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In the world of sales, one truth stays constant: people are much more likely to buy from those they know and trust. For that reason, agents who focus on local marketing are often more successful than those who sell exclusively over the phone or online. Although digital ads and lead vendors can be great tools, nothing builds long-term credibility and referrals like mastering local Medicare marketing and establishing yourself as the local Medicare expert.

So how can you, as a Medicare agent, have an impact on your local market? Take a look at some helpful tips below and grow your book of business.

Establish Yourself In The Community

Before you begin a marketing campaign in your community, make sure your branding reflects the local area. Use localized messaging in your advertising, website and even your business cards.

• Feature city or county names in your taglines (“Your Fairfield County Medicare Plan Enrollment Specialist”)
• Include popular landmarks or maps in mailers and flyers
• Mention that you work with several local plans and providers

Consider: Creating a dedicated landing page for each major city or zip code you serve. This can help improve website SEO and build credibility with local clients.

Community Involvement

People trust people they see regularly and are familiar with; especially when it comes to something as personal as healthcare. Make sure you show up where potential clients are. Here are a few suggestions:

• Volunteer at local food pantries
• Offer to help at local senior centers or events
• Sponsor a booth at community health fairs
• Provide free Medicare 101 presentations at libraries, churches, or senior centers

These events are not about a sales pitch; they’re about establishing yourself as a member of the community and a trusted, local resource.

Local Online Marketing

You don’t need a massive ad budget to be seen online. The important thing is to show up in local searches.

• Google Business Profile: Claim and optimize your listing. Add real client reviews, update your service area, and post updates.
• Facebook and Nextdoor: Participate in local discussions, share useful tips, and post your events and the services you provide.
• Local SEO: Include keywords like “Medicare agent in (City)” or “Help with Medicare plans near (ZIP code)” in your website content.

Additionally: Write blog posts about Medicare topics and include a local area in the name, such as: “Top Medicare Advantage Plans in (Your City)” or “What Seniors in (You County) Should Know About the Medicare Part B Giveback”.

Watch a Quick YouTube video on how to improve your website traffic with blogs

Build Relationships with Local Professionals

Other area professionals who serve your target audience can be excellent referral partners. Keep in mind; this relationship should work both ways:

• Independent pharmacists
• Local doctors
• Home health agencies
• Senior housing communities
• P&C Insurance agents
• Financial planners
• Social workers

Offer to co-host events, provide educational materials, or train their staff on Medicare basics or benefits. Providing free services to thier clients allows them to build trust and opens doors.

Mail or Flyers with Local Feel

Direct mail is sometimes an effective tool; especially when it feels personal. Do not end up in the waste basket:

• Use your photo (this helps you become recognizable) and a friendly message
• Reference a local community or event (“Join us at the Danbury Library Medicare Seminar!”)
• Offer a free consultation with your contact info

Be Available Year-Round

Some agents make the mistake of marketing only during AEP (Annual Enrollment Period), then disappear the rest of the year. However ther are many other opportunities to provide service to Medicare beneficiaries and grow your book:

• Offer help with SEPs (Special Enrollment Periods), or Medicaid, LIS (Extra Help).
• Follow up with clients after enrollment to ensure their questions or concerns are taken care of; provide ongoing support.
• Host workshops or Q&A sessions in a familiar location on a consistant basis.

Staying visible and providing helpful advice provides opportunities to earn referrals naturally; outside of AEP.

Final Thoughts

Local marketing isn’t about using aggressive sales tactics or decptive advertisements; it’s about connection and trust. Once an agent is established as a familiar, reliable, and helpful presence in the community, they don’t just get referrals, they build lasting relationships.

Ready to join the team at Crowe; click here for easy online contracting

Master your local market by showing up, serving with integrity, and positioning yourself as a reliable Medicare resource.

In this post, we discuss how agents can use the Advanced Diabetes Supply Agent Resource. As a Medicare agent, your clients rely on you for guidance not just on policy selection but for access to healthcare resources. For clients living with diabetes, managing their condition requires a constant supply of testing materials, continuous glucose monitors (CGMs), insulin pumps, and education. One valuable partner in supporting these clients is Advanced Diabetes Supply (ADS).

Advanced Diabetes Supply

Advanced Diabetes Supply is a specialized medical supply company focused exclusively on diabetes care. They are one of the nation’s leading suppliers of diabetes testing supplies and equipment, including:

• Continuous glucose monitors (CGMs) like the Dexcom G7 and FreeStyle Libre systems
• Insulin pumps and pump supplies
• Blood glucose meters, lancets, and strips
• Diabetes-friendly nutritional products – Click here for a Diabetes friendly food list

ADS also works with both Medicare and private insurance carriers, making them an excellent partner for agents looking to streamline care and support for their clients.

Watch a YouTube video to learn more about ADS – US Med program information

Why Recommend ADS to Clients

1. Expert Navigation of Insurance Coverage

Many clients struggle to understand what diabetes supplies are covered by Medicare or private insurance. ADS has a dedicated team that works directly with insurance providers to verify benefits and get authorizations; minimizing the stress and the wait for necessary supplies for your clients.

Important: If you have Medicare clients managing diabetes, ADS knows exactly how to process their CGM or testing supply orders in accordance with Medicare guidelines.

2. Home Delivery and Reorder Reminders

ADS ensures timely home delivery of diabetes supplies and provides helpful reorder reminders; an invaluable service for clients who may forget or have difficulty accessing a pharmacy.

3. Excellent Customer Service

Your client’s well being is important to you. That is why the ADS patient-centric service model is a great way to ensure clients are taken care of. Their trained representatives are knowledgeable, friendly, and make it easy for clients to get the support they need without confusion or delays.

4. Fast Enrollment Process

Agents can refer clients to ADS with a simple process:

• Fill out a referral form (available on the ADS website)
• Provide the client’s basic insurance and medical information
• ADS handles the rest—including contacting the physician, obtaining prescriptions, and setting up shipments

How to Refer Your Clients to Advanced Diabetes Supply Agent Resource

You can guide your clients to ADS in a few easy steps:

1. Visit: www.northcoastmed.com
2. Call: ADS’s dedicated phone line for new referrals: 1-866-422-4866
3. Fax: Completed referral forms to 1-866-551-2909
4. Email: For agent-specific questions or to request referral tools, contact their provider support team

Many agents also keep brochures or digital referral kits on hand to explain the benefits of using ADS.

Better Client Relationships

Helping clients manage chronic conditions like diabetes doesn’t stop at policy enrollment. By referring them to trusted resources like Advanced Diabetes Supply, you build stronger relationships and improve health outcomes; while reducing coverage confusion and service delays.

As a proactive, service-minded agent, adding ADS to your toolkit is a smart move that benefits both your clients and your business.

Agents who would like more information; contact us at 203-796-5403. We will provide contact information for an ADS representative.

Because so many people confuse the terms Medicare and Medicaid, we will discuss Medicare vs Medicaid and explain the difference between the two terms. Although the terms are often mentioned in the same sentence, these programs serve different populations, have different eligibility rules, and provide different types of coverage.

Medicare

Medicare is a federal health insurance program. In general, beneficiaries of Medicare are:

• Individuals who are 65 and older
• Those under 65 with specific qualifying disabilites
• People who have beendiagnosed with either ESRD (End-Stage Renal Disease) or ALS

The Parts of Medicare

1. Part A – Hospital insurance (covers inpatient hospital stays, skilled nursing facility care, hospice, and some home health care)
2. Part B – Medical insurance (covers outpatient care, doctors’ visits, preventive services, and durable medical equipment)
3. Part C – Medicare Advantage Plans (offered by private insurers as an alternative to Original Medicare, often including vision, dental, and drug coverage)
4. Part D – Prescription drug coverage

Medicare Cost

Medicare is not entirely free. Most people get Part A premium-free, but they pay a monthly premium for Part B. They also may pay a premium for Part C and/or Part D. There are also optional Medicare Supplement plans available which also have a monthly premium. Medicare costs include things like deductibles, co-pays and coinsurance. The out-of-pocket amounts differ depending on the plan or plans chosen.

Medicaid

Medicaid is a program that is put in place by both federal and state governments. Individuals who receive this coverage are:

• People with low income who meet the income threshold amount (this varies by state)
• Certain pregnant women and children who meet the income level required
• People with disabilities with income that falls into the state requirement
• Some seniors, including those who also qualify for Medicare

Because Medicaid is administered by each state, the programs vary by state, including eligibility requirements and the services that the program provides.

Medicaid generally covers

• Hospital and doctor visits
• Long-term care (nursing home care)
• Home and community-based services
• Preventive care, mental health services, and more

In many cases, Medicaid covers services that Medicare does not; such as long-term custodial care.

Medicaid Cost

In most cases, Medicaid is either free or very low cost for eligible individuals. States may charge small copays for some medical services.

Medicare vs Medicaid – Key Differences

Can Individuals Have Both

The short answer is, yes! Some individuals qualify for both programs. These are called “dual eligibles.” For these people:

• Medicare typically pays first
• Medicaid may help cover Medicare premiums, deductibles, and services that Medicare does not cover (like long-term care)

Seniors with limited income or disabled individuals who qualify as dual-eligible receive comprehensive coverage at little to no cost.

Additionally; Medicare and Medicaid both play crucial roles in our healthcare system. They each serve a different purpose and population. Understanding who qualifies and what each program covers helps agents, individuals and families make informed healthcare decisions.

For assistance with eligibility or enrollment, consider contacting:

• Medicare.gov or 1-800-MEDICARE
• Click here for each state’s Medicaid office
• A local State Health Insurance Assistance Program (SHIP) for free counseling

When it comes to providing assistance to our clients, knowing all the services available to them is crucial. One important service we need to know about is the Medicare PACE program(Program of All-Inclusive Care for the Elderly).

Designed to help older adults meet their healthcare needs in the community instead of a nursing home or other facility, PACE is a unique and vital option for many Medicare and Medicaid beneficiaries. It provides a way to age with dignity and maintain independence.

In this post, we’ll break down what PACE is, who qualifies, what services it covers, and why it’s an important part of our healthcare system.

What Is the PACE Program

PACE is a program that provides comprehensive medical and social services to some elderly individuals living in the community who require assistance. A skilled team of healthcare professionals work with beneficiaries to coordinate their care. The bulk of the participants are dual eligible (on Medicare & Medicaid). The main objective of the program is simple: to help seniors stay in their homes and communities as long as possible while they receive high-quality, coordinated care.

Typically, PACE programs combine medical care, therapies, transportation, home care, and even meals; providing beneficiaries a full-service healthcare solution under one umbrella.

Who Is Eligible for PACE

To enroll in a PACE program, individuals must meet the following criteria:

• Be 55 years of age or older
• Live in a PACE service area (programs are not available everywhere)
• Be in need of nursing home level of care (the state of residence must certify this)
• Have the ability to live safely in the community with the help of PACE services

PACE is available to individuals who are eligible for Medicare, Medicaid, or who meet the criteria listed above. Some individuals pay nothing for PACE services, while others may have to pay a monthly premium.

Some Services PACE Covers

PACE offers a wide range of services, including but not limited to:

• Primary and specialty medical care
• Prescription drugs
• Nursing services
• Hospital and emergency care
• Home care and personal care
• Physical, occupational, and recreational therapies
• Social services and case management
• Adult day care
• Meals and nutritional counseling
• Transportation to medical appointments

In general, if a participant needs a service for their care and well-being, PACE either provides it or arranges for the beneficiary to receive it.

How PACE Works

Each participant in a PACE program has an team of health professionals who work together to coordinate care. This team includes doctors, nurses, social workers, physical therapists, and other specialists. Each individual has a plan tailored to thier needs. The team will adjust the care plan as needed.

PACE organizations receive a fixed monthly payment for services. If the beneficiary is on Medicare and Medicaid, the beenficiary pays nothing for this program. If the individual does not qualify for Medicaid, they are responsible to pay the monthly premium for long-term care portion of the program. They will also have to pay a premium for Part D drug coverage.

In general, beneficiaries receive all their healthcare services through the PACE organization. Many of the services are received at a PACE center, where participants see doctors, join therapy sessions, enjoy meals, and socialize.

Why PACE is Important

PACE programs offer an alternative to traditional nursing home care, promoting autonomy, better health outcomes, and a higher quality of life. The program may delay or even prevent the need for long-term nursing home placement. This benefits both individuals and healthcare systems focused on reducing the high cost of institutional care.

Because PACE focuses on preventive care and early intervention, participants often experience fewer hospitalizations and better management of chronic conditions.

How to Apply for PACE

For individuals who may be eligible for the PACE program; find out if there’s a program near you or contact Medicare or your state’slocal Medicaid office for more help.

For seniors who want to stay in their homes and communities, and for families looking for assistance with comprehensive care, PACE is a powerful option. Although it’s not available everywhere, the service area is growing. This is defintely worth considering for anyone who meets the criteria.

As an agent, helping clients navigate Medicare Supplement (Medigap) insurance can be both rewarding and challenging. One key aspect agents must understand and be able to explain to clients is what is Medicare supplement underwriting. Although Medigap plans offer standardized benefits, getting approved for coverage; especially outside of guaranteed issue periods, often depends on the underwriting process. Here’s what you need to know to guide your clients effectively.

Medicare Supplement Underwriting

Underwriting for Medicare Supplement plans refers to the process insurers use to evaluate an applicant’s health history before they issue a policy. This process determines whether an applicant qualifies for coverage and, in some cases, what premium they’ll pay. It typically includes a health questionnaire and a review of the applicant’s prescrption medications and medical history.

When Underwriting Is Required

Underwriting is generally required when a client applies for a Medigap plan outside of their open enrollment period or a guaranteed issue period. Here’s a breakdown:

Medigap Open Enrollment Period (OEP): This is a six-month window that starts the first month a client is 65 or older and enrolled in Medicare Part B. During this time, carriers must accept the applicant regardless of health status; CMS does not permit underwriting.

Guaranteed Issue Rights: These occur in specific situations (such as losing employer coverage or moving out of a Medicare Advantage plan’s service area). During this time, the client can enroll in certain Medigap plans without having to go through medical underwriting.

Learn more about Guaranteed Issue Rights

Unfortunately, outside of these periods, applicants are typically subject to underwriting and can be denied coverage based on pre-existing conditions.

Common Health Conditions That Affect Underwriting

While each carrier has it’s own underwriting criteria, common disqualifying conditions include:

• Congestive heart failure
• Insulin-dependent diabetes with complications
• Chronic obstructive pulmonary disease (COPD)
• Cancer within the past two years
• Alzheimer’s or dementia
• End-stage renal disease (ESRD)

In addition; some carriers may impose a waiting period for pre-existing conditions or adjust premiums based on health history.

Watch a quick YouTube video on Medicare Supplement underwriting

Navigating Medicare Supplement Underwriting

• Timing is everything: Try and encourage clients to apply during their OEP or another guaranteed issue window to avoid underwriting altogether.
• Pre-Qualify Applicants: Ask clients key health questions before submitting applications to avoid the disappointment of unnecessary declines.
• Know the Carriers: Different insurers have different underwriting guidelines. It is a good idea to familiarize yourself with each carrier you represent’s underwriting grids and health questions.
• Explore Alternatives: In the event the plan declines a client, they can opt for a plan that does not require underwriting, such as Medicare Advantage or other coverage options.

Understanding Medicare Supplement underwriting is essential to provide viable options to your clients. By staying informed about carrier guidelines and knowing how to time applications correctly, you can help clients get the coverage they need with fewer issues.

Need a SCOPE; click here

When helping clients plan for their healthcare coverage needs, it’s important to discuss not just what Medicare does cover, but also what it doesn’t. Understanding these gaps can help clients avoid unexpected expenses and make informed decisions about supplemental insurance options. Let’s take a closer look at some of what Medicare won’t cover.

Long-Term Care

One of the biggest misconceptions about Medicare is that it covers long-term care, like nursing home stays or in-home care for chronic conditions. In reality, Medicare only covers short-term skilled nursing care under specific conditions. Clients may need separate long-term care insurance or other financial strategies to cover these considerable costs. Learn about short-term care vs long-term care plans.

Most Dental Care

Routine dental services such as cleanings, fillings, tooth extractions, dentures, and dental implants are generally not covered by Medicare. If dental care is important to your client, you should explore standalone dental insurance or Medicare Advantage plans that offer dental benefits.

Learn about stand-alone dental coverage available in all 50 states

Vision Care

Medicare does not cover routine eye exams for glasses or contacts. It will, however, cover eye exams related to medical conditions like glaucoma or cataracts. Clients needing regular vision care might consider standalone vision insurance or a Medicare Advantage plan with vision coverage.

Hearing Aids and Exams

Original Medicare doesn’t cover hearing aids or exams for fitting them, which can be a significant expense. Some Medicare Advantage plans offer hearing benefits, so this is worth exploring based on client needs.

Routine Foot Care

Routine foot care, such as treatment for corns, calluses, or nail trimming, is not covered unless it’s deemed medically necessary due to a condition like diabetes.

Overseas Health Care

Most care received outside the United States is not covered by Medicare. For clients who plan to travel internationally, consider recommending a Medigap plan that includes foreign travel emergency coverage or a separate travel insurance policy.

Elective Surgery

Medicare won’t cover elective cosmetic surgeries, such as facelifts or liposuction. It will however, cover surgeries that deemed medically necessary, such as reconstructive surgery after an accident or some forms of cancer.

Key Takeaways for Agents

This is just an idea of what is not covered by Medicare, for a complete lists click here.

• Discuss Supplement Options: Educate clients on the benefits of Medigap (Medicare Supplement) plans, Medicare Advantage plans, or standalone insurance options for things like dental, vison & hearing or other ancillary products to fill the coverage gaps.
• Tailor Recommendations: Understand each client’s lifestyle and health priorities to recommend the right supplemental coverage.
• Plan for the Unexpected: Help clients build a financial plan that anticipates out-of-pocket healthcare expenses.

Being proactive about Medicare’s limitations helps clients better prepare for retirement. As agents, we can offer tremendous value by guiding clients through their options to ensure they have the comprehensive healthcare coverage they need.

To get some tips to maintain your book of business; click here

When talking to clients about preparing for unexpected expenses in retirement, long-term care often takes center stage. In many cases clients should consider short-term care. Short-term care insurance is an underutilized but very valuable product that can offer peace of mind and financial protection for clients facing temporary health challenges.

Here’s a breakdown of why agents should consider introducing short-term care plans as part of a well-rounded retirement strategy.

Short-Term Care Insurance

Short-term care insurance is designed to cover care and services for a limited time, usually up to 12 months. It can be used for home health care, assisted living, or skilled nursing facility services following an illness, injury, or surgery. Unlike long-term care insurance, it is more affordable and easier to qualify for.

Benefits of Short-Term Care Plans

Affordable Premiums

Short-term care plans typically have lower premiums than traditional long-term care insurance, making them accessible for clients with tighter budgets or those who may not qualify for long-term care due to age or health issues.

Simplified Underwriting

Quick Benefit Triggers

These plans often come with simplified underwriting, which means no medical exams; just a basic health questionnaire. This is ideal for clients who may not qualify for more comprehensive long-term care plans.

Short-term care plans generally begin paying out benefits much sooner than long-term care insurance, often with little or no elimination period. This is crucial for clients needing immediate care after an unexpected health event.

Watch a quick YouTube video of why you should offer ancillary products with Medicare sales

Flexibility of Care Settings

Clients can use their benefits in a variety of settings, including at home or in a facility. This provides them greater choice and comfort during their recovery.

Bridges the Gap

For clients waiting for long-term care coverage to start or who may have gaps in their existing coverage (like Medicare), short-term care can provide vital coverage during this period.

When to Recommend Short-Term Care Insurance

• Clients nearing or already retired who don’t qualify for long-term care insurance may consider short-term coverage.
• Those concerned about high out-of-pocket expenses for short recovery periods.
• Individuals looking to supplement Medicare or a high-deductible health plan coverage.
• Clients who want a cost-effective safety net without having to commit to a more expensive long-term care policy.

Thoughts for Agents

Short-term care insurance isn’t just a backup plan; it’s a proactive solution. As agents, offering this option shows clients you understand all their retirement healthcare coverage needs. It’s also a great way to differentiate your services by providing options that are both practical and affordable.

As Medicare agents, our clients are often looking for stability and security, especially when they are planning for retirement. Annuities are a powerful tool in our toolbox to help meet those needs. In this post, we’ll break down the annuities, explore the different types available, and offer insights on how to best position annuities for our clients. Hopefully, this will help with understanding the basics of annuities.

Annuities

An annuity is a contract between an individual and an insurance company, designed primarily to provide a steady stream of income, often during retirement. Clients pay either a lump sum or a series of payments, and in return, the insurance company provides scheduled payments either immediately or at a future date.

In addition to providing income, annuities offer tax-deferred income growth, which can be a significant selling point for clients who want to maximize their retirement savings.

Types of Annuities

Understanding the different types of annuities allows agents to tailor recommendations based on the individual goals of each client.

Fixed Annuities

Fixed annuities guarantee a specific rate of return and offer predictable payments. They are ideal for clients who prioritize stability and steady income without market risk.

Variable Annuities

Variable annuities allow clients to invest in various market-based options, like mutual funds. This product is suited for clients willing to accept more risk for the possibility of higher returns.

Indexed Annuities

Indexed annuities provide returns linked to a market index, like the S&P 500, while protecting against market losses. They are a middle-ground option for clients seeking some growth potential without full market exposure.

Immediate Annuities

Clients needing immediate income can benefit from immediate annuities, which begin payouts typically within a year of purchase. They are a strong fit for retirees who want to turn a lump sum into a guaranteed income stream right away.

Deferred Annuities

Deferred annuities allow clients to invest now and receive payments later, often during retirement. This option is attractive for those looking to grow their money tax-deferred over time.

Learn the value of cross selling products to your clients

Key Considerations When Presenting Annuities

• Fees and Expenses: We must ensure clients understand all associated costs, particularly with variable and indexed annuities.
• Surrender Charges: It’s essential to educate clients about penalties for early withdrawals.
• Company Strength: Recommend products from insurers with strong financial ratings to ensure reliability.
• Client Goals: Align annuity recommendations with the client’s broader retirement and financial goals.

As agents, we have the opportunity to provide our clients with solutions that offer peace of mind and financial security. Annuities can be a cornerstone of a well-rounded retirement strategy when matched appropriately with client needs and objectives.

Click here to watch a quick YouTube video on Annuity basics.

If you’re interested in brushing up on your annuity product knowledge or exploring strategies to better serve your clients, let’s connect! Please give the Pinnacle Annuity Team a call 800-772-6881 x6003 for additional information. Helping clients achieve financial confidence is what we do best.

Medicare helps millions of Americans 65 and over and those with qualified disabilities and ESRD access the healthcare they need. Unfortunately, it also attracts scammers who are looking to take advantage of unsuspecting beneficiaries. One of the most common tools scammers use is the phone. In this post, we discuss some of the most common Medicare phone scams and how to avoid them.

Anyone on Medicare or helping someone who is should know the red flags to help guard against fraud.

Common Medicare Phone Scams

“We’re issuing you a new Medicare card”

Scammers may call claiming that Medicare is sending out new cards (often with a chip or updated feature), and that they just need to “verify” your Medicare number or Social Security number.

In reality, some individuals were issued new Medicare cards but no one called beneficiaries on the phone; click here for more details.

Important: Medicare will never call you to ask for personal information out of the blue. If there were truly a new card, you’d get a letter or notice in the mail.

“You qualify for free medical equipment”

This one often targets people with diabetes or chronic pain. The caller might offer free back braces, knee braces, or glucose monitors in exchange for your Medicare number.

In reality: These “free” items are often billed to Medicare fraudulently. You could end up responsible for the cost or even flagged for abuse of your benefits.

Fake Medicare representatives

Some scammers impersonate Medicare employees or contractors and use urgent language to scare you: “Your benefits will be cut off” or “We detected suspicious activity.”

Remember: Medicare officials do not call unsolicited to threaten or pressure you. Real communication will be by mail, and you can verify legitimacy before responding.

COVID-19 test scams

During the pandemic (and even now), scammers offered free COVID tests or vaccines in exchange for your Medicare info. These have since evolved into offers for “new virus screenings” or “preventive health checkups.”

Keep in mind: While COVID tests and vaccines are covered by Medicare, they do not require phone enrollment or any payment up front.

“We can lower your Medicare premiums”

Some calls promise to reduce your monthly Medicare costs or enroll you in a “better” plan; usually with limited information and a high-pressure sales pitch. Learn more about these Medicare scams.

Important: Legitimate plan changes should go through licensed agents or official Medicare channels, not someone who refuses to send information in writing or insists on getting personal data over the phone.

How to Protect Yourself

• Hang up on unsolicited calls. If it feels fishy, it probably is.
• Never give out your Medicare number, Social Security number, or banking information over the phone; unless you initiated the call to a trusted number.
• Contact your Medicare agent or use the 1-800-MEDICARE number or visit medicare.gov if you have questions or are unsure about something.
• Check your Medicare Summary Notices (MSNs) regularly to spot unfamiliar charges.
• Report scams to Medicare at 1-800-MEDICARE or to the FTC at reportfraud.ftc.gov.

Remember

Scammers are smart and persistent but with a little awareness, you can stay one step ahead of them. Medicare will never call you out of the blue to ask for your information, and anything that sounds too good to be true usually is.

Know the red flags, trust your instincts, and share this information with friends and loved ones. A quick heads-up could prevent someone you care about from falling victim to fraud.

In the ever-evolving world of health and senior insurance, agents are always looking for products that provide real value to their clients and also add revenue to their business. We will go over some reasons selling short term care plans is a good way to helpclients and bring in revenue.

One of the most underutilized tools in your arsenal might just be Short-Term Care (STC) insurance. If you’re not already talking to your clients about STC, here’s why now is the time to start.

Short Term Care Insurance

Short-Term Care (or Recovery Care) insurance is designed to help cover care costs for a limited time, usually up to 12 months in settings like:

• Nursing homes
• Assisted living facilities
• Home health care
• Adult day care

It bridges the gap between Medicare (or traditional health insurance) and long-term care insurance, offering a more affordable and accessible solution.

Learn the key differences between long term and short term care insurance.

Why Agents Should Sell It

Fills a Coverage Gap

Medicare doesn’t cover long-term custodial care, and many clients either can’t afford or don’t qualify for traditional long-term care insurance.

STC provides a financial safety net during short-term recovery periods after surgery, illness, or injury without the high cost or strict underwriting of long-term care policies.

Easier to Qualify For

STC plans often have simplified underwriting, making them ideal for:

• Older clients (even up to age 89, depending on the carrier)
• Those with health conditions that disqualify them from LTC policies
• People who’ve waited “too long” to consider long-term planning

For clients that do not qualify for long-term care, STC might be their next best option.

Affordable for Clients

Many STC policies cost significantly less than traditional long-term care. That makes it easier for clients with various income levels to protect their retirement savings without breaking the bank.

Additionally; plans can be customized to fit a wide range of budgets.

Flexible Benefits

STC plans typically offer:

• Daily benefit amounts (e.g., $100–$300/day)
• Benefit periods (e.g., 90, 180, or 360 days)
• Optional riders like home health care or prescription coverage

This makes it easy to tailor a policy based on the client’s preferences and risk tolerance.

Cross-Selling Opportunity

Short-Term Care pairs well with:

• Medicare Supplement or Advantage plans
• Hospital indemnity insurance
• Final expense life insurance

It’s a natural upsell when you’re already having conversations around aging, recovery, or end-of-life planning. Many clients don’t even know this type of coverage exists until you bring it up.

Watch a quick YouTube video on why and how to sell ancillary with Medicare

Boost Your Business

Offering STC can:

• Differentiate you from other agents
• Add value to every client conversation
• Increase your commission opportunities with a product that’s often overlooked

It shows clients that you’re thinking beyond just the basics and that you truly care about protecting their finances.

Click here to get an idea of the different types of ancillary products available to your clients.

Short-Term Care insurance isn’t a replacement for long-term care; but for many clients, it’s a value-based solution. As an agent, it’s a chance to educate, protect, and build lasting client relationships.

So if STC isn’t in your toolkit yet, it’s time to take a closer look. Your clients (and your bottom line) will thank you.

Are you ready to add ancillary roducts to your business; click here for contracting