Selling Medicare Insurance: Why It's Worth It

Making the decision to be a health insurance agent is relatively easy. Deciding what type of product to sell? Now, that can be more difficult.

When you consider that by 2030, nearly 73 million Americans will be 65 and older, one thing becomes clear: it’s definitely worth your time to sell to the senior market.

Let’s examine some of the advantages of selling Medicare products.

There’s A Steady Supply of Potential Clients

More and more people age into Medicare every day and it’s not a cycle that’s ending anytime soon. Four million Medicare consumers are aging into the product in 2026. The last of the baby boomer generation will turn 65 in 2030.

This is the time to start preparing and getting up to speed with Medicare products before the market diversifies. Baby boomers will need a helpful agent in their corner to navigate the differences in plans and so on.

The generation behind the baby boomers will also need assistance. There are 65 million Generation Xers who will be waiting for support as they turn 65! You can start educating these individuals now before it’s time for them to select a Medicare plan.

With the promise of thousands of people turning 65 every day, the senior market is, and will remain, plentiful with sales opportunities for quite a long time.

The Private Medicare Market Is Popular Among Shoppers

In 2007, Medicare Advantage enrollment accounted for only 17 percent of Medicare enrollment. According to KFF, 34.1 million Medicare enrollees were enrolled in Medicare Advantage in 2025. That’s 54 percent of all Medicare beneficiaries.

Today, most Americans select a private Medicare plan to those operated largely by the government. Statistics don’t lie — it’s evident that shoppers are interested in doing business within the private Medicare market, and that the time is ripe for agents to offer those plans.

Working with the Over-65 Crowd Is Rewarding

For many people, turning 65 is not a highly anticipated event. In fact, it can be quite the opposite. Besides being faced with lifestyle changes, financial planning, and legal worries, seniors must also try to find affordable health coverage that meets their needs.

With dozens of MA and prescription drug plans available, this feat is often easier said than done on their own.

By offering just a little knowledge, you can help seniors stop spending their golden years worrying about their health care, while simultaneously financially providing for yourself. It’s a win-win scenario.

The Private Medicare Market Is Built with Ethical Interests in Mind

It’s no secret that the marketing guidelines established by the Centers for Medicare & Medicaid (CMS) can be challenging. However, the fact that the Medicare market is federally regulated should actually be considered a blessing.

CMS’ marketing guidelines clearly outline appropriate selling practices for agents. They also help hold agents accountable for selling in an ethical manner, a fact that’s likely valued by the seniors in your market.

Retired seniors must enroll in Medicare Part B and begin paying the premium or risk paying a late-enrollment penalty. What the private Medicare market does is fulfill that requirement while providing more extensive benefits.

Knowing what is available through Medicare Parts A and B lets you know what the senior market is left wanting. Offering private plans that fill those gaps and provide selection to seniors is what makes this market so worthwhile.

You Can Sell a Wide Array of Products

Agents working within the senior market have the ability to sell a variety of products to their clients. Once they have the proper licenses, certifications, and contracts with carriers, agents can sell MA plans, MAPD plans, Special Needs Plans, stand-alone prescription drug plans, or Medicare Supplement plans to people turning 65 or those over 65.

Moreover, they can also cross-sell additional coverage options, including these insurance types:

• Hospital indemnity
• Cancer
• Critical Illness
• Long-term care
• Life insurance
• Final expense
• Dental, vision, and hearing

There’s a lot of value in having the opportunity to double or triple your commission.

Curious about cross-selling ancillary plans with Medicare? Read our free agent guide to get the inside scoop for info, tips, and tricks for all things cross-selling!

You’re Not Alone in Your Efforts

Over the past 50 years, there have been many advances in the market. As a result, selling Medicare is easier than ever before, especially with the help of field marketing organizations (FMOs).

These organizations support agents by connecting them with the prospects and tools they need to improve their book of business.

From quality leads for purchase to quoting and enrollment tools, FMOs act as a go-between for agents and carriers so brokers’ jobs are as simple as possible.

Since the establishment of Medicare for those eligible in America, the health insurance market and the world have changed significantly. The security of thousands of people turning 65 every day and societal advances in legislation and technology have resulted in the perfect market conditions for Medicare products.

If you’re an agent who isn’t working in the Medicare field, take a moment to reconsider your sales strategy before you miss out on this great opportunity to secure a successful selling career.

Selling Medicare with Ritter Insurance Marketing is as easy as possible with our top-tier Sales team and diverse library of competitive contracts. Register with Ritter today for free to have access to this and so much more!