Cross-Selling Ancillary Products
Medicare does not cover everything. Ancillary products help address common gaps such as dental, vision, hearing, hospital stays, and final expenses—when offered ethically, compliantly, and with client needs first.
Agent Best Practices
- Complete Medicare first. Do not mix Medicare enrollment with ancillary discussions.
- Educate, don’t pressure. Present ancillary products as optional solutions.
- Separate the conversation. Use appropriate documentation and follow agency compliance guidelines.
- Identify real needs. Ask simple discovery questions before recommending products.
- Sell value. Focus on predictability, protection, and peace of mind.
Common Ancillary Products
Dental, vision, and hearing plans; hospital indemnity; cancer or critical illness; accident plans; and final expense life insurance.
Why This Matters
Compliant cross-selling improves retention, strengthens client trust, and positions you as a long-term advisor—not just a Medicare agent.
Internal Compliance Reminder (Agent Use Only)
Ancillary products are not Medicare plans and are not affiliated with or endorsed by CMS or the federal Medicare program. Do not bundle ancillary products with Medicare plans or imply they are required for enrollment. Follow all CMS marketing rules and agency compliance policies when discussing non-Medicare products.
Charle Howard, Manager of Provider Referral Operations and licensed insurance agent