Action Plan: How to Sell Medicare Advantage Plans


🧾 1. Get Licensed (If Not Already)

  • Must have a state health insurance license.

  • This allows the agent to legally sell Medicare-related products.


📚 2. Complete AHIP Certification

  • AHIP (America’s Health Insurance Plans) is required by most carriers.

  • Covers Medicare basics, compliance, fraud, and marketing rules.

  • Cost: ~$175 (often reimbursed by carriers once you’re contracted).

🔑 Tip: Take your time — passing score is 90%.


🤝 3. Contract with Medicare Advantage Carriers

  • Choose which companies to represent (e.g., Aetna, Humana, UHC, WellCare).

  • You’ll partner directly with our team — your personal support hub for contracting, training, and long-term success

  • Each carrier will require additional certifications (usually online and free).

🔑 Start with 2–3 core carriers based on your region’s strongest plans.


📖 4. Learn the Plans & Market

  • Understand:

    • Monthly premiums

    • Doctor networks

    • Drug formularies

    • Extra benefits (dental, vision, OTC)

  • Know how each plan compares to Original Medicare and Med Supps.

🔍 Study what’s available in your target zip codes. Local knowledge = strong sales.


💬 5. Practice Your Presentation

  • Be ready to explain:

    • What Medicare Advantage is

    • The pros and cons

    • The enrollment process

  • Use tools like:

    • Scope of Appointment forms (required before discussing plans)

    • Plan comparison tools from carriers or Medicare.gov


📆 6. Understand Enrollment Periods

  • AEP (Annual Enrollment Period): Oct 15 – Dec 7

  • OEP (Open Enrollment Period): Jan 1 – Mar 31

  • SEP (Special Enrollment Periods): For qualifying life events (moving, loss of coverage, etc.)

  • ICEP (Initial Coverage Election Period): When a person is first eligible for Medicare

🔑 Enrollment timing matters — know your windows!


📣 7. Start Prospecting & Marketing

  • Create your lead strategy: referrals, community events, direct mail, social media, seminars, etc.

  • Follow CMS-compliant marketing rules (no misleading info, no “bait and switch”).

  • Get branded materials through your carrier or FMO.


🧾 8. Meet With Clients & Collect Scope of Appointment

  • Must complete Scope of Appointment form at least 48 hours in advance (CMS rule).

  • Go over plan options clearly.

  • Be transparent about copays, networks, and prescription coverage.


🖊️ 9. Enroll Clients Ethically & Accurately

  • Use approved enrollment tools (paper, online, or carrier apps).

  • Confirm:

    • Provider participation

    • Drug coverage

    • Client understanding

  • Submit the application and follow up to confirm acceptance.


🧠 10. Stay Updated

  • Medicare rules and plans change every year.

  • Renew your certifications annually (including AHIP and carrier trainings).

  • Stay in touch with your upline or FMO for news, compliance, and leads.


🎯 Quick Checklist for New Agents:

  • ✅ State License

  • ✅ AHIP Certification

  • ✅ Carrier Contracts & Trainings

  • ✅ Learn Local Plans

  • ✅ Understand Compliance

  • ✅ Have a Marketing Plan

  • ✅ Practice Presentations

  • ✅ Enroll Clients with Confidence

You can sell Medicare Advantage (Part C) plans during specific enrollment periods, with the main window being the Annual Enrollment Period (AEP).

✅ Key Selling Timeframes:

1. Annual Enrollment Period (AEP)

📅 October 15 – December 7 (every year)

  • You can enroll, switch, or drop Medicare Advantage plans.

  • Your clients’ new coverage will begin January 1 of the following year.

2. Open Enrollment Period (OEP)

📅 January 1 – March 31

  • Only for existing Medicare Advantage enrollees.

  • They can switch to a different Medicare Advantage plan or return to Original Medicare (with or without a Part D plan).

  • You can only market one-to-one (no mass advertising allowed).

3. Initial Enrollment Period (IEP)

  • Starts 3 months before the month a client turns 65, includes the birthday month, and ends 3 months after.

  • New beneficiaries can choose Original Medicare or a Medicare Advantage plan.

4. Special Enrollment Periods (SEPs)

  • Available for certain qualifying events, such as:

    • Moving out of a plan’s service area

    • Losing current coverage

    • Gaining eligibility for Medicaid or Extra Help

    • Living in or moving into/out of an institution (like a nursing home)

If you’re a licensed agent, you must also follow CMS marketing guidelines and complete AHIP certification or equivalent each year before selling.


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