You’ve probably heard it a dozen times—the Medicare Supplement market is booming with opportunity. (Cue the usual stat about thousands of baby boomers turning 65 every day.)
We won’t bore you with the same old numbers. Instead, let’s focus on something more exciting: how you can tap into this growing market, seize the Medigap opportunity, and turn those baby boomers into loyal clients.
Why Sell Medicare Supplements?
After the Annual Enrollment Period (AEP), Medicare Advantage sales slow down, making it harder to find new prospects during the spring, summer, and late winter months. But here’s a key opportunity: 54% of Medicare beneficiaries are enrolled in Medicare Advantage, leaving 46% in Original Medicare—many of whom could benefit from the added protection that Medicare Supplement plans offer.
Here’s why selling Med Supps is a smart move:
- No Annual Certifications: Most plans don’t require yearly certification or training.
- Year-Round Sales: Sell to clients in Original Medicare during lock-in periods—no waiting for AEP.
- Dual Opportunities: You can still sell Med Supps during AEP, giving you more options.
- Remote Sales Made Easy: Many carriers offer e-Applications, so you can sell over the phone.
- Bonuses Galore: Med Supp production often qualifies for carrier or FMO bonus programs.
- The Market Is Growing: Over four million people turned 65 in 2024 alone!
Adding Medicare Supplements to your business gives you access to a massive and growing market, with plenty of chances to boost your sales and income all year long.
About Medicare Supplements
Standardized Benefits
Medicare Supplement plans (A through N) are standardized, meaning that a plan with the same letter offers identical benefits regardless of the carrier, in nearly every state. However, there are a few exceptions—Massachusetts, Minnesota, and Wisconsin have unique standardized plans that can be modified without federal approval.
It’s important to note that plans with different letters provide different benefits. For example, Plan G and Plan N offer varying levels of coverage.
Additionally, if an insurance company wants to offer Medicare Supplement policies, they are required to offer Plan A as part of their lineup.
Standard Medicare Supplement Plans & Benefits
1Enrollees in high-deductible Plan G must pay for their Medicare-covered costs up to the deductible amount before the Med Supp begins to pay.
2Med Supp pays 100% of the Part B coinsurance, excluding copayments of up to $20 for some office visits and up to $50 for ER visits that don’t lead to inpatient admission.
3Upon meeting your annual out-of-pocket (OOP) limit and annual Part B deductible, the Med Supp pays 100% of all covered services for the remainder of the calendar year. OOP limits are for CY 2025.
4Plan only available to those eligible for Medicare before January 1, 2020.
5Enrollees in high-deductible F must pay for their Medicare-covered costs up to the deductible amount before the Med Supp begins to pay. Only available to those eligible for Medicare before January 1, 2020.
Note: A check mark means the plan pays 100% of the benefit. Med Supp plans are standardized differently in MA, MN, and WI.
Source: Medicare.gov
Premium Costs
Medicare Supplement plans that offer more comprehensive coverage tend to have higher premiums. For example, Plan G typically costs more than Plan A due to its broader coverage.
Guaranteed Renewable
All Medicare Supplement plans are guaranteed renewable, meaning clients can keep their coverage as long as they continue paying the premiums—regardless of changes in their health.
Guaranteed Issue Rights
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For Individuals Eligible Before January 1, 2020:
Plans A, B, C, F, K, and L are guaranteed issue. This means individuals can enroll without medical underwriting under specific circumstances. However, Plans D, G, M, and N are not guaranteed issue for this group. Outside their Medigap Open Enrollment Period, they may not qualify for these plans if they can’t pass underwriting. -
For Individuals Eligible On or After January 1, 2020:
Plans D and G became guaranteed issue options. Individuals newly eligible for Medicare after this date can enroll in these plans without medical underwriting when they have a guaranteed issue right, even if they have existing health conditions.
Talking with Clients About Medicare Supplements
When discussing Medicare Supplement plans with clients, it’s essential to ask the right questions. Talk to them about their health, lifestyle, medical needs, budget, and preferences to better understand what coverage will suit them best.
Keep in mind that Med Supp plan rates can vary based on factors like zip code, age, gender, tobacco use, and marital status. While all plans offer the freedom to see any Medicare provider in the U.S., only certain plans include foreign travel emergency coverage—a key feature for clients who travel internationally.
Some clients are willing to pay more for the peace of mind that comes with comprehensive coverage, especially if they anticipate high out-of-pocket medical expenses. And don’t overlook Plans K, L, M, and N—these options can be great fits in the right situations.
Tailoring Coverage Builds Trust
Clients appreciate agents who take the time to recommend products that align with their individual needs. Agents with diverse portfolios that include a range of Med Supp plans are often the ones who build strong, long-lasting client relationships—and, as a result, grow thriving businesses.
Not affiliated with or endorsed by Medicare or any government agency.
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