Yes. Medicare agents can sell annuities — but it requires a separate license and a clear compliance line between Medicare sales activity and annuity sales activity. Here's exactly what's involved and how to start.
The short answer
Annuities are life insurance products in most states, so selling them requires a life insurance license. Many Medicare agents hold only a health license. Adding annuities means adding the life line, completing annuity suitability training, and getting appointed with annuity carriers.
What licensing you need
- Life insurance license in each state where you'll sell. Your Medicare (health) license does not cover annuities.
- Annuity suitability CE as required by your state before you can solicit annuity business.
- Carrier appointments with the annuity carriers whose products you'll offer.
The compliance line you cannot cross
CMS marketing rules govern how Medicare products are sold. During a Medicare sales appointment — bound by the Scope of Appointment the client agreed to — you generally cannot market non-health products like annuities. Selling annuities to a Medicare client requires a separate, distinct conversation outside the Medicare appointment. Keep the two activities cleanly separated and confirm the current CMS Medicare Communications and Marketing Guidelines and your carriers' compliance rules before you start.
Why the conversation fits naturally: the IRMAA bridge
Medicare agents already talk to clients about income — and income drives Medicare costs. The Income-Related Monthly Adjustment Amount (IRMAA) adds a surcharge to Part B and Part D premiums once a beneficiary's modified adjusted gross income crosses a threshold. For 2026 that threshold is $109,000 (single) or $218,000 (married filing jointly), based on income from two years prior; the thresholds adjust annually. Because the surcharge is a cliff — a dollar over the line triggers the full bracket — managing taxable income matters in retirement. Annuities can play a role in income planning conversations, where tax-deferred (not tax-free) growth and predictable income are part of the toolkit. That gives you a legitimate, client-first reason to broaden the conversation beyond Medicare.
The standard you're held to
Annuity recommendations are governed by a best-interest / suitability standard adopted in most states (based on the NAIC Suitability in Annuity Transactions Model Regulation). You document why a recommendation fits the client's financial situation and needs. This is the same client-first discipline you already apply on the Medicare side.
How to start
- Get life-licensed in your states (add the life line to your existing license).
- Complete state-required annuity suitability training.
- Get appointed with annuity carriers.
- Build a separate annuity sales process that stays compliant with CMS Medicare marketing rules.
Annuity.com's partner program for agents adding annuities — including support built specifically for Medicare agents — lives on joinannuity.com/medicare.
This article is general information for licensed insurance professionals and is not legal, tax, or compliance advice. Confirm current CMS guidelines, state licensing requirements, and carrier rules before acting.