A Practical Playbook for Growing Beyond Health Sales

For many Medicare agents, annuities can feel like a completely different world.

Different products. Different terminology. Different conversations.

The reality is simpler.

Many Medicare agents are already having annuity conversations, they just do not realize it yet.

Clients talk about market losses, retirement income concerns, inflation, maturing CDs, and old retirement accounts every day. Those conversations often happen naturally during Medicare appointments because healthcare decisions and retirement planning are closely connected.

That is exactly why we created the Medicare Agents Guide to Selling Annuities.

This new field guide from PSM Brokerage was built specifically for Medicare agents who want to recognize opportunities, start better conversations, and grow beyond health sales.

Why Medicare Agents Should Pay Attention to Annuities

Your clients already trust you.

They ask questions about:

• Rising healthcare costs
• Retirement budgets
• Market uncertainty
• Income needs
• Safe money alternatives
• Financial protection

These conversations often reveal broader retirement concerns.

Examples include:

“My CD is maturing and rates are dropping.”

“I am worried about market losses.”

“I have an old IRA I have not reviewed in years.”

“I do not know if my retirement income will be enough.”

Each of these may represent an opportunity to help clients while expanding your business.

What Is Inside the Guide?

The guide is designed as a practical field resource, not a technical annuity manual.

Topics include:

Why annuity awareness matters for Medicare agents

Understand why retirement conversations naturally happen inside Medicare appointments and how to recognize them.

MYGA vs. FIA quick match guide

Learn when clients may lean toward certainty, protected growth, or future income conversations.

Six common client situations

Including:

• CD replacement opportunities
• Market-shaken clients
• Retirement income concerns
• Old IRA and 401(k) reviews
• Newly single clients
• Inflation-conscious conservative clients

Discovery questions agents can use immediately

Simple questions designed to uncover concerns without sounding overly sales-focused.

Objection handling framework

Keep conversations consultative and client-focused.

The Big Lesson

Do not lead with the annuity.

Lead with the client’s concern.

The strongest annuity conversations often start with:

• Safety concerns
• Retirement income discussions
• Asset protection goals
• Inflation worries
• Simplicity and certainty needs

The product comes later.

Grow Beyond AEP

Many Medicare agents rely heavily on enrollment seasons.

Annuities can help create opportunities throughout the year by expanding conversations already happening inside your book of business.

It is not about becoming an annuity expert overnight.

It is about recognizing opportunities and building more complete retirement conversations.

Download the Medicare Agents Guide to Selling Annuities

Ready to explore annuity opportunities inside your Medicare book?

Download the Medicare Agents Guide to Selling Annuities and learn how to turn retirement conversations into growth opportunities.

PSM Brokerage provides agents with training, case design support, and growth resources to help expand beyond health sales.