--- title: "How to Sell Medicare Supplements Year-Round" description: "Medigap isn't just an AEP product. Birthday rule states, T65 open enrollment, and guaranteed-issue triggers create year-round selling opportunities most agents miss." url: https://unlockedcrm.ai/blog/how-to-sell-medicare-supplements-year-round canonical: https://unlockedcrm.ai/blog/how-to-sell-medicare-supplements-year-round category: "Medicare" published: 2026-02-15 author: "unLocked Team" source: unLocked CRM — AI CRM for insurance agents --- # How to Sell Medicare Supplements Year-Round ## TL;DR Medigap is a year-round product — not limited to AEP. T65 open enrollment, birthday rule states, guaranteed-issue triggers, and underwritten applications create continuous selling opportunities. Medigap offers higher commissions and longer retention than Medicare Advantage. ## Key data points - Medigap policies offer higher first-year commissions and longer retention rates than Medicare Advantage — making them a more stable long-term revenue source for agents. - Birthday rule states create guaranteed-issue Medigap switching opportunities for every existing policyholder annually — a pipeline most agents overlook. Most Medicare agents focus on Medicare Advantage during AEP and ignore Medicare Supplements (Medigap) for the rest of the year. This is a significant revenue mistake. Medigap policies offer higher commissions, longer retention rates, and year-round selling opportunities that are not limited to enrollment periods. ## Why Medigap Is a Year-Round Product ### Open Enrollment Period Every Medicare beneficiary has a 6-month Medigap Open Enrollment Period starting when they turn 65 and enroll in Part B. During this window: - **Guaranteed issue** — no health questions, no medical underwriting - **All plans available** — Plans A through N with no restrictions - **Best pricing** — rates are not adjusted for health status This creates a steady stream of T65 prospects throughout the year, not just during AEP. ### Birthday Rule States Several states offer a guaranteed-issue window around the beneficiary's birthday: - **California** — 30 days before and after birthday - **Oregon** — 30-day birthday window - **Illinois** — 30 days following birthday - **Other states** — varies by state law In these states, every existing Medigap policyholder is a potential plan-switch prospect on their birthday — often to a lower-rate plan with a different carrier. ### Guaranteed-Issue Triggers Beyond open enrollment and birthday rules, several life events trigger guaranteed-issue rights: - **Medicare Advantage disenrollment** — leaving an MA plan triggers Medigap GI rights - **Carrier exits market** — if a carrier stops offering Medigap in a state - **Loss of employer coverage** — retirees losing group coverage - **Plan F/C grandfathering** — beneficiaries on discontinued plan types ### Underwritten Applications Outside of guaranteed-issue windows, Medigap policies can still be sold through medical underwriting. Healthy beneficiaries often qualify for competitive rates: - **Preferred rates** — better pricing for excellent health history - **Standard rates** — available to most applicants without major conditions - **Table ratings** — higher rates but still available for some health conditions ## Building a Medigap Pipeline ### T65 Prospecting System The most predictable Medigap pipeline: 1. **Identify T65 prospects** — people turning 65 in the next 3–6 months 2. **Begin outreach at 64.5** — educational content about Medicare options 3. **Schedule consultation at 64.75** — review Original Medicare + Medigap vs. Medicare Advantage 4. **Enroll during OEP** — guaranteed-issue window starting at Part B effective date 5. **Annual review** — check for birthday rule opportunities or better rates ### Birthday Rule Calendar For agents in birthday rule states: - **Build a birthday calendar** in your CRM for all existing Medigap clients - **Set 60-day alerts** — outreach starts 60 days before birthday - **Quote current rates** — compare their existing plan cost against current market - **Present savings** — if a lower-rate plan is available, present the switch opportunity ### Medigap vs. Medicare Advantage Conversations Many beneficiaries do not understand the difference: | Factor | Medigap | Medicare Advantage | | --- | --- | --- | | Network | Any doctor accepting Medicare | Plan network only | | Out-of-pocket max | Predictable (Plan F/G = minimal) | Varies by plan | | Premiums | Higher monthly | Lower monthly (often $0) | | Total annual cost | More predictable | Can be higher with utilization | | Travel coverage | Nationwide | Network-dependent | | Agent commission | Higher, longer retention | Lower, annual re-enrollment | ## FAQ ### Can you sell Medicare Supplements outside of AEP? Yes. Medigap is not tied to AEP. It can be sold year-round through open enrollment (first 6 months of Part B), birthday rule windows, guaranteed-issue triggers, and medical underwriting. ### What is the birthday rule for Medicare Supplements? In certain states (California, Oregon, Illinois, and others), Medigap policyholders have a guaranteed-issue window around their birthday to switch plans without medical underwriting — often to lower-rate carriers. ### Which Medigap plans sell the most? Plan G is the most popular Medigap plan since Plan F was closed to new beneficiaries in 2020. Plan N is a lower-premium alternative with small copays. ### Are Medigap commissions higher than Medicare Advantage? Generally yes. Medigap first-year commissions are typically higher, and retention rates are longer since beneficiaries do not re-enroll annually. This makes Medigap a more stable long-term revenue source. ## FAQ ### undefined ### undefined ### undefined ### undefined ## Related - https://unlockedcrm.ai/blog/best-crm-medicare-agents-2025 - https://unlockedcrm.ai/blog/medicare-aep-checklist-agents-2026 - https://unlockedcrm.ai/blog/t65-prospecting-medicare-pipeline --- Source: [How to Sell Medicare Supplements Year-Round](https://unlockedcrm.ai/blog/how-to-sell-medicare-supplements-year-round) — unLocked CRM, the AI CRM built for insurance agents. Citation permitted with attribution and a link to https://unlockedcrm.ai/blog/how-to-sell-medicare-supplements-year-round.