If you are an experienced insurance agent working in the senior market, you know routine vision coverage is not included in Original Medicare.

However, a doctor can order eye care for a Medicare beneficiary if they consider it necessary to treat the person’s medical condition or an injury.

In addition, Medicare Part B will usually cover annual preventative exams for diseases such as glaucoma and diabetic retinopathy.

Glaucoma is caused by fluid buildup in the eye that can damage the optic nerve; while diabetic retinopathy is damage to the retina caused by abnormally high blood sugar.

Preparing for the future

Even if your clients have perfect vision now, they are likely to develop conditions affecting their eye health as they age.

For these healthy individuals, there are Medicare Advantage plans incorporating so-called extras, including annual eye and vision exams.

Even basic coverage can help them protect their eyesight and avoid expensive treatments and procedures later on.

By raising this topic with your clients, you are sending them a powerful message that you are looking out for their interests.

When they speak, listen

Clients 65 and up may be anxious about the cost of vision insurance.

This is understandable. Many live on a fixed (and limited) income.

Take the time to empathize with their concerns. Then point out the following:

  • Diminished function or a total loss of eyesight is often preventable with regular exams and preventative care; and
  • Eye problems can affect their ability to carry out everyday tasks and even jeopardize the independence they and other seniors value so much.

Taking care of clients

Now is the time to demonstrate to your clients without vision insurance the ways they can incorporate its benefits into their wellness routine via Medicare Advantage.

Remember, Medicare Advantage plans that incorporate “extras” such as vision are becoming increasingly popular with beneficiaries.

This will not only help them meet an important need at an affordable cost but also boost your supplemental insurance sales strategy.

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