Don’t Sleep on Med Supp: Dispelling Common Misconceptions Before This Disruptive AEP

Don’t Sleep on Med Supp: Dispelling Common Misconceptions Before This Disruptive AEP

With so much focus on Medicare Advantage during AEP, Medicare Supplement (Med Supp) plans are often overlooked—or worse, misunderstood—by agents. But with all signs pointing to major disruption this AEP, especially as benefits are trimmed and plan costs shift, now is the perfect time to re-evaluate Med Supp as a strategic part of your portfolio.

Here are some of the most common misconceptions about Med Supp—and why they no longer hold water:

Myth #1: "Med Supp is only for older clients who age into it."

Reality: Med Supp is an excellent fit for a wide variety of clients, including younger Medicare beneficiaries with chronic health conditions, high healthcare utilization, or a desire for provider flexibility. With more clients becoming frustrated by shrinking Medicare Advantage networks or rising MOOPs (maximum out-of-pocket costs), Med Supp offers stable, predictable coverage.

Myth #2: "There’s no money in Med Supp."

Reality: While the first-year commissions for Med Supp may sometimes be lower than those of MA plans, the long-term value is substantial. Med Supp clients tend to stay on their plans longer, with far less turnover year over year. That’s reliable, renewable income—and a loyal book of business you can count on. And in some cases, the payout is even more attractive. If you’re selling in New York, Globe Life Med Supp pays lifetime first-year commissions, meaning you continue earning that higher first-year rate for as long as the client remains on the plan.

Myth #3: "The Med Supp market isn’t competitive anymore."

Reality: There are plenty of strong Med Supp carriers offering competitive rates, value-added benefits, and innovative underwriting strategies. Some are even leaning in with new household discounts, value perks like fitness memberships, and simplified eApps. If you haven’t reviewed what’s available lately, you might be surprised at how fresh the Med Supp landscape looks.

Myth #4: "My clients prefer the extra benefits in MA."

Reality: Many clients don’t fully understand the trade-offs between MA and Med Supp until it's too late. As 2026 approaches and many ancillary benefits face cuts due to CMS changes, clients may be left holding the bag. Med Supp + stand-alone DVH (Dental, Vision, Hearing) plans could actually provide better, more reliable coverage with fewer restrictions—and agents who educate clients early will be ahead of the curve.

Myth #5: "It’s too hard to sell Med Supp during AEP."

Reality: While Med Supp isn’t limited to the AEP window, the annual frenzy is actually an ideal time to introduce it—especially to clients who are already shopping or comparing options. Use AEP as your chance to revisit long-term coverage goals with clients and explain the growing differences between coverage types. With all the volatility coming to MA this year, clients will be more open to exploring alternatives.

Myth #6: "It’s too hard to prove a beneficiary is losing their MA plan."

Reality: Not true—and it’s getting easier. Many Medicare Advantage plans are consolidating, terminating, or significantly altering benefits for 2025 and 2026, which often triggers a guaranteed issue (GI) right for clients to switch to Med Supp. In most cases, carriers will accept documentation such as a termination notice, ANOC (Annual Notice of Change), or a letter from the plan sponsor. If you’re working with a strong FMO or support team, they can help walk you through what’s needed for each carrier. Don’t let paperwork myths hold you back from helping clients transition to better-fitting coverage.

Bottom Line:

If you’ve put Med Supp on the back burner, it’s time to bring it back into focus. This AEP will be unlike any in recent memory, and clients need a trusted advisor to help them navigate the noise. Be that advisor—and don’t overlook the steady value and long-term potential of Medicare Supplement plans.

Looking to strengthen your Med Supp game this AEP?

Our team can help you with competitive quoting tools, underwriting insights, and top-tier contracts with industry-leading carriers. Let’s talk strategy before the season hits full swing.