Marketing other products during a Medicare sale can be a smart way to increase your income, as long as it’s not breaking any CMS rules. Below, we explain what kind of products you can cross-sell during a Medicare sale and give a few examples (Medicare Marketing Guideline, Section 40.8).
What Can I Cross-Sell During a Medicare Sale?
During a Medicare Advantage or Part D sale, brokers are allowed to cross-sell other health-related lines of business so long as these plans are agreed to on the SOA. Here are some examples of health-related products you can cross-sell in addition to your Medicare product sale:
- Medicare Supplements (Medigap)
- Supplemental plans for cancer, hospital indemnity, and/or long-term care (LTC)
- Dental insurance
- Vision policies
You can also share approved, compliant marketing materials that describe those products or services. Keep in mind: Compliant marketing materials meet applicable state law and federal Medicare regulations.
When cross-selling other health-related lines of business, be clear with your clients about the intent, purpose, and voluntary status of each product. For example, a client should not leave the appointment thinking that a life insurance plan is required when buying a Medicare plan. If you mislead your client, you can be penalized by both CMS and the carrier you represent.
What Can’t I Cross-Sell During a Medicare Sale?
Under CMS guidelines, brokers are not permitted to cross-sell nonhealth-related products during a Medicare Advantage or Part D sale. So, anything that is not a health-related product, such as life insurance policies or annuities, cannot be cross-sold during a Medicare sale. Before talking about these products, you should end the Medicare appointment.
Where Can I Learn How to Cross-Sell Other Products During a Medicare Sale?
At Excelsior, our regional sales directors can teach you to compliantly cross-sell other products during Medicare sales. Their techniques could help you double, or triple, your income. To learn more about the Excelsior team and how we can help you, contact us.
Note: For the most current information, see the CMS Medicare Marketing Guidelines.