Thinking about becoming a Medicare insurance agent? You’re not alone — and you’re definitely not late.
Thousands of agents are discovering just how rewarding (and scalable) Medicare sales can be. But figuring out how to actually get started — the licenses, certifications, contracting, and support — can feel like you’re chasing puzzle pieces without a picture on the box.
At TMS Insurance Brokerage, we help new agents launch every week — and we’ve seen what works, what causes people to burn out, and what shortcuts not to take.
Here’s a real-world, step-by-step breakdown of how to become a Medicare insurance agent the smart way.
📋 Step 1: Get Your Health Insurance License
Before you can sell Medicare Advantage or Supplement plans, you need to be licensed as a health insurance agent in your state.
Here’s what that looks like:
- Complete a pre-licensing course (typically 20–40 hours)
- Pass your state’s health insurance exam
- Submit fingerprints and background check (if required)
- Apply for your license with the state Department of Insurance
💡 Already licensed in life or health? You may only need to add a line of authority — check with your state.
🤝 Step 2: Choose Your FMO Before Doing Anything Else
Once you’re licensed, don’t start buying software or paying for certifications just yet.
The smartest move you can make at this stage is to choose the right FMO (Field Marketing Organization).
Here’s why this matters now:
- Some FMOs (like TMS) pay for your AHIP and offer guidance on the best certification order
- They’ll help you decide which carriers and plan types fit your market
- You’ll avoid signing contracts you later regret (which can lock you out of top carriers)
- You’ll get tech tools, onboarding, and training set up the right way from day one
At TMS, every agent gets a dedicated onboarding manager, plus access to OmniReach — our free CRM made specifically for Medicare.
📚 Step 3: Complete Your Certifications (AHIP + Carriers)
To actually sell Medicare plans, you need a few key certifications:
✅ AHIP Certification
This is a government-required training that covers:
- Medicare basics
- Compliance rules
- Fraud, Waste & Abuse (FWA)
It’s required by most Medicare Advantage and Part D carriers.
✅ Carrier Certifications
Each carrier (Aetna, Humana, UHC, etc.) has its own product training. You’ll complete:
- Plan overviews
- Compliance agreements
- Online testing
Your FMO should walk you through this in the right order to avoid wasting time.
🖊️ Step 4: Get Contracted With Carriers
Once your certifications are underway, it’s time to get appointed with the carriers you plan to sell for.
You’ll submit:
- Your certifications
- E&O insurance (Errors & Omissions)
- Background check info
- Electronic applications
⏱️ Most appointments take 1–3 weeks. This step is where a good FMO keeps things moving.
📈 Step 5: Start Marketing (The Right Way)
Now you’re ready to sell — but having a license doesn’t mean people are lining up.
At TMS, we show new agents how to market themselves without crossing compliance lines or wasting money.
Here’s what we help you do:
- Host compliant Medicare 101 events
- Use simple Facebook ad campaigns
- Build local referral networks
- Automate client follow-ups using OmniReach
- Launch compliant lead capture forms and appointment calendars
We even reimburse up to $900/month in marketing costs for qualifying agents.
🎙️ Bonus: Learn from Agents Who’ve Done It
Don’t go it alone. We publish weekly interviews on our Medicare Agent IQ podcast, where top-producing agents share:
- How they built their book from scratch
- The scripts and lead sources they use
- What they wish they’d done differently
It’s totally free, and it gives you a behind-the-scenes look at what real success in Medicare sales looks like.
👉 Check out the Medicare Agent IQ podcast here »
✅ Final Thoughts: Becoming a Medicare Agent Isn’t Complicated — If You’ve Got the Right Guide
You don’t need to figure it all out yourself.
You just need someone who’s done it before to show you the path — and walk it with you.
🎯 If you’re ready to become a Medicare insurance agent, let’s talk.
We’ll map out your exact next steps, help with licensing, and give you tools to hit the ground running.
👉 Book your discovery call with a TMS onboarding specialist here »