Why Agents Should Think Twice Before Celebrating Industry “Good News”

On the latest episode of Insurance Business Babes, hosts Kathe Kline and Joanna Wyckoff dive into the issues behind Medicare’s disaster SEPs (Special Election Periods), recent government reversals, and why not all agent celebrations are necessarily cause for joy. If you’re an agent who’s popped the champagne over recent changes, this episode is for you.

When "Wins" Aren't Wins for Everyone

The government recently reversed a rule, now allowing agents to enroll clients using the disaster SEP again, rather than having clients call Medicare directly. On the surface, this sounds like a win, but Kathe and Joanna urge caution. The reversal makes it easier for bad actors—especially call centers—to abuse SEPs for commission, often enrolling vulnerable clients in unsuitable or unnecessary plans. The end result? Honest agents face unfair competition and a system that can hurt clients without careful oversight.

The Real Cost of Abused SEPs

Disaster SEPs are meant for people genuinely affected by natural disasters and unable to enroll during typical periods. Kathe shares stories about agents moving clients between plans quarter after quarter under questionable pretense. Not only does this strain trust in the industry, but it also puts pressure on carriers and small agents alike. Frequent rollovers, rapid disenrollment, and adverse selection can damage both client outcomes and carrier profitability, leading to fewer good products in the market.

Small Business Agents: The Ones Getting Squeezed

As Joanna notes, regulatory changes intended to clamp down on abuse often make life harder for solo agents and small agencies, not the big call centers causing most issues. Increased documentation, lengthy disclaimers, and constant regulation can be overwhelming, especially when honest agents get painted with the same broad brush.

Celebrate Wisely—and Put Clients First

Finally, Kathe and Joanna remind agents that cutting corners or exploiting loopholes ultimately harms your reputation and client base. Instead, build your book with integrity, focus on true client needs, and don’t be swayed by industry “wins” that may only benefit the big players. Diversify, cross-sell, and always act as if you were advising your own family member—your clients (and your business) will thank you for it.

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