Why it’s Worth Selling Dual Special Needs Plans (D-SNP) for Insurance Agents

Written by PJ

October 19, 2020

Medicare Dual eligible beneficiaries account for about 20 percent of the Medicare population. That’s about 12 million Americans in need of your help. If that’s not enough, let’s look at some more benefits of selling Dual Eligible Special Needs Plans to consider.  

What is a Dual Special Needs Plan? 

Dual Special Needs Plans (D-SNPs) enroll individuals entitled to both Medicare and medical assistance from a state plan. Since these individuals also qualify for Medicaid based on income, you’re likely to find clients in low-income.  

Why Sell Dual Special Needs Plans? 

If you already sell Medicare insurance, your busy season has started, and you know where you’ll be making your commissions. But what happens when AEP is over? How do you spend your time working for the rest of the year? It’s good to add something to your portfolio that you can sell year-round and make a difference.   

As an insurance agent, you come in contact with a lot of people. However, none of them have the same needs, health conditions, lifestyles, or budgets. Because of that, you want to stay away from the one size fits all mentality. You want to have a wide-ranging portfolio to help you better serve your clients.   

Selling D-SNPs is not only beneficial to the eligible individuals but insurance agents as well. It’s essential to understand this is a largely underserved market. There is an abundance of individuals seeking help to navigate and understand their health insurance options. If you put in a little effort to help, you’ll create relationships that will practically guarantee referrals. Marketing yourself as a Dual Needs specialist can help you build your book of business and generate more income.  

Adding DSNPs to your portfolio is an excellent way to earn commissions after AEP. However, if you are only selling these plans for your own benefit, you may find that you’re not in the right market quickly. Insurance agents that genuinely desire to help others through their business thrive selling Dual Special Needs Plans. You may encounter many individuals who don’t understand their options when it comes to health insurance. You’ll want to sharpen up your skills in explaining things in a manner that’s easy to understand and effectively answer questions. Since you typically find Dual Eligible individuals in low-income areas, which may be unfamiliar, you may find yourself outside of your comfort zone.  

Selling D-SNPs isn’t for everyone. It can be challenging and sometimes uncomfortable. When selling D-SNPs, you should keep an open mind and never look down on a prospect for their living or financial situation. Remember, we all come from different walks of life, but we’re all human.  Always remember the goal is to help others that need you. Without your help, they may otherwise not get the coverage they need. Selling D-SNPs is emotionally and financially rewarding. You know you’ve made a difference and provided for your family at the end of the day. If you want to explore Dual Special Needs Plans available to add to your portfolio, contact your Regional Market Manager at Agent Pipeline.

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