Offering Dental Coverage

Notes from Episode 64

Delta Dental did a study ( https://www1.deltadentalins.com/newsroom/releases/2023/05/how-oral-health-affects-senior-mental-well-being.html ) with over 1,000 older Americans about their mental health and their teeth.  57% feel shame about their oral health and the condition of their teeth.  More than 25% said it had been over a year since they went to the dentist.

Do you really think when someone is ashamed of something they are just going to open right up and tell you all about it?  Maybe, but probably not.

The CDC has reported that about 20% of Americans over 65 have untreated tooth decay and around 75% have some sort of gum disease.

Now I am not saying you should grab your client's head, pry their mouth open, and check their teeth, that would be assault.  However, you can bring up dental calmly and with no pressure.

Let's talk about MA plans. 

Many MA plans have a dental benefit included.  So, why would you ask your clients about dental coverage?  Simple.  You can ask your client:

"This plan includes a dental benefit of $X.  Is that enough coverage for you?"

If they give a solid yes, then good.  You asked, and they answered, move on.

However, you will have people ask about that question. 

"What do you mean is that enough?"

"$X may sound like a lot, but it can go quickly should you need a crown or two, as they are typically over $1,000 each.  If you want to get major work done now that you have coverage, I am making sure you have enough to help offset the costs."

Did that sound like it was high-pressure?  Nope.  You are simply educating your clients if they choose to explore extra dental care. If not, they know that the dental benefit may not take them as far as they think and you forewarned them about it.  That doesn't put you in a negative light, just the opposite, as now if they have a concern about some other healthcare situation, they can turn to you as a trusted resource. 

With Medicare Supplements, it is a lot easier.  Unless they have a plan they are carrying over from their past group coverage (or some other dental benefit), they have zero dental coverage.  So, it is just a matter of asking:

"Do you want dental coverage with your plan?"

That's it.  Simple as that.  Don't make it harder than it has to be.

And now you can offer dental with MA or Supps.  Or with any other plans.

Your clients deserve the best service.  The best service doesn't hide options, so be the best for your clients.