Selling Medicare Supplement Insurance: Common Misconceptions and FAQs

Medicare Supplement Insurance — also known as Medigap — is one of the most powerful tools seniors can use to protect their health and finances. However, most senior citizens are confused by it, which leads to them hesitating to buy it. 

As an agent, it’s important for you to cut through the noise, clear up the myths, and simplify the process.

Whether you're new to selling Medigap or looking to sharpen your conversations, this blog breaks down the most common misconceptions your clients believe and the FAQs they’re too nervous to ask. 

Let’s dive in.

Common misconceptions about Medicare supplement insurance

Here are some common misunderstandings you’ll run into, and how to address them clearly and effectively:

“Medicare Supplement is the same as Medicare Advantage.”

This one trips up a lot of people. Medicare Supplement and Medicare Advantage are completely different.

Medicare Advantage (Part C) replaces Original Medicare and bundles hospital, medical, and sometimes prescription coverage into one private plan. You often work within a network, like an HMO or PPO.

On the other hand, Medicare Supplement works with Original Medicare. It helps cover the out-of-pocket costs Medicare doesn’t fully pay for — like copayments, coinsurance, and deductibles. Medigap doesn’t have provider networks, so clients can go to any doctor that accepts Medicare. That’s a huge selling point.

“Medigap covers everything Medicare doesn’t.”

This is a dangerous myth. Medigap is designed to supplement Medicare, not replace it or cover every possible healthcare cost.

It does help with the financial gaps in Medicare Part A and B, but it does not cover:

• Long-term care

• Prescription drugs (you need a separate Part D plan)

• Vision or dental care

• Hearing aids

• Eyeglasses

• Private-duty nursing

It’s important to clarify what’s included versus what’s not. When clients know exactly what they’re getting, they trust your advice and are more likely to stay with you long-term.

“You only need Medigap if you’re sick.”

This mindset leads people to miss the best window to enroll.

The Medigap Open Enrollment Period — six months after a client enrolls in Medicare Part B — is when they can buy any plan available in their area without medical underwriting. If they wait until they’re sick, they may be denied coverage or pay a higher premium.

Healthy clients benefit, too. Medigap provides peace of mind, predictable costs, and access to care without surprise bills. It’s not about being sick. It’s about staying protected.

“Medigap is too expensive to be worth it.”

Sure, Medigap plans have a monthly premium, but compare that to what someone might pay out-of-pocket during a hospital stay or after a major procedure.

Plans like Medigap Plan G or Plan N can dramatically reduce financial risk. That predictability is priceless for clients on a fixed income. Plus, you can shop multiple carriers to find options that fit their budget and still offer strong coverage.

The key is to frame Medigap as a tool for stability, not an extra cost. People don’t mind paying for something that actually protects them. They mind paying for something they don’t understand.

Frequently asked questions

When you're selling Medigap, your clients will have lots of questions. Answering clearly and confidently builds trust and helps them feel secure in their decision. Here are five of the most common questions you’ll hear, along with simple, accurate answers to guide the conversation:

“When is the best time to buy a Medigap policy?”

The best time to buy a Medigap policy is during the Medigap Open Enrollment Period. This six-month window begins the month a client turns 65 and enrolls in Medicare Part B.

During this time, they have guaranteed issue rights, meaning they can’t be denied coverage or charged more due to pre-existing conditions. After this window closes, they may have to pass medical underwriting to qualify for a policy, and some carriers may charge more or deny coverage altogether.

“Can I be denied coverage?”

Whether you can be denied coverage depends on when you apply.

If the client is within their Medigap Open Enrollment Period or qualifies for a guaranteed issue right (like losing employer coverage or moving out of a plan’s service area), they cannot be denied coverage.

Outside of those windows, carriers can require medical underwriting. If the client has certain health conditions, they might be denied or face higher premiums. That’s why it's so important to act early and educate clients on their timing.

“Can I change Medigap plans later?”

Yes, you can, but there may be some potential roadblocks.

Clients can apply to change Medigap plans at any time, but unless they qualify for a guaranteed issue right, they’ll likely have to go through underwriting again. That means answering health questions and possibly getting denied based on their medical history.

Switching plans to save money or get different coverage might work if they're healthy. But they could get stuck with their current plan if they’ve had new diagnoses or procedures. Always advise clients to shop wisely during their initial enrollment period.

“Do Medigap plans cover my spouse, too?”

Medigap plans are individual policies. Each person needs their own separate plan.

If a couple wants Medigap coverage, they’ll need to apply for two separate policies. Some insurance companies offer household discounts when two people in the same home buy a plan, so it’s worth checking for those savings when quoting rates.

“How do Medigap and Part D work together?”

Medigap plans do not include prescription drug coverage. If clients want help with the cost of medications, they’ll need to enroll in a standalone Medicare Part D plan in addition to their Medigap policy.

Together, these two plans can offer strong coverage: Medigap helps with medical costs like doctor visits and hospital stays, while Part D covers prescriptions. Make sure clients enroll in both to avoid coverage gaps and late enrollment penalties.

Confidently sell Medicare Supplement Insurance with Maximum Senior Benefits

Selling Medicare Supplement Insurance doesn’t have to feel overwhelming. Success becomes simple when you understand the product, speak your clients’ language, and have the right support behind you.

Maximum Senior Benefits gives you everything you need to sell confidently — from expert training and fresh leads to ongoing mentorship and proven strategies. Whether you're getting started or ready to level up, we’ll help you cut through confusion, close more sales, and build a business that lasts.

Ready to become a trusted Medigap expert? Connect with Maximum Senior Benefits today and let’s get you on the fast track to success.