The Medicare landscape is shifting—and agents are feeling it.
In this episode of Sharing Success, JSA CEO Rick Harman breaks down what’s really happening across the industry—from commission changes and carrier pullbacks to rising medical costs and product shifts.
But more importantly, this isn’t about fear. It’s about opportunity.
If you're an independent agent, this conversation is your roadmap to staying profitable, relevant, and growing in today’s environment.

What you’ll learn:

- Why Medicare commissions are changing—and what it means for your income
- The biggest pressures carriers are facing right now
- How diversification protects your revenue and increases retention
- Where ancillary products, life, and annuities fit into your strategy
- Why agents who stay “transactional” will struggle moving forward
- How top agents are adapting—and winning—in today’s market

The takeaway is simple:
Agents who think beyond one product and start solving for the whole client will come out ahead.

The Medicare market is going through one of its biggest shifts in years. Are you ready?

In Episode 5 of the JSA Podcast, the official kickoff of our "How to Grow Your Business" series, JSA's Chris Hagerstrom, Director of Product Training and Development, sits down with Chief Distribution Officer Adam Wasmund for a candid, no-holds-barred look at what's happening in the Medicare and health insurance landscape right now, and what independent agents need to do to come out ahead.

From Medicare Supplement rate increases and birthday month rules to Medicare Advantage PPO contractions, non-commissionable plans, and proposed new SEPs, Adam and Chris break down the forces driving market disruption, and why diversification isn't just a buzzword anymore. It's a survival strategy.

In this episode:
-Why Medicare Supplement premiums are seeing 12–25% increases in 2026
-The rise of birthday month rules and their ripple effect on carriers and agents
-Why PPOs are following the same path as private fee-for-service plans, and what comes next
-The proposed provider-leave SEP and why it could create year-round chaos
-How star ratings affect plan benefits, carrier strategy, and your business
-Practical steps agents can take right now to diversify and protect their income

This is the conversation every Medicare agent needs to hear. The market is changing, but the opportunity is real for agents who are prepared.

In this conversation, Chris Hagerstrom and Henry Monahan discuss the recent proposed rule changes by CMS regarding Medicare, focusing on the implications for independent brokers and the Medicare landscape. They explore the initial reactions to the proposed rule, key changes in the Part D program, the impact of creditable coverage changes, and the evolving nature of special needs plans. The discussion also covers provider network changes, the future of star ratings, and the importance of the TPMO definition. Overall, the conversation highlights a positive shift in CMS's approach towards independent agents and the potential benefits for Medicare beneficiaries.

In this episode, Chris Hagerstrom and Tyler Tolbert explore the growing influence of AI in in the health insurance industry, highlighting its role in compliance, efficiency, and more.

In this episode, Chris Hagerstrom and Rick Harman, CEO of JSA, discuss the evolution of long-term care policies, the importance of company culture, and the need for continuous employee development in the insurance industry. They explore how technology is reshaping the landscape, particularly in Medicare Advantage, and emphasize the significance of diversification and holistic selling strategies for agents. The conversation also highlights innovations in long-term care products and the opportunities they present for agents.

In this podcast, Chris Hagerstrom and Adam Wasmund discuss the upcoming Annual Enrollment Period (AEP) for Medicare, highlighting significant changes in the industry, the impact of COVID-19, and strategies for agents to navigate the evolving landscape. They emphasize the importance of understanding carrier dynamics, the shift towards Special Needs Plans, and the need for agents to prepare effectively for AEP by leveraging technology and resources. The conversation also touches on the anticipated market changes and opportunities for growth during this enrollment period.