We just crossed the OEP finish line, and while the industry stares at shifting CMS designs, the most successful leaders I know are shifting their gaze to what doesn't change: ancillary and life products.

These products don't get "jerked around" every twelve months. The carriers pay, the structures hold, and the value is constant. It’s common knowledge that fewer than 10% of MA-focused agents truly lean into ancillary. Those who do? They make twice as much money and have books stickier than Gorilla Glue.

As you pivot your team into the "off-season," here are three ways to move your agency into that top 10%:

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1. Cure analysis paralysis 

The biggest barrier to selling ancillaries isn't product knowledge; it’s the sheer volume of options. Don’t let your agents freeze trying to find the perfect plan among hundreds of commoditized carriers.

• The move: Pick one or two core carriers for your team and run. At Spark, we’ve already curated the market leaders to save you the guesswork.
• Your goal: Build a singular, confident talk track, e.g. “let me show you what most of my clients add to cover that hospital bill — would you like to bundle this now so you’re fully protected?”

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2. Sell the "safety net," not the policy

The best in the business don't sell a “plan”. They sell a financial safety net that wraps around the MA enrollment. As the industry continues to see cost pressures, we expect MA plans to continue to have fewer $0 benefits. According to Milliman, the value of supplemental benefits in 2026 MA plans declined by more than 7% compared to 2025.  

• The move: Teach your team to bundle. Pair a hospital indemnity plan with a cancer rider, often available during guaranteed issue periods. Add a hospital rider to a home health plan to protect your clients from inpatient to recovering in their own homes.
• Your goal: When a client receives a tax-free benefit check during a health crisis, you aren't just an agent—you’re the person who protected their finances. That’s how you earn a lifetime of referrals.

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3. Kill the "enrollment period" mindset

This is the most critical shift for agencies looking to maximize growth. Ancillary has no "off-season." 

• The move: Use hospital indemnity or cancer plans as year-round lead generators.
• Your goal: Bring clients "under the tent" today at a fraction of the typical acquisition cost for MA and ACA leads. Build an MA pipeline now instead of waiting for AEP. 

The bottom line: Your business economics change the moment you stop treating ancillary as a "nice-to-have add-on" and start treating it as a core strategy.

My team and I are ready to help you pressure-test your post-OEP plan. Let’s go join that top 10%.

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