You don’t need to “sell” hospital indemnity as a separate product.
You need to position it as a smart way to fill the exact holes in the client’s coverage — like a puzzle piece that clicks into place.
Here’s how to do it, step by step.
Every health plan — even the best ones — has exposure. Find it.
Daily hospital copays
Ambulance fees
ER costs
Observation unit charges
High deductibles
Outpatient surgery costs
Short-term rehab stays
No coverage for transportation or lost income
“This plan covers your medical bills. But what about everything else that happens?”
Use their plan summary as a checklist for what to match.
| Coverage | Cost | Indemnity Match |
|---|---|---|
| Hospital Stay (Days 1–5) | $325/day | $325/day benefit |
| Ambulance | $300 | $300 benefit |
| ER Visit | $90 | $100 ER benefit |
| Observation Stay | $150 | $150 observation benefit |
When you match benefits dollar-for-dollar, it’s an easy “yes.”
“For $25/month, this plan refunds all of those costs — and you can use it however you want.”
Don’t try to scare them with “what-ifs.” Use language that highlights preparedness and common sense.
Try:
“This just closes the gaps in your plan.”
“It fills the cracks so nothing falls through.”
“It’s like a sidecar that rides next to your main policy.”
“It helps pay for things your main plan doesn’t touch.”
Make it sound standard. Because it should be.
If the client has a $5,000–$8,000 deductible, highlight the cash payout.
“This plan gives you up to $6,000 in tax-free cash if you’re hospitalized — which you can use to offset that high deductible.”
They don’t need every benefit to match exactly. They just need confidence that something will be there when it hits the fan.
Want to close more sales? Create a visual tool.
✅ One column for the health plan
✅ One column for the matching indemnity benefit
✅ Total out-of-pocket vs. total indemnity payout
✅ Price of indemnity plan
Put it on one sheet. Show it in every appointment. Watch the close rate spike.
Hospital indemnity insurance doesn’t replace coverage.
It completes it.
And when you match it directly to the client’s gaps — line by line — it’s no longer an optional add-on.
It’s a no-brainer.
“This isn’t extra insurance. It’s smart insurance.”
Learn more about the Ideal Flex Series Hospital Indemnity
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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