Key Takeaways
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Dental care remains one of the most frequently requested benefits among Medicare annuitants, yet it is often overlooked in conversations between independent agents and their clients.
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In 2025, awareness of what is and isn’t covered by Medicare—and how to advise clients on their options—is vital to building trust and retaining clients in a competitive market.
Why Dental Care Keeps Coming Up—And Why You Should Pay Attention
As an independent agent working with Medicare clients, you already know that most conversations begin with questions about doctors, hospitals, and prescription drugs. But often, buried in follow-up questions or offhand remarks, is a topic your clients really care about: dental coverage.
In 2025, original Medicare still does not cover most dental services. That means no routine cleanings, no fillings, and no dentures. This gap is significant, and it’s one of the first pain points clients discover after enrolling.
Many annuitants assume dental care is included because it’s so essential to overall health. By the time they bring it up, they’re often already frustrated. If you’re not proactively addressing this issue, you’re missing a crucial opportunity to lead with value.
What Medicare Actually Covers in Dental (and What It Doesn’t)
The confusion usually starts with what Medicare does and does not pay for. As of 2025:
Covered under Original Medicare (in rare cases):
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Dental exams required before a medically necessary procedure (e.g., heart valve replacement or kidney transplant)
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Jaw reconstruction due to injury or disease
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Some oral surgery that’s integrated with covered medical services
Not covered under Original Medicare:
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Cleanings, exams, or X-rays for routine dental care
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Fillings, extractions, root canals
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Crowns, dentures, dental implants
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Orthodontic care
This separation can catch clients off guard. Many don’t realize the extent of what’s excluded until they’re facing large out-of-pocket bills.
Why Agents Often Miss the Dental Conversation
Even seasoned agents may skip the dental conversation for a few common reasons:
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It’s not part of core Medicare coverage, so it feels secondary.
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They assume clients will ask if it matters.
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They’re focused on Part A, B, and D basics and don’t want to overwhelm new enrollees.
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They believe clients can add a dental plan later if needed.
While all of this is technically true, it’s a tactical error. Medicare annuitants are becoming more informed in 2025, and they’re evaluating agents based on how complete the consultation feels. Leaving out dental can make your guidance seem incomplete—even if you did everything else right.
How to Talk to Clients About Dental—Without Overcomplicating It
Your goal isn’t to pitch, upsell, or overwhelm—it’s to educate and equip.
Try integrating this simple, transparent approach into your enrollment discussions:
“I want to make sure you’re aware of something that often gets missed: Original Medicare doesn’t include most dental services. That means if regular dental visits or procedures are important to you, we should talk about how to get that covered. Would you like to look at your options?”
This opens the door without pressure. It also builds credibility by showing that you anticipate client concerns—even before they voice them.
Available Options to Consider
Once the conversation is open, walk clients through the general landscape of their choices. In 2025, these typically fall into three categories:
1. Standalone Dental Plans
These are private dental policies purchased separately. They may offer:
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Preventive services (cleanings, exams, X-rays)
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Basic procedures (fillings, extractions)
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Major procedures (crowns, dentures, root canals)
Clients should be aware that:
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Premiums and out-of-pocket costs vary
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There are often annual benefit limits (e.g., $1,500 per year)
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Some plans require waiting periods for major services
2. Medicare Advantage Plans That Include Dental
Many Medicare Advantage (Part C) plans include dental benefits. However, clients need to understand that:
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Benefits vary widely by plan and region
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There may be annual caps, service limits, or networks
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Coverage may only include preventive care
Use caution here—don’t promise comprehensive dental without reviewing specifics.
3. Discount Dental Programs
These are not insurance but provide reduced rates at participating providers. Considerations include:
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No waiting periods
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Limited provider networks
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Savings vary significantly by procedure
They may appeal to clients who want to reduce costs without buying a full insurance plan.
What Clients Are Actually Asking—Even If They Don’t Say It Directly
When clients say, “Does Medicare cover dental?” what they usually mean is:
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Will I have to pay a lot out-of-pocket for dental care?
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Can I keep seeing my current dentist?
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Is there a plan that makes dental costs more manageable?
Anticipating these concerns helps you tailor your conversation:
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Focus on value, not just coverage.
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Talk about access, not just networks.
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Highlight predictability in costs, especially for retirees on fixed incomes.
How Ignoring Dental Can Hurt Your Long-Term Relationships
If a client experiences unexpected dental expenses a few months after enrolling, they may:
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Blame you for not informing them
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Be less likely to refer others
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Switch to a different agent next year
On the other hand, agents who address dental proactively are seen as comprehensive, thoughtful, and trustworthy. That translates into higher retention and more referrals.
When to Have the Dental Conversation
Timing matters. These are key opportunities to bring up dental benefits:
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During initial Medicare enrollment: This is when clients are building their overall health coverage strategy. Don’t skip it.
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At annual review appointments (October–December): This is your chance to help clients evaluate if their current plan still meets their needs—including dental.
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When clients mention a dental issue: If someone says, “I’ve got a root canal coming up,” or “My dentist says I need a crown,” bring up options immediately.
Avoiding Common Pitfalls When Discussing Dental Coverage
To stay compliant and effective, steer clear of these mistakes:
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Don’t guarantee any dental procedures will be covered. Always encourage clients to review the full summary of benefits.
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Don’t oversell limited coverage as comprehensive. Be honest about annual limits and service exclusions.
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Don’t use vague language. Be specific about what’s included and what’s not, using the terms your client understands.
Clarity builds trust.
Why Dental Becomes a Bigger Deal in Retirement
For working adults, dental insurance is often part of employer coverage, and they may not think much about it. But once retired, dental costs become more noticeable—especially for:
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Preventive care that was once free or discounted
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Long-term maintenance (crowns, bridges, implants)
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Emergencies that turn into multi-thousand-dollar bills
This reality makes it even more important that you address dental during every Medicare consult.
How BedrockMD Helps You Close the Gap
Dental isn’t just a minor detail—it’s a trust builder. And trust is what helps you build a lasting book of business.
At BedrockMD, we support independent agents like you with training and digital tools that help you confidently explain dental benefits and other high-interest gaps in Medicare coverage. With our free CRM and quoting platform, you can easily track your clients’ needs, compare general coverage types, and keep your messaging consistent.
We’re here to help you turn overlooked benefits into powerful client conversations.
Sign up on BedrockMD today and see how we help professionals like you grow, retain, and deliver value—every time.
