the smartest career moves you can make. Why sell life insurance; it’s not only a product in high demand, it’s also a powerful way to add income, expand and your client base. It has the ability to help build a business that provides stability for years to come.

High Demand Creates Opportunities

Life insurance isn’t a luxury; it’s a necessity. Every stage of life presents a need for coverage, from young families protecting their income, to seniors planning for final expenses, to business owners securing succession plans. This universal demand means a steady stream of prospects and opportunities for sales.

High Commissions and Residual Income

One of the biggest advantages of life insurance sales is the income potential. Many carriers pay competitive first-year commissions on policies, and renewals can create residual income year after year. By maintaining strong client relationships and policy retention, you’re rewarded with ongoing revenue without starting from scratch each year.

If you would like to contract with Crowe, click here

Expand Your Cross-Selling Potential

Selling life insurance opens the door to other products and services. Once you’ve earned a client’s trust with life insurance, you can position yourself as their go-to advisor for Medicare plans, annuities, long-term care, or other ancillary products. Every life insurance policy can become the foundation for a long-term client relationship and additional sales.

Build a Referral Network

When you provide families with peace of mind and financial security, you naturally create satisfied clients who are willing to refer friends and loved ones. Referrals are one of the strongest ways to grow your business, and life insurance sales generate them consistently.

A Recession-Resistant Career

In uncertain economic times, financial protection becomes more important, not less. Families want security and businesses need continuity. Selling life insurance puts you in a resilient market that remains in demand regardless of the economy.

Watch a YouTube video on Life Insurance Quoting and Sales

Professional Growth and Authority

Life insurance agents often become more than salespeople; they become trusted financial advisors. By helping clients understand coverage options, needs analysis, and long-term planning, you elevate your credibility and position yourself as an expert in your community.

Make a Meaningful Impact While Building Wealth

Yes, life insurance sales can provide significant income and residuals, but it also gives you the satisfaction of knowing you’re making a difference. Few careers allow you to both grow your wealth and leave a lasting positive impact on the lives of your clients.

Selling life insurance is one of the most profitable and sustainable opportunities in the insurance industry. It offers agents strong commissions, renewals, cross-selling opportunities, and a career path that is both financially rewarding and personally fulfilling.

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If you’re looking for a way to grow your book of business and secure long-term income, life insurance is a product you can’t afford to overlook.

Levels of D-SNP Eligibility Explained for Medicare Clients

Dual Eligible Special Needs Plans (D-SNPs) are Medicare Advantage plans designed for people who qualify for both Medicare and Medicaid. These plans can be a tremendous help to clients who have limited income and resources, but understanding the levels of DSNP eligibility and plan types can sometimes be confusing.

As of 2025, understanding the levels of D-SNP eligibility and how they connect to different plan structures is more important than ever for agents. Here’s a simplified breakdown.

Full vs. Partial Dual Eligibility

Full Dual Eligible Members

• Who qualifies
  Clients in categories such as Qualified Medicare Beneficiary Plus (QMB+), Specified Low-Income Beneficiary Plus (SLMB+), or Full Benefit Dual Eligible (FBDE).
• What does this mean
  These are individuals with the highest financial or health-related needs. States decide who qualifies, often based on strict income, asset, or disability requirements.
• Why it matters in 2025:
  Only full dual members can use the monthly D-SNP Special Enrollment Period (SEP) if there’s a HIDE or FIDE plan in their area.

Partial Dual Eligible Members

• Who qualifies
  Categories include Qualified Medicare Beneficiary (QMB), Specified Low-Income Beneficiary (SLMB), Qualified Individual (QI), and Qualified Disabled Working Individual (QDWI).
• What does this mean?
  These members get some help with Medicare costs, such as Part B premiums, but they do not qualify for full Medicaid benefits.
• Why it matters:
  Partial duals can join certain D-SNPs, but they don’t have access to the monthly SEP; only the regular Medicare enrollment windows (AEP, OEP).

Watch a YouTube video on DSNP Changes for 2025

Types of D-SNPs

D-SNPs are also categorized by how much Medicare and Medicaid benefits are integrated. Here’s what agents should know:

• Highly Integrated D-SNP (HIDE):
  • Covers Medicaid services such as behavioral health or long-term services and supports (LTSS).
  • As of 2025, the Medicaid contract must cover the D-SNP’s entire service area.
• Fully Integrated D-SNP (FIDE):
  • Combines both Medicare and Medicaid under one entity.
  • Must include primary and acute Medicaid services, plus LTSS (at least 180 days of nursing facility coverage).
  • Offers the highest level of integration and coordination between Medicare and Medicaid benefits.
• Applicable Integrated Plan (AIP):
  • A FIDE or HIDE plan with exclusively aligned enrollment.
  • Works directly with Medicaid managed care organizations tied to the D-SNP’s parent company.
• Coordination-Only D-SNP (CO):
  • Meets CMS minimum requirements but doesn’t integrate as fully as HIDE or FIDE plans.
  • Still required to coordinate Medicare and Medicaid services and share information between programs.
• Exclusively Aligned Enrollment (EAE):
  • Limits enrollment to full duals whose Medicaid is through the same company that operates the D-SNP.
  • Allows for better integration (single ID card, unified appeals and grievances, simplified materials).

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Why This Matters for Agents

• Enrollment rules are changing. As of 2025, only full duals with HIDE or FIDE plans in their service area can use the monthly SEP.
• Integration levels affect care. The more integrated the plan (like FIDE or HIDE), the easier it is for clients to navigate benefits and reduce confusion.
• Educating clients builds trust. Explaining eligibility clearly helps clients understand why they qualify (or don’t) for certain plans and enrollment periods.

The levels of D-SNP eligibility; full vs. partial, determine not just what benefits clients receive but also when they can enroll. On top of that, the type of D-SNP (HIDE, FIDE, CO, AIP) affects how well Medicare and Medicaid benefits work together.

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For agents, simplifying these distinctions is key. By guiding clients through their eligibility level and helping them choose the right type of D-SNP, you can ensure they get the maximum financial protection and coordinated care available.

United American HDG Plan Sales – Why Consider Them This AEP

Why Add UA Now

The Annual Election Period (AEP) for Medicare runs each year from October 15 through December 7. It’s the window when beneficiaries can enroll in, switch, or drop Medicare plans. With all the changes to Medicare plans this year, agents might want to consider United American HDG Plan Sales.

What is a High-Deductible Plan G (HDG)

United American’s HDG plan offers the same benefits as a standard Plan G after enrollees meet the deductible ($2,870 in 2025). That means once the deductible is met, the plan pays 100% of Medicare-approved services, including:

• Hospital costs and Part A coinsurance
• Skilled nursing facility coverage
• Part A deductible
• Part B coinsurance and excess charges
• 80% of foreign travel emergencies

Because of the higher deductible, monthly premiums are significantly lower, making HDG an attractive choice for cost-conscious beneficiaries.

Watch a quick YouTube video on High Deductible Plan G

Why choose United American’s HDG plan this AEP

Fewer Medicare Advantage options, especially PPOs

Carriers are withdrawing some Medicare Advantage plans from the market, particularly PPOs, and many agents are reporting fewer plan choices this AEP. In some areas, commissions on Medicare Advantage plans are also being reduced or eliminated. For beneficiaries who want stability, freedom of provider choice, and nationwide access, an HDG plan offers an excellent alternative.

Great value for cost-conscious consumers

HDG balances affordability and coverage; lower monthly premiums without sacrificing comprehensive protection once the enrollee meets the deductible.

Nationwide flexibility

Unlike Medicare Advantage, which often restricts members to networks, United American’s HDG allows you to visit any provider that accepts Original Medicare, with coverage that travels across state lines.

Financial strength and trust

United American has been selling Medicare Supplements since 1966 and maintains strong financial ratings, including an A (Excellent) from A.M. Best. Their history of stability reassures clients looking for long-term reliability.

Consumer-friendly features

Guaranteed renewable: You can’t be canceled as long as premiums are paid.

30-day free-look period: Cancel within 30 days if not satisfied.

Switching flexibility: Start with HDG and, at your second anniversary, move to a standard Plan G without underwriting if you decide you want richer coverage.

Why HDG makes sense in today’s market

With Medicare Advantage options shrinking, especially PPOs, and rising uncertainty in benefits and provider access, many beneficiaries are reconsidering Medigap. HDG is a way to:

• Keep premiums affordable
• Retain freedom to choose providers nationwide
• Have peace of mind that coverage won’t change annually the way MA plans often do

Sample Comparison: Is HDG Worth It

• High Deductible Plan G: Lower monthly premium, pay the $2,870 deductible first, then full coverage.
• Standard Plan G: Higher premiums, but no deductible. Total yearly cost could be higher even with no deductible, depending on your health needs and provider use.

If saving on monthly cost is a priority—and you’re able to manage the deductible if needed—HDG offers strong value, especially during this AEP when you have the flexibility to enroll.

GET CONTRACTED

Contracting for UA is easy; just email lisa@croweandassociates.com, she will request the contract for you.  Those looking for a GA level contract will need to have a minimum of 5 sub agents and 100 Medicare supplement cases on the books. Call our office at 203-796-5403 with any additional questions.

If you would like to contract with Crowe for carriers other than UA; click here

Stay up-to-date on Medicare agent events and information

This AEP presents a unique opportunity. With fewer Medicare Advantage choices and increasing restrictions, United American’s High-Deductible Plan G stands out as a cost-effective, flexible, and stable solution. For beneficiaries who value freedom of choice, reliable coverage, and the ability to control their long-term costs, HDG is a smart move this enrollment season.

Why Offer Medicare HDG Plans

The question; why offer Medicare HDG Plans, because the Medicare market is changing rapidly. Agents must stay ahead of the curve to remain successful. Many major carriers are scaling back their Medicare Advantage (MA) offerings and even cutting commissions on some plans. This leaves agents with fewer options to present to clients. This is where HDG Plans can make all the difference.

The Current Landscape of Medicare Advantage

In recent years, Medicare Advantage has been one of the most popular plan options among seniors. However, for the last couple years, carriers are:

• Pulling plans from the market – especially PPOs, which have traditionally been popular for their provider flexibility.
• Reducing commissions – some carriers are paying no commission on certain MA products, leaving agents with fewer options to offer.
• Tightening supplemental benefits – carriers are scaling back some of the extra benefits that once attracted clients, making MA plans less competitive.

For agents, this creates a challenge: how do you provide value to your clients while maintaining a sustainable business model?

Click here to join the team at Crowe and Associates- online contract.

Why HDG Health Plans Stand Out

HDG Health Plans provide a strong alternative that agents should be offering. Here’s why:

1. Plan Stability

Unlike some Medicare Advantage carriers that are exiting markets or restructuring benefits, HDG Health Plans are built for long-term stability. This ensures agents can confidently enroll clients without worrying about sudden disruptions.

2. Expanded Client Options

As carriers discontinue PPOs and other MA plans, seniors need reliable choices that meet their healthcare and financial needs. HDG offers products that can help fill the gaps left by Original Medicare. This gives agents a competitive edge in retaining and growing their book of business.

3. Consistent Compensation

With some carriers cutting or eliminating commissions on MA plans, agents need products that continue to provide fair, reliable compensation. HDG Health Plans recognize the value of the agent’s role and support them with commission structures that make sense.

4. Strong Value Proposition for Clients

Carriers design HDG Plans with seniors in mind, balancing affordability, access to care, and flexibility. This makes them attractive alternatives for clients who may be frustrated with shrinking MA networks or reduced plan options.

5. Ability to seek care from most providers

Unlike MA plans, Medicare supplements allow the enrollee to seek care form any provider that accepts Medicare. This can be a huge advantage to any enrollee.

Agents learn why and how to sell ancillary products – watch a quick YouTube video

The Opportunity for Agents

As the Medicare market shifts, agents who adapt quickly will come out ahead. By offering HDG Health Plans, agents can:

• Differentiate themselves from competitors still relying heavily on shrinking MA offerings.
• Provide solutions to clients facing plan cancellations or limited coverage options.
• Build a more stable book of business with products that pay fairly and retain members long-term.

Stay up-to-date on agent events and information

The Medicare Advantage space is in transition, and relying solely on it may leave both agents and clients at a disadvantage. By incorporating HDG Health Plans into your portfolio, you can protect your business, serve your clients more effectively, and position yourself as a trusted advisor during a time of change.

Now is the time to diversify your offerings, and HDG Health Plans should be at the top of your list.

Final Rule CY 2026

On April 4, 2025, CMS released the final rule CY 2026, covering Medicare Advantage (MA), Part D (Prescription Drug Plans), Medicare cost plans, and Programs of All-Inclusive Care for the Elderly (PACE). In this post, we go over some key points of the CMS final rule 2026 to keep agents up dated.

Key Provisions

• Prescriber and Prior Authorization Adjustments: MA plans can only reverse inpatient admission approvals if there’s clear evidence of fraud or error, preventing sudden post-approval denial
• Appeals Expansion: Decisions affecting appeals now apply if made during, after, or before services begin
• Insulin & Vaccine Cost-Sharing Protections: No deductible and capped cost-sharing (either less than or equal to $35 or 25% of price) for insulin; rules go live in CY 2026. Adult ACIP recommended vaccines under Part D do not charge cost-sharing or a deductible.
• Medicare Prescription Payment Plan: Monthly OOP drug payment options become standard. Automatic renewals apply unless beneficiaries opt out.
• Medicare Drug Price Negotiation Program: Pharmacies must enroll in CMS’ data Module. PDE submission timeline for selected drugs is shortened to 7 days (was originally 30).
• Medical Loss Ratio (MLR) Changes: Certain federal subsidies (selected drug subsidy, IRASA, etc.) are excluded from MA/Part D calculations
• Payment Updates: MA plan payments increased by 5.06% on average. This raises carrier reimbursement by over $25 billion. Because of late year FFS data inclusion, the effective growth rate grew to 9.04%.
• Full phase-in of medical-education cost adjustments in MA risk model

What Didn’t Make it Into the Final Rule

• Anti-obesity medication coverage remains excluded.
• No finalized rule on AI guardrails or formal health equity assessments

Implications for Medicare Agents

Plan Design and Marketing Impact

The improved payment rates and stronger benefits (e.g., capped insulin costs, free vaccines) make MA/Part D plans more attractive to beneficiaries—enhancing your ability to recommend compelling, cost-effective options.

Client Conversations and Value Messaging

You can emphasize zero cost-sharing for critical needs like adult vaccines and insulin, and promote payment flexibility via monthly prescription cost installment plans—boosting engagement with clients, especially those on tight budgets.

Administrative & Compliance Updates

• Prepare for stricter documentation requirements, especially for prescription payment plans and MLR-related tracking.
• Expect increased scrutiny on marketing practices, including proof that compensation adheres to CMS limits.

Watch a YouTube video on CMS Medicare Final Rule Proposal 2026

Compensation Boosts (Broker Commissions)

Although not part of the CMS final rule, standard compensation data from CMS shows a significant increase in 2026:

• MA Plans:
  • National initial commissions rise 10.9% (e.g., from $626 to $694).
  • Renewal commissions up 10.9% (e.g., $313 to $347).
  • In CT, PA, DC: initial rises to $781, renewal to $391
  • View a more detailed commission explanation – click here
• Part D Plans:
  • Initial commissions up 4.6% ($114).
  • Renewal commissions up 3.6% ($57)
• Sponsoring organizations must submit these updated commission rates to CMS and maintain payment records.

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Summary Final Rule CY 2026

Capped insulin costs, vaccine cost-sharing elimination, and flexible payment options empower agents to provide more affordable, client-focused solutions.

Higher broker commissions reward agents, but with greater compliance expectations.

Marketing oversight and fiduciary responsibility pressures are rising; agents must prioritize ethics and accuracy in representation. Agents should stay vigilant; future enforcement or reform may impact compensation and operational protocols.

Stay updated on agent events and information

As an agent, your role is stronger than ever. Stay informed, compliant, and focused on client outcomes. Although 2026 promises to be a challenge, agents who put together a good strategy and work with integrity, can thrive while supporting clients’ health and financial well-being.

What Value Based Care Means

Healthcare has been shifting away from the “fee-for-service” model, and Medicare is at the center of that transformation. Traditionally, doctors and hospitals were paid based on the number of tests, procedures, or visits they provided, regardless of whether patients got healthier. What Value Based Care means is a little different. VBC rewards providers for improving patient health and keeping costs down.

The Basics of Value Based Care

Value Based Care is about quality over quantity. Instead of simply paying for services rendered, Medicare ties payments to outcomes such as:

• Better health results – like reduced hospital readmissions or better management of chronic diseases.
• Improved patient experience – including communication, accessibility, and overall satisfaction.
• Lower overall costs – through preventive care, care coordination, and reduced unnecessary treatments.

How Medicare Uses Value-Based Care

Medicare has introduced several programs and models to encourage providers to embrace VBC. Some of the key examples include:

• Accountable Care Organizations (ACOs): Groups of doctors, hospitals, and other providers who work together to give coordinated, high-quality care to Medicare patients. If they save money while meeting quality goals, they share in those savings.
• Bundled Payments for Care Improvement (BPCI): Instead of billing separately for every service, providers receive a single payment for an entire episode of care, like a hip replacement or heart surgery.
• Hospital Readmissions Reduction Program (HRRP): Hospitals receive rewards for keeping patients healthier after discharge and avoiding costly readmissions.
• Medicare Advantage Plans (MA): Many MA plans already use value-based arrangements with providers to improve preventive care and manage chronic conditions.

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Why Value-Based Care Matters

For Medicare beneficiaries, Value-Based Care means:

• More preventive services: Encouragement to get screenings, vaccines, and wellness visits.
• Better coordinated care: Doctors and specialists share information to avoid duplication and gaps.
• Healthier outcomes: The focus is on managing conditions and preventing complications, not just treating problems when they arise.

For the healthcare system overall, VBC helps reduce wasteful spending and ensures taxpayer dollars are used more effectively.

Watch a YouTube video on SEP changes for Dual, Partial Dual & LIS members

The Future of Value-Based Care

Medicare’s long-term goal is to have most of its payments tied to value instead of volume. This means more providers will be incentivized to deliver patient-centered care that is proactive, efficient, and focused on health rather than procedures.

Value-Based Care is Medicare’s way of rewarding healthcare providers for keeping patients healthier, not just for doing more. As this model continues to grow, beneficiaries can expect better care coordination, more preventive services, and a stronger focus on long-term health.

Agents, stay up-to-date on the our latest webinars an agent events.

The Value of Cancer Insurance – Why Medicare Agents Should Offer It

When working with Medicare clients, it’s easy to focus on the basics; Original Medicare, Medicare Advantage, Part D, and Medigap plans. However, one area that often gets overlooked is cancer insurance. The value of cancer insurance is something that should not be overlooked. This type of supplemental coverage can be a valuable addition to a client’s overall healthcare strategy, offering peace of mind and financial protection when it’s needed most.

Why Cancer Insurance Matters for Medicare Clients

While Medicare provides solid coverage for hospital stays, doctor visits, and treatments, it does not cover all of the costs associated with a cancer diagnosis. Beneficiaries may face:

• High out-of-pocket costs for chemotherapy, radiation, or specialty medications.
• Prescription drug expenses, especially for oral cancer drugs under Part D.
• Costs outside of Medicare coverage, such as lodging, transportation, and home assistance.

Cancer insurance offers clients a lump-sum benefit or scheduled payments that they can use however they choose; whether for medical bills, experimental treatments, or everyday living costs.

The Benefits for Medicare Clients

1. Financial Protection: Cancer treatments can be lengthy and expensive. A supplemental policy can help fill gaps and reduce financial stress.
2. Flexibility: Benefits are often paid directly to the policyholder, so they decide how to use the funds.
3. Peace of Mind: Clients know they have extra support if faced with a cancer diagnosis.
4. Complements Medicare: Even with a Medigap or Medicare Advantage plan, out-of-pocket costs can add up quickly.

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Beyond Medical Bills: Everyday Expenses Cancer Insurance Can Help Cover

One of the biggest advantages of cancer insurance is that it isn’t restricted to healthcare bills. Many policies allow beneficiaries to use the funds however they need. This flexibility can help cover:

• Travel expenses to and from treatment centers.
• Lodging and meals if treatment requires staying overnight away from home.
• Lost income if the policyholder or a spouse reduces work hours to accommodate treatments.
• Childcare or caregiver costs for clients who need extra support at home.
• Home modifications (ramps, stair lifts, etc.) if mobility becomes an issue during treatment.
• Everyday bills like utilities, rent, groceries, or car payments, so clients don’t fall behind financially while focusing on recovery.

These are real-world expenses that traditional health insurance, including Medicare, does not cover, but cancer insurance can help pay for.

Why Agents Should Offer Cancer Insurance

For agents, cancer insurance is more than just an add-on product; it’s an opportunity to:

• Protect your clients’ financial wellbeing by addressing a risk area that Medicare alone doesn’t fully cover.
• Build stronger client relationships by showing you’re thinking beyond the basics.
• Diversify your portfolio and increase cross-selling opportunities with products that provide real value.
• Differentiate yourself from other agents by offering a more comprehensive healthcare strategy.

Take a look at our YouTube video on why and how to sell ancillary with Medicare in 5 mins

Riders That Can Enhance Cancer Insurance

Many carriers offer optional riders that make cancer insurance even more customizable. Some examples include:

• Heart Attack & Stroke Rider: Expands coverage to other major health events.
• Return of Premium Rider: Refunds premiums if the client never files a claim.
• Wellness Rider: Pays a small benefit for completing preventive screenings (mammograms, colonoscopies, etc.).
• Intensive Care Rider: Provides additional benefits for ICU stays.
• Hospital Confinement Rider: Offers daily benefits for hospital stays, helping offset non-covered costs.

The Bottom Line

Cancer insurance may not be top-of-mind for your clients, but it should be. With the rising cost of treatment and the financial gaps left by Medicare, this coverage can make all the difference. Not only can it help cover medical expenses, but it also provides funds for everyday living costs that traditional health insurance never touches.

For agents, offering cancer insurance, especially with customizable riders, means providing a higher level of service, protecting clients’ financial futures, and strengthening your business.

Agents stay up-to-date on the latest events and information

Helping your clients prepare for the unexpected is one of the most valuable things you can do. Adding cancer insurance to your portfolio ensures you’re offering them the complete protection they deserve.

Lead Sources for Medicare Agents

For Medicare agents, building a steady stream of quality leads is key to growing your business. Knowing where to find prospects and how to approach them can make all the difference. Below, we explore common lead sources including details on the types of leads that vendors provide, so you can decide what works best for you.

Referrals from Existing Clients

Satisfied clients can be your best source of warm leads. When they recommend you to family or friends, those referrals often come with built-in trust.
Tip: Always politely ask for referrals after helping a client enroll successfully.

Community Events and Educational Seminars

Hosting or participating in local events (grass roots marketing) helps you connect with Medicare-eligible individuals looking for information.
Offer free educational seminars on Medicare basics or plan options to build credibility and become a valued local resource.

Join the team at Crowe – click here for online contracting

Partnerships with Professionals

Collaborate with financial advisors, elder law attorneys, local doctors, pharmacies and other professionals who work with a similar client base.
Note: Provide them with clear information about your services so they can confidently refer clients and vice versa.

Online Marketing

Many seniors and their families research Medicare options online before contacting an agent.
It is a great idea to build a website with educational content, optimize for search engines, and use targeted ads on platforms like Facebook or Google.

Watch a quick YouTube video – How to Manage and Grow a Medicare Book

Purchased Leads and Lead Vendor Options

Lead vendors offer various types of leads to help agents connect with Medicare prospects. Understanding the types can help you choose the best fit for your sales style:

• Live Transfers:
  The vendor screens a prospect live and then immediately transfers the call to you. This means the lead is “hot” and ready to talk, but you must be ready to take the call in real time.
  Best for agents who can handle calls on-demand and want high conversion rates. These are the most costly, but delver the best return on investment.
• Warm Transfers:
  Similar to live transfers, but the prospect has been pre-qualified and warmed up before being transferred. Sometimes these calls are scheduled ahead of time to ensure availability.
  Good for agents who want quality leads but prefer some control over scheduling. These leads usually have a higher price, but the conversion rate is good.
• Direct Leads (Contact Info Only):
  The vendor provides contact details (phone number, email) of prospects who have expressed interest in Medicare plans. You then reach out on your schedule.
  Works well for agents who prefer to set their own pace but requires effective follow-up. Leads of this type are usually less expensive, but have a lower close rate. It’s worth a try if you’re on a budget.
• Internet or Web Leads:
  These leads come from online forms where prospects request information or quotes. These can be fresh but vary in quality. The cost depends on the source and varies.
  Best combined with quick follow-up to maximize conversion.

Note: Choose vendors with verified leads and transparent refund policies. Respond promptly to leads, especially live and warm transfers, since timeliness impacts conversion.

Here are a couple videos from some of our lead vendors:

Learn more about Medicare Express Leads

See what Lead Star has to offer agents

Local Networking Groups

Join your local chamber of commerce or senior-focused groups (senior centers) to build local connections. Be sure you focus on building relationships, not just sales pitches.

Current Book of Business

Cross-selling and annual plan reviews with existing clients can generate repeat business as well as maintaining your book of business. It is a good idea to stay in touch with your current clients through newsletters, birthday cards or check-in calls

Agents; don’t miss important events and information; click here for details.

A diverse lead generation approach works best. Combining referrals, community outreach, online marketing, and vendor leads. Additionally; understanding the nuances of lead types like live and warm transfers gives you flexibility and steadiness throughout the year.

Navigating Medicare Clients with a Power of Attorney

When working as a Medicare agent, you’ll occasionally encounter clients who have a Power of Attorney (POA) in place. This often happens when a beneficiary is unable to make healthcare or financial decisions on their own due to age, illness, injury, or cognitive decline. In this post, we will discuss best practices when writing clients with a POA. Knowing how to handle these situations correctly is critical, not only for compliance, but to protect your client’s best interests and your professional integrity.

Understand the Type of POA in Place

Not all powers of attorney are the same. The POA document may grant authority over:

• Healthcare decisions only – The designated person can make medical choices but may not be authorized to enroll or disenroll the client from Medicare plans.
• Financial matters only – The person can manage finances, including paying premiums, but may not have authority over healthcare decisions.
• Durable Power of Attorney – Remains valid if the client becomes incapacitated and may include healthcare and/or financial authority, depending on the document.

It is important to request and review a copy of the POA before proceeding. Make sure it specifically covers the actions that will take place; choosing coverage, signing enrollment forms or authorizing plan changes.

Verify Legal Authority Before Taking Action

Carriers and CMS have strict rules about working with someone other than the Medicare beneficiary. Each plan carrier may require:

• A copy of the POA on file
• A completed Authorized Representative form
• Verification that the POA is active and valid

Do not rely on verbal claims alone—documentation is key. Acting without proper proof can create compliance issues for you and enrollment problems for your client.

Ready to join the team at Crowe; click here for online contracting.

Communicate Clearly and Respectfully

When a POA is in place, you may need to adjust your communication style:

• Speak directly to the authorized individual about plan options, but keep the beneficiary engaged if they are able to participate.
• Avoid discussing personal health or financial information with anyone not listed on the POA or other authorized documents.
• Be patient; these situations often involve extra steps and emotions.

Document Every Interaction

For your protection and for compliance purposes:

• Keep a record of all communications with both the beneficiary and the POA.
• Note when and how you received POA documentation.
• Record all decisions made and who made them.

Watch a YouTube video on what you need to know before a Medicare sale

Stay Compliant with CMS and Carrier Guidelines

Remember: CMS rules still apply, even if you’re working through a POA. Follow the same protocols for:

• Scope of Appointment (SOA) forms
• Plan comparisons and benefit explanations
• Enrollment timelines and eligibility checks

The Bottom Line

Handling clients with a Power of Attorney requires patience, diligence, and a solid understanding of legal authority. By verifying documentation, following compliance procedures, and maintaining respectful communication, you can protect your client’s interests while safeguarding your own professional standing.

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