Should I Talk to My Clients About Dental Products

Libby Elliott, one of our Broker Sales Specialists discusses how she went from not offering dental products to her clients to changing her mindset.

There are many misconceived notions of selling dental plans, and most agents have their own thoughts on this topic. As an agent myself, I always thought they were too time-consuming to mention in an appointment, clients can shop for their own and it wasn’t a great return for me, so why bother?  Let’s talk about why you should re-consider offering dental plans to your product portfolio.

Squash those misconceived perceptions and bring a new presentation to your next client appointment. Explain the importance of a dental plan, explain how it fills gaps a Medicare Advantage plan may leave, and what a Medicare Supplement cannot even begin to fill. Your clients will walk away from this appointment knowing what they need in terms of a dental plan, to protect their long-term health and finances.

As your client ages, we know their income potential levels off, health coverage levels off, along with dental coverage. This will equate to higher costs for your clients. Once they have aged into Original Medicare, they will learn it excludes any dental coverage. If they elect to enroll in a Medicare Advantage plan, typically they will get 2 routine cleanings, and one set of X-rays a year, that’s it. Medicare Supplement plans do not even offer dental coverage. Dental bills can, and, let’s be honest – will, get pricey for the older population.

Carriers understand the need for dental coverage for this population and are continuously putting together better plans to protect your client’s health and finances. Some plans out there are including:

  • Vanishing deductibles
  • Higher annual maximums covered
  • Same costs in OR out of network
  • Lower or no waiting periods
  • More benefit coverage

Who is your “go-to” carrier? Many agents we talk to have one carrier they are the most comfortable with. So now it’s time to get familiar with their dental plans, along with the optional add on’s. What’s the deductible? Will your clients be able to afford the out-of-pocket costs? What’s the monthly premium? Do your research into these plans so you know what you are offering your clients. Next, pick one standalone plan to offer when the optional plans are not available, or your client needs and/or wants more coverage. Put together the whole package so they can see the total OOP (out-of-pocket) costs AND benefits with what they will be choosing.

In discussions, remind clients of the facts and statistics out there surrounding dental care. Routine dental care has the power to detect and prevent most issues such as oral cancer, gum disease – a risk factor for heart disease, dry mouth which leads to more cavities, infections, and sores, etc. Taking dental care seriously will help your clients’ overall health down the road.