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2025 AEP Preparation Guide

Posted by www.psmbrokerage.com Admin on Tue, Jun 18, 2024 @ 01:28 PM

2025 AEP Guide Header-4

Our 2025 Annual Enrollment Period (AEP) Guide is here, and we couldn't be more thrilled to share it with you! Carefully curated and packed with valuable insights, this guide is your key to success as you navigate the upcoming enrollment season. From tips on maximizing your productivity to strategies for optimizing your performance, this essential resource has everything you need to excel during this critical time of the year. 

Get ready to elevate your game and make the most out of this AEP with our comprehensive guide. Read online or Download it in printable PDF format and start preparing for a successful enrollment season ahead.

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Tags: Medicare Advantage plans, Online Enrollment, Referrals, AEP, cross marketing, Enrollment Tools, Medicare FMO, Medicare Supplement plans, 2025

Strategic Approaches: Marketing Dental Insurance for Optimal Sales

Posted by www.psmbrokerage.com Admin on Tue, May 28, 2024 @ 01:24 PM

Explore effective marketing strategies to boost dental insurance sales and maximize opportunities.

Marketing Dental Insurance

Understanding the Dental Insurance Market

To effectively sell dental insurance, it is crucial to have a deep understanding of the dental insurance market. This involves researching and analyzing the current trends, demands, and competition in the industry. By understanding the market, agents can identify potential opportunities and develop strategies to capitalize on them. They can also gain insights into the needs and preferences of potential customers, allowing them to tailor their sales approach accordingly.

Related: https://www.precedenceresearch.com/dental-insurance-market 

Agents should familiarize themselves with the various types of dental insurance plans available, such as individual plans, family plans, and group plans. They should also stay updated on the latest dental procedures and treatments covered by insurance to effectively communicate the benefits to customers. Additionally, understanding the regulatory landscape surrounding dental insurance is essential to ensure compliance and provide accurate information to customers.

Related: https://www.ada.org/en/resources/practice/dental-insurance/dental-plan-overview 

Targeting the Right Audience

Identifying and targeting the right audience is key to successful dental insurance sales. Agents should conduct market research to determine the demographics and characteristics of potential customers who are most likely to purchase dental insurance. This includes factors such as age, income level, occupation, and location.

Related: https://www.ada.org/en/resources/research/health-policy-institute/dental-care-market 

Once the target audience is identified, agents can tailor their marketing messages and strategies to resonate with this specific group. They can create personalized campaigns that highlight the benefits of dental insurance based on the needs and interests of the target audience. For example, if targeting young professionals, agents can emphasize the importance of preventive dental care and the potential cost savings in the long run.

Utilizing Digital Marketing Channels

In today's digital age, utilizing digital marketing channels is essential for effective dental insurance sales. Agents should leverage online platforms such as social media, search engines, and email marketing to reach a wider audience and generate leads.

Social media platforms like Facebook, Instagram, and LinkedIn provide opportunities to engage with potential customers, share informative content, and build brand awareness. Agents can create targeted ads and sponsored posts to reach users who match their target audience demographics.

Resource: https://www.psmbrokerage.com/social-media-strategy-for-insurance-agents 

Search engine optimization (SEO) techniques can help agents improve their online visibility and attract organic traffic to their websites. By optimizing their website content with relevant keywords and providing valuable information, agents can rank higher in search engine results pages and attract potential customers.

Email marketing is another effective digital marketing strategy for dental insurance sales. Agents can build an email list of interested prospects and send regular newsletters or promotional offers to nurture leads and encourage conversions.

Building Trust with Customers

Building trust with customers is crucial in the dental insurance sales process. Agents should focus on establishing themselves as knowledgeable and reliable professionals who have their customers' best interests at heart.

One way to build trust is by providing transparent and accurate information about the dental insurance plans and coverage options. Agents should be able to answer any questions or concerns that potential customers may have and provide clear explanations of terms and conditions.

Testimonials and case studies from satisfied customers can also help build trust. Agents can share success stories and positive experiences to demonstrate the value and benefits of dental insurance. Additionally, offering a satisfaction guarantee or a money-back policy can further instill confidence in customers.

Maintaining open and honest communication throughout the sales process is essential. Agents should be responsive to customer inquiries and provide timely updates on policy information or claim procedures. By delivering excellent customer service, agents can build long-term relationships with customers and earn their trust and loyalty.

Leveraging Referral Programs

Referral programs can be a powerful tool for dental insurance sales. Agents can encourage satisfied customers to refer their friends, family, and colleagues to their services, offering incentives or rewards for successful referrals.

By leveraging referral programs, agents can tap into their existing customer base and expand their network through word-of-mouth marketing. People are more likely to trust recommendations from someone they know, making referrals an effective way to generate qualified leads.

To maximize the success of referral programs, agents should make it easy for customers to refer others. This can be done through personalized referral links, social media sharing buttons, or referral cards that customers can hand out to their contacts. Agents should also track and acknowledge successful referrals, rewarding both the referrer and the new customer to incentivize further referrals.

By implementing these strategic approaches and utilizing effective marketing strategies, agents can increase dental insurance sales, reach a wider audience, and maximize profits.

At PSM, our portfolio is quality-focused to ensure our agents are only offering the best products to their clients. If you would like to receive more information on the products we have available, please visit our Dental product page to request product info and contracting.

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Tags: cross marketing, cross selling, dental plans

12 Innovative Strategies for Agents to Expand and Elevate Their Medicare Business

Posted by www.psmbrokerage.com Admin on Wed, May 01, 2024 @ 08:35 AM


Growing and scaling a business as a Medicare agent requires creativity, especially in a competitive market. Here are several innovative and effective strategies to help expand your client base and increase revenue:

1. Educational Workshops and Seminars

Host free educational workshops and seminars on topics relevant to Medicare, such as changes in Medicare plans, benefits, or eligibility criteria. These sessions position you as an expert in the field and provide a platform to connect with potential clients. Download our guide on how to market in your local community.

2. Partnerships with Local Businesses and Community Centers

Forge partnerships with local businesses, community centers, and retirement homes to offer informational sessions or one-on-one consultations. This can broaden your reach and establish a trustworthy presence in the community.

3. Utilize Social Media Platforms

Create and maintain active social media profiles tailored to the senior demographic. Use these platforms to share useful content, answer FAQs, and broadcast live Q&A sessions. This not only educates but also engages potential clients. Learn more on how you can leverage social media as an insurance agent.

4. Content Marketing

Develop a content marketing strategy that includes blogging, newsletters, ebooks, and infographics. Focus on topics that are beneficial to your target audience, such as understanding Medicare options, managing healthcare costs in retirement, and the latest updates in Medicare policies. Check out the PSM Marketing Hub for marketing ideas.

5. Referral Programs

Implement a referral program that rewards existing clients for referring new customers. This could be in the form of discounts, gift cards, or special services. Word-of-mouth is a powerful tool in the senior market.

6. Customized Email Campaigns

Use email marketing to send personalized communications to your leads and clients. Segment your email list to ensure that the content is tailored to the recipients’ needs and interests, increasing engagement and conversion rates.

7. Expand Your Offerings

Consider obtaining certifications to sell additional products related to healthcare, such as long-term care insurance, dental and vision plans, or supplemental health insurance. This allows you to offer more comprehensive solutions to your clients’ needs.

8. Networking with Healthcare Providers

Network with doctors, nurses, and other healthcare providers who interact with seniors. They can refer patients who might need assistance with Medicare plans. Ensure you leave business cards and brochures that they can easily give to potential clients. Sample provider outreach letter available here.

9. Utilize Client Testimonials and Case Studies

Showcase testimonials and case studies on your website and in your promotional materials. Real-life success stories can significantly enhance credibility and reassure potential clients of your expertise and commitment.

10. Host Webinars

Offer regular webinars on important Medicare topics. This approach not only reaches those who are unable to attend in-person meetings but also allows you to engage with a broader audience from the comfort of their homes.

11. Collaborate with Financial Planners

Partner with financial planners who may have clients approaching the age of Medicare eligibility. This collaboration can be mutually beneficial, as you can refer clients to each other based on the needs of the seniors you serve.

12. Local Sponsorships and Advertising

Sponsor local events or advertise in community newsletters and on local radio stations. Choose venues and media that are popular with the senior demographic to ensure your message reaches the right audience.

By implementing these strategies, you can effectively grow and scale your Medicare agency, reaching more clients and providing valuable services that meet the complex needs of the senior market. Download Checklist.

We are always here to help

We provide robust leadership, advanced sales tools, effective sales strategies, dedicated training, outstanding mentorship, and beyond. From your first application to receiving your commissions, our consistent support guarantees you'll always feel connected and supported.

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Tags: Final Expense, Annuities, Hospital Indemnity, Medicare Advantage, Medicare Supplement, Referrals, cross marketing, cross selling, dental plans

Hospital Indemnity Benefit Needs Estimator

Posted by www.psmbrokerage.com Admin on Thu, Apr 11, 2024 @ 10:10 AM

Benefit Needs Estimator

Offering hospital indemnity plans allows insurance professionals to meet the evolving needs of healthcare consumers, provide valuable supplemental coverage, and offer added financial protection in times of medical uncertainty.

By providing fixed benefits for hospital stays and medical services, hospital indemnity plans offer a layer of financial protection that helps individuals manage unexpected healthcare costs more effectively.

Download this helpful resource today.

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Tags: Hospital Indemnity, cross marketing

Life After AEP - Go Beyond

Posted by www.psmbrokerage.com Admin on Thu, Feb 01, 2024 @ 03:53 PM

Life After AEP

Get Ready to Blast Off

“Life” begins when AEP ends!
Join the Your Life Sales Mission Control team today as they navigate the Life After AEP terrain for 2024. We will be sharing the resources you need to blast off this Life selling season.

Our Life After AEP webinars will be Wednesdays and Thursdays from 3:00 – 4:00pm EST in February and March. Please fill out the below form by Friday, February 2 if you would like to be auto-registered for all Life After AEP webinars. Otherwise, be on the lookout for the landing page within the next few weeks, which will house all the individual webinar registration links.

Fill Out the Form Here to be Auto-Registered for all Webinars!

Remember: Life is good… Sell it!

SELL IT-1Selling life insurance after the Medicare Annual Enrollment Period (AEP) can be a strategic opportunity, as clients are already engaged in thinking about their healthcare and financial security. Don't miss this opportunity on how to grow and increase your life insurance sales.

Register today

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For Agent Use Only. Not for the general public.


Tags: Life Insurance, cross marketing, Webinar

Life After AEP - Strategies for Increasing Life Sales

Posted by www.psmbrokerage.com Admin on Thu, Feb 01, 2024 @ 03:47 PM

Go Beyond-2

Selling life insurance after the Medicare Annual Enrollment Period (AEP) can be a strategic opportunity, as clients are already engaged in thinking about their healthcare and financial security. To capitalize on this, start by reviewing the conversations you had with clients during AEP about their overall retirement planning and healthcare needs.

 Many clients may have focused solely on their immediate Medicare needs and may not have considered the long-term financial protection that life insurance can provide. Reach out to these clients with personalized communication, highlighting how life insurance can complement their Medicare coverage by providing financial security for their loved ones, covering final expenses, or even leaving a legacy.

Use the insights gained during AEP to tailor your message, focusing on the benefits most relevant to each client's situation. Additionally, offering educational sessions or one-on-one consultations can help demystify life insurance options and demonstrate your commitment to their overall financial well-being. This approach not only positions you as a trusted advisor but also opens the door to addressing a critical aspect of their financial planning that they may have overlooked.

Selling life insurance after the Medicare Annual Enrollment Period (AEP) can be a strategic opportunity, as clients are already engaged in thinking about their healthcare and financial security. Don't miss this opportunity on how to grow and increase your life insurance sales.

Position yourself with Final Expense insurance

Offering final expense insurance as an agent provides a unique opportunity to address a critical need in your clients' financial planning, particularly for those in their senior years. This type of policy specifically caters to covering the costs associated with end-of-life expenses, such as funerals, burials, and any outstanding medical bills.

By providing final expense insurance, you are offering peace of mind to clients and their families, ensuring that they won't face financial burdens during a time of grief. It's a meaningful way to deepen your relationships with clients, demonstrating that you care about their well-being and the legacy they wish to leave behind. Moreover, the simplicity and accessibility of final expense policies make them an attractive option for a wide range of clients, including those who may not qualify for traditional life insurance due to age or health issues.


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For Agent Use Only. Not for the general public.


Tags: Life Insurance, cross marketing, Webinar

Boost Your Sales in 2024: Discover Innovative Strategies for Selling Annuities

Posted by www.psmbrokerage.com Admin on Thu, Jan 18, 2024 @ 10:15 AM

As we step into 2024, the landscape of annuity sales is evolving rapidly. Insurance agents are finding themselves at the crossroads of traditional methods and innovative strategies. In this competitive market, it's crucial to stay ahead of the curve. Whether you're a seasoned professional or new to the industry, this blog is your go-to guide for unlocking the potential of annuity sales in the coming year.

The Annuity Market of 2024:

annuities 101-1Before diving into sales strategies, it's essential to grasp the current annuity market. The economic climate, influenced by factors like interest rates and market volatility, plays a significant role. Annuities, known for providing retirement income security, are more appealing during uncertain times. Recognize this as an opportunity to position annuities as a safe harbor for clients' futures. Download our Annuity 101 Guide

Personalize Your Approach

Each client's financial situation is unique. Personalization in your sales approach is key. Invest time in understanding your clients' specific needs, fears, and retirement goals. Tailoring your recommendations to match their individual circumstances can significantly increase trust and the likelihood of a sale.

Focus on Education, Not Just Sales

Today's clients are more informed and expect transparency. Instead of a hard sell, focus on educating them about how annuities can fit into their overall financial plan. Use simple language to explain complex products and be transparent about fees and potential risks.

Build Strong Relationships

Long-term relationships are more valuable than one-time sales. Keep in touch with clients through regular updates, newsletters, or personal check-ins. A satisfied client is a potential referral source. Prioritize customer satisfaction and service.


Leverage Client Testimonials and Success Stories

Client testimonials and success stories are powerful tools. They provide social proof and help potential clients relate to the benefits of annuities. Always seek permission before sharing any client's story, ensuring confidentiality and compliance with regulations.

Networking and Partnerships

Build a network with professionals like estate planners, accountants, and attorneys. These partnerships can lead to referrals and provide a holistic service to your clients. Join industry associations and attend conferences to stay connected and informed.

Selling annuities successfully in 2024 requires a blend of traditional sales acumen and innovative strategies. By embracing technology, personalizing your approach, focusing on education, building strong relationships, diversifying your product knowledge, leveraging testimonials, and establishing a strong network, you can significantly enhance your annuity sales. Remember, in the world of annuity sales, it's not just about the product; it's about providing solutions and security for your clients' future.

annuity ;letterAre you a Medicare Advisor looking to offer your clients Annuity options?

We have drafted up an effective cross-marketing letter you can use to market annuities to your Medicare clients. If you would like it personalized, please reach out to us today.


Tags: Annuities, cross marketing

Annuities 101 Guide

Posted by www.psmbrokerage.com Admin on Thu, Dec 28, 2023 @ 10:27 AM

annuities 101

Annuities are financial instruments that offer a unique way to plan for one's financial future. Essentially, they are contracts between an individual and an insurance company, designed to provide a steady stream of income over a specified period or for life. Annuities come in various forms, each with its own features and benefits. Some provide guaranteed income, while others offer the potential for growth based on market performance.

Download the Guide


Annuities can be a valuable tool for retirement planning, helping individuals secure a stable income source during their post-working years. Understanding the different types of annuities and how they align with your financial goals is essential to making informed decisions about your financial future.

image-png-Dec-28-2023-04-00-10-6280-PMWhen integrated into a diversified retirement strategy, annuities provide an additional layer of financial protection and offer opportunities for long-term care benefits, making them a comprehensive solution for securing your retirement.

Annuities offer a host of advantages that make them a compelling choice for individuals planning for retirement. First and foremost, they provide a dependable source of income, ensuring regular payments that can cover living expenses throughout retirement. Additionally, many annuities come with tax advantages, allowing your earnings to grow tax-deferred until you start receiving payments. This can be a significant benefit, as it maximizes your savings over time. Furthermore, certain types of annuities, like fixed and indexed annuities, guarantee the return of your principal investment, safeguarding your money from market volatility. This principal protection can provide peace of mind, knowing that your savings are secure.

Annuities can offer a sense of financial security, especially during retirement, by providing a predictable source of income. However, it's essential to carefully consider the terms, fees, and options associated with annuities to choose the right one for individual financial goals and circumstances.

Are you a Medicare Advisor looking to offer your clients Annuity options?

We have drafted up an effective cross-marketing letter you can use to market annuities to your Medicare clients. If you would like it personalized, please reach out to us today.

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Tags: Fixed Annuity, Annuity Information, cross marketing

Savvy Agents Can Expand Their Medicare Business Cross-Selling Ancillary Products

Posted by www.psmbrokerage.com Admin on Tue, Jul 18, 2023 @ 09:17 AM

Cross selling ancillary

Insurance agents can have successful careers building a significant client base by selling Medicare Advantage (MA) coverage to beneficiaries. Agents wanting to expand their business beyond MA coverage and move their earnings to new levels can do that holistically with ancillary products. Along with the potential for increased revenue, agents cross-selling ancillary products could help their clients save money on health care expenses while setting themselves apart from the competition.

One cross-selling technique is packaging MA and ancillary products as a bundled approach. This minimizes the likelihood of clients seeking alternative coverage options,
which increases their long-term commitment to their agents and their carriers. The key isn't only knowing all available products and coverage benefits, but how they compliment MA coverage to best meet your client’s needs.

It’s important to remember that cross selling occurs when an opportunity to sell a Medicare plan is also utilized to sell a non health related product (such as life or home insurance or financial planning services). This activity is prohibited during individual appointments, marketing/sales events or when providing Medicare plan enrollment materials (such as the “Enrollment Guide”) to consumers.

Let’s breakdown the three most popular ancillary products.


Hospital Indemnity (HI) plans provide Medicare beneficiaries with financial protection for medical expenses associated with daily hospital confinement, ambulance rides, diagnostic tests, lab work and prescription medications.

Agents can share with clients that the plans are designed to supplement other health insurance policies and can cover deductibles, copayments and other out-of-pocket costs. HI policies don't have network restrictions, meaning policyholders can choose providers that are both in and out-of-network. Networks become very important, especially when a person wants treatment at the best facility available after a diagnosis of a critical or complex disease, such as cancer, renal failure or heart disease. An added benefit: many HI plans come with riders, such as coverage for cancer costs, emergency room visits and outpatient services.


Final Expense (FE) policies provide clients with a sense of security for their loved ones and protect them from unforeseen costs associated with medical bills and funeral costs. With the right guidance and product knowledge, agents can provide their customers
with quality coverage at affordable rates. Clients would be interested in knowing that
FE qualification thresholds are usually much lower than for other life insurance policies
regarding a policyholder’s health.

Agents can also stress that FE products go beyond burial costs and can include leaving financial gifts for clients’ family members that can go to settling debts.


Dental, Vision and Hearing (DVH) coverage can increase a client’s financial protection
beyond what is available through traditional MA plans. Agents can let clients know that as they age, they are at a higher risk of needing DVH-related care. DVH plans offer additional access to coverage for these unexpected costs not covered by some Medicare plans.


The ancillary marketplace lets agents leverage their already-existing client base and build longer-term relationships with them through cross-selling opportunities. Once agents are comfortable with selling MA products, they can take the following steps to move into the ancillary marketplace:

  • Learn about the available products and coverage benefits.
  • Do the homework and uncover how ancillary products can complement clients’ current coverage.
  • With recent changes in CMS guidelines, it’s important to understand their impact on cross-selling opportunities. Ensure you understand all government, state and local regulations.
  • Contact your clients and holistically market these plans. Agents who want to grow their business beyond Medicare products would be well advised to consider the holistic nature of ancillary products. These plans can diversify their product portfolios and maximize their earnings while providing their clients with added protections from unanticipated medical costs.


“Cross-selling occurs when an opportunity to sell a Medicare plan is also utilized to sell a non-health related product (such as life or home insurance or financial planning services). This activity is prohibited by CMS during individual appointments, marketing/sales events or when providing Medicare plan enrollment materials to consumers. Review the current Medicare Advantage Marketing Regulations and make sure you’re complying with Medicare’s rules regarding cross-selling.”

*For Agent use only. Not affiliated with the U. S. government or federal Medicare program.



Selling Hospital Indemnity

Cross Marketing Senior Insurance


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Tags: Final Expense, Hospital Indemnity, Medicare Advantage, cross marketing, dental plans

Cross Marketing in the Senior Insurance Market

Posted by www.psmbrokerage.com Admin on Fri, Apr 22, 2022 @ 09:34 AM

Cross Marketing Senior Insurance-1

During a recent conversation with an agent, he inquired about boosting his revenue beyond just selling more Medicare supplement policies. Without hesitation, he posed another question: "How can I enhance customer retention?"

The good news is that the solution to both queries lies in the same strategy - Cross Marketing. Not only does cross marketing drive revenue by increasing product sales and commissions, but it also fosters customer loyalty. Research indicates that clients with three or more products from the same agent are significantly more loyal.

By engaging in cross marketing, not only will you see a rise in revenue but also in customer retention. Clients who have multiple products with you are less likely to switch to another agent, as they trust your expertise and value the relationship built over time.

In essence, cross marketing leads to increased revenue, retention, and overall business growth. Let's delve into the what, when, and how of cross marketing to maximize its potential.

What to Cross Market

What we cross market is often dictated by what our lead product is. For example, if we're leading with Medicare supplement or Medigap policies, generally, Dental Vision Hearing, Prescription Drug Plans, and maybe a life product like final expense, or even annuities are usually our biggest cross-market opportunities.

If it's not a Med Supp, maybe it's a Medicare Advantage plan, then it's more likely to be Hospital Indemnity, Home Healthcare, and Critical Illness type products.

So, that's what we're going to cross market, but when are we going to sell it?

When to Cross Market

Determining when to engage in cross marketing often hinges on the stage of the client's customer journey. Personally, I find that the opportune moment is while you have them on the phone.

If that's not feasible, post-sale cross-marketing is also a viable option. In this case, we can leverage technology to sift through our customer database and pinpoint the most promising cross marketing prospects. This enables us to craft targeted campaigns for maximum impact.

How to Cross Market

Approaching cross marketing requires impeccable timing. When focusing on cross marketing at the point of sale, it's crucial to craft effective scripts and offer thorough training to our agents. This equips them to present a well-rounded package of products that address both risks and benefits, tailored to meet each client's specific needs.

On the flip side, for post-sale cross marketing, technology plays a vital role. Utilizing automated campaigns through email, text, or direct mail can unearth valuable cross marketing opportunities within our existing customer base. Adding a personal touch, like reaching out to clients via phone calls, can also open up discussions about additional products that enhance their coverage and mitigate any remaining risks.

Ultimately, the aim of cross marketing is not only to boost revenue but also to enhance customer retention. Starting with a single product can serve as a manageable entry point for newer agents looking to dive into cross marketing. By gradually expanding the product portfolio and engaging in meaningful client conversations, you'll not only drive sales but also nurture relationships and deliver tailored coverage that meets their unique requirements.

Embracing the mutually beneficial nature of cross marketing can pave the way for substantial business growth.

A Cross Marketing Success Story

Let me share a fantastic success story with you. A close agent colleague of mine recently decided to expand his product offerings. While he was primarily focused on selling Medicare supplements and hadn't delved into cross-selling, he took my advice and introduced dental and vision coverage into his sales conversations.

The outcome? In just one year, his commissions soared by an impressive 37%!

It's not about reinventing the wheel; sometimes, all it takes is introducing a valuable product and discussing its benefits. A simple addition to your portfolio can resonate with a portion of your clients and lead to increased sales.

If you're navigating the world of cross-marketing and could use some guidance, don't hesitate to reach out to us at PSM. Our seasoned marketing team is here to assist you in identifying the right products for cross-marketing, creating compelling packages, and executing effective post-sale strategies.

We're eager to hear from you, learn more about your business, and address any challenges you may be encountering. Together, we can craft solutions that drive your success.

Looking for more helpful resources? Visit our Guides Page.

We appreciate you taking your time to check this out, and we wish you the best of luck.

“Cross-selling occurs when an opportunity to sell a Medicare plan is also utilized to sell a non-health related product (such as life or home insurance or financial planning services). This activity is prohibited by CMS during individual appointments, marketing/sales events or when providing Medicare plan enrollment materials to consumers. Review the current Medicare Advantage Marketing Regulations and make sure you’re complying with Medicare’s rules regarding cross-selling.”


Tags: cross marketing, cross selling

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