I’m Christy Wilbert, Senior Vice President of Medicare Offerings. You also have Thomas Perle, Vice President of Health Options, and Steve Clemens, Co-Owner and Principal, who runs the Life and Annuity Department. Thank you again for joining us. I just want to walk you through the screen really quickly.

The webinar is being recorded today, so if you have to jump out for a meeting or if we run long, don’t worry—you can go back and watch it on our website. Click the blue chat button on the bottom right of your screen to chat with us, or you can use the Q&A feature. We’ll be happy to answer questions at the end of the webinar.

There are quite a few handouts available that we created for you to use with your clients, as well as some cheat sheets with facts about the different ancillary products. Those may come in handy later. I also want to mention some upcoming events.

Life and Annuity is hosting a “Diversifying Your Business” seminar at the URL office on January 22. If you haven’t registered yet, please do so. They also have an upcoming Life and Annuity Symposium here in Harrisburg on March 26, and you can register for that on our website.

We’re doing a big ancillary push this time of year. After this webinar, Physicians Mutual will be hosting an ancillary-focused webinar later in February featuring speaker Mike Story. We hope you’ll register for that to get a different perspective from the carrier side.

You may be wondering why URL is hosting an ancillary product webinar when we also bring on carriers like Aflac, Allstate, and Physicians Mutual for their own product webinars. As agents, it can be easy to feel overwhelmed by the number of options available. We’ve taken on the responsibility of diving into the benefits for you and cherry-picking the plans that offer the best coverage for the client’s dollar.

On the Medicare team specifically, we’ve redesigned that portion of our website. There is now a tab labeled “Products We Recommend.” For dental, we recommend this carrier. For hospital indemnity, we recommend that carrier. I highly recommend checking that out—it really simplifies the process.

On the Connector platform for Medicare, there is now also the ability to quote, compare, and enroll in ancillary products, so you can use that at your disposal.

We’ve also heard some hesitation around selling ancillary products, often because agents aren’t sure how claims work. We’ll be discussing that today. Ancillary products are a big topic right now because prescription drug plans have gone non-commissionable. Agents and agencies have lost significant revenue, and ancillary products are a great way to make that up. Commissions are strong across Medicare, life, and health, making this an easy way to replace lost revenue.

Some of you may also feel uncomfortable bringing up additional products during an appointment, worrying it feels like upselling or being too pushy. However, clients often don’t know these products are available, and as agents, we have a responsibility to educate them. Not doing so is a disservice. We’ll provide talking points today to help you feel more comfortable starting these conversations.

I also want to give a quick plug for Power Sales University, available to all of you at a discounted rate for Gemini agents. It’s a 24-month program with daily content—sometimes six-minute videos, sometimes longer sessions—and it’s full of valuable sales tips. Most insurance agents never receive formal sales training, so this is a great opportunity to invest in yourself.

Now, let’s get started.

What Is an Ancillary Product?
We use this term all the time, but an ancillary product is something that supplements your primary insurance. It’s not major medical—it enhances coverage by helping manage out-of-pocket risk and financial exposure. Ancillary products are growing rapidly. In 2025, ancillary sales totaled $515 million and are projected to grow to $1.25 billion by 2035.

Why Sell Ancillary Products?
First, increased sales and revenue. There’s also high customer willingness—91% of insurance customers would consider buying all their policies from one provider or agent. Clients want one point of contact. That’s why one-stop-shop agencies are so successful.

From a cost-effectiveness standpoint, selling multiple products to fewer clients increases retention and reduces service workload. You can sell one product to 250 people or five products to 20 people and generate the same revenue.

It’s also an untapped market—61% of policyholders only have one policy with their agent.

How Do Claims Work?
Ancillary claims are separate from health insurance. They don’t pay the hospital directly. The policyholder submits a claim—online, by fax, or through customer service. Documentation is reviewed for coverage limits and exclusions, and then the benefit is paid directly to the consumer. These policies put cash back in the client’s pocket.

Most Commonly Sold Ancillary Products
If you’re new to ancillary sales, start here:

Dental, vision, and hearing
Hospital indemnity
Critical illness and cancer
Life insurance
Accident insurance
Dental Overview
Dental plans involve a premium in exchange for a maximum annual benefit, such as $1,500 or $3,000. Higher premiums generally mean higher coverage. Clients choose in-network dentists, may have annual deductibles, and typically receive 100% coverage for preventive care. Some plans have waiting periods. Basic procedures like fillings often have coinsurance, while major procedures such as crowns and dentures have higher coinsurance.

Dental talking points include preventive care savings, overall health benefits, affordability compared to major dental work, and family coverage options.

Hospital Indemnity
Hospital indemnity provides cash benefits for hospital stays. It helps cover deductibles, copays, and non-medical expenses. Benefits are paid directly to the insured.

Target demographics include individuals with high-deductible plans, Medicare Advantage enrollees, families, and self-employed individuals.

For example, a three-day hospital stay may leave a client with $2,000 in out-of-pocket costs. A plan paying $300 per day would put $900 back into their pocket for about $15 per month.

Cancer Policies
Cancer policies typically pay a lump sum upon diagnosis. Benefits are paid directly to the client and can be used for anything. Waiting periods and exclusions apply.

Ideal buyers include working adults ages 30–65, those with high-deductible or Medicare Advantage plans, and middle-income earners seeking financial protection from non-medical costs.

Cancer is common—one in two men and one in three women will develop cancer in their lifetime, according to the American Cancer Society.

Life Insurance Overview (Presented by Steve Clemens)
Life insurance cross-selling opportunities include:

Final expense (senior market)
Term life (income replacement and mortgage protection)
Business life insurance (buy-sell and key person)
Final expense policies are whole life, never increase in premium, never decrease in coverage, and are easy to qualify for. Funeral costs continue to rise, with many Americans taking on debt for final expenses.

Term life insurance is ideal for income replacement and mortgage protection, offering affordable coverage with accelerated underwriting and living benefit options.

Business life insurance solutions such as buy-sell and key person policies protect business continuity and are some of the highest premium opportunities for agents.

Accident Insurance
Accident insurance provides 24/7 coverage, guaranteed acceptance, low cost, and quick approval. It’s ideal for individuals, families, juveniles, seniors, and active lifestyles. Benefits are paid directly to the insured and can significantly offset out-of-pocket costs from ER visits, hospital stays, and sports injuries.

Accident insurance is a strong cross-sell for health, Medicare, life, and employee benefits clients and offers strong first-year commissions with renewals.

Closing Remarks
We’re building out product recommendation guides, sales scripts, and resources on the URL website to make this as easy as possible for you. The beginning of the year is a great time to circle back with clients and have these conversations, especially outside of open enrollment periods.

When clients are in “yes mode” at the time of sale, that’s your best opportunity to introduce ancillary products. Strike while the iron is hot.

If you have questions, please drop them in the chat. If not, thank you for your time today, and we look forward to supporting you as you grow your business.