Key Takeaways

• A single, well-phrased question can unlock meaningful preventive care discussions with Medicare clients.

• Understanding how to frame preventive care as empowerment—not obligation—builds client trust and loyalty.

Why Preventive Care Conversations Fall Flat

Preventive care is one of Medicare’s most underutilized benefits. Despite covering a wide range of preventive services—from annual wellness visits to cancer screenings—many clients either don’t use them or don’t understand their purpose. When you lead with benefits, coverage terms, or lists of services, you often miss the emotional driver behind client action.

This is where most agents unknowingly hit a wall. You talk about what’s covered. You explain the timing. You mention that it’s included in their coverage. And yet—there’s no interest.

The real issue? Clients don’t see how preventive care fits into their current priorities, especially if they feel “fine.”

The One Question That Changes the Conversation

Instead of leading with coverage details, start with this question:

“What would staying independent look like for you five years from now?”

This opens a future-focused, client-driven conversation that naturally makes space for preventive care. It shifts the discussion from medical procedures to personal goals. From services to stories. From coverage to capability.

Why this question works:

• It helps clients visualize their future in practical, emotional terms.

• It places them in the driver’s seat, encouraging self-reflection.

• It naturally connects health behaviors with outcomes that matter to them.

Once they answer, you can gently bridge into how preventive care helps support that vision of independence.

Framing Preventive Care Around Independence

Many Medicare annuitants resist preventive services because they associate them with aging or illness. But if you reframe these services as tools to protect independence, the conversation feels proactive, not reactive.

You can say:

• “That annual check-up isn’t about finding problems—it’s about confirming you’re on the right path to stay active.”

• “Preventive screenings help you avoid surprise health issues that could limit your lifestyle.”

• “Vaccinations aren’t about fear. They’re a way to keep your immune system ready so you don’t miss what matters.”

In this way, preventive care becomes a tool of empowerment—not just another appointment.

What to Listen for in Their Answers

When a client answers the independence question, they’ll often reveal one or more of the following:

• A desire to travel, volunteer, or care for grandkids

• A fear of losing control or being a burden

• A specific milestone they want to reach (like a family wedding)

• A lifestyle they hope to maintain (driving, gardening, social events)

These become your reference points. Not only do they give you personalized language for your follow-up, but they anchor the preventive care discussion in what they already care about.

Using Medicare’s Annual Wellness Visit as an Anchor

The Annual Wellness Visit (AWV) is a strategic entry point for preventive care. It’s not a physical exam—it’s a future-planning session. That distinction matters, especially when you’ve just asked about their five-year vision.

Help clients understand that the AWV:

• Establishes a baseline to track future changes

• Identifies risk factors before they become problems

• Offers tailored advice based on their personal goals

Because the AWV is covered once every 12 months, you can also create a recurring check-in moment for clients to evaluate how their current health aligns with their future plans.

Timing Preventive Care Conversations for Maximum Impact

Not all moments are created equal. Some periods of the year are better for bringing up preventive care:

• Right after the New Year: Ties in with resolutions and fresh starts

• During Annual Enrollment (October–December): Use plan changes as an opening to talk about available services

• Around birthdays: A natural milestone for health reflection

You don’t have to wait for these moments, but leveraging them gives you added psychological momentum.

Addressing Common Pushbacks

You’ll still face resistance. Clients may say:

• “I already see my doctor when I need to.”

• “I feel fine—I don’t need anything.”

• “All that stuff is for people older than me.”

Here’s how to respond:

• “Seeing a doctor when you’re sick is like putting out fires. Preventive care is more like checking the smoke alarms.”

• “Feeling fine is great—and preventive care helps keep it that way.”

• “Medicare covers these services now so you can avoid future complications. It’s not about age—it’s about staying ready.”

By connecting these responses back to their five-year vision, you keep the conversation grounded in their priorities—not yours.

The Role of Mental Health in Preventive Care

In 2025, Medicare continues to expand its focus on mental health screenings, offering annual depression and cognitive assessments. These services are critical, especially for clients who want to stay socially and mentally sharp.

You can introduce the topic by saying:

• “Mental clarity is just as important as physical strength when it comes to staying independent.”

• “These screenings aren’t diagnostic—they’re check-ins to help you stay sharp.”

This opens the door to a more holistic view of health that your clients may not have considered.

Don’t Just List—Translate the Services

It’s tempting to hand over a brochure listing covered preventive services. But a list is not a conversation.

Instead, translate the services into plain-language benefits:

• “A cardiovascular screening checks your blood levels so your heart stays strong—important if you want to keep up with the grandkids.”

• “A bone density test makes sure your bones stay strong, especially if you love walking, gardening, or staying active.”

Always tie the service to a lifestyle goal they’ve shared.

Following Up Without Feeling Pushy

Once the initial conversation ends, you still need to reinforce the message. Follow-ups can be built into your process in subtle but effective ways:

• Include preventive care checklists in your quarterly newsletters

• Send birthday reminders linking age with eligible screenings

• Offer mid-year wellness check-in calls with a focus on upcoming preventive options

Consistency turns education into habit.

Using BedrockMD to Enhance These Conversations

When you bring up preventive care, the right tools make all the difference. At BedrockMD, we equip independent agents with marketing resources, content libraries, and communication tools that help you:

• Personalize your outreach with goal-based messaging

• Automate timely follow-ups around preventive milestones

• Stay compliant while building trust with clients

We understand how important it is to position yourself as more than just a plan explainer—you’re a wellness advocate. And we’re here to help you grow in that role.

Making Preventive Care a Meaningful Conversation

You don’t need to memorize all the clinical services covered under Medicare. You just need to know which question opens the door.

By asking, “What would staying independent look like for you five years from now?” you shift the conversation into your client’s world. From there, you become their ally in staying strong, capable, and confident.

We built BedrockMD to support professionals like you who go beyond the surface. If you’re ready to position yourself as a trusted partner in preventive care—not just enrollment—we’re here to support you every step of the way.