Not every turning-65 prospect should enroll in everything at 65. Clients who keep working may have employer coverage that changes the right answer. Getting it wrong can mean late enrollment penalties or gaps in coverage, so this is an area where training really matters.
I'm Justin Brock. Brock has helped agents serve 250,000+ Medicare beneficiaries. For the key considerations, read Working Past 65? What Medicare Agents Need to Know About Employer Coverage on justinbrock.com. This piece covers the training your upline should provide.
What agents need to understand
- Primary versus secondary coverage. Employer size and coverage type affect whether Medicare pays first. Medicare explains this in its guidance on joining a plan.
- Part B timing. When delaying Part B may be appropriate, and the Special Enrollment Period after employer coverage ends.
- Drug coverage. Whether employer drug coverage is creditable.
- Spouses. One spouse may be on Medicare while the other stays on employer coverage.
What your upline should provide
- Training on employer coverage rules, with real case examples.
- Decision checklists for working clients.
- Someone to ask when a case is unusual.
Questions to ask an upline
- Do you train agents on employer coverage and Medicare timing?
- Do you provide checklists for working-past-65 clients?
- Who can I ask about complex cases?
How Brock helps
Brock covers employer coverage scenarios in training and webinars, and our team helps with complex cases. See our companion on T65 conversation training.
Want to handle working clients with confidence? Book a call with the Brock team.
Frequently asked questions
Should everyone enroll in Medicare at 65?
Not always. People with qualifying employer coverage may be able to delay some parts of Medicare without penalty, depending on employer size and coverage. Review the specific situation and current Medicare rules before advising.
What is the Part B Special Enrollment Period?
People who delay Part B because they have coverage from current employment may qualify for a Special Enrollment Period to enroll later, generally while still covered or within a set time after that coverage or employment ends. Check current Medicare guidance for details.
How do spouses affect Medicare decisions?
If one spouse turns 65 while the other relies on employer coverage, the timing and coordination can affect both. Review the family's coverage together before making changes.
What training should my upline provide on working past 65?
Look for training on primary and secondary coverage, Part B timing, creditable drug coverage and spouse situations, plus checklists and someone to ask about unusual cases.