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Selling Medicare plans face-to-face can be very effective, but it requires the right approach to ensure a successful client interaction. Unlike online or phone-based sales, in person meetings allow agents to build trust, address concerns directly, and provide a more personalized experience. Our tips for in person Medicare sales will help agents formulate a sales strategy and expand their book of business.

Do your research

Before meeting a potential client, take the time to understand their specific needs. Having clients fill out a well designed fact finder can provide a roadmap for agents to identify client needs and preferences. Being prepared demonstrates professionalism and allows you to provide relevant options.

Ask questions to help determine the best coverage options

• What are the preferred doctors and hospitals?
• Do they take any prescription medications?
• What is the monthly budget for healthcare expenses?
• Do they travel frequently or spend part of the year in another state?

This goes back to the fact finder suggestion. These insights help tailor recommendations to the unique needs of each individual.

Create a professional first impression

First impressions matter. Dress appropriately, arrive on time, and maintain a friendly yet professional demeanor. Be aware of the client’s needs and preferences and follow all CMS guidelines. Bring all necessary materials, such as brochures, plan comparisons, and enrollment forms, to ensure a smooth meeting.

Form a personal connection

Medicare decisions can be overwhelming for clients. Establish rapport by engaging in friendly conversation and showing genuine interest in their concerns. Building trust makes it more likely they will rely on your guidance and even recommend you to their friends or family.

Learn how to maintain your book of business

Educate rather than sell

Instead of trying to push a specific plan, focus on educating the client about their coverage options. Explain the differences between plan types (Medicare Advantage, Supplement plans, and Part D) in understandable terms. Do not use industry jargon that may confuse clients.

Do not pressure clients to enroll in a plan. Be transparent with all plan benefits and costs. Let prospects consider all information and enroll if they are comfortable. If they choose not to enroll, respect their decision and let them know you are available if they need assistance in the future.

What you need to know before a Medicare sale – Watch a quick YouTube video

Use visual aids and examples

Many clients understand information better when it is presented visually or in a practical context. When possible, use plan comparison charts, benefit breakdowns, and real-life scenarios to illustrate coverage differences and potential costs.

Address concerns

It is very common for clients to have concerns about cost, coverage limitations, or provider networks. Be prepared to address objections with clear explanations of plan benefits, potential cost savings, and alternative options.

Follow all CMS and carrier guidelines

Always adhere to CMS (Centers for Medicare & Medicaid Services) and carrier regulations when discussing plans. Avoid misleading statements, ensure proper documentation, and provide all required disclosures to maintain ethical and legal compliance. This helps protect both the client and the agent in the event questions arise later.

Learn about the Medicare Scope of appointment

Follow Up

A simple follow-up call or email reinforces your commitment to client satisfaction. Check in to see if they have additional questions or need further clarification before making a decision. Agents should also follow up after the enrollment to be sure clients know they are available if any concerns arise later. This helps reinforce the relationship and the client’s confidence in choosing an agent.

Continue learning

Because Medicare plans and regulations change every year, it is important to stay updated on plan details, industry news, and new regulations. This helps you provide the best service to your clients.

Subscribe to our YouTube channel for free training and informational videos

In-person Medicare sales provide agents with the opportunity to build meaningful relationships and offer personalized guidance. By focusing on trust, education, and professionalism, agents can build their book and become valued members of the community.

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Medicare Advantage Marketing Ideas

Take a look at the CMS marketing guidelines

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Medicare sales and cross selling

If you are selling Medicare, you should think about how to meet all the coverage needs of your clients. That is why Medicare sales and cross selling go hand in hand.  Before you try and do this, be sure you have the necessary product knowledge on anything you intend to offer.

A great way to get insight into your client’s potential needs is with a client needs assessment.  Each agent should tailor the assessment to include the applicable product lines they are licensed to sell and have a good knowledge of.

If your client understands that you are able to offer them coverage for all their personal insurance needs, they will be inclined to call you when they decide to add to their current coverage.  It is best to take care of their most urgent concerns before talking about additional items.

Watch our quick YouTube video on cross selling during AEP

Medicare sales cross selling – be aware of underlying health issues

If you conduct a needs assessment or spend enough time speaking with your client, you will probably find out if your client has any illnesses that will prevent them for obtaining some types of coverage that they will not qualify for.  If you ask about any recent claims they have had, this may be an indicator if they are a good candidate for some types of coverage.

Some other things to find out from your client

Is the client or their spouse presently working?  If the answer is yes, do they have any employer benefits and if so, what are they?

Have they ever served in the military (are they a veteran)?  Sometimes veterans receive benefits.  You need to find out if they do and what those are.

Medicare sales cross selling – Cancer, Heart attack and Stroke coverage

Because many people have a family history of either cancer, heart attack or stroke, this product is not difficult to sell. This product is sometimes called critical illness insurance.  Be sure you understand the client’s budget before you show them quotes from companies that will fill their coverage need.

Cross selling – Long Term Care Insurance

Most people do not have long term care coverage. Although LTC has changed over the years, there are still some good coverage options available.  There are some short-term care policy options that include home health coverage.  There are also some life policies that include an optional LTC rider.  You can ask your client if anyone in the family has needed home health or nursing home care. If they have, ask them if they know how it was paid for. Do they have a way to pay for it if they need it?

Cross selling – Life Insurance

Life insurance is not like LTC coverage because many clients have at least some life insurance coverage.  If you want to start a discussion about life insurance, you need to find out if the client already has coverage and if so, how much.  Once you get the answer, you can ask questions to determine if they have enough to cover what they need it for.

Here are some reasons people purchase life insurance:

To replace income lost due to the death of a family’s financial provider.

If they want to cover their final expenses.  If they have a policy in place, it may not be enough to cover their final expenses.  This means they may want to consider purchasing a policy that provides a bigger benefit amount.

Policies can help pay any outstanding debts owed by the policy holder.

In some cases, the policy holder wants to leave a financial gift to their chosen beneficiary.

If they do not have a policy, you may be able to help them decide if a policy could benefit their loved ones.

Cross selling – Final Expense

Final expense insurance is a kind of life insurance.  If the client does not have life insurance in place, this type of policy can help family members pay for their final expenses and avoid leaving them with a large bill after you are gone.

Cross selling – Annuities

These days many people want a safe place to invest their savings due to low interest rates at banks and stock market volatility. Simply ask your client if they are happy with their current rate of return on investments. Let them know a fixed indexed annuity can provide a dependable place to invest savings and a better return rate than many CDs.  In many cases, you can offer them an annuity product that will provide a better return that what they currently have.

Now that we have given you a few products to consider adding to your portfolio, it is up to you to decide what will be the best value add.

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Medicare marketing ideas