Medicare: The Gift That Keeps On Giving

Selling Medicare Supplement plans is a very rewarding job. Not only do you get to help seniors save money, but you get a residual income. In other words, Medicare is the gift that keeps on giving. But how?

Medicare Sales At All-Time High

man's hand with a blue marker going up in a line. the words "revenue"
Selling Medicare Supplement plans can give you a continuous revenue.

The AARP has found that each day 10,000 Baby Boomers turn 65 in America, a figure expected to continue well into the 2030’s. This is great news for Medicare agents. Many seniors cannot afford their Medicare Part B bills because they are on a fixed income, so they search for ways to help pay for it. This is where you come in to save the day with a Medicare Supplement plan. With the growth of the aging population, and increase in Medicare sales, there is no better time to sell Medicare!

Seven Years Of Commission

You read that right, when you make a Medicare Supplement sale, you will have a built-in commission for 7 years. This is where the residual income comes into play. Once you sell a Supplement plan, clients are commonly re-written year after year.

Let’s take a look at an example to simplify things. When you first make a sale, you spend $400 on leads to make that sale, and make a commission of $400. But because the consumer will likely sign (on average) for 8 years, there are 7 years worth of profits that can be made on that one sale. That equates to a $2800 profit for the life of that sale. So even though you have spent money on marketing and buying the lead, you still make that money back and more. You’re constantly winning.

The example below represents the residual income you could make over the years, assuming that you’re making $30,000 in new commissions each year:

Maintain Your Relationships!

Although you can keep earning a commission for 7 years, you can’t just forget about your customers. People are more willing to buy from someone they know and trust. Be sure to follow up with your clients to make sure they are happy with your product, and keep the relationship going. Some may want to make changes to their plans or enroll in a new plan. You want to make sure you are the one they turn to when this happens, so that you get the commission.

Do not snooze on Medicare Supplement sales or on your current clients. Medicare sales are through the roof because of the aging population. If done right, you will earn a 7 year commission on just one sale. Medicare leads are the gifts that keep on giving even after you spend your marketing dollars to acquire them.

Making and Sharing Insurance Commission

If you’re a brand new agent (or someone that needs a refresher), you might be unfamiliar with how licensed agents make their money. It’s a simple process defined in three major parts:

  1. Base Pay
  2. Commission
  3. Incentives

Most people are familiar with base pay and bonuses, but commission payments are where things get tricky.

The first major divide in agent types is whether you’re considered captive or independent. It sounds more dramatic than it actually is. Basically, captive agents work for one company. So if you were hired to work in an office with a team, you’re most likely captive.

Independent agents, on the other hand, can work selling several different policies for different companies. You might be independent but still part of an agency. It all depends on if you sell multiple types of policies from different companies or just one.

insurance agents talking about their commission over coffee
Depending on how many people are involved will affect your commission pay.

Making Commission

Depending on where you’re working is going to determine how much of your salary is dependent on commission. If you’re a captive agent, you most likely will earn a base pay, but a commission is likely. However, if you’re completely independent (not even an agency), then you could be commission only.

It’s easy to make commission, and the steps are built into the process. However, a couple of things differentiate exactly how much you start with:

  • Company specifics (if your company is different from the industry average)
  • Policy renewals
  • New policy openings
  • Type of insurance sold

With these in place, the actual amount of commission varies from agent to agent. Let’s look at an example.

If Patty started her career at an average insurance agency and becomes a captive agent, then she could start with a base salary of around $20/hour. Patty’s company starts its new agents a bit lower but offers them a heftier commission. With a full 10% on each policy sold, Patty can raise her income considerably.

More on that, her company offers an incentive program with new policy sign-ups, adding an extra 2% for new policies at the end of the year. While many companies offer similar incentives, hers also tacks on a flat $1000 bonus for four new customers within the first three months.

Sharing Commission

There are two honest ways to share commission within the industry.

If someone passes a client on to another agency, and an agent within signs the client, then the commission for the referred client could be shared. However, there can be more hoops to jump through. For example, in Texas, as part of the insurance code, an agent must have a Managing General Agent’s license. This is only applicable if the brokered business is 50% more of the agent’s total business or if the agent accepts $500,000+ in annual premiums.

insurance agent with commission in cash
Best part about the job? Incentive pay! You can make so much more on top of your base salary.

Between an agent and a broker, the commission can also be shared. The only rule for this case is that both parties must be licensed to sell the same insurance type. If not, they’ll be treated like unlicensed people trying to sell policies, not the best boat to be in.

All in all, the commission pay on top of base salaries can be a great income boost. Commissions can be incentive-based or your entire paycheck depending on the organization you are apart of. Like any sales-based industry, being helpful and knowledgeable will help you sell more, and excelling at that will help your bank account grow!



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