Most agents pitch hospital indemnity as an afterthought.
“Oh, and one more thing you might consider…”
By then, your client’s mental wallet is empty. They’re already thinking about the main plan, the price, and how to get off the call.
But here’s what top producers know:
If you present hospital indemnity first, it closes better — and makes your entire pitch stronger.
If you start with Medicare Advantage or a high-deductible plan, you’re beginning with a solution. That puts you on defense.
Instead, start with the problem:
Out-of-pocket exposure
High daily hospital copays
Ambulance and ER costs
Lack of income protection
Hidden financial gaps
Then immediately offer the safety net — hospital indemnity — before even touching the main coverage.
“Before we talk about your plan, let’s make sure we protect you from the parts no plan covers.”
Now you’re on offense.
When you present it first:
It becomes part of the plan, not an add-on
It builds trust (“this agent is protecting me, not selling me”)
It makes the upcoming plan’s gaps expected, not scary
It increases your authority — you’re building a real strategy, not just quoting
This sets the tone: You’re not here to push a plan. You’re here to build protection.
If the client hears “$0 premium” first, anything after that sounds expensive.
But if they hear:
“This $30–$40/month indemnity plan protects you from $6,000–$10,000 in exposure…”
…they anchor to value, not price.
Then when you show them a $0 premium MA plan or a Med Supp + PDP combo, it all feels smarter, not more expensive.
“Before we dive into coverage, let me walk you through something most people overlook — and end up regretting. It’s a simple, low-cost plan that pays you cash when you're hospitalized. We’ll build the rest of your coverage around it to keep you fully protected.”
Boom. Now indemnity isn’t optional. It’s foundational.
If your client hesitates, you still have room to offer it as a bundle:
“If we go with this plan, I’d strongly recommend pairing it with the indemnity plan we talked about. Otherwise, you’ll be left exposed in a few key areas.”
But now they’ve already seen the indemnity plan. It’s not “new.” It’s unfinished business.
Hospital indemnity isn’t a rider.
It’s not a bonus.
It’s not a “cross-sell.”
It’s the starting point for every smart insurance strategy.
Present it first. Frame the gaps. Anchor the value. Then build the rest of the plan.
That’s how top agents close.
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