How to Turn Medicare Clients Into Multi-Policy Households
You’ve worked hard to win your Medicare clients ; now it’s time to serve them more fully and protect their needs beyond their health plan. Cross-selling isn’t just about increasing revenue; it’s about deepening relationships and boosting retention.
Studies show that clients with two or more policies from the same agent are 60–70% more likely to stay long-term. Here’s how to make cross-selling an organic, trust-building process.
1. Identify the Gaps
Start with a benefits review:
- Does their Medicare plan cover dental or vision?
- Do they have protection against hospital stays or critical illness?
- Have they considered final expense or life insurance?
When you identify what’s missing, you’re not selling; you’re solving a problem.
2. Plant the Seeds Early
You don’t have to sell everything in one meeting. Mention additional coverage options during the Medicare appointment without derailing the conversation. Example:
“Once we finalize your Medicare plan, we can also talk about dental and vision coverage so you have a full safety net.”
This sets the stage for a follow-up without overwhelming the client.
3. Create a Cross-Sell Calendar
Map out the next 6–12 months for outreach:
- January: Dental & vision coverage
- March: Hospital indemnity
- June: Life insurance or final expense review
This keeps you top-of-mind year-round while spacing out conversations.
4. Use Stories, Not Stats
While numbers are important, people connect to stories. Share client success stories that illustrate the value of multiple policies; like how hospital indemnity saved a client thousands during an unexpected surgery.
5. Make It Easy to Say Yes
Bundle products into a single, easy-to-understand presentation. Offer side-by-side comparisons that clearly show cost versus benefit.
Pro Tip:
We’ve built a ready-to-use Cross-Sell Script Pack that makes these conversations easy, natural, and compliant.
[Get the Cross-Sell Script Pack]
Reference Links:
