The Insurance Producers Guild

Lucas Vandenberg
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The Insurance Producers Guild is a strategic briefing for insurance professionals, focused on Medicare, ACA, life insurance, and the evolving insurance landscape. Each episode distills complex industry changes into clear, practical intelligence. AI was used in the making of these podcasts.

  1. 2d ago

    EP25 Medigap Rates Went Up: How to Keep Your Clients

    CSG Actuarial’s January through August 2026 review of about 780 Medicare Supplement filings, covering more than 100 carriers, found an average increase of about 15%, a median around 14.5%, and about one in five filings at 20% or higher. Plans G, F, and N sat in the 15 to 17% range. A national average is not that household’s premium. Medigap clients do not get an ANOC. They get a rate letter and a new draft. They pay, they like their doctors, and they rarely call. That quiet book is where silent attrition happens. This episode explains how to turn those rate letters into review appointments before the anniversary, without quoting 15% as the client’s new premium. 🔑 Key Topics Covered 2026 Medigap rate filingsWhy G, F, and N are taking the larger increasesRate letter versus ANOCRetention before the anniversary🎯 What This Means for Agents Pull every G, F, and N renewal in the next 90 daysDo not quote a national average as their premiumCompare same-letter options allowed in that stateCall before the draft hits, not after the complaint that never comes🔗 Sources CSG Actuarial https://www.csgactuarial.com/news/medicare-supplement-rate-increases-what-the-market-has-shown-throughout-2026 ValuePenguin https://www.valuepenguin.com/best-medicare-supplement-plans 📌 GO-DO: Book Medigap Reviews Identify every Medicare Supplement client with a renewal in the next 90 days, G, F, and N first. Send one compliant heads-up asking them to book a 20-minute review before the anniversary. Bring their rate letter. Put same-letter options on the table. Confirm state replacement and underwriting rules before you promise a move. Infographic: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP25_Infographic-1.png Slides: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP25_Slides-1.pdf Learn more: https://www.psmbrokerage.com The Insurance Producers Guild Podcast delivers intelligence for insurance agents looking to stay ahead of industry trends. Follow the show and connect with PSM Brokerage to access tools, training, and support designed to help you grow your business. Learn more: https://www.psmbrokerage.com

  2. Sep 1

    EP24 How Much and Why ACA Marketplace Premiums Are Going Up in 2027

    KFF’s August 3 analysis of 276 insurers found a median proposed 2027 ACA Marketplace premium increase of 15%, following a 20% median finalized increase for 2026. These rates are proposed and still require state approval. Clients already absorbed major changes in 2026 after enhanced premium tax credits expired: average enrollee premium payments increased 58%, deductibles rose, and Silver enrollment declined. CMS reported 23.1 million Marketplace plan selections for 2026. We break down what agents know now, what they should not quote yet, and how to book October reviews before November 1. 🔑 Key Topics Covered Proposed 2027 ACA rate increases2026 client cost changesMarketplace enrollment shiftsOctober review appointment strategy🎯 What This Means for Agents Expect rate concerns before Open EnrollmentReview subsidy and deductible changes earlyAvoid quoting unapproved 2027 premiumsPrioritize vulnerable Marketplace clients now🔗 Sources KFF 2027 ACA Marketplace Premium Analysis CMS 2026 Open Enrollment Report 📌 GO-DO: Build Your October Review List Export your ACA, Marketplace, and under-65 clients this week. Prioritize clients who moved to Bronze in 2026 or lost enhanced-credit protection. Call each one without quoting a 2027 premium and book a 20-minute October review covering their plan, subsidy, and deductible. Infographic: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP24_Infographic.png Slides: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP24_Slides.pdf The Insurance Producers Guild Podcast delivers intelligence for insurance agents looking to stay ahead of industry trends. Follow the show and connect with PSM Brokerage to access tools, training, and support designed to help you grow your business. Learn more: https://www.psmbrokerage.com

  3. Aug 25

    EP23 600k Humana Members Face '27 Plan Changes

    Humana said on its July 29, 2026 earnings call that 2027 Medicare Advantage plan exits will affect about 600,000 members. Humana expects to recapture just over 40 percent into other plans it continues offering, but every affected member still needs a 2027 coverage decision because their current plan is leaving. Most exits involve plans rated 3.5 stars or lower for the 2027 bonus year. Plan-level names were not released. In this episode we explain what agents should do now, why no 2027 plan should be quoted before it appears on the landscape, and how to schedule reviews around ANOC delivery before AEP. 🔑 Key Topics Covered Humana’s 600,000 affected members2027 Medicare Advantage plan exitsANOC timing before AEPRules for discussing 2027 plans 🎯 What This Means for Agents Identify Humana clients needing 2027 reviewsDo not quote unavailable 2027 plansPrepare clients for September ANOC lettersSchedule reviews before AEP begins 🔗 Sources Humana Second Quarter 2026 Financial Results: https://policy.humana.com/news-and-resources/news-press/2026/humana-reports-second-quarter-2026-financial-results--affirms?utm_source=chatgpt.com CMS 2027 Medicare Advantage and Part D Rate Announcement: https://www.cms.gov/newsroom/fact-sheets/2027-medicare-advantage-part-d-rate-announcement 📌 GO-DO: Book Your Humana 2027 Reviews Export every Humana Medicare Advantage client this week and tag the file “2027 review.” Call each client, explain that some Humana plans are leaving for 2027, and book a 20-minute review for the week their change letter arrives. Do not quote a 2027 plan before the landscape is available. Infographic: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP23_Infographic.png Slides: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP23_Slides.pdf The Insurance Producers Guild Podcast delivers intelligence for insurance agents looking to stay ahead of industry trends. Follow the show and connect with PSM Brokerage to access tools, training, and support designed to help you grow your business. Learn more: https://www.psmbrokerage.com

  4. Aug 10

    EP22 Your Part D Clients Are About to Pay More

    CMS set the 2027 Part D base beneficiary premium at $41.33, the maximum 6% annual increase, while ending the temporary Part D Premium Stabilization Demonstration after 2026. The standard deductible rises to $700 and the out-of-pocket cap to $2,400. For agents, the biggest watchpoint is standalone PDP coverage. The demonstration reduced average PDP premiums, while MA-PD coverage was never included. In 2026, average monthly premiums were $36 for PDPs versus $8 for MA-PDs. This episode explains how to turn those changes into review appointments without quoting plan-specific 2027 prices before fall landscape data and September ANOCs arrive. 🔑 Key Topics Covered 2027 Part D premium changesEnd of PDP stabilizationPDP versus MA-PD premiumsTiming plan-specific conversations 🎯 What This Means for Agents Prioritize standalone PDP clients for reviewsAvoid quoting unavailable 2027 plan premiumsUse September ANOCs to verify changesBook review appointments before Open Enrollment🔗 Sources CMS https://www.cms.gov/newsroom/fact-sheets/medicare-part-d-2027-national-average-monthly-bid-amount-information KFF https://www.kff.org/quick-insights/cmss-decision-to-end-temporary-subsidies-to-medicares-stand-alone-drug-plans-could-mean-larger-premium-increases-for-some-beneficiaries-next-year/ 📌 GO-DO: Book PDP Reviews Identify every client with a standalone Part D plan and send one compliant heads-up within 48 hours asking them to book a ten-minute September review after their Annual Notice of Change arrives. Prioritize Original Medicare clients paired with a Medicare Supplement and PDP, and reserve review slots now. Infographic: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP22_Infographic.png Slides: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP22_Slides.pdf The Insurance Producers Guild Podcast delivers intelligence for insurance agents looking to stay ahead of industry trends. Follow the show and connect with PSM Brokerage to access tools, training, and support designed to help you grow your business. Learn more: https://www.psmbrokerage.com

  5. Aug 3

    EP21 100 Million Need Life Insurance

    Life insurance demand is reaching record levels. Through mid-2026, U.S. life insurance application activity is up 15.4% year to date, with Term Life and Whole Life both posting strong year-over-year gains. At the same time, nearly half of American adults still lack enough coverage, largely because they overestimate the cost. In this episode, you’ll Learn why this creates a major opportunity for independent agents. We share a word-for-word response to the “life insurance is too expensive” objection, show how to turn one appointment into two policies, and discuss why independent agents are capturing a growing share of new business.  🔑 Key Topics Covered Record life application growthClosing affordability objectionsCoverage gap opportunityCross-selling life insurance🎯 What This Means for Agents More prospects are actively seeking coverage.Cost misconceptions create consultative sales opportunities.Independent agents continue gaining market share.Simple cross-sells increase policy count.🔗 Sources MIB Life Index: MIB Life Index Insurance news Net: https://insurancenewsnet.com/innarticle/life-insurance-premium-surges-but-coverage-is-still-falling-short-for-many Life Happens: https://lifehappens.org/research/they-dont-understand-life-insurance-and-overestimate-its-cost/ 📌 GO-DO: Cross-Sell Three Clients Pull your last 20 Medicare or annuity clients who do not have a life policy with you. Call three this week using: “While I have you, a lot of folks I work with assume life coverage costs way more than it does. Can I run one quick number for you?” Book everyone who says yes. Infographic: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP21_Infographic.png Slides: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP21_Slides.pdf The Insurance Producers Guild Podcast delivers intelligence for insurance agents looking to stay ahead of industry trends. Follow the show and connect with PSM Brokerage to access tools, training, and support designed to help you grow your business. Learn more: https://www.psmbrokerage.com

  6. Jul 28

    EP20 Advantage Growth is Slowing - Supplements and Annuities are Booming

    Medicare Advantage still covers 35.2 million people in 2026, but enrollment growth has slowed to 3 percent. Most remaining gains came from Special Needs Plans, signaling a flatter market for the general Medicare Advantage products independent agents traditionally sell. Meanwhile, 2025 annuity sales reached a record $464.1 billion as millions of Americans approach retirement without pensions. Carrier filings also show Medicare Supplement enrollment rising while some Medicare Advantage footprints contract. This episode explains how agents can follow that movement, introduce guaranteed-income conversations, identify Medicare Supplement opportunities, and use annual reviews to protect and expand existing client relationships. 🔑 Key Topics Covered Slowing Medicare Advantage enrollmentRecord-breaking annuity demandMedicare Supplement enrollment growthGuaranteed-income cross-sell conversations 🎯 What This Means for Agents Shift prospecting toward Supplements and annuitiesReview clients before plan changes occurIdentify guaranteed-issue opportunities earlyAdd retirement-income discussions to annual reviews 🔗 Sources KFF  https://www.kff.org/medicare/medicare-advantage-in-2026-enrollment-update-and-key-trends/ LIMRA  https://www.limra.com/en/newsroom/news-releases/2026/limra-final-u.s.-retail-annuity-sales-set-new-sales-high-totaling-%24464.1-billion-in-2025/ Retirement Income Institute  https://www.limraconsumer.com/peak65/ CSG Actuarial  https://www.csgactuarial.com/news/elevance-health-announces-2nd-quarter-2026-results 📌 GO-DO: Build Your Guarantee Gap List Review your book and create two columns: clients with guaranteed income and clients without it. Flag anyone facing Medicare Advantage termination or major plan changes. Contact the top ten flagged clients within 48 hours and offer one annual review covering Medicare Supplement eligibility and retirement-income needs.  Infographic: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP20_Infographic.png Slides: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_Ep20_Slides.pdf The Insurance Producers Guild Podcast delivers intelligence for insurance agents looking to stay ahead of industry trends. Follow the show and connect with PSM Brokerage to access tools, training, and support designed to help you grow your business. Learn more: https://www.psmbrokerage.com

  7. Jul 20

    EP19 2027 Medicare Rules - Faster Sales, More Liability

    CMS’s 2027 Medicare Final Rule removes the 48-hour Scope of Appointment waiting period and the 12-hour educational-to-sales gap beginning October 1, 2026. Updated TPMO disclaimer timing also gives agents more flexibility when opening conversations. Faster sales create greater individual accountability. Marketing and sales call retention drops to six years, while enrollment records remain subject to longer retention requirements. Agents must classify mixed calls correctly, document every lead source, and retain marketing created by vendors. In Episode 19 we explain the new workflow, client language, recordkeeping risks, and practical steps agents should complete before AEP. 🔑 Key Topics Covered Same-day Scope of Appointment workflowRevised TPMO disclaimer timingSplit call-retention requirementsVendor and lead-source accountability🎯 What This Means for Agents Faster appointments require disciplined documentationMixed calls need accurate retention classificationAgents remain responsible for purchased leadsVendor marketing belongs in your compliance file🔗 Sources Federal Register https://www.federalregister.gov/documents/2026/04/06/2026-06600/ CMS https://www.cms.gov/newsroom/fact-sheets/contract-year-2027-medicare-advantage-part-d-final-rule Electronic Code of Federal Regulations https://www.ecfr.gov/current/title-45/subtitle-A/subchapter-B/part-155/subpart-C/section-155.220 📌 GO-DO: Build Your Compliance Defense File Create one retrievable compliance folder within 48 hours. Add current Scope of Appointment procedures, call-recording scripts, retention instructions, lead-source documentation, landing pages, forms, emails, and sales scripts. Label each item by owner, vendor, effective date, and required retention period, then submit questionable materials for compliance review. Infographic: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP19_Infographic.png Slides: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP19_Slides.pdf The Insurance Producers Guild Podcast delivers intelligence for insurance agents looking to stay ahead of industry trends. Follow the show and connect with PSM Brokerage to access tools, training, and support designed to help you grow your business. Learn more: https://www.psmbrokerage.com

  8. Jul 13

    EP18 Why Medicare Advantage Star Ratings Fell for 2026

    📝 Episode Description Medicare Advantage contracts earning 4 or more Stars fell from 261 to 207 for 2026, while enrollment in bonus-qualifying plans dropped to 68 percent. Because CMS resets rating cut points annually, a plan can perform similarly and still receive a lower score. That matters because 4-Star bonuses help support dental, vision, givebacks, and low-premium benefits. Total bonus spending rose to $13.4 billion but is now concentrated across fewer contracts. The Veteran and The Closer explain the client impact, recent legal challenges involving Clover Health and Elevance, and how agents can review affected business before open enrollment.   🔑 Key Topics Covered Why Star ratings can fallAnnual CMS cut-point changesBonus dollars and plan benefitsClover and Elevance legal challenges  🎯 What This Means for Agents Lower ratings do not always mean worse performanceBonus changes may affect future benefitsClients need clear, compliant explanationsEarly outreach can protect retention  🔗 Sources Quality Bonus Program funding Medicare Will Spend More Than $13 Billion on the MA Quality Bonus Program in 2026 (KFF, via Medicare Report, July 1, 2026) Star ratings shift and strategy Medicare Advantage Star Ratings Are Changing: Is Your Strategy Ready? (mPulse, July 8, 2026) Elevance lawsuit over star ratings Elevance Sues CMS Over Star Ratings (MedCity News, Marissa Plescia, July 7, 2026)   📌 GO-DO: Audit Ten Clients Pull your Medicare Advantage book and flag clients whose plan or contract changed Star ratings for 2026. Schedule ten-minute annual reviews with the first ten clients, using the episode script. Use PSM’s outreach materials and submit your message to Compliance before sending. Tags: Medicare, Medicare Advantage, star ratings, insurance agents, PSM Brokerage, CMS, enrollment, compliance, quality bonus, retention Infographic: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP18_Infographic.png Slides: https://www.psmbrokerage.com/hubfs/The%20Insurance%20Producers%20Guild/IPG_EP18_Slides.pdf The Insurance Producers Guild Podcast delivers intelligence for insurance agents looking to stay ahead of industry trends. Follow the show and connect with PSM Brokerage to access tools, training, and support designed to help you grow your business. Learn more: https://www.psmbrokerage.com

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About

The Insurance Producers Guild is a strategic briefing for insurance professionals, focused on Medicare, ACA, life insurance, and the evolving insurance landscape. Each episode distills complex industry changes into clear, practical intelligence. AI was used in the making of these podcasts.

Information

  • Creator
    Lucas Vandenberg
  • Years Active
    2026
  • Episodes
    25
  • Rating
    Clean
  • Copyright
    © 2026 The Insurance Producers Guild
  • Show Website
    The Insurance Producers Guild