Mending the Gap: Consider ancillary products for your clients

As an insurance sales agent, you have seen the rising costs in healthcare coverage over the past few years. Premiums, deductibles, and out-of-pocket costs have been increasing, making it impossible for some individuals and families to stay afloat in the midst of an unexpected health crisis. Selling ancillary insurance products will provide much-needed solutions to gaps in coverage.

Additionally, by selling ancillary benefits you are able to diversify your portfolio.

Benefits to your clients

Ancillary products, better known as Voluntary benefits, may seem like a nice-to-have option, but more of your clients than ever before are beginning to see them as an integral part of any benefits package.

But, what exactly does ancillary mean? These insurance plans provide beneficiaries coverage that supplements their major medical coverage. There are several different types, such as hospital indemnity plans, critical illness plans, and dental, vision, and hearing plans. Want to know how to grow your business fast? Offer these “extras” to your clients.

The products

Thrivent FRs should consider selling some of the following ancillary insurance solutions to broaden the scope of your cross-selling capabilities.

Short Term Health

Intended to help cover a gap in coverage during transitions, short term health insurance protects individuals that may be between jobs, waiting for employer group coverage to begin, or in need of a temporary plan. Applicants will be subjected to medical underwriting and pre-existing conditions will not be covered.

Approved carriers:

Dental and Vision

Dental coverage can include preventive and diagnostic care including annual checkups, cleanings, x-rays, and more. Without dental insurance, an unexpected oral health crisis can be incredibly costly.

A great complement to dental insurance is vision insurance.  Essential services covered by a vision care plan can include preventative eye care, vision exams, prescription lenses, and even surgery. Vision care can be critical to overall wellness and continued good health. Early symptoms of high blood pressure, diabetes and other diseases can be detected in an eye exam before showing up in a regular physical exam.

Approved carriers:  

Critical Illness

The financial damage caused by serious illness can be devastating to a family. Critical illness insurance can provide a lump-sum payment when a pre-determined event occurs, such as a heart attack, coma, life-threatening cancer, renal failure, stroke, or other critical health issue. The cash payment can be used to cover non-medical costs, such as mortgage payments, groceries, or car payments.

Approved carriers:

Benefits to you

By incorporating ancillary products into your portfolio, you will not only be able attract more clients and generate additional commissions, you will also differentiates yourself from the competition.

With ancillary products, you can sell year-round to individuals both over and under 65.

Long-term success in insurance sales will depend on your ability to keep expanding your business. Whether you are a seasoned veteran or just starting your career, growth can be challenging. Adding new clients requires a great deal of time, effort, and money spent on marketing campaigns and lead generation. Instead of focusing on finding new clients, consider the vast opportunities you have within your current book of business. Increase your total revenue per client by selling ancillary insurance products to the people who already trust your expertise.

Contact LeClair Group’s brokerage team at with questions.