Adding Ancillary Products to MA Sales – Why Agents Should Consider It.
Medicare Advantage (MA) plans have been attractive to beneficiaries because of their low or $0 premiums and extra benefits like dental, vision, hearing, and OTC allowances. However, changes are coming in 2026 that may make those extras less generous; or even disappear in some plans. This shift creates a perfect opportunity for agents to make additional sales by adding ancillary products to MA sales to fill these gaps.
Why Ancillary Products Matter in 2026 and Beyond
CMS’s recent updates, combined with economic pressures on carriers, mean some MA plans will scale back or remove certain supplemental benefits starting in 2026. For example, dental allowances might shrink, hearing aid coverage could become more limited, and OTC card values might drop. These changes could leave clients with unexpected out-of-pocket expenses for everyday healthcare needs.
By offering ancillary products alongside MA plans, agents can ensure clients still have access to comprehensive coverage while also boosting retention and cross-sell opportunities.
Types of Ancillary Products That Fit Well
When pairing ancillary products with Medicare Advantage plans, focus on coverage areas where benefits may be reduced or absent:
- Dental Insurance
- Why it works: Standalone dental plans often have broader provider networks and higher annual maximums than MA dental riders.
- Example: A plan offering two cleanings per year, plus $1,500–$2,000 toward major services like crowns and dentures.
- Vision Plans
- Why it works: Even if MA plans include vision, it’s often limited to a small annual allowance for glasses or contacts.
- Example: A vision plan that covers annual exams, multiple pairs of glasses, and larger frame allowances.
- Hearing Plans
- Why it works: MA hearing coverage often only includes one device every few years at a fixed copay, and choices can be restricted.
- Example: A plan offering coverage for top-tier hearing aids, rechargeable batteries, and annual testing.
- Hospital Indemnity Insurance
- Why it works: Helps offset inpatient hospital costs, which are often the largest out-of-pocket expense for MA members.
- Example: A policy that pays $200–$300 per day for each day hospitalized, plus an ambulance benefit.
- Cancer, Heart Attack, and Stroke Plans
- Why it works: MA plans cover treatment, but beneficiaries may face significant copays, travel expenses, and lost income. Learn more about critical illness insurance.
- Example: A lump-sum policy that pays $10,000–$20,000 upon diagnosis, with funds that can be used however the client chooses.
- Final Expense(Life Insurance)
- Why it works: Provides peace of mind for covering funeral costs, especially for clients on fixed incomes.
- Example: A $10,000–$15,000 whole life policy with simplified underwriting.
How to Position Ancillary Products
When discussing changes to MA benefits, avoid fear-based selling. Instead, focus on ensuring clients have complete and predictable coverage:
- Review their 2026 Annual Notice of Change (ANOC) for benefit reductions.
- Explain how ancillary products can “lock in” richer benefits regardless of MA plan changes.
- Offer bundled solutions such as a dental + vision package or a hospital indemnity + cancer plan combination.
Watch our YouTube video- Why and How to Sell Ancillary with Medicare in 5 Minutes
The Takeaway
As MA supplemental benefits become less generous in 2026, ancillary products will play a bigger role in protecting clients’ health and finances. By adding these products to your Medicare Advantage sales strategy, you’ll not only provide better coverage but also strengthen client relationships and create new revenue streams.
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Now is the time to prepare; review your carrier contracts, identify gaps in MA coverage, and be ready to present clients with options that keep their healthcare truly comprehensive.
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