7 Actions You Can Take If Your Medicare Plans Go Non-Commissionable

Like it or not, carriers are making certain Medicare Advantage (MA) or Part D plans non-commissionable.

If this affects your Medicare business, you’re likely wondering, “What do I do next?” Ritter is here to help you consider your options!

Carriers with Non-Commissionable Plans in 2026

Major carriers — including UnitedHealthcare, Elevance Health (formerly Anthem), Aetna, and HealthSpring (formerly Cigna Healthcare), and WellCare — have announced agent Medicare sales commission changes for 2026 plans. Currently, some are no longer paying commissions on certain MA plans in select markets.

Like all industry changes, Ritter is on top of this one. We have the details and tips you need, so your business won’t skip a beat.

Why Are Medicare Plans Going Non-Commissionable?

Generally, carriers are cutting commissions due to some of the plans being less profitable, like PPO plans, to reduce costs.

The Centers for Medicare & Medicaid Services (CMS) have released updates that increased the maximum allowed broker compensation, but don’t require carriers to pay the full amount.

In addition, a federal judge vacated a portion of the CMS rule in August 2025 that would have restricted carriers from paying third-party marketing organizations (TPMOs). This litigation leaves compensation standards up in the air and may have emboldened some carriers to continue cutting commissions.

As we continue to evaluate how best to optimize the experience for our members and partners, we’ve made the decision to make specific plans non-commissionable starting September 1, 2025.”

Why Decide to Do This During AEP?

The Annual Enrollment Period (AEP) is prime time for many MA sales, since Medicare beneficiaries can review and make changes to their coverage during this time. If MA plans’ spending and funding need adjusted, insurers are getting the horse in front of the cart, so to speak.

Making health plans non-commissionable could be an effort to correct the outpour of funds now being used.

We’ve seen agents speculate that, during the COVID pandemic, many beneficiaries were using their coverage less by postponing routine care check-ups or putting off seeking care, to comply with the safety guidelines and reduce the spread of the illness.

Now, as things have returned to normal, so has use of health insurance coverage, causing an influx of Medicare plans and benefits utilization. Making health plans non-commissionable could be an effort to correct the outpour of funds now being used.

Bottom line, no matter what the reason, this is the reality we’re facing. Successful insurance agents are resilient and used to change. You can pivot from this and still have a successful AEP!

What Should You Do If Your Plans Go Non-Commissionable?

To put it simply, agents should continue to quote and offer non-commissionable plans that you have access to. If enrollments aren’t accessible through you, you could offer to help your client enroll themselves through Medicare.gov.

While you won’t make monetary gain from the sale, that isn’t the only thing worth earning in the business of selling insurance.

Writing an enrollment for a non-commissionable plan can earn trust, respect, loyalty, and opportunity — all invaluable assets to your business. However, primary health insurance is only one piece of the puzzle.

With lots of changes to deductibles, hospitalization, and supplemental benefits under MA plans, it’s best for you and your client to offer them customized packages of coverage that include additional products. When you offer multiple products and solutions like hospital indemnity, critical illness, DVH, and final expense or life products, you multiply your client loyalty.

Create a customized package for your clients that meets their needs. You’ll also increase your earnings while serving the best interest of your clients.

While you won’t make monetary gain from the sale, that isn’t the only thing worth earning in the business of selling insurance.

Happy and satisfied clients may refer you to family and friends, trust your recommendations of ancillary products that can complete their coverage, and stay in your book of business.

Referrals, compliant cross-selling opportunities, and client retention, all from a commission-less sale? Still sounds like a win to us!

Here are seven specific actions you can take if your Medicare plans have stopped paying commissions:

1. Take a Breather & Rededicate Yourself

It can be frustrating to learn your earnings structure changed dramatically and out of your control. Many agents take the time and effort to build a renewal commission base, including checking in with clients annually.

With the loss of income many depend on, it’s no wonder agents can feel lost and defeated.

We’re not downplaying the gravity of the situation, but it may be helpful to take a day or two as a breather before trying to think about what you’re going to do. Remember why you got into this business in the first place.

Was it schedule flexibility so you can spend more time with your newborn? Your love for serving the Medicare-eligible population? Perhaps paying for your daughter’s tuition? Everyone has a reason, and it’s usually deeper than just “make a lot of money.”

Remember why you got into the insurance business in the first place.

When you’ve cooled off and your why is in mind, then move forward with, “What now?“

2. Keep Your Client’s Best Interests Top of Mind

At Ritter, we believe that doing best by clients should always be the top priority.

If you do that, then everything else should fall into place — your reputation, income, business growth, etc. We’re sure you want the reputation of helping a client secure the right plan no matter what.

Developing rapport and a strong relationship with your clients builds loyalty and increases your chances of referrals.

What if the right plan continues to be that non-commissionable PDP plan? When you first started selling a carrier’s prescription drug plan (PDP), you probably liked something about it other than the fact that you got paid. Those reasons are still applicable! C onsider still offering the plan to those clients for whom it would be a good option. Yes, you’ll take a pay cut but more importantly, you’ll do what’s best for your client.

3. Add New Commissionable Plans to Your Portfolio

You need to make a living, too, and every dollar counts, right? That’s where portfolio health and balance come in.

This change could be a sign it’s time to expand your insurance portfolio and contract to sell new commissionable MA plans and PDPs.

To further diversify your portfolio, consider offering additional Medicare Advantage Prescription Drug (MAPD) plans.

With their combined health and drug coverage and appealing extras and perks, MAPD plans have grown substantially in popularity since 2007. Research also suggests that people are still enrolling despite rises in costs.

Not only are MAPD plans popular, but they can also be lucrative. You’ll receive sizeable Medicare commissions for new business and renewals. Maximum commission limits are set annually by the CMS, and many carriers (to be competitive) pay the max amount.

Want to get into selling Medicare Advantage plans but not sure where to start? Lay a strong base with our free eBook, The Complete Guide on How to Sell Medicare Advantage Plans!

4. Improve Your Cross-Selling Opportunities

Cross-selling ancillary products is an effective way to not only provide useful coverage for your clients, but also supplement your income.

Remember to cross-sell ancillary products, like life insurance, compliantly. You must have a Scope of Appointment filled out with ancillary health products checked to speak with a client about those products during an appointment.

Note: If an ancillary health product, such as final expense, is checked on the Scope of Appointment for your MA sales appointment, you can start the discussion then. If not, wait and present ancillary options and life insurance during a follow-up appointment!

All product types not on the Scope must be presented during a different follow-up appointment. Read more in A Quick Guide to Cross-Selling Ancillary Insurance with Medicare Products!

Of course, never push ancillary coverage just to make an extra sale or to combat a non-commissionable plan sale. But, if it can benefit your client — go for it, compliantly!

5. Don’t Forget About Medicare Supplements

If you offer PDPs, you may also be selling Medicare Supplements since the two naturally go together well.

While you’re contracting for new PDPs and MAPD plans to give your growing portfolio the variety it needs, don’t forget to review your current Med Supp options and see if there are any new competitive plans in your area.

With so many Med Supp plan letters, choosing the right plan for your client can be tricky. We recommend being able to offer your clients more than one plan letter.

It’s important to note that if your client’s current MA plan is terminated, they may have an opportunity to switch to Med Supp coverage with guaranteed issue rights. However, not all carriers pay full commission for guaranteed issue business, so it’s essential to know which Med Supp enrollments are commissionable by carriers. Like MA plans, there may be situations where a non-commissionable carrier offers the best fit for your client.

If, however, you only want to offer one, we think Plan N strikes a great balance between premium affordability and comprehensive coverage. Like with MA plans, high deductible Med Supp plans can also be paired with hospital indemnity coverage to create a customized solution for your clients.

6. Ask for Referrals

Embrace the power of the referral during times of transition. This type of grassroots marketing can work wonders for growing your business, especially in a year of upheaval when you’re mainly focused on client retention and don’t have a lot of energy to seek new leads.

Don’t assume, however, that your clients will talk you up to their friends and family without you asking them to do so.

Handing over a stack of business cards with a simple, “Please feel free to hand out or send anyone you know who needs assistance my way” can work wonders.

Learn more about asking for referrals and thanking your clients compliantly in our eBook The Insurance Agent’s Guide to Generating Referrals!

7. Work with an FMO like Ritter

When the winds of change blow, it’s time to return to the basics — building a strong portfolio.

This can seem like a daunting task, especially when there are other changes to navigate. That’s why FMOs like Ritter are here to help!

Not only can your Sales team speak with you about competitive contracts for AEP, but they can also introduce you to useful resources and sales technology — like PlanEnroll — that will streamline your entire business.

Plans going non-commissionable can feel debilitating, but don’t let it get you down! Ritter is here to offer you various solutions that could help you out in this tight spot. With all these suggestions at your fingertips, you can proudly plan to move forward and past this difficult situation.

Remember, with change comes opportunity. Embrace the possibilities and make non-commissionable plans a small speedbump in your road to business success.

At Ritter, we strive to equip you, the independent agent, with competitive contracts, useful sales technology, thorough resources, and dedicated support. Register with us, and we’ll help you navigate non-commissionable products.