Your next ancillary sales opportunity could come from your existing book of business.
As Medicare solutions agents look for ways to create additional revenue opportunities, ancillary products can help expand the client relationship beyond the initial sale. But knowing the opportunity exists is different from knowing how to act on it.
During a Senior Market Sales® (SMS) ancillary training presentation, Joanne Giardini-Russell, CEO of Giardini Medicare, answers questions from agents about finding opportunities, starting conversations and making ancillary products a more consistent part of their business.
Start With the Clients You Already Have
When asked how agents can market ancillary products to their existing book, Joanne made it clear there may be more opportunities there than many agents realize.
"There are so many ways you can market to your existing [book] ... It's like tip of the iceberg."
Clients' needs change. Coverage changes. Rates change. Staying connected gives agents an opportunity to revisit those needs and have conversations that may not have happened when the client originally enrolled.
Is your next sales opportunity hiding within your current list of clients? Check out this video preview to learn more.
Joanne's complete SMS presentation is accessible by signing in to your MySMS account.
What Ancillary Questions Are Agents Asking?
Finding opportunities is only the beginning. Agents also want to know how to put ancillary cross-selling into practice.
During the presentation, Joanne tackles questions about:
- Reaching pre-65 prospects before the Medicare conversation begins
- Introducing hospital indemnity coverage as part of a broader coverage discussion
- Explaining short-term care in terms clients can understand
- Helping clients navigate claims when they need to use their coverage
- Considering standalone cancer coverage as part of an ancillary strategy
- Product considerations and real client situations
Create More Opportunity With Ancillary Products
Ancillary products can help Medicare solutions agents diversify revenue while providing clients with additional options for coverage their primary health insurance may not address.
Building that business takes more than knowing which products are available. Agents also need the product knowledge, sales strategies and confidence to bring them into client conversations.
That's where SMS’ Ancillary Training Series can be beneficial. The series brings together carrier education, sales strategies and expert insights designed to help agents turn ancillary knowledge into action.
Joanne's complete SMS presentation is accessible by signing in to your MySMS account. Don't have a MySMS account? Fill out the form and an SMS Med Solutions marketing consultant will be in touch to help you gain access.
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