“I hope you’ve got a pen and paper, because I’ve got some stats and opportunities for you today!”
– Ronnie James, May 7th Office Hours
If you’re an insurance agent committed to staying up to date on industry trends and providing top-notch service to your clients, our office hours are just for you.
Today, we’ll recap key insights from Ronnie’s May call, helping you stay informed and ahead.
Main Points Covered
Ronnie covered a lot of important information during May’s call…the main highlights include:
- Life and Annuity Resource Center System Launch
- Release of a NEW competitive Medicare Supplement Product (COMING SOON)
- Medicare Annual Enrollment Period (AEP): including Medicare Supplement & Medicare Advantage (changes, opportunities, recommendations, and more!)
- 2026 Market Changes
We’ll call this your “table of contents” for the recap!
Life and Annuity (LARC) System Launch
We are noticing a large increase in the number of annuities being written as a result of agents using the Tidewater Life and Annuity Resource Center (LARC)! This platform launched earlier this year and is a game-changer for offering annuities!
The all-in-one platform includes:
- Step-by-step Annuity training
- Access to our team of professionals with “Ask a Specialist”
- Tailored fact-finding form
- Get appointed and submit business all in one place
New Product Announcement
We are excited to announce the release of a NEW Medicare Supplement Product! Stay tuned for the drop of this “good good product”, as Ronnie described it. You are going to want to add this product to your book of business, and your clients will thank you!
Let’s Talk Medicare!
- Summer is upon us, and there’s no better time to prepare for AEP than now! Agents who start earlier will see applications processed quicker, which means more clients and better commissions!
This year, we are in the middle of PEAK 65 (2024-2027). This is a peak time in the Medicare market because between 10 and 12,000 people a day are aging into Medicare.¹ As more and more clients need your offerings, it’s a good idea to start cold calling, sending mailers, and promoting your business on social media to make this your best AEP yet.
Medicare Advantage
Medicare Advantage is a growing product! In fact, the federal government saw 3% growth in the market this past year – and that percentage is expected to continue to rise.² So, if you’re an agent who offers Advantage, it’s a great time to be in the market.
Insights Ronnie shared about Advantage Plans include:
- Medicare Advantage Plans can require prior authorizations
- In 2026, weight loss drugs will not be covered by Part D
- 2026 will be a good year for Regional Carriers, so stay engaged with them for growth opportunities
Medicare Supplement
North Carolina is the 9th largest state in the country when it comes to Medicare Supplement sales. In fact, 459,000 people in NC have Medicare Supplements!³ This is over half a million people who need your services as an agent.
Insights Ronnie shared about Supplement Plans:
- Nationwide, Medicare Supplement rates are increasing, but Ronnie stated, “rates give us an opportunity to look at things and give out options for clients”.
One opportunity is to underwrite clients when you can! Underwriting saves your clients money and can even make you more as well. A lot of carriers provide agents with nice bonuses for underwritten apps. You can view all those growth opportunities, here.
“Don’t be afraid of underwriting”, Ronnie says…”77% of all underwritten apps are approved!”⁴
Ronnie’s Recommendation’s for Offering Medicare Products:
- Talk to clients about their wants and their needs when it comes to choosing a carrier (ex: some clients may want to choose a carrier that allows them to add a gym membership to their plan)
- Don’t get pigeonholed into only offering one carrier
- Have a diverse portfolio
2026 Market Changes
Ronnie outlined 3 Medicare Market Changes coming in 2026.
Changes Include:
- Crack down on Supplemental benefits
The Federal government isn’t really seeing extra benefits improving people’s health…but with this change, fear not! “Extra’s are just a shiny ball, they are nice, but don’t get distracted, you clients still want quality healthcare”, Ronnie said.
- Expect to see slower plan design
Be patient, get your pre work done and start on applications in late August/early September.
- Some carriers will be cutting back on HRA fee’s
It’s really important to be adaptable and ready for changes in the market, just like this one. A good way to be adaptable is to replace this income by writing Hospital Indemnity and/or Cancer Plans (most of the time these will even pay more than HRA fees!).
Closing Remarks from Ronnie: Tidewater Is Here for You
Being an insurance agent is a journey filled with challenges and rewards. Balancing client needs with the ever-changing landscape of the industry requires dedication and adaptability. Ronnie expressed that agents can experience a lot of pressure. Therefore, he emphasized the importance of finding agent support communities like NABIP…likewise, there is great benefit in a partnership with Tidewater Management Group.
Tidewater Management Group is there for you every step of the way. Our goal is to serve you and give you the support you need to achieve great success.
Sources
¹ Fichtner, Jason J. THE PEAK 65® ZONE IS HERE – CREATING A NEW FRAMEWORK FOR AMERICA’S RETIREMENT SECURITY, Jan. 2024, www.protectedincome.org/wp-content/uploads/2024/01/Whitepaper_Fichtner.pdf.
² Herman, Bob. “Medicare Advantage Enrollment Growth Slows Drastically.” STAT, 26 Feb. 2025, www.statnews.com/2025/02/26/medicare-advantage-enrollment-growth-slows-unitedhealthcare-humana-cvs-aetna/.
³ Rosenberg, Alex. “Best Medicare Supplement Plans in North Carolina 2025.” NerdWallet, 10 Mar. 2025, www.nerdwallet.com/insurance/medicare/north-carolina-medicare-supplement-plans.
⁴ Bolduc, Lisa. “Medicare Supplement – Highlights of 2023 U.S. Market Survey.” Genre, 17 Oct. 2024, www.genre.com/us/knowledge/publications/2024/october/surveylhmedsupp24-en.
