October 6, 2026: The Affordable Care Act market has changed significantly over the past several years. Regulatory changes, carrier adjustments, and ongoing administrative requirements have led some agents to step away from the Individual & Family Plan (IFP) market altogether.
At the same time, many Licensed Insurance Agents continue to build successful and growing ACA businesses.
What’s the difference? More often than not, it comes down to approach.
They Treat ACA as a Relationship Business
Agents who find success in ACA understand that enrollment is just the beginning. Instead of viewing ACA as a seasonal transaction, they focus on building long-term relationships with clients.
That means staying in touch throughout the year, helping clients navigate life changes, and being a trusted resource when questions arise.
They Understand Opportunities Don’t End After OEP
Successful ACA agents know that opportunities exist beyond Open Enrollment. Special Enrollment Periods create year-round opportunities to help eligible individuals and families secure coverage when life events occur.
Agents who understand these opportunities are often better positioned to serve clients whenever a need arises.
They Look Beyond the Health Plan
Many top-performing ACA agents use health coverage as the foundation of a broader relationship. Ancillary products, referrals, and family member introductions often follow when trust has been established.
For these agents, ACA isn’t just a product. It’s a doorway to larger client relationships.
They Become Part of Their Communities
Many successful ACA agents make community involvement a priority. By building relationships with local organizations, businesses, and referral partners, they position themselves as a trusted resource and create additional opportunities to connect with consumers who need coverage.
Over time, those relationships can become a consistent source of new business.
The Bottom Line
The agents finding success in ACA today aren’t necessarily working in an easier market. They’re simply approaching the market differently.
While some agents have chosen to sit out the ACA space, others continue to build thriving businesses by focusing on relationships, staying engaged year-round, and serving as trusted advisors to their clients.
In a changing market, those fundamentals continue to make a difference.
As a Field Marketing Organization (FMO) that works with thousands of independent agents, we understand what is needed to grow your business. That’s why we work diligently to provide the resources necessary for successful marketing, sales and compliance. If this information is valuable and you want to know more about the services we provide our Health Insurance agent partners, please contact us at marketing@berwickinsurance.com.