Medicare Supplement work rewards agents who know underwriting. A client who could have qualified gets denied because the application went to the wrong carrier. A client who drops coverage before the new policy is approved can end up with nothing. Your upline should help you avoid both.
I'm Justin Brock. Brock has helped agents serve 250,000+ Medicare beneficiaries. For the field guide on when underwriting applies, how carriers review applicants and replacement rules, read Medicare Supplement Underwriting: A Field Guide for Agents on justinbrock.com. This piece covers the support side.
Why Medigap needs a partner
Underwriting is not the same across carriers, and state rules add another layer. The NAIC publishes a state chart of birthday rules and under-65 rules, and states keep changing them. No agent can keep all of that in their head. A good upline helps you know which door to knock on before the client fills out anything.
What good Medigap support looks like
- Carrier guidance. Help understanding how different carriers approach health questions, so you can set honest expectations.
- State rule help. Clear answers on birthday rules, anniversary rules and other state protections. Our Medigap birthday rules by state guide is a starting point.
- GI right checks. When a client's Medicare Advantage plan ends, federal guaranteed issue rights may apply. The Choosing a Medigap Policy guide from Medicare explains them. Your upline should help you confirm the situation before you promise anything.
- Re-shop discipline. After a rate increase, a partner helps you compare options and reminds you never to cancel existing coverage until the new policy is approved.
- Case help. When an application stalls in underwriting, someone who can find out why.
Questions to ask an FMO about Medigap
- Which Medigap carriers can I access in my states?
- How do you help agents understand carrier underwriting differences?
- How do you keep agents current on state birthday and GI rules?
- Who helps when an application is pending in underwriting?
- What tools do I get for comparing Medigap options?
How Brock helps
Brock supports Medigap with carrier access, state guides like our birthday rules guide, training in weekly live webinars and case help from our team. See our tools and Agent Resources.
Want a partner who knows Medigap? Book a call with the Brock team.
Frequently asked questions
When does Medigap underwriting apply?
Outside protected windows such as the Medigap open enrollment period or a guaranteed issue situation, carriers in most states can ask health questions and decline or rate applicants. Some states add protections like birthday rules. Always check the client's situation and state before you set expectations.
How can an FMO help with Medigap underwriting?
A good FMO helps you understand how carriers approach health questions, keeps you current on state rules, checks guaranteed issue situations with you and helps when applications stall. That support lets you send each application to a carrier where the client has a realistic chance of approval.
Should a client cancel their current Medigap before applying for a new one?
No. A client should keep existing coverage until the new policy is approved and in force. Canceling first can leave them uninsured or stuck if underwriting declines them. Follow your state's replacement rules and use the free-look period to confirm the new policy is right.
What is a Medigap birthday rule?
A birthday rule is a state protection that lets Medigap policyholders switch to a plan with equal or lesser benefits around their birthday without medical underwriting. Rules differ by state and change over time. Check the current state rule before relying on it for a client.