Expand Your Book of Business: How to Generate More Medicare Leads and Get More Clients

Expand Your Book of Business: How to Generate More Medicare Leads and Get More Clients

August 25, 2023 | Convoso

For Medicare agents looking to expand their businesses and increase profitability, developing a robust lead generation strategy is essential. As competition intensifies in the healthcare market, agents must adapt and employ the right techniques—and the right variety of them—to capture the attention of potential clients. 

This guide on how to generate Medicare leads will explore the most effective methods for getting more Medicare prospects and clients, empowering insurance agents to broaden their reach, outperform competitors, and ultimately achieve remarkable growth.

Get Medicare Leads with the Right Tactics

When we talk about Medicare leads, there’s no single customer persona we have in mind. In reality, Medicare marketing caters to a huge array of customers—each with their own needs and preferences. Here’s how you can generate more of the most common types of Medicare leads.

Turning 65 Leads (T65)

Individuals nearing their 65th birthday are about to become eligible for Medicare, and many are venturing into Medicare options for the first time. 

To capture this demographic, agents can employ direct mail campaigns specifically targeting those in the 64-age bracket. Another effective approach is hosting educational seminars or webinars discussing the basics of Medicare. Collaborations with local community centers or senior-focused organizations can also be a beneficial avenue for outreach.

Medicare Advantage Leads

Medicare Advantage plans (Part C) provide an alternative to Original Medicare, often encompassing additional benefits. Leads in this category typically show interest in these plans or contemplate a switch from Original Medicare. 

To generate Medicare Advantage leads, agents can offer comparison guides highlighting the benefits of Medicare Advantage over Original Medicare. Digital advertising on platforms frequented by seniors and pay-per-click campaigns targeting Medicare Advantage-related search terms can also prove fruitful.

Medicare Supplement (Medigap) Leads

Individuals searching for policies to bridge the gaps in Original Medicare coverage gravitate towards Medigap plans. These leads often seek the peace of mind that comes with covering out-of-pocket costs not included in Parts A and B. 

To generate Medigap leads, agents can use content marketing that delves into the gaps in Original Medicare and how Medigap fills them. Partnering with healthcare providers or facilities to provide information on supplemental coverage options can also be beneficial.

Special Needs Plans (SNP) Leads

SNPs are tailored Medicare Advantage Plans designed for distinct groups, such as those with chronic conditions, institutionalized individuals, or those with dual eligibility for Medicaid and Medicare.

For SNP lead generation, agents should focus on niche marketing efforts, such as offering informational sessions at facilities catering to these groups or crafting tailored content discussing the unique benefits of SNPs.

Dual-Eligible Leads

These individuals qualify for both Medicare and Medicaid and are in search of plans that bring together the benefits of both programs. 

Given their unique needs, agents can generate these leads by working closely with state and local agencies to identify potential dual-eligible beneficiaries. Hosting sessions about the advantages of integrated plans or providing resources on how to seamlessly manage both benefits can also be effective.

How to Generate Medicare Leads: 6 Ways to Get More Clients

We’ve alluded to some of the best Medicare lead generation tactics above. Now, it’s time to get a little more detailed. Learn how you can get more Medicare leads with these top approaches.

1. Use Direct Mail

In some ways, you really can’t beat good old-fashioned snail mail, especially when it comes to marketing Medicare to seniors (or soon-to-be seniors). 

Despite its decidedly analog nature, direct mail can deliver personalized communication to a targeted audience. By segmenting mailing lists based on lead types, such as those covered above, businesses can tailor their message to each group’s specific needs and preferences—and reach potential policyholders at a low cost. 

With a tangible piece of mail, Medicare agents can offer valuable information, exclusive promotions, or free consultations and incentivize potential customers to explore the available Medicare plans, ultimately boosting lead generation and conversion rates.

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2. Provide Education

Potential Medicare recipients—and existing ones—have questions. Because let’s face it: Medicare isn’t always the easiest system to approach. And this reality gives lead generators an opportunity.

By creating educational content that’s informative and engaging, agents and organizations can serve as a valuable resource to prospects. Offer content that addresses the needs and concerns of this audience. In this way Medicare organizations can steadily build authority and trust with leads—and become one of the first places they turn when it comes time to finding the right plan.

To generate the most relevant and valuable content possible, 

  • Conduct a thorough keyword research to identify the terms related to plans, benefits, and enrollment processes that your leads might be searching for
  • Develop in-depth articles, blogs, and guides that cover these topics and incorporate common search terms to improve visibility
  • Above all, ensure that content includes clear, strong calls-to-action to encourage readers to take the next step—and provide permission to be contacted

3. Build Your Social Media Presence

The growing older generations – the Baby Boomer demographic – tend to be digitally savvy, and their significant use of social media is only increasing.  That’s why organizations wanting to generate Medicare leads need to maintain an active presence on sites like Facebook. 

Social media offers a wealth of opportunities to engage potential Medicare leads. For one, social media is an ideal setting to share the relevant, informative content already mentioned. Plus, businesses and agents can foster connections with followers by responding to comments, answering questions, and joining relevant discussions that showcase expertise.

Organic social activity can also be supplemented with paid advertising on social platforms, which can be highly targeted toward specific demographics and locations, ensuring that messaging reaches potential leads. In tandem with targeted content, agents can utilize all the social media platforms have to offer to generate more leads ahead of, and during, the Annual Enrollment Period.

4. Optimize Your Website for Traffic and Conversions

In the digital age, having a highly optimized and user-friendly website is crucial for generating Medicare leads, as it often serves as the first point of contact between potential customers and your business. 

A well-designed website establishes credibility and professionalism, while guiding visitors through their decision-making journey. To ensure your website is optimized for lead generation:

  • provide clear and easily accessible information about Medicare plans
  • incorporate strong calls-to-action (CTAs) that encourage visitors to request quotes or consultations
  • utilize responsive design for seamless browsing across devices

An optimized website effectively captures the interest of potential customers, nurtures leads, and ultimately drives higher conversion rates, making it an indispensable tool in your overall Medicare lead generation strategy.

5. Earn Referrals with Top-Notch Customer Service

Delivering exceptional customer service plays a significant role in generating Medicare leads through referrals, as satisfied customers are more likely to recommend your services to their friends, family, and acquaintances. 

By addressing inquiries promptly, providing personalized support, and going the extra mile to ensure customer satisfaction, you create positive experiences that foster loyalty and trust. Encourage existing clients to share their experiences through testimonials, online reviews, or social media, as these can serve as powerful endorsements for potential leads. 

Consider implementing a referral program that rewards customers for referring new leads, further incentivizing them to spread the word. By combining outstanding customer service with strategic referral initiatives, you can leverage the power of word-of-mouth marketing to attract and convert more Medicare leads.

6. Reach More Prospects with Speed to Lead

As in many industries, Medicare prospects that express interest don’t have a long lifespan. If you’re too slow to reach out, you quickly run the risk of losing out on leads.

Top-notch speed to lead is an absolutely crucial capability to look for in the dialer software you use to contact leads. Without the ability to automatically prioritize the warmest potential leads and penetrate through long lists of prospects quickly, your organization is leaving conversions—and growth—on the table.

Related Content

Dig deeper into the importance of speed to lead in health insurance lead generation.

Other Can’t-Miss Medicare Lead Generation Best Practices

Much of Medicare lead generation is about getting your offerings in front of the right people and at the right time—but that’s not all there is to it. Follow these additional best practices to ensure that you not only generate leads, but do so compliantly. 

Create an Annual Compliance Checklist

Each year, the Center for Medicare and Medicare Service (CMS) updates and continues to enforce its Medicare Communications and Marketing Guidelines (MCMG). These binding rules apply to both sponsors and their partners, and without the right counsel and preparation, lead generators can quickly find themselves in a world of trouble.

Each year, as plans and the CMS’s regulations change, agents are required to pass an AHIP certification exam. This annual exam certifies that agents have passed relevant fraud, waste, and abuse training and are well-verse in the latest CMS regulations. Scheduling an exam (and passing it!) when the season begins—usually around June—is a must-have on any annual checklist.

According to expert attorneys Puja Amin and Michele Shuster, lead generators should also develop and closely follow a broader Open Enrollment compliance checklist with the help of their counsel. This checklist should include, for example:

  • Performing a regular risk assessment and audit of practices: Work with experts to determine areas of risk and shore up unnecessarily risky exposures. Develop a defensible position for how your lead generation business operates.
  • Evaluate partners and contracts: Your business is only as safe as those you work with. Assess contract terms and discuss risk management practices with all of your vendors and partners. 
  • Rely on the right solutions: Your dialer software should be able to integrate compliance-support tools like list-scrubbers, caller ID reputation management solutions, and more.

Related Content

Watch the webinar: learn more about how to create an Open Enrollment compliance checklist

Another key aspect of compliant Medicare lead gen is obtaining—and documenting—consumer consent.

This means documenting both permission to contact (PTC) under CMS guidelines and express written consent to comply with the TCPA at the federal level.

It’s crucial to work with expert counsel who can examine your lead generation practices to ensure they support compliance with all relevant rules and laws. And in an environment where legislatures at the state level are enacting their own regulations governing outbound sales and lead generation, this requirement only becomes all the more necessary.

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Lean on the Right Scripts

Supporting compliance applies to not just lead-gathering practices but the conversations that agents have with potential customers. There’s no better way to support compliant conversations—and drive more sales—than using the right sales scripts. Better yet, the latest dynamic scripting software can help Medicare lead generators and sales teams develop scripts that update in real time, as agents move through conversations, making it easier than ever to stay on message and in compliance.


DISCLAIMER: The information on this page, and related links, is provided for general education purposes only and is not legal advice. Convoso does not guarantee the accuracy or appropriateness of this information to your situation. You are solely responsible for using Convoso’s services in a legally compliant way and should consult your legal counsel for compliance advice. Any quotes are solely the views of the quoted person and do not necessarily reflect the views or opinions of Convoso.

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