Selling hospital indemnity isn’t hard.
But doing it well — and at scale — takes some finesse.
Here are the most common mistakes agents make, and how to fix them.
Don’t start with:
“Let me show you this hospital indemnity plan!”
Instead, ask:
“Would it be okay if we reviewed how your Medicare plan handles unexpected hospital stays?”
You’re guiding a conversation — not pitching.
Hospital indemnity isn’t just about co-pays and ambulance rides.
It’s about freedom — cash in hand when something unexpected happens.
That’s what people respond to:
“Pays you, not the hospital”
“You control how the money is used”
“No receipts required, just cash”
If you only frame it as gap filler, it sounds like another bill.
Some agents never bring it up because they assume people won’t want it.
That’s projection, not sales.
Clients don’t say no to protection — they say no to pressure or confusion.
If you offer it cleanly, clearly, and without attachment — you’ll be surprised how many say yes.
If you bring it up after the sale is done, you’ll forget.
Or worse, it’ll feel like an upsell.
Instead, make it part of your process:
After plan selection
During cost review
As part of every AEP call
When reviewing provider networks
It’s not extra — it’s expected if you want to be a pro.
Hospital indemnity is your easiest path to:
Higher comp
Stronger retention
Fewer complaints
More referrals
Better protection
Don’t brush over it. Don’t mumble it.
Own it.
You’re the only one in their life talking about this.
Make it count.
Great agents don’t “sell” hospital indemnity — they present it with clarity and confidence.
Avoid these common mistakes, and it becomes second nature — something you always offer, and your clients are always grateful for.
Learn more about the Ideal Flex Series Hospital Indemnity
Join our Top Agent Shootout and win your spot on the Texas Hog Hunt
Watch the Sales Leadership Webinar with Shawn Buxton for even more strategy
Brokers Fidelity
Phone: 913-374-1550
Email: hello@brokersfidelity.com
Address: 400 S Kansas Ave, Topeka, KS 66603