What’s the difference between what I can do at an educational event and a sales event?
At an educational event, you can only inform beneficiaries generally about Medicare and answer their questions—you can't market specific plans, do a sales presentation, or take applications. At a marketing/sales event, you can actively market a specific plan, hand out and collect applications, and give sales presentations.
What the rule says
Educational events:
“Educational events must be advertised as such and be designed to generally inform beneficiaries about Medicare, including Medicare Advantage, Prescription Drug programs, or any other Medicare program.”
“At educational events, MA organizations and agents/brokers may not market specific MA plans or benefits.”
This is a list of permitted acts at educational events:
“Answer beneficiary-initiated questions pertaining to MA plans.”
“MA organizations holding or participating in educational events may not conduct sales or marketing presentations or distribute or accept plan applications.”
Marketing/sales events:
“Marketing or sales events are group events that fall within the definition of marketing at § 422.2260.”
This is a list of permitted acts at marketing/sales events:
“Provide marketing materials.”
“Distribute and accept plan applications.”
“Conduct marketing presentations.”
This is a list of prohibited acts at marketing/sales events:
“Require sign-in sheets or require attendees to provide contact information as a prerequisite for attending an event.”
“Conduct activities, including health screenings, health surveys, or other activities that are used for or could be viewed as being used to target a subset of members (that is, "cherry-picking").”
Also note: if a marketing event follows an educational event directly, attendees must be told the educational portion is ending and given a chance to leave before the marketing portion begins:
“If a marketing event directly follows an educational event, the beneficiary must be notified that the educational event is ending and a marketing event will begin shortly and be given a sufficient opportunity to leave the educational event prior to the start of the marketing event.”
Carrier and FMO rules are often stricter than CMS rules. This tool reports what CMS sources say and is not legal advice. Enrollment guidance shown is the CY 2027 version. Regulation text reflects the CY 2027 marketing rules, which apply to marketing beginning October 1, 2026.
This answer was generated by mapdbot from the sources listed below on September 23, 2026 and checked against them. Regulation text: eCFR as of 09/15/2026. It is for licensed insurance agents, is not legal advice, and does not cover carrier or FMO rules.
Sources cited
Related questions
- Can I collect phone numbers and schedule appointments at an educational event? What if somebody wants to enroll right there?
- Can I enroll a member at an event?
- Can I hold a sales event right after an educational event in the same building?
- Do I need a scope of appointment for an existing client? And does the waiting period still apply?
- How can I generate referrals and work with churches, senior centers, or other community organizations while staying compliant?