Written by Matthew King, time it takes to read this article is  minute(s).

As of 2022, over 28 million people have enrolled in the advanced Medicare Advantage plan. It is a top-rated plan and there are still plenty of opportunities to sell it to others. 

So, if you want to get involved with Medicare insurance, how do you get started in Medicare sales?

This article will help you understand some of the most important steps you need to undertake to become an agent for Medicare insurance.

As you read through, make a note of each thing you need to do to get yourself started at the top of your game.


1. Receive Education and Training

You need a specific level of insurance education to even get started with Medicare sales.

If you have not passed this low bar, you will not have the qualifications you need to even apply to pass the required exams.

What these qualifications might be will be different depending on the state you are from.

So, investigate pre-licensing classes to get you on the right track.

2. Get the Licenses You Need

Next, you must take the insurance exams needed to sell Medicare insurance to people.

This is called a Life and Health License.

This is a combined license that pulls together two different licenses.

These are the Health Insurance License and the Life Insurance License.

This allows someone to sell life and health types of insurance.

You don't have to have your Life License, but it is highly recommended.


Pro Tip: Each state will have a different exam you must complete when earning this license, so you will need to research the requirements in your local area.

3. Research Which Products You Want to Sell

While you will sell Medicare, there are many different Medicare health plans and programs.

These include:

  • Medicare Supplement Insurance
  • Medicare Advantage
  • Medicare Cost Plans
  • Medicare Pilot Programs
  • Medicare PACE

Each of these will have a different target audience, as well as offer different advantages.

Your potential customers will expect you to have a good understanding of what each of these is.

They will have questions about what happens in specific circumstances and how they can get the best deal possible.

Because of this, you should have a good understanding of the ins and outs of each insurance plan and program.

You can also start to work out which products you want to focus on more. This allows you to target specific people with needs matching what you can offer.

For example, you might only want to target people over 67 to help them save money on Medicare.

4. Choose an FMO and Get a Contract

After you have researched the Medicare products you want to sell, it would be useful for you to work with a field marketing organization.

You could choose to work with several groups, but you will find you can build a better relationship with only one company than with more.

Such an organization can help you find opportunities in the market and will update you on the goings-on in the Medicare world.

They can even put you in contact with specific people or groups for you to sell to.

5. Plan a Sales Process

At this point, you will want to start creating a marketing strategy.

Remember, it is best for you if you market toward whichever plan is the most popular in the location you market to.

There may be many reasons for this, such as an aging population, or specific coverage terms that work better for carriers in the area.

Also, look into creating marketing materials. These could be physical, such as postcards or flyers. These could also exist in digital forms, such as emails or social media posts.

Working with your FMO, or a marketing company, try to put together some marketing material that pulls people in your direction. 

In short, you want to:

  • Define who you are targeting your marketing at so you can focus
  • Give yourself SMART goals for your marketing so you can measure your success
  • Prescribe yourself a specific budget so you do not go over what you can afford
  • Start sharing your marketing material around your potential targets

6. What Tools Do I Need?

As you start to sell plans, you might need to get together several tools to help you sort some of the basics.

Some of these tools might include the following:

Up-To-Date Documentation.

You will want to think about having access to prices for different Medicare programs, as well as the details on what each plan provides.

You can use these to not only review and revise your knowledge of plans but show your clients the information on paper.

eSignature Applications.

Sometimes you might need people to sign up for your offers without you being in the same room as them.

As such, you should investigate electronic solutions for you to still have the ability to get a signature without visiting.

These applications are especially important in a post-COVID world, where some people are too scared to engage in person.


Allowing people to do their own research runs the risk of them finding other offers and falling off your funnel.

If you control their flow of information, you can drive them to you again and promote yourself as the one-stop shop for what they need.

For this reason, if you build yourself a website, you can also give your potential leads links to it. They can then use your website to find the information they need, then their call-to-action can always be back to you.

Get Better Medicare Sales with a Good Partner

Even with all the above advice, getting a leg up and a foot in the door can be hard. Medicare sales can be a hard thing to get started with, which is why we are there to help you out.

We can help you get the training and tools you need to ensure you succeed in the world of insurance marketing.

We can direct you toward everything we offer to help you hit the ground running, all you need to do is get started. 

So, start the onboarding process today and see what we can do for you.

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