During our recent national call, we highlighted an often-overlooked opportunity: adding hospital indemnity plans to your portfolio. Many Medicare agents focus solely on medical coverage and unintentionally leave a gap when it comes to hospitalization costs. The good news—this is easy to fix. Using your Summary of Benefits, show clients what they would pay for a 3-day inpatient stay, then position the hospital plan as the solution. Continue your review and circle back to it—it becomes second nature after your first few. Options like WELLABE, with guaranteed issue for ages 60–79, make the conversation and enrollment quick and seamless. We also have many top agents successfully doing this today who felt unsure at first.
We also walked through the financial impact. At an average, 35.6% commission, one hospital plan can generate around $203, and even more if you enroll a spouse. Adding just two plans per week can translate to roughly $20,000 in additional annual income. During lock-in season, this is a simple way to maintain production while increasing your earnings.
Beyond income, this strategy helps you reach bigger goals faster. Writing just two per week can reduce the number of Medicare Advantage applications needed to qualify for our Maui conference, making that path much more attainable. It’s a small addition that can make a big impact.
If you’re unsure how to incorporate this into your process or want help mapping out your path to Maui, connect with your District Sales Manager or Regional Director—we’re here to support you.
And if you’d like to learn more about Wellcare, be sure to revisit our February National Call for a deeper dive.
On our April national call, we focused on one of the most effective and sustainable ways to grow your business: generating your own referrals. We talked about the importance of putting yourself where seniors already are and staying actively involved in your community. There are countless opportunities to connect—VFW posts, senior centers, church groups, quilting or sewing circles, and organizations like the Elks or Lions Club. When you consistently show up in these spaces, you build trust and become a familiar, go-to resource.
We also emphasized one of the most valuable—and often overlooked—strategies: leveraging your existing client base. You’ve worked hard to get in the door, earn trust, and truly help your clients. By the end of your appointment, they know, like, and trust you—so why not build from the community you’ve already created? One of my favorite techniques is simple: during your wrap-up, ask clients what groups, hobbies, or social circles they’re involved in. You’d be surprised how often that question leads to new opportunities and warm introductions.
One example I shared was a client who mentioned she plays Bunco every Wednesday and invited me to meet the group, noting they often talk about Medicare and health. That single invitation created a natural connection to 11 other women—and more than two-thirds became clients. When you consistently ask and allow clients to open those doors, you create meaningful relationships and grow your business right in your own backyard.
Many of you have asked for ways to increase your leads and activity—this is one approach that can pay off in a big way. We encourage you to try it in your next appointment—what do you have to lose?
A simple question can lead to new connections, stronger relationships, and more opportunities than you might expect.
If you missed the national call, be sure to catch the full recording on our agent portal, ARC.
Mai-Lee Coddington
Regional Sales Director, SW
During our March National Call, we welcomed special guest Dan Memory from Aetna Senior Supplemental Insurance (SSI), who shared valuable insights into the Aetna SSI product portfolio and how agents can use these solutions to better serve clients while growing their business.
Aetna’s SSI lineup is designed to complement and help fill the gaps many clients face. From Medicare Supplement plans to ancillary protection products and final expense coverage, these solutions give agents the flexibility to meet a wide range of client needs.
Aetna’s Medicare Supplement plans offer dependable coverage and flexibility for clients who want the freedom to choose their healthcare providers.
Key highlights include:
This product provides clients with financial protection when facing some of the most serious health events.
Highlights include:
These plans help clients manage unexpected expenses while giving agents another way to add value to their portfolio.
Hospital Indemnity Flex is designed to help clients cover out-of-pocket costs associated with hospital stays and related care.
Key features include:
This flexible design allows agents to tailor coverage based on a client’s budget and protection needs.
Aetna Final Expense Whole Life provides a simple way for clients to prepare for end-of-life expenses while giving families financial peace of mind.
Plan highlights include:
The Aetna SSI product suite gives agents multiple opportunities to strengthen their client relationships while expanding their book of business. By pairing Medicare coverage with supplemental and protection products, agents can deliver more complete solutions and create additional revenue streams.
If you missed the call or want to review the materials again, be sure to explore the full Aetna SSI product availability chart and detailed plan information to see where these solutions fit into your strategy for the year ahead.
When the clocks move forward each year, most people focus on losing an hour of sleep. When I was working in the field, I always saw it differently. Daylight Savings Time meant opportunity.
The days are longer, the weather improves, and people are simply more accessible. These days, many of our clients are still working and may not get home until after five o’clock. When it stays light until six or seven, it creates a perfect window for follow-ups, drop-ins, and conversations that were much harder to have during the darker winter months. If someone no-shows earlier in the day, you have plenty of time to circle back later.
This time of year, is also an important transition in our business. OEP will be ending soon, which means ancillary products will carry much of the opportunity for the remainder of the year. Now is the time to sharpen your knowledge and build confidence by presenting those solutions.
It’s like the story I always tell, about the old man and the young man cutting down trees. Both can swing their axe all day, but the one who stops to sharpen it will usually cut down the most trees. The same applies here. The agents who take the time now to sharpen their skills will be the ones who continue producing long after OEP ends.
The days are getting longer. The opportunity is there. Now it is time to sharpen your axe and make the most of it.
Colan Mouton
Regional Sales Director, NE
Wellabe’s Critical Illness insurance delivers value and protection you won’t find anywhere else. Our plans allow you to cover couples and multiple illnesses under one policy—and even include an optional rider for skin cancer, a benefit many plans don’t offer at all. With a selection of customizable riders, including restoration benefits that provide up to two additional payments after full recovery from your initial diagnosis, you can build coverage that fits your needs. Our Critical Illness plans help you stay financially prepared by protecting your savings from the unexpected costs that follow a serious health event.
If you’re between ages 18 and 89, you can apply and select the lump-sum benefit that will be paid directly to you upon a qualifying diagnosis. Benefit amounts are available in $1,000 increments, from $5,000 to $100,000. You can design coverage for yourself, your spouse, and your children—all on the same policy. When you and your spouse choose the same coverage level, you receive identical benefits, and dependent children added to the plan receive 25% of the selected benefit amount.
Choose from two Critical Illness base plans and enhance your protection with optional riders. With one policy, you can elect to cover cancer only, heart attack and stroke only, or a broader combination of conditions. Depending on the riders selected, coverage may also include heart attack, stroke, skin cancer, blindness, deafness, end-stage renal failure, or major organ failure requiring a bone marrow, stem cell, or organ transplant.
Wellabe Contact Information:
Courtney Mayer, Int Sales Acct Dist Mgr
Phone: (515) 695-2113
[email protected]
On Monday’s National Call, we had the privilege of announcing something truly special — our 2026 Top Producer Conference will be held in Maui.
Maui is more than a destination. It represents excellence, commitment, and the reward that comes from consistent production and sustained focus. Many of you are already positioning yourselves to qualify, and we couldn’t be more excited about what lies ahead.
We also introduced a powerful new incentive to help you earn additional conference credits through ancillary production. Getting a jump on qualification now means less stress at year-end — and a stronger book of business with improved client retention along the way. If you missed the details, review the attached flyer and start accelerating your path to Maui.
Deborah closed the call with a powerful reminder: Olympians don’t reach the world stage by accident. They arrive through relentless consistency, discipline, and an unwavering refusal to quit.
That mindset applies directly to you. Your production, activity, attitude, and persistence quite literally shape your future.
Here’s how top producers mirror Olympians:
Let’s keep showing up. Let’s keep growing. And let’s build something we’re proud of together. We would love to see a record number of qualified agents next year — and we know you’re capable. You still have over six weeks of OEP left. Stay active, take advantage of the opportunity in front of you, and reach out so we can help you map your road to Maui.
Mai-Lee Coddington
Regional Sales Director, SW
February 16: President’s Day – UIG Offices Closed
February 17: Lunar New Year
March 9: March National Call
March 10: Last Day of Ancillary Incentive for Maui
March 31: Last Day of OEP
January 27: Business Month End for January
February 9: February National Call – Click to register
February 16: Presidents Day – UIG Offices Closed