Now that you have wrapped up AEP, it’s time to circle back to your clients and set up appointments to review how their Medicare plan is working for them. It’s also the ideal time to dig a little deeper to identify what other needs they may have. It’s an opportunity to let your clients know the full scope of products you offer.

I have heard about all the excuses out there when it comes to offering ancillary products, or as the industry calls it, cross-selling. 

This may seem counterintuitive.  How can offering more products to clients generate more referrals?  Simple, you are providing more solutions to problems or issues before they become financial drains to a client.