If you’re considering selling dental, vision, and hearing (DVH) plans, where would you find leads? You might be surprised to learn that your DVH prospects could already be in your Medicare book of business!
Listen to this article:
DVH insurance is essential to affordable comprehensive health care, but your clients’ Medicare coverage could be lacking in DVH benefits. Luckily, these ancillary plans can fill the gaps in coverage and give you opportunities to cross-sell and earn more commissions.
Let’s take a look at how finding clients to sell DVH plans to is easier than you may think.
Download our Infographic 5 Prospecting Tips for Selling Dental, Vision, and Hearing Plans
Think About Medicare Supplement Beneficiaries
Generally, Medicare Supplements do not provide coverage for routine dental or vision services. Your clients with a Med Supp plan may or may not realize this (it’s important you explain this during the time of quoting and enrollment) and that coverage could be something they really want or need. You can touch base with Med Supp beneficiaries already within your book of business and present the option of purchasing DVH insurance through your preferred DVH carriers. Also, be prepared to offer DVH products during enrollment meetings with new clients purchasing Med Supp plans!
Your Med Supp clients may not realize their plan does not provide routine dental or vision services.
Consider Current Medicare Advantage Beneficiaries
Unlike Med Supps, a majority of Medicare Advantage (MA) plans do include some DVH benefits. However, the coverage usually isn’t comprehensive, resulting in your clients being exposed to potentially high out-of-pocket costs for these health care services. Luckily, DVH products can perfectly complement your clients’ MA plans and provide the enhanced coverage they need! Your book of business is just ready and waiting, full of more selling opportunities.
Remember DVH Plan Replacement
If you’re already selling in the DVH market, there’s a chance your book of business holds some DVH plan replacement opportunities. It may make sense to recommend a new DVH plan to a client who already has one in place. Whether the reason is lower premiums or better benefits, your clients will certainly appreciate that you’ve taken the time to explore other options that might work better for their specific situation.
Another reason to consider proposing DVH replacements is that ancillary products like DVH insurance can be sold year-round. Unlike selling Medicare products, you won’t be at the mercy of an enrollment period! Additionally, you’ll also open the opportunity to check in with clients you might otherwise only connect with during the Annual Enrollment Period.
It may make sense to recommend a new DVH plan to a client who already has one in place.
Start DVH Conversations
Don’t be shy about bringing up the benefit and possible need of supplemental DVH coverage to your clients. It’s very likely they might not know that their Medicare plan lacks full coverage for DVH services. When you start the conversation regarding DVH insurance, you’ll open the opportunity to not only gain more commissions, but also supply your clients with full, well-rounded health care coverage.
Utilize MedicareCENTER
Determining who could really benefit from a supplemental DVH plan will surely be a lot easier if you use a reliable client relationship management (CRM) system. MedicareCENTER empowers you to work smarter and more efficiently to take your business to a whole new level.
Utilize the integrated quoting and enrollment to view the largest selection of MA and PDP plans straight from a client’s profile in the CRM for easy e-apps. Side-by-side comparison allows you to quickly guide clients to the best available coverage options. When the time comes for you to follow up with your MA or Med Supp clients, you can connect with them directly through your Personal Agent Website and Client Sync to stay up-to-date with their latest needs. You’ll be able to easily assess if a DVH plan will be beneficial to tack onto your clients’ existing Medicare coverage!
Encourage your clients to share and update their preferences in PlanEnroll seamlessly with Client Sync! Share this guide to encourage your clients to sync their PlanEnroll profile for the best experience.
Selling DVH insurance can benefit you and your clients. The opportunity to sell these plans is right under your nose, and with the right tools, you’ll surely be prepared to offer them!
Looking to secure contracts or receive some extra sales support? Registering with Ritter is simple and free. You can also find your sales specialist here.
Not affiliated with or endorsed by Medicare or any government agency.
Share Post