Every day, about 10,000 Americans turn 65, and most of them don’t fully understand how Medicare works.
That gap isn’t confusion… it’s opportunity.
Selling Medicare insurance is one of the most stable, recurring-income paths in the insurance industry. But before you enroll your first client, you must have the proper licenses, certifications, and carrier contracts in place.
This guide breaks down exactly what you need, step by step, in the correct order.
What You Need to Know First
Medicare is a federal health insurance program for Americans 65 and older (and some under 65 with disabilities).
It is:
- Highly regulated
- Strictly compliance-driven
- Built on long-term client retention
Most Medicare clients stay with their agent for years, which makes this one of the most valuable markets in insurance.
⚠️ Important: Selling without proper certification or carrier appointments is a compliance violation and can result in penalties or contract termination.
Step-by-Step Setup Process
Step 1: Get Your Life & Health Insurance License
Before anything else, you must be licensed.
Recommended study programs:
- Kaplan Financial Education
- ExamFX
After passing your exam:
- Register with your state testing center
- Apply through your State Department of Insurance
Step 2: Complete Fingerprinting
Required for background clearance.
Use:
- IdentoGO by IDEMIA
📞 888-467-2080 (Mon–Fri, 8 AM–5 PM CST)
or
🌐 uenroll.identogo.com/workflows/11G6QF
Step 3: Get Errors & Omissions (E&O) Insurance
This protects you legally as an agent.
Recommended coverage:
- $1,000,000 per claim
- $3,000,000 aggregate
Provider example:
- Napa Benefits E&O
Step 4: Complete AHIP Certification
AHIP is required by most Medicare Advantage carriers.
Standard cost: $175
Discounted price: $125
👉 ahipmedicaretraining.com/clients/360IG
Step 5: Contract with Medicare Advantage Carriers
Start with major carriers such as:
- UnitedHealthcare
- Humana
- Aetna
- Cigna
- WellCare
After AHIP approval:
- Transfer certification results
- Request “Ready to Sell” status
- Gain access to quoting platforms like SunFire or Connecture
Contracting link:
form.jotform.com/200474870604049?nameOf=360LM
Step 6: Add Medicare Supplement (Medigap) Carriers
To expand client options and increase retention.
Recommended carriers:
- UnitedHealthcare
- Cigna
- Mutual of Omaha
- Aetna
Step 7: Add Ancillary Products
These increase revenue per client.
Hospital Indemnity:
- Heartland National
- Guaranteed Trust Life (GTL)
Dental & Vision:
- Ameritas
Step 8: Add Life Insurance Carriers
This allows you to serve the same client base more deeply.
Final Expense:
- Foresters
- American Amicable
- Transamerica
- Trinity
- Mutual of Omaha
Guaranteed Issue Life:
- AIG
- Gerber
- Great Western
Practical Action Plan
This week:
- Start AHIP certification (use discounted link)
Next step:
- Schedule fingerprinting
- Secure E&O insurance
- Begin carrier contracting
After contracting:
- Complete carrier certifications
- Transfer AHIP results
- Get “ready to sell” approvals
As you grow:
- Add Medicare Supplements
- Add hospital indemnity products
- Layer in life insurance offerings
Final Thoughts
Success in Medicare starts before your first enrollment.
- Licensing and AHIP certification are non-negotiable
- Carrier contracting determines your product access
- Adding ancillary and life insurance increases lifetime client value
This is not just a product, it’s a long-term business model.