Tips for Generating Leads

Have a website to Generate Medicare Leads

If you’re skeptical of whether or not people in your target Medicare market are surfing the web, just know that in 2019, 73 percent of U.S. adults aged 65 and older were using the internet. So, the chances that Medicare-aged consumers are using the internet to find Medicare info or even a Medicare insurance agent.

Creating a website for your business is one of the best ways to bring in leads. Websites can be as low cost and maintenance as you want, but the effort you put into it will pay off. There are plenty of website builders available at little to no cost that will make creating your own site an easy feat. This will be your platform to market your business and you can choose what you want to showcase.

Compliant Medicare Sales and Educational Events

Holding Medicare sales and educational events are great ways to possibly pull in some Medicare leads. You just have to be mindful of the rules and what you need to do to ensure the events are fully compliant.

Medicare Sales Events

The first thing you need to know about Medicare Sales events is that there are two different kinds: formal and informal.

  • Formal Sales Events: A presentation of plan-specific information to an audience invited to the occasion.
  • Informal Sales Events: An agent offers plan info upon request only while at a table, booth, kiosk, or RV.

Once you have decided which kind of sales event you want to hold, you need to register the event with the proper parties, such as carriers. If you are not holding the event virtually, you also need to choose a location in a public setting where individuals do not receive health care services. There is other do’s and don’ts you’ll need to follow in order to keep the sales event compliant but once you become familiar with the rules, the sales event will give you the opportunity to meet new consumers in your target market whom you can hopefully turn into a lead!

Medicare Educational Events

If you have found out that you are able to conduct an educational event, then you’ll need to plan it. These events serve to inform Medicare beneficiaries about Medicare Advantage, Part D, or other Medicare programs. So, remember when promoting these types of events, you must explicitly market them as “educational” to beneficiaries. There is certainly potential to gain leads from this type of event, but your main focus needs to be on providing accurate, well-rounded, Medicare information to your attendees.

Lead generation can then come into play after the educational event. You can collect a permission to call at the event at this time.

As with Medicare sales events, it is of the utmost importance that you keep it compliant. There are rules to follow and things you can and cannot do, but don’t worry. Just become familiar with these guidelines and stay up to date on compliance changes and it will be smooth sailing!

Establish Partnerships to Gain Medicare Leads

Being active in your community highly contributes to acquiring solid Medicare leads. A way that you can accomplish this is by developing an affinity partnership with a local business in your community. Places like pharmacies, grocery stores (kiosk), doctor offices or local shops are great examples of the kinds of business you could team up with. You’ll be looking for an affinity partner that will help advertise your business and generate referrals. Of course, JSA and Shop N Health can support you and have established relationships in place for you to access.

Direct Mailer Campaigns

Sending direct mailers to gain Medicare leads is another method agents utilize. Running a direct mailer lead campaign can be pricey, but luckily, carriers and field marketing organizations (FMOs) often offer marketing co-op to help cover a percentage of the cost. Specifically, Shop N Health co-op splits the cost up to 50 percent with qualified agents, and our customizable marketing materials.

Different Types of Medicare Direct Mailer Leads

Typically, there are four main types of direct mailers agents send, depending on time of year and the type of leads you wish to gain.

  • T65 Mailers — Leads for this type of campaign are those aging into Medicare, hence (Turning) 65. The mailers should run two to eight months prior to the target consumers’ birthday months at age 65. You are able to sell Medicare Supplement and Medicare Advantage Prescription Drug (MAPD) plans to leads gained from these mailers.
  • Annual Enrollment Period (AEP) Mailers — Leads are usually age 66-75 within the sales market area of your choice for MAPD sales during AEP.
  • Special Enrollment Period (SEP) Mailers — This campaign focuses on leads age 66-75 with the purpose of targeting those with potential SEPs available.
  • Dual Eligible Special Needs Plan (D-SNP) Mailers — Recipients of these mailers are leads from low-income areas who may hold dual-eligible status (qualified for Medicaid and Medicare) and may benefit from a D-SNP plan.

Best Practices for Medicare Lead-Generating Direct Mailers

With direct mailer lead campaigns, there are best practices to follow. It may seem straightforward; you mail them out, then sit back and wait for the leads to roll in. However, it’s not always that simple. Among other factors, you need to consider response volume, your follow-up approach and method for your lead organization.

JSA and Shop N Health have helpful tips for acquiring successful direct mailer leads from personal experience as an agent and agency owner. We recommend continuing to call leads 90 days from when they are returned. You may connect with some of the leads on the first call while some might take 10 or more calls to finally result in a connection.

For more tips on leads inquire on getting contracted with Shop N Health Tamie Mongold