Chronic SNPs: A growth opportunity during Medicare slow season

When Medicare’s annual enrollment period ends and the calendar flips into the lock-in phase, many agents feel their sales momentum has stopped. However, Medicare (Original Medicare and Medicare Advantage) health insurance opportunities don’t vanish after AEP; they shift focus.

The Centers for Medicare & Medicaid Services anticipates that enrollment in Special Needs Plans will reach 7.2 million this year, representing nearly 1 in 3 people enrolled in a Medicare Advantage plan. For agents, Chronic Condition SNPs present a unique and lucrative opportunity to stay active and profitable through the so-called "slow season."

The power of C-SNPs

C-SNPs are Medicare Advantage plans for individuals with severe or disabling chronic illnesses. CMS currently lists 15 approved chronic conditions that qualify for these plans, including diabetes, congestive heart failure, cancer, chronic obstructive pulmonary disease and others. These plans offer targeted care and services to support disease management and improve health outcomes, making them a vital resource for your clients.

Why C-SNPs matter

Chronic SNPs are not just another type of MA plan; they are a lifeline for your clients and your business during the lock-in period. Here’s why:

1. Year-round enrollment opportunities. Unlike standard MA plans, C-SNPs are tied to special enrollment periods that allow qualified individuals to enroll outside of AEP. This means that a client’s eligibility for a chronic condition can trigger an SEP, providing you with a continuous stream of potential enrollments.
2. Personalized care. C-SNPs follow a model of care that includes a team-based approach and an individualized care plan. This means you’re not simply selling a product; you’re connecting clients with comprehensive care coordination, disease-specific services and a strategy to enhance their daily lives.
3. Building trust and loyalty. By guiding clients through the complexities of their health care needs, you build trust and deepen your client relationships. This is particularly important for individuals with chronic conditions, who often require ongoing support and advocacy.

Understanding enrollment outside of AEP

The beauty of C-SNPs lies in their flexibility. SEPs are triggered by changes in a client’s health status or circumstances, which can happen at any time. For example, if a client is diagnosed with a qualifying chronic condition, they can enroll in a C-SNP immediately, rather than waiting for the next AEP.

When prepared and well-informed, you can be the first to respond, offering real solutions and building a reputation as a trusted health advisor.

The business case for C-SNPs

Leveraging C-SNPs is not just about maintaining your sales pipeline; it’s about leading with purpose. You are meeting people at critical moments and guiding them to coverage that meets their needs. This approach helps your clients and ensures a steady flow of business for you.

1. Market expansion: As the SNP market grows, so is your opportunity to expand your client base. By focusing on C-SNPs, you can tap into a segment of the population that is often underserved and in need of specialized care.
2. Consistency and resilience: C-SNPs provide a consistent edge throughout the year, enabling you to serve a niche market and maintain steady momentum for your business, even during periods of market stagnation.

Other types of SNPs: Expanding your reach

Although C-SNPs are a powerful tool, they are not the only type of SNP available to expand your opportunities and serve a broader range of clients.

1. Dual eligible special needs plans: These plans are for individuals who qualify for Medicare and Medicaid. D-SNPs often provide additional support, coordination and advocacy, making them valuable resources for clients who need extra assistance. By offering D-SNPs, you can deepen your client relationships and provide comprehensive care that addresses their medical and financial needs.
2. Institutional SNPs: I-SNPs are for individuals residing in long-term care facilities or requiring similar levels of care. Although they represent a smaller market share, I-SNPs can be game-changers for the right population. These plans offer specialized services and support that can significantly improve the quality of life for residents in long-term care facilities.

Why all SNPs matter

Each type of SNP has unique requirements and benefits, but they all provide three primary opportunities to serve your clients and generate business during the lock-in phase.

1. Year-round engagement: SEPs for all SNPs enable continuous engagement with clients throughout the year, not just during AEP. This constant engagement helps you stay top-of-mind and build a loyal client base.
2. Holistic client support: By offering SNP options, you provide critical support to address clients’ specific health needs and circumstances. This comprehensive approach enhances client satisfaction and differentiates you from other agents.
3. Growth and expansion: As the SNP market expands, so does your growth opportunity. By staying informed and proactive about all SNPs, you can position yourself as a go-to resource for various health care needs.

Staying relevant and resilient

Focusing on SNPs, particularly C-SNPs, allows you to stay relevant and resilient throughout the year. These plans open the door to serving the underserved and bring consistent momentum to your business.

But it’s not only about chasing sales. It’s about staying true to your mission: helping people make informed health care decisions, regardless of the time of year. By understanding and leveraging the unique benefits of all SNPs, you can provide significant value to your clients while maintaining a robust and growing business.

© Entire contents copyright 2025 by InsuranceNewsNet.com Inc. All rights reserved. No part of this article may be reprinted without the expressed written consent from InsuranceNewsNet.com.

Matthew Graham is senior vice president of government programs at AmeriLife. Contact him at [email protected].