Why Medicare Agents Should Be Selling Critical Illness Insurance
As a Medicare insurance agent, your goal is to ensure clients have the best protection for their individual needs. Although Original Medicare and Medicare Advantage plans provide essential healthcare coverage, there’s a critical gap often overlooked: the financial impact of a serious illness. This is where selling critical illness insurance can add real value to your clients’ health coverage as well as your business.
What is Critical Illness Insurance
Critical illness insurance pays a lump-sum cash benefit directly to the policyholder upon diagnosis of a covered condition, such as:
- Cancer
- Heart attack
- Stroke
- Organ transplant
- Kidney failure
Unlike traditional health insurance, this benefit can be used any way the insured chooses; covering deductibles, copays, for travel, in-home care, or everyday expenses like mortgage or groceries.
Why Medicare Isn’t Enough
Medicare (even with Medigap or Medicare Advantage) doesn’t provide coverage for non-medical expenses that often accompany a serious diagnosis. For example:
- Travel to specialized treatment centers
- Home modifications for accessibility
- Lost income for a spouse who becomes a caregiver
- Alternative treatments not covered by Medicare
Even with excellent coverage, a sudden illness can quickly lead to out-of-pocket expenses that drain savings and add financial stress to an already difficult time.
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How Selling Critical Illness Insurance Enhances Your Portfolio
Solves a Real Problem
Seniors are more likely to suffer from critical illnesses than younger individuals. Offering a solution that provides some financial protection and peace of mind differentiates you as a full service advisor; not just a Medicare agent.
Easy to Explain, Easy to Sell
This product is straightforward: “If you’re diagnosed with a serious illness, you get cash.” There’s no network, no complicated claims process, and no restrictions on how the money is spent.
Cross-Selling Made Simple
The Medicare appointment is the perfect opportunity. You’re already discussing health risks, costs, and coverage gaps. With a natural transition, you can introduce critical illness as a way to fill a major gap without additional appointments or paperwork hurdles.
Important: be sure you include any products you might discuss in each meeting in the Scope of Appointment.
Increased Revenue Per Client
Adding a critical illness policy boosts your earnings while strengthening your client relationship. It’s a win-win: more protection and value for them, more business for you.
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Overcoming Common Objections
“I already have Medicare.”
Yes, but Medicare doesn’t pay you if you get sick. This policy provides money to help manage the non-medical financial impact of a serious illness.
“I’m on a fixed income.”
That’s exactly why this protection matters. A $20–$30 premium today could prevent thousands in financial burden tomorrow. Be sure you sell plans that fit in the client’s budget, do not over-sell. That only leads to distrust and chargebacks when they cannot afford to pay for the coverage.
Adding critical illness insurance to your Medicare sales is not just smart business; it’s the right thing to do for your clients. It shows you understand their broader needs, care about their financial security, and can offer solutions beyond the basics.
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