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.