I want to clarify what you are saying. When I am with a prospect, I don't tell them that they need to sign up for "X Plan" and have them sign the paperwork. I tell them that given their current circumstances, they should choose between A, B, or C and give them the basis for my recommendation, then steer them towards what I feel is the best option. I make it appear to them that they are making the decision, even though I have essentially made it for them. For instance, right now in Iowa with Loyal, Plan J is cheaper than most F plans. For what is available to them today, it is more value to have Plan J instead of BCBS Plan F. The gamble is that when M & N come out, will they be healthy enough to change plans if those plans would be better. I still don't see clients choosing Plan J as a bad choice. They still keep their coverage that won't change. Again the only gamble is if they want to change later, will the be healthy enough? That is true if I sign them up for any other plan. If we don't change today, will they be healthy enough when M&N are available? Will they be stuck with BCBS Plan F?Then that becomes a real problem. When their health becomes an issue they may only have one option, AARP. All of the standardized plans have health questions.
You said "what happens to a person who picks "J". I really don't let the prospect "pick" a plan. The prospect is looking to you for guidance and help. You are the professional and as such it is up to you to recommend the plan that is going to be the best one for them.
Although a lot of agents don't believe it, most people do not like making decisions. They want help. They want a logical reason to follow the agent's recommendation.
If they were capable of doing that themselves they probably wouldn't need you. If I let a prospect "pick" they are most likely going to make a bad decision.
Most of the time the reason I'm talking to them about their Med Supp it is because they made a bad decision or the agent let them "pick" a plan.