I was doing business planning with one of my coaching clients and was surprised (shocked?) he didn't want to address asset management or life insurance for his client base. He said all he really focuses on was Medicare supplement insurance and final expense policies. I was sure that his clients still needed to address financial issues in addition to Medicare and he said he was just fine letting other professionals handle those needs because he was simply too busy. Do you know why he was "too busy?" Because he was bringing in more than 200 new clients a year!

I asked myself why other advisors weren't using this approach and the only thing I could think of is they really weren't trained about it. I work with many clients from many firms and generally advisors have a third-party company that they can become associated with and sell Medicare supplement insurance. However, if a client doesn't ask for it specifically most advisors don't address this critical need. In this article I'll review the facts about the senior market and more to the point, a few things every advisor should know about Medicare, and finally how to bring in new clients by adding Medicare supplement offerings to your practice.

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