The 25 most common questions agents ask when trying to improve their sales, stay compliant, pick the right carriers, and grow their book of business. Use this guide to strengthen your strategy for Medicare, ACA, and life/ancillary sales in 2026.

Introduction

The insurance landscape is shifting quickly. Regulations change, consumer behavior evolves, and new technology reshapes how agents market, sell, and retain clients.

Across Medicare, ACA, and life markets, one thing is clear:
Agents who stay informed and answer the right questions grow faster than those who don’t.

We analyzed the most frequent topics agents look up online — the pain points, uncertainties, and opportunities that shape their day-to-day work. Below are the top 25 questions insurance agents are searching, along with insights on how they can help you refine your strategy and support your clients confidently.

The Top 25 Questions Agents Are Searching

Medicare & ACA Sales

1. Which Medicare Advantage carriers should I contract with in my state?

2. What are the most important Medicare changes for 2026?

3. What steps do I need to take to stay compliant during AEP?

4. How do I evaluate Medicare Advantage plans in my county?

5. How do I explain Medicare Advantage vs Medigap to clients?

6. How do I become certified to sell ACA Marketplace plans?

7. What are the best strategies for OEP while staying compliant?

8. Which Medicare niches offer the most opportunity (SNP, LIS, Veterans, etc.)?

Marketing & Lead Generation

9. What’s the most reliable way to generate leads without overspending?

10. Do Facebook or Google ads work for insurance agents in 2026?

11. How do I create content that brings in leads consistently?

12. What questions should I answer online to attract Medicare clients?

13. What social media strategy actually works for insurance agents?

14. How do I build a personal brand that helps prospects trust me?

15. How can I use AI to streamline my business and marketing?

Business Growth & Operations

16. Which CRM is best for insurance agents?

17. How do top-producing agents manage their daily workflow?

18. How do I automate follow-up so fewer leads fall through the cracks?

19. How do I keep clients engaged and increase referrals?

20. What is the best compensation structure for hiring LOA agents?

21. How do I scale from solo agent to agency?

Compliance & Regulation

22. What disclaimers do I need in Medicare marketing?

23. How do I make my website compliant with CMS rules?

24. What can I legally say in ads during AEP and OEP?

25. Do I need permission-to-contact for social media and online leads?

How Agents Can Use This Information

These questions represent the real challenges agents face every day:

• Keeping up with Medicare and ACA changes

• Choosing the right carriers and products

• Staying compliant in a stricter regulatory environment

• Learning how to market without wasting time or money

• Adopting technology that simplifies sales

• Creating predictable growth year after year

Agents who proactively answer these questions — in their content, conversations, consultations, and marketing — build immediate trust with prospects and position themselves as the guide clients rely on.

This is the same strategy used by growing agents and successful agencies across the country:
Educate first, then enroll.

How PSM Helps Agents With These Questions

Whether you're new to the business or looking to scale, PSM provides tools and guidance to help you navigate these questions with confidence:

• Access to competitive Medicare, ACA, and ancillary carriers

• Support with contracting and certifications

• Modern quoting and enrollment technology

• Marketing materials and templates you can customize

• Compliance guidance and best practices

• Training opportunities and one-on-one mentorship

• A platform built to help you serve clients and grow your business

Our goal is simple:
Give you the knowledge, tools, and support you need to help your clients confidently navigate their insurance decisions.

Talk With Our Team

Get answers to your questions and learn how our carrier portfolio, tools, and agent support can help you grow your business in 2026.
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