As a Medicare Supplement agent, I understand the stigma associated with insurance agents. Fortunately, I don’t fit the stereotypical, soft-spoken car salesman, but I know plenty of agents who do. Since Open Enrollment is almost over and many people are deciding to switch from Medicare Advantage to Medicare Supplement, I thought I’d add my two cents regarding choosing the perfect agent, in case any consumers are interested in what distinguishes what good of the good. bad, and the bad of the ugly.

One thing that divides the crowds is who they work for and how they get their leads. Although cold calling has become illegal, many Medicare Supplement agents still find people not on Do Not Call lists and spend their days unknowingly hassling these vulnerable consumers. If an agent calls you and you have no idea where you got your number, HANG UP. This agent is in direct violation of federal law, and there is no telling what else this bottom feeder might be up to.

Independent agents, that is, agents who do not work for anyone, in addition to being hired by the carriers, are often the culprits of cold calls. However, this does not mean that there are no reliable independent agents, in fact, I am one of them! Surprisingly, independent agents can be some of the best in the business, as long as they don’t resort to cold calling or harassing. Why? Well, first of all, most agents work in large call centers or for the operators themselves. If you work with a large call center (20+ agents), you are just one customer among thousands. As for agents who work for a single carrier, they can’t give you more than one quote, and everyone knows that shopping is a tenant of Consumerism 101. Never talk to an agent who only works for one carrier, because I can guarantee you are listening to a biased sales pitch, something every consumer, in every market, should be tired of. Independent agents do not have any of these problems. They typically contract with several competitive companies in your area and maintain a manageable customer base, making them one of the best ways to get the most competitive price on a Medicare supplement policy. Disclaimer: There are some smaller call centers that refrain from getting too big, and these are also good places to shop around. In general, stay away from anyone who isn’t helping you shop, meaning someone who doesn’t understand that you want to know more than one available option.

Agents who only offer one type of plan, specifically Plan F, cannot be trusted. “But I thought Plan F was the best plan out there?!” And you’re right, in terms of coverage, Plan F is the most complete. However, in terms of commission earnings, Plan F is the most lucrative plan an agent can sell. If you’re talking to an agent who doesn’t want to discuss any other plans with you, I can guarantee that this agent is probably either 1. very inexperienced or 2. very greedy, and nobody likes greedy insurance agents. For example, I can save someone $30-$50 a month by buying Plan G instead of Plan F, what’s the difference? Plan G does not cover the $147 Medicare Part B deductible. You do the math. Some agents would rather earn a higher commission than do the right thing for the consumer.

Customer service is something that many insurance agents do not understand. When a Medicare member calls to discuss benefits but then also has other questions or concerns, some agents will do the bare minimum for that consumer. A good agent will take the time to explain something to you and make sure you fully understand every part of the plan’s benefits, the application process, payment, etc. A good agent will also keep you as their client and check on you from time to time to make sure you are still happy with your policy.

The last quality I’ll talk about is humility, along with competence, two of the most important assets an agent can possess. There is no single Medicare supplement agent who knows everything about Medicare, the companies, health conditions, etc. There are always questions. That’s why it’s nice to have an agent say “Let me make sure this is correct” or admit “I don’t know.” I’d rather have an agent ask the right person than try to be the smartest cookie in the agent’s jar.

Sometimes it’s easy to go with the first agent you call, but next time use consumer power when you buy a Medicare supplement policy; I promise you, you won’t regret your decision to be picky.