Getting certified to sell Medicare Advantage plans

Some agents hesitate to sell Medicare Advantage plans due to concerns about network restrictions, potential regulatory changes, and the complexity of plan options, which may require more in-depth guidance for clients.

Additionally, some agents prefer the stability of Medicare Supplement plans, which allow greater flexibility for beneficiaries to choose any provider that accepts Medicare. These factors can make agents cautious, even as Medicare Advantage continues to grow in popularity and benefits.

The benefits often make Medicare Advantage well worth it for both agents and clients. Medicare Advantage plans offer valuable additions like dental, vision, and prescription coverage, along with lower premiums and an out-of-pocket maximum, which Original Medicare doesn’t provide.

For agents, the popularity of these plans and their high perceived value among clients can lead to stronger relationships and recurring business. While there may be a learning curve, the rewards—both financially and in client satisfaction—can be substantial.

Steps for Agents to Get Certified and Sell Medicare Advantage Plans:

  Start Certification Early: Begin your certification and contracting for Medicare Advantage (MA) plans several weeks before AEP, ideally by mid-September. Remember, AEP runs from October 15 to December 7. 

  Connect with an Account Manager: Reach out to your Account Manager at Precision Senior Marketing or another organization. They can help identify competitive carriers in your market and guide you on building a well-rounded portfolio based on the available carriers in your region.

  Obtain a Contract: Your Account Manager will send you instructions to register on AgentXcelerator. Once registered, go to the producer-contracting section to begin contracting. The first contract will take about 10-15 minutes to complete as you enter initial information (such as addresses, banking details, etc.) that will auto-populate for future contracts.

  Complete the Contracting Process: Submit your contracts digitally. The processing time is typically 7-10 business days, during which carriers perform background checks and validate criteria. Once approved, you’ll receive an agent number and carrier login instructions.

  Prepare for AHIP Certification: Familiarize yourself with Medicare basics and MA plans using training on AgentXcelerator.com, free for PSM agents. This resource covers Medicare’s components, differences between Medicare Supplement and MA plans, PDP features, and essential processes.

  Take the AHIP Test: Sign up for the AHIP certification test, which includes five modules covering ethics, compliance, and fraud prevention. Each module has a quiz, followed by a 50-question test. Allow 5-6 hours for completion, with a passing score of 90% required within three attempts. PSM agents receive a $50 discount using our link.

  Complete Carrier-Specific Certification: After AHIP, visit each carrier’s website to complete their unique certification. This training includes carrier-specific plan details, marketing rules, and submission guidelines.

  Quote and Enroll Clients: Once certified, it’s time to begin quoting rates and enrolling clients. Use all-in-one tools like YourMedicare SunFire to compare plans, run quotes, and handle electronic enrollments. With features like personalized URLs (PURL), clients can explore and enroll in plans, directly crediting the agent’s NPN.

  Back-Up Essential Documents: Maintain hard copies of critical documents like applications, Summary of Benefits, and Scope of Appointment (SoA) forms. CMS requires SoAs to be retained for at least 10 years, so secure backups are essential.

Following these steps ensures you’re prepared, certified, and equipped with the best tools for a successful Medicare Advantage sales season.