Did you know that it can cost up to eight times more to sell to a new client than to sell to an existing one? There’s also a 35% higher chance of selling to a preexisting client. Additionally, it is more than 50% more likely that your clients will hang on to their policies and to you as an agent if you sell them multiple products. They want to know that they’re taken care of. That’s why you should be selling ancillary insurance.
Early spring is a great time to check in with your clients and make sure that they’re happy with their Medicare plan. Make sure that you disclose prior to your appointments that you would like to discuss ancillary plans, and make sure that your clients are aware of what that means. They may not realize how many gaps they have in their Medicare plans, or their medical needs may have changed since their last appointment with you.
Ancillary appointments are also a great customer retention method because it reminds clients that you are willing to help them at any point during the year. Though prices will rise as they age, you can sell ancillary products to your clients at any time.
Dental, hearing, and vision plans are among the easiest to sell because chances are that a 65+ client has health issues in one, two, or all of those areas. Find out if your client has a medical history of cancer, heart attacks, strokes, or other illnesses that may lead them to need a specific ancillary health plan.
If you need help explaining ancillary plans to clients, check out our consumer guide here. Start selling ancillary insurance today!