How to Sell Hospital Indemnity During AEP and Peak Season

AEP is chaotic.

You’ve got limited time.
Clients are focused on Medicare Advantage.
You’re trying to close, move fast, and stay compliant.

So when do you bring up hospital indemnity?

Here’s the simple answer:

Right after they pick their plan.

Use This Sequence

1. Help them pick a Medicare Advantage plan

2. Confirm their co-pays and deductibles

3. Then say this:

“You’ve got a great plan here — but like all Advantage plans, it comes with daily hospital charges, ambulance costs, and some other gaps.

There’s a low-cost add-on we can include that pays you cash if you’re hospitalized — it helps fill in those gaps. It’s completely optional, but it’s one of the smartest things my clients do during AEP.”

Simple. Ethical. Zero pressure.

Why This Works

✅ You’re not interrupting the Medicare sale
✅ You’re not confusing them with too many options at once
✅ You’re reinforcing your value as an advisor
✅ You’re still boosting your revenue

Timing Tips

✅ Bring it up once they’re relieved and settled.

Once a client picks a plan, they exhale. That’s the moment to say:

“Now let’s make sure you’re covered for the stuff this plan doesn’t pay 100% on.”

✅ Use it as a differentiator.

If they’re comparing agents or plans, hospital indemnity becomes the tie-breaker:

“Most agents stop at the Medicare Advantage plan. I like to go one step further and make sure you’re protected from the surprise stuff too.”

✅ Build it into your AEP workflow.

Don’t make it an afterthought. Script it into your process:

“Before we wrap up, I always ask — do you want to hear how some clients protect themselves from hospital co-pays and ambulance bills with a small add-on?”

You’re giving them the option. That’s your job.

Final Word

Hospital indemnity isn’t a distraction during AEP — it’s the next logical step.

Keep it short.
Keep it optional.
But don’t skip it.

You’ll boost revenue, retention, and referrals — without adding stress to your already packed calendar.

Ready to Switch?

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

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