Why Cross-Selling Is the Smartest Way to Grow Your Income This AEP
If you’ve been in the insurance game for a while, you know there are a lot of ways to generate revenue. But there’s one strategy that too many agents completely overlook — and it’s sitting right in front of them: cross-selling to your Medicare Supplement clients.
Here’s the thing…
When someone can comfortably afford a Medicare Supplement premium of $150 or more per month, that usually means they have disposable income. And that opens the door to a wide range of additional coverage opportunities — life insurance, annuities, cancer plans, short-term care, long-term care, dental, vision, hearing… the list goes on.
As Glen Shelton explains in Day 17 of Medicare Supplement Awareness Month, these are some of the best clients to build your book of business around. Why? Because Medicare Supplement policyholders are typically more financially stable — and more receptive to protecting their future with add-on products.
In fact, one Lead Heroes client who focused aggressively on cross-selling life insurance to their Med Supp leads saw an average of 5–10% conversion — meaning for every 20 Med Supp prospects, at least one ended up purchasing life insurance too.
Think about that.
That’s not just a bonus — that’s a compounding revenue stream. And it’s all happening with the same clients you’re already helping.
Why Cross-Selling Med Supp Clients Is So Powerful
Whether you’re doing it upfront during your presentation, or on the back end during annual reviews, cross-selling to Med Supp clients is one of the easiest, most profitable ways to grow your agency without spending a fortune on new lead generation.
Let’s be honest — most agents focus on either Medicare Advantage or Final Expense. And while those products can absolutely pay the bills, they often cater to lower-income demographics, leaving little room for cross-sales.
But with Medicare Supplement policyholders, it’s a completely different story. These clients tend to be more financially secure and understand the value of protection. That means they’re more likely to say “yes” to additional coverage when you present it the right way.
Imagine this:
You’ve just helped a client find the right Med Supp plan, saving them money and giving them peace of mind. They already trust you. That’s the perfect time to introduce a final expense plan, cancer policy, or an annuity — something that builds on the protection you’ve already given them.
It’s not pushy; it’s smart service. And it’s the foundation of long-term, sustainable income.
📘 Get Glen Shelton’s Free Book — Ends Tonight!
To help you sharpen your cross-selling skills and become the kind of agent clients trust for multiple products, today is the LAST DAY to grab your FREE digital copy of Glen Shelton’s How to Qualify, Present, and Sell Final Expense and Medicare Supplements to Seniors.
This 300-page A-to-Z guide walks you step-by-step through everything — from prospecting and qualifying to presenting, closing, and yes, cross-selling like a pro.
Want a physical copy? You can grab the paperback on Amazon for just $8 — simply search:
“Glen Shelton How to Qualify, Present, and Sell.”
📅 Offer ends Friday, October 17th at midnight.
Exclusive Medicare Supplement Leads
For agents focused on growing their Medicare Supplement book, we offer exclusive, call-verified Med Supp leads at our standard rate.
✅ 100% exclusive — never resold
✅ Call-verified interest in Medicare Supplement plans
✅ Minimum order: 10 leads
✅ Delivered in as little as 7 business days
If you’re looking to consistently write Med Supp business and keep your pipeline full year-round, these leads give you a reliable, predictable flow of prospects who pick up the phone and are ready to talk coverage.
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