🎙️ Episode Description

Episode 13 explores one of the biggest Medicare shifts heading into 2026: fewer standalone Part D plans and continued growth in prescription coverage inside Medicare Advantage plans.

We break down what agents need to know about formulary fit, pharmacy networks, premium trade-offs, and total annual exposure, and why these conversations matter more than ever.

The episode also covers the CMS backdrop behind these changes and shares an annual review approach designed to improve retention, build trust, and uncover compliant opportunities.

🔑 Key Topics Covered

• 2026 Part D changes and fewer standalone plan options
• Medicare Advantage prescription coverage trends
• Formulary, pharmacy, and annual cost exposure reviews
• Annual review strategies for retention and referrals

🎯 What This Means for Agents

• Drug-plan reviews become more important as choices narrow
• Cost conversations extend beyond premiums
• Better reviews can improve retention and referrals
• Compliance-first reviews may uncover additional needs

Infographic: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP13_Infographic.png

Slides: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP13_Slides.pdf

🔗 Sources

CMS Medicare Part D Program Information:
https://www.cms.gov/medicare/prescription-drug-coverage/prescriptiondrugcovgenin

Medicare Plan Finder:
https://www.medicare.gov/plan-compare/

CMS Medicare Advantage & Part D Information:
https://www.cms.gov/medicare/health-drug-plans

PSM Brokerage:
https://psmbrokerage.com

The Insurance Producers Guild Podcast delivers intelligence for insurance agents looking to stay ahead of industry trends.

Follow the show and connect with PSM Brokerage to access tools, training, and support designed to help you grow your business.

Learn more: https://www.psmbrokerage.com

🎙️ Episode Description

Medicare Advantage reached 35 million enrollees in February 2026, but nearly all meaningful growth is coming from Special Needs Plans.

In this episode of The Insurance Producers Guild, we break down new Kaiser Family Foundation and ATI Advisory data showing SNPs accounted for 83% of Medicare Advantage enrollment growth over the past year. While general MA enrollment remained mostly flat, Chronic Condition SNPs (C-SNPs) continued to expand rapidly.

We explain why this matters for agents, how CMS-approved chronic conditions create a large qualifying population, and why many producers may already have eligible clients inside their existing book of business. The episode also covers year-round SEP opportunities, compliant condition-based conversations, and practical ways agents can identify C-SNP opportunities now.

🔑 Key Topics Covered

• SNPs accounted for 83% of MA enrollment growth in 2026
• Rapid C-SNP growth compared to general MA and D-SNPs
• CMS chronic condition eligibility and year-round SEP opportunities
• How agents can identify C-SNP prospects within their current book

🎯 What This Means for Agents

• General MA growth may be slowing, but SNP opportunities are expanding
• Many agents likely already have C-SNP eligible clients
• Condition-based reviews can create compliant year-round enrollment opportunities
• Understanding C-SNP availability and eligibility may become increasingly important in 2026

📌 GO-DO (Next 24–48 Hours)

Review your Medicare book for clients with chronic conditions like diabetes, CHF, COPD, cancer, ESRD, dementia, stroke, or HIV.

For each client:

• Check for available C-SNPs in their county
• Confirm your carrier appointments
• Schedule a 15-minute review call

📞 Client Opener

“Carriers are offering plans designed specifically for people with [condition], often with tailored drug coverage and added benefits. Would you be open to a quick 15-minute review to see if you qualify?”

C-SNPs create a year-round enrollment opportunity for qualifying clients.

Infographic: https://11198.fs1.hubspotusercontent-na1.net/hubfs/11198/The%20Insurance%20Producers%20Guild/IPG_EP12%20Infographic.png
Slides: https://11198.fs1.hubspotusercontent-na1.net/hubfs/11198/The%20Insurance%20Producers%20Guild/IPG_EP12%20Slides.pdf

🔗 Sources

KFF Medicare Advantage Enrollment Brief:
https://www.kff.org/medicare/medicare-advantage-enrollment-grew-by-about-1-million-people-mainly-due-to-special-needs-plans/

ATI Advisory SNP Growth Analysis:
https://atiadvisory.com/resources/special-needs-plans-drive-2026-medicare-advantage-growth/

CMS C-SNP Guidance:
https://www.cms.gov/medicare/enrollment-renewal/special-needs-plans/chronic-conditions/

The Insurance Producers Guild Podcast delivers intelligence for insurance agents looking to stay ahead of industry trends.

Follow the show and connect with PSM Brokerage to access tools, training, and support designed to help you grow your business.

Learn more: https://www.psmbrokerage.com

🎙️ Episode Description

Three major industry signals dropped within 30 days — and they point directly at how independent agents will need to operate over the next five years.

The Centers for Medicare & Medicaid Services finalized 2027 Medicare Advantage payments with a 2.48% increase, paired with tighter audit and risk score controls. The National Association of Insurance Commissioners confirmed states will lead AI regulation, with adoption already underway. And LIMRA data shows consumers want both digital speed and human advice.

This episode breaks down what to say about AI, how to reposition life insurance using living benefits, and why retention is becoming the highest-leverage move heading into 2027.

🔑 Key Topics Covered

• 2027 Medicare Advantage payment increase + tighter oversight
• State-led AI regulation and NAIC model adoption
• LIMRA data: digital + human advisor demand
• Handling AI/chatbot objections in sales conversations
• Retention and living benefits positioning strategies

🎯 What This Means for Agents

• Compliance and documentation matter more as oversight tightens
• AI won’t replace agents — but it will reshape expectations
• Your role shifts to advisor, not just information source
• Retention activity will outperform pure new sales
• Clear client education (especially living benefits) is a differentiator

🔗 Sources

• CMS 2027 Medicare Advantage and Part D Rate Announcement (cms.gov)
• NAIC Issue Brief on Artificial Intelligence and State Insurance Regulation (naic.org)
• LIMRA 2026 Insurance Barometer Study (limra.com)

📌 GO-DO (Next 24–48 Hours)

Pick 3 clients with policies older than 24 months and book a 15-minute review.

Use this opener:
"I do a quick annual review with my clients. The industry just shifted, and there are features available now that did not exist when you bought your policy. Can we spend 15 minutes this week so I can show you?"

3 per week = 12 per month. That is your retention system.

Infographic: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP11_Infographic.png
Slides: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP11_Slides.pdf

The Insurance Producers Guild Podcast delivers intelligence for insurance agents looking to stay ahead of industry trends.

Follow the show and connect with PSM Brokerage to access tools, training, and support designed to help you grow your business.

Learn more: https://www.psmbrokerage.com