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The End of Grocery Cards: What D-SNP Agents Need to Know and Do Next
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How Medicare Special Needs Plans Are Changing—and How Agents Can Support Clients Now
Recent shifts in Medicare Special Needs Plans (SNPs), especially those affecting dual-eligible (D-SNP) beneficiaries, are causing ripples both for insurance professionals and the vulnerable individuals they serve. In this episode of Insurance Business Babes, Kathe Kline and Joanna Wyckoff break down what's ahead and offer actionable strategies for agents to stay ahead of these changes.
Understanding the Major Benefit Reductions
Beginning in 2026, CMS regulations will roll back many popular ancillary benefits for D-SNPs—including the much-loved grocery card. While chronically ill SNP beneficiaries (C-SNPs) may still qualify for these extras, dual-eligible clients will see notable losses. For many low-income individuals, these grocery benefits made up a crucial portion of their monthly "income," so the impact will be significant.
Why This Matters: Client and Agent Implications
The removal of grocery and ancillary benefits doesn’t just hurt consumers; insurance agents relying on those “perks” to showcase plan value will need to adjust their approach. The focus will have to return to the medical coverage itself—maximum out-of-pocket costs, plan networks, and real medical needs—rather than the shiny add-ons.
Compliant Communication: Getting Ahead of the Curve
Regulation limits how and when agents can warn clients about specific plan changes. However, Kathe and Joanna recommend proactive and compliant communication:
Send out educational newsletters focusing on national policy or regulation shifts, not plan specifics, to maintain compliance.
Create video content raising awareness about upcoming regulatory changes, with clear calls-to-action for annual reviews.
Segment your outreach using a CRM to target only affected D-SNP clients, avoiding unnecessary concern for unaffected beneficiaries.
Building Resourcefulness for Clients
Losing financial help through Medicare plans means clients may turn to other social supports. Agents can add value by compiling local and national resources—food banks, utility assistance, community gardens, and home-sharing services—to include in their outreach.
Time to Be the Trusted Advisor
As we move towards AEP and beyond, insurance professionals must reclaim their role as consultants rather than benefit brokers. Proactively supporting clients through these changes—with information, empathy, and local resources—will protect your book of business and earn long-term trust.
This episode is sponsored by CertifiedMedicareAgents.com. Use the coupon code BABES2024 for a free lifetime BRONZE membership.
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