Office Hours with Ronnie James January Recap

For agent use only. This information is subject to change.

During our January Office Hours call, Ronnie James set the tone for 2026 – and one thing is clear: this is the year for agents to evolve and provide real protection to clients.

Ronnie James shared how you can position yourself as a full-service agent, industry updates and insights to keep you informed, and market opportunities to be aware of.

Whether you joined us live or couldn’t make it, this recap has everything you need to catch up and guide your success through this first quarter of 2026.

Main Points Covered

The main topics Ronnie covered during December’s call include:

• The Year of the Full-Service Advisor
• MA OEP is Here: Market Updates & Opportunities
• ACA Market News
• Benefit Updates
• Marketing in 2026: Relationships Still Matter
• Technology: Use What You Have Access To
• Planning for Your Own Retirement
• Important Reminders for our Partners

2026: The Year of the Full-Service Advisor

The agents who thrive in 2026 will be those who go beyond Medicare Advantage alone.

They will:

• Ask better questions, the kind that uncover deeper needs clients may not realize they have
  • Every answer should point towards a solution: Hospital Indemnity, Heart & Stroke, Final Expense, Annuities, Cancer plans, and more

“Real advisors offer real protections,” Ronnie said. This means you may have to step outside of your usual offerings and expand conversations to other products to fulfill client needs.

Those who refuse to evolve this year may find themselves in a storm in 2027. But right now, we’re in the calm before the storm – and that calm is an opportunity to learn, prepare, and expand your portfolio to find client solutions before the thunder comes.

For more tips on becoming a one-stop shop agent, check out our multi-product strategy.

MA OEP is Here: Market Updates & Opportunities

Medicare Advantage Open Enrollment began on January 1st and runs through March 31st.

What Agents Can Do Right Now:

• Continue serving clients impacted by service area reductions

• Write 5-star plans
  • You can run these in IntegrityConnect and see state specific 5-star plans available
  • You can market 5-star plans
• Contact current clients
  • Reinforce the benefits of plans they signed up for and discuss additional coverage options such as Hospital Indemnity, Final Expense, etc…
• Explore C-SNP and D-SNP opportunities as more carriers expand into new markets

What Agents Cannot Do Right Now:

• Market or solicit new MA business using OEP messaging
  • Using marketing tactics like “you have the ability to change plans” is a big NO!
  • Do not contact new clients

Reminder: OEP classification can only be used once per individual.

*OEP is a great time to show that you are a ready-to-help and one-stop shop agent.*

View all Medicare Marketing Guidelines for OEP.

Hospital Indemnity

Ronnie highly encourages agents to offer Hospital Indemnity plans in 2026. He tends to see that Hospital Indemnity clients are the happiest and most loyal. You can learn more about Hospital Indemnity plans and products available here.

This year, Wellabe (Medico) added an outpatient prescription drug benefit in select states. More states are looking into offering the same benefit. We will update the additional states with this benefit when information is released.

Annuities & Life

Ronnie also encourages agents to write annuities, as the division is doing very well. In fact, many Tidewater Management Group agents are seeing strong commission deposits as a result of writing these products.

Please remember that Brokers International and Tidewater Management Group have training videos available to help you become an annuity expert and offer these products with confidence. To access these resources, please contact us at 888-622-9122.

*Fun Fact: You can even write an annuity for yourself and earn commission.*

Liberty Bankers has introduced a new whole life insurance option for children. This product make it easier for grandparents to provide coverage for their loved ones, allowing payment through Social Security billing and offering a 20% first-year premium discount for those who pay annually.

Liberty Bankers has introduced a new whole life insurance option for children, making it easier for grandparents to provide coverage for their loved ones. The product will accept payment through Social Security billing, offer a 20% discount for those who pay annually, and allow grandparents to choose the payment plan.

ACA Market News

ACA continues to be a mixed but active market.

Many healthy individuals are starting to look for alternatives to ACA coverage, mainly because of high premiums and deductibles, which they can’t seem to justify. Despite this, ACA enrollment is outpacing last year. Some agents are experiencing growth in the ACA market, seeing more policies written, even with plan changes. In some cases, Ronnie said that we could attribute plan changes and the publicity surrounding the market to have helped drive enrollment.

Benefit Updates

SSBCI Benefits Cards

• This is the first year carriers have transitioned from VBID to SSCI on Medicare Advantage Plans
• Clients who changed plans may be experiencing verification delays – this is common due to provider requirements
  • Encourage clients to contact their doctors to help speed up the process

Marketing in 2026: Relationships Still Matter

We are seeing a pullback in traditional lead buying (specifically, direct mail).

So, what is working?

• Local community-based marketing
• Agents positioning themselves as local experts who know the hospitals, providers, and networks

Technology is also essential for marketing, but Ronnie reminds us that it should never replace face-to-face relationships. There is extreme value in hosting seminars, community events, and educational sessions. If you need help hosting one, let us know!

Technology: Use What You Have Access To

As a TMG agent, you have access to powerful tools – especially IntegrityCONNECT – and many agents are underutilizing it.

With IntegrityCONNECT, agents can access:

• Every carrier TMG contracts with in one place
• Enrollment tools, CRM, and client tagging
• Carrier-specific plan details by state (including 5-star plans!)

IntegrityCONNECT Opportunity:

As an IntegrityCONNECT user, you have access to a variety of discounts where you may conduct business – examples include printing costs, ink, travel, and more. You are encouraged to view these savings opportunities.

You also have the opportunity to save on E&O insurance. E&O is necessary to protect you. By purchasing this insurance through IntegrityConnect, you can save more money.

IntegrityCONNECT Training:

Join us on Thursday, January 15, at 9 AM EST with Devon Hodges, our IntegrityCONNECT specialist. This training will walk you through easy-to-miss features that can save you time and simplify your workflow. Register here.

Planning for Your Own Retirement

As independent business owners, agents must be intentional about retirement planning.

Right now, you can still contribute to an IRA for 2025:

• Up to $7,000 (or $8,000 if age 50+)

Exit strategies are available if you’re preparing to retire or transition out of the business. If this applies to you, reach out to the TMG team – we’re here to help.

Important Reminders for our Partners

• 1099s will be emailed around February 1st
  • They will be issued by Integrity Marketing, not Tidewater
  • You will not receive a 1099 if commissions were under $600
• Quarter one carrier incentives are here!
  • Primarily for Medicare Supplement and Hospital Indemnity Plans

Final Words of Advice

“Discipline beats motivation every day,” Ronnie said. “Do the hard things, stay consistent, and don’t be afraid to ask for help. The most successful agents seek mentorship – and they don’t give up!”

In 2026, clients will expect more. and agents need to be ready to deliver. As a TMG agent, you have access to the resources, support, and expertise to provide exceptional care to clients. By positioning yourself as a trusted advisor and offering more solutions, you strengthen client relationships and establish yourself as the expert they can rely on. Prepare now to lead your clients with confidence this year!

For agent use only. This information is subject to change.