Do you know how to generate Medicare leads? Even if you have an FMO like Senior Market Advisors behind you, it is important that you know how to generate your own leads. The more leads you have, the more plans you can sell, and the more money you can make.
You can purchase leads, or you can dig around and get them for free. Here are some of the many ways you can increase your sales potential:
Use Your Existing Resources
The easiest lead to sell to is one you already have. Make sure you know the Medicare guidelines for cross-selling.
- Visual Aids – If you’re meeting with a client to check up on their current plans but hoping to sell them ancillary products, bring visual aids. Medicare is complicated enough as it is, and now you’re trying to sell them other plans. While it doesn’t stand for everyone, some people are visual learners and will better understand you if you can physically demonstrate in some way. Come prepared with infographics and packets with photos of smiling, healthy people to encourage them to work with you to figure out the best plan.
- Awareness – Stay at the front of your client’s minds. Make sure you’re calling to check in. Choose refrigerator magnets over flimsy and easily misplaced flyers. Send them information any time there is a change in health care legalities or carriers, and offer to discuss it with them.
- Opening Lines – Find words that work. Go into every meeting or phone call prepared. Be prepared not just to answer their questions, but also prepared to be a friendly face in their home. Whether you’re calling or knocking on their door, know what you’re going to say to help the client feel comfortable discussing their health care needs with you. Ask them about their kids and their lives – they’ll be much more likely to welcome you back into their home.
Whether it’s through social media or word of mouth, people are more likely to trust their friends and family than a postcard in the mail. Unfortunately, you are not legally allowed to ask for referrals. You can, however, offer extra business cards that your clients can then hand off to friends and family.
Keep plenty of business cards with you – they’re cheap and easy to carry around.
Advertising Yourself And Your Business
- Blogs/SEO – Don’t underestimate the power of blogging! Creating content and using SEO (search engine optimization) is a great way to make you stand out in a sea of agents and to increase your client’s trust that you know what you’re doing.
- Content Marketing – You may think that your Medicare audience is not on social media, but that’s not true anymore. Plenty of seniors are online, and if they catch your advertisement while they’re playing Farmville or embarrassing their grandkids, they just might give you a call. Even if they’re not on Facebook, their kids and grandkids may be on and looking for ways to help.
- Newspapers and Yellow Pages – Some seniors still read local papers, and many still make use of the yellow pages that the rest of us forget about. It can get a little pricey to continuously advertise on these platforms, so take advantage of internet mediums first, as those tend to be cheaper. Analyze your local market – if you know that seniors in your area pay close attention to your local newspaper, take advantage of it. If you know that their audience is small, consider saving your dollars for digital media.
- TV & Radio – Radio is more likely to fall into your budget than TV advertising, but most people listen to the radio on their way to or from work, and a good portion of your audience may be retired. Just as with print media, play close attention to where your local audience is getting their information before typing in your credit card information.
- Flyers & Freebies – Possibly the most important advertising for your senior audience is vivid colors on flyers and freebies that you can place around senior-living apartment complexes and nursing homes. Even if the people living there already have insurance, they may be interested in ancillary products, and you can become their new agent. Remember that you can’t knock on their doors, but you can request permission to call them with mailers or request that they call you with flyers. If they have a main lobby or recreation center, you can see about leaving freebies like pens, notepads, and everything else from dog toys to coffee mugs.
- Scholarships – You can either partner with a college or high school or sign up with a website like scholarships.com. Giving a small scholarship valued at $200-$300 to a student interested in studying health care or business management not only does good for the community but also may bring in leads. The student’s family is likely to draw interest in you and your business, and you may be able to score bonus leads from anyone in the student’s school who is ready to enroll in Medicare.
- Seminars/Q&A’s – You can host free Medicare or general health insurance seminars/Q&A’s at your local library, a conference center, or various senior centers. Though you can’t ask for contact information or collect enrollment forms in this setting, you can tell them what you do. Come loaded with information about Medicare and have plenty of business cards and freebies. Some seniors may be there to pass some time, but others may be there because they need to purchase a plan. Chances are that you’ll get a few calls following your talk.
Purchasing Leads & Partnerships
- Partnerships – Consider contacting local doctors and hospitals and asking them to direct their patients to you if they need help with picking a plan. You still can’t offer incentives for specific carriers, but this way doctors will know that their patients can pay, and patients will know that their doctor is included in their plan. Everybody benefits. You can also consider partnering with local businesses like lawyers and accountants who deal with seniors on a daily basis. Leave your business cards with them, and take some of theirs. It’s all friendly business.
- Purchasing Leads – When all else fails, you can purchase Medicare leads. Remember that you can’t cold call, so make sure that you are purchasing leads from a valid source which compiles lists of people who are interested in speaking with an agent about Medicare. Insurance carriers often offer these kinds of lists. Additionally, you can send mailers asking for permission to call. For generating mailer leads, you can purchase a list of everyone who is near or over 65 in your area. Send them a card asking for permission to call, and when they respond, you have a new lead! This can be a little pricey, but remember…
Contracting with an FMO like Senior Market Advisors means you will gain marketing funding, at least for your first year. Remember that after that first year, you can continue to market yourself, but you can also continue to contact old leads about their plans and sell them additional plans.