Medicare Insurance Leads

By: Tony Jackson


I remember vividly sitting in my home office wondering, where am I going to get more Medicare Insurance Leads? If you are in sales, you know that getting any leads has only gotten more and more difficult.

I'm sure you recall the days when all through the evening, you would receive telemarketing calls from one sales organization or another. As you well know, that trend faded away with the establishment of the National Do Not Call List.

But as you also know, not everyone subscribed to that list, so telemarketing continued. The problem was, there 1000 fisherman standing around the same little pond, fishing for those 10 fish that were left.

This is what led greedy and unprincipled telemarketing companies (more like the people behind them) to change the definition of a “lead.”

What is a lead? To them, it was someone who couldn’t say no fast enough when they were told (not asked) that someone was coming by the next day to talk to them about their Medicare insurance.

Now technically, that may be a “lead,” but only the way a name off a compiled list is a lead. It certainly was not a good lead and it most definitely (in most cases) was not an appointment.

What do I say to those companies (and the crooks who ran them)? Goodbye to you! It is unfortunate in my opinion that they have only been silenced by legislation and not led away in hand cuffs by the local Sheriff. What is most unfortunate is that many of them will simply shift their shifty marketing tactics to some other market and prey upon someone else.

If you are going to offer Prescription Drug Coverage to Medicare Beneficiaries, obviously you need “leads” or qualified prospects, to which you may offer these products. You can’t knock on doors and you can no longer pick up the phone and call potential prospects (whether or not they are on the national “do not call” list).

So then, “What is a lead?”

Instead of answering this question broadly, I will answer it particularly for you, the Medicare Insurance Agent and I will move from the general to the specific.

1) A lead for you is (obviously) someone who qualifies for what you offer, generally, anyone who has Medicare Part A and Part B.

2) A good lead (as opposed to a bad lead) is a person (always remember, they are people and not simply leads), who needs a Medicare Supplement or Medicare Advantage product. Not all people who have Medicare need an insurance plan. Retired Military personnel for example are covered under a separate set of rules and plans. A person who has such coverage is not a good lead.

3) A better lead is someone who has coverage, but doesn’t realize that their coverage may be lacking in ways in which they are not aware. To help these folks understand their options is both ethical and right. In fact, it is your duty to help them, if they are willing to be helped.

4) An even better lead is someone who has coverage (many times a Medigap policy) and knows they need help (i.e., they can no longer afford their premiums), but they don’t know what their options are.

5) The best lead is a person who is not covered but will soon be “required” to enroll in one plan or another (i.e., those just turning 65 and enrolling in Medicare).

Most Medicare Agents are acutely aware that those in category five are the hardest to reach, simply because they are bombarded with information. On account of their confusion, many people make their decisions almost completely out of desperation, rather than logically (they think that simply because this company or that company has the highest profile celebrity, they must have the best plan for them).

If you can come across to these folks as being a real advocate, genuinely concerned about their interests, rather than just a salesman following up on a lead, it will go a long way in winning them as life-long customers.

With our Medicare lead generation system, we will show you what we have learned. You can obtain quality Medicare leads, you can connect with those folks, and you can make a tremendous income by learning how to help those people overcome their fears and obtain the coverage, which is perfectly suited for them.

About the Author:

Tony Jackson is the leading authority on Medicare Insurance Leads. Tony is also the author of Medicare Marketing Gold