Cross-Selling Is No Longer Optional

Big changes are here: Part D plan commissions have been cut out for most carriers for 2026. This is a wake-up call for every Medicare agent — if you have relied upon Part D commissions in the past, your income has taken a hit over the last couple of years.

But here’s the good news: cross-selling can more than make up the difference and secure your long-term growth.

The Challenge

• Lower Part D Commissions → Smaller paychecks on one of the most common Medicare products.
• Rising Costs & Workload → You’ll spend the same amount of time serving clients but earn less.
• Client Expectations Growing → Beneficiaries want full more protection.

The Solution: Cross-Selling

Cross-selling turns one policy into a full client relationship — boosting your income, retention, and value.

Here’s why you must make cross-selling a habit:

• Recover Lost Income – Ancillary, Life, LTC, and Annuity sales can offset lower Part D earnings.
• Protect Your Clients – Dental, Vision, Hearing, Hospital Indemnity, and Cancer plans fill the gaps.
• Build Loyalty – Clients with multiple policies stay longer and see you as their trusted advisor.
• Create Stability – Commissions may change, but multiple revenue streams give you control.

Easy Cross-Sell Opportunities

• Dental, Vision, Hearing – Affordable add-ons almost every client needs.
• Hospital Indemnity – Ideal partner for Medicare Advantage.
• Cancer, Heart & Stroke – Simple policies with powerful protection.
• Final Expense & Life Insurance – Helps clients prepare and builds your renewals.
• Annuities & LTC Solutions – For clients who want long-term security.

The Bottom Line

With Part D commissions shrinking, cross-selling isn’t just a “nice-to-have” — it’s a survival strategy. Agents who only write drug plans will feel the pinch, but agents who offer a comprehensive retirement protection package will thrive.

Call to Action

As AEP approaches, ask yourself: Am I prepared to replace lost Part D income?

• Use fact finders and review forms to uncover client needs.
• Make cross-selling part of every client conversation. (Video)
• Lean on our PXL for training and marketing tools that make it easy.

Protect your income. Protect your clients. Cross-sell in 2025 and beyond.

Medicare Marketing Manager

Rick Roberts