Navigating Industry Volatility: How Insurance Agents Can Thrive in a Changing Medicare Landscape

The latest episode of the Insurance Business Babes podcast brings together host Kathe Kline, co-host Joanna Wyckoff, and industry powerhouse Neil Reich for an honest discussion of the current turbulence in the Medicare insurance world. With plan exits, shrinking commissions, regulatory uncertainties, and unprecedented price hikes, agents must now adapt, diversify, and deepen relationships to stay successful.

Industry Upheaval: What’s Changing in Medicare Advantage

According to guest Neil Reich, the past year has brought volatility unlike anything he’s seen in his 27-year career. Major Medicare Advantage carriers like Humana and Aetna have pulled out of some markets due to soaring medical loss ratios, leaving consumers scrambling for alternatives and further concentrating business among remaining giants like United. Commission structures are shifting, and the legal landscape is uncertain, with the Department of Justice and new CMS rules causing ongoing anxiety about the future of FMOs (Field Marketing Organizations).

Diversification Is Essential

Neil isn’t deterred by the disruption—instead, he emphasizes the need for insurance agents to diversify their offerings. His new agency, Care Connect Advisors, has quickly added Medicare Supplement plans, Index Universal Life, final expense, hospital indemnity (with popular guaranteed-issue options for ages 64-70), cancer, dental, and even annuities to the product mix. This mirrors Kathe and Joanna’s advice that now, more than ever, agents should be “multi-product” — cross-selling to better serve clients and protect their own earnings in the face of shrinking Medicare Advantage opportunities.

Relationship Building and Technology: The Agent’s Goldmine

Staying connected to clients is a major theme. The podcast highlights how agents are successfully blending manual outreach (calls and texts to educate and cross-sell) with automation (drip campaigns, retention videos, and CRM tools). Touchpoints aren’t just for selling—they reinforce trust, increase retention, and open natural conversations about needs like hospital indemnity or annuities.

The Path Ahead: AI, FMOs, and the Advisor Mindset

While regulators mull the impact of overrides and marketing practices, agents are also looking to the future with AI poised to disrupt the sales process. Still, both Neil and the hosts remain optimistic: FMOs like Spark are evolving, offering powerful tech and support. The key message? Agents must evolve from “order takers” to true advisors—guiding clients comprehensively through industry changes and personalized solutions.

In summary, claim your power as an agent by diversifying your product line, leveraging smart tech, nurturing relationships, and embracing your advisory role. In a shifting Medicare world, these strategies are more essential—and more rewarding—than ever.

This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Understanding the New Medicare Preauthorization Pilot: What Agents Need to Know

If you’re an insurance agent, advisor, or just someone who loves to stay on top of Medicare changes, episode 85 of the Insurance Business Babes podcast is a must-listen.

Hosts Joanna Wyckoff and Kathe Kline dive deep into Medicare’s new pilot program for prior authorizations on certain Part B services—sparking lots of questions (and a bit of anxiety) among agents and clients alike. Here’s a summary and further commentary on what you need to know.

What’s Changing and Where?

This new prior authorization program doesn’t signal an immediate, nationwide overhaul; for now, it’s a six-year pilot launching in 2026, affecting just six states: New Jersey, Ohio, Oklahoma, Texas, Arizona, and Washington. Importantly, it targets only specific services, not everything under Part B. As Joanna reassured, “It’s not a complete change across the board,” so there’s no need to panic—yet".

Which Services Are Included?

There’s a preliminary list of 17 service categories that will require prior authorization, including procedures like knee arthroscopy, spinal fusion, epidural steroid injections, implants for sleep apnea, and expensive wound care products. Many of these (like knee scopes and advanced wound care) have been flagged for possible overuse and abuse in the past.

Kathe pointed out how this pilot likely aims to rein in unnecessary spending, similar to how the system already handles powered wheelchairs or certain prosthetics nationwide.

Impacts for Agents and Clients

Joanna stressed the need for communication: If you have Med Supp clients in the affected states, you should proactively reach out to prepare them—before they hear from a competitor. It’s crucial to clarify that Med Supp plans still can’t require their own prior authorizations; the requirement comes from Medicare itself.

For now, most “normal” Part B services won’t require pre-auth, and providers demonstrating “clean requests” may even earn exemptions. AI programs will help process authorizations, but final decisions should still involve a human touch.

Looking Ahead

Though limited for now, both hosts agreed agents should keep a close eye on this pilot. The landscape could shift significantly if results push Medicare to roll out prior authorizations nationwide. Stay informed, keep your clients prepared, and remember—clear, early communication keeps your relationships strong.

This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.

Unlocking Success in Insurance: The Power of Mindset with Mitch Weisbergh

On episode 82 of the Insurance Business Babes podcast, host Kathe Kline welcomed mindset expert Mitch Weisbergh for an insightful discussion on the transformative power of mind shifting, particularly as it applies to professionals in the insurance industry. Here’s a breakdown of the key takeaways and practical strategies shared during their conversation.

The Role of Mindset in Insurance

Kathe set the stage by highlighting that Medicare insurance agents are, by nature, educators. Most clients aren’t “sold” on Medicare—it’s a necessity—so the true service comes in guiding and educating clients through complex decisions. Mitch Weisbergh, known for teaching educators (and now professionals of all backgrounds) how to change their mindsets and approach challenges creatively, emphasized how improving one’s mindset isn’t just helpful, but critical for success and satisfaction.

Handling High-Stress Seasons

A major challenge for insurance agents, especially during the Annual Enrollment Period (AEP), is managing overwhelming workloads and stress. Mitch clarified that stress arises from our brain’s limbic system, impairing creativity and critical thinking. To counteract this, he offered three evidence-based strategies:

1. Self-Awareness: Recognize when stress is mounting. Sometimes simple awareness can spark change.

2. Positive Self-Talk: Replace “I can’t” with “Perhaps I can” to reframe challenges into opportunities.

3. Mindfulness and Distraction: Take breaks, meditate, listen to music, or enjoy quick walks. These reset the brain, enhancing executive function and decision-making.

Embracing Meditation for Wellbeing

Despite skepticism in some circles, meditation has scientific backing—even being practiced by elite athletes for focus. Mitch recommends both a morning meditation session and short mindfulness breaks during the day to reduce stress and improve performance. Simple techniques like focusing on breath or tactile sensations can help even the busiest agents reclaim calm and clarity.

Breaking Out of Limiting Loops

Mitch urged listeners to recognize self-limiting beliefs—often just outdated responses from our “survival brain.” By questioning rigid thinking and staying open to alternative solutions, agents can unlock new levels of growth, resilience, and service quality.

Final Thoughts and Resources

To dive deeper, Mitch recommends his book, Mind Shifting: Stop Your Brain from Sabotaging Your Happiness and Success, and his website mindshiftingwithmitch.com, offering practical tips for changing the way we think, work, and thrive.

Listen to the full episode for more actionable insights!

This episode is sponsored by ⁠CertifiedMedicareAgents.com⁠. Use the coupon code BABES2024 for a free lifetime BRONZE membership.