Agents who cross-sell hospital indemnity and dental plans see higher revenue and happier Medicare clients, when it feels like a natural fit, not a sales pitch.
A simple, question-based approach will help you open these conversations without sounding pushy or scripted.
Cross-selling is not about tacking on extras...it is about closing real gaps for your Medicare clients.
Most Medicare Advantage and Supplement plans do not fully cover hospital stays or dental work, which means clients are exposed to costs they do not expect.
Hospital indemnity covers daily hospital copays and unexpected admissions.
Dental plans fill the biggest holes in Original Medicare and most MA plans.
Offering both can boost client satisfaction and retention while raising your book’s value.
Hospital indemnity is the most overlooked add-on with the highest impact.
Medicare clients who go to the hospital, even for a short stay, often face out-of-pocket costs. These plans pay a daily benefit, helping clients avoid surprise bills.
“If you have a hospital stay, your current plan pays most, but not all, of the bill. Would you like a way to cap your out-of-pocket costs?”
Emphasize peace of mind and predictable costs, not just features.
Position it as a solution for unexpected expenses, not an upsell.
Practical tip:
Run a quick claims scenario to show what a hospital indemnity plan would have covered in their past plan usage.
Dental is the first thing Medicare clients ask about after signing up.
Original Medicare does not cover routine dental and most MA dental benefits are limited. Stand out by addressing this up front.
“Most plans do not cover cleanings, crowns, or dentures. Would you like to look at affordable dental options that work with your Medicare coverage?”
Bring up dental in the context of total health—not just as an add-on.
Share data on average dental costs versus the premium for coverage.
Script idea:
“Have you had any big dental expenses in the last few years? I want to make sure you are covered for what is most likely to happen, not just the basics.”
You do not need a hard pitch. Use questions that uncover needs, then offer a solution:
“If you ended up in the hospital for a few days, what is your backup for covering daily costs?”
“Would a small monthly premium for peace of mind be worth it to you?”
“Have you thought about how you will cover dental work now that Medicare does not include it?”
“Would you like to see plans that include routine cleanings and bigger procedures?”
Tips for success:
Always lead with a question about the client’s experience or concerns.
Share a real claim story (anonymized).
Offer a plan comparison, not just a single quote.
Pushy sales tactics push clients away.
Clients trust agents who listen first, offer solutions second, and never force a product. The agents with the highest cross-sell rates ask more questions and make every suggestion personal.
Key approaches:
Use client stories to illustrate need, not FOMO.
Give the client time to think; never pressure.
Follow up with a short summary email of all options discussed.
The right question at the right time helps you cross-sell hospital indemnity and dental plans without pressure.
Agents who do this well protect their clients, raise their own value, and keep their book growing year after year.
Keep the script simple.
Lead with needs, not offers.
Follow up with facts and solutions.
Curious how Quotit can make cross-selling easier for your agency? Book a demo today!
*Please note: This guide is for informational purposes only. Agents should always follow the latest CMS marketing and compliance guidelines. Review all carrier and regulatory requirements before using any script or outreach method described above.