The Hidden Medicare Insurance Leads that Everyone Misses

By: Tony Jackson

If you open the toolbox of nearly every Medicare Insurance Agent, you might find one tool that is conspicuously absent… imagination. So many of us (I know, I have been there) fall into the trap of thinking that our problems are insurmountable. When Medicare closes the door on telemarketing, many utter in despair, “Where will we get our next lead?”

What we often fail to see is that times of greatest adversity almost always present an equal or greater opportunity.

Allow me to illustrate this point. Think of the last time you ate out at a restaurant. As an Insurance Agent, you probably won’t need to think back far. Now in your mind’s eye, think about the moment you walked in to the restaurant. Did the manager or hostess welcome you and smile and generally, did they act as though they were happy you came in? If they didn’t, then just play along with me and think back to the last place that did do that.

Now, as you were leaving the restaurant, full of good food, satisfied with the service, remember that moment you paid for your meal. Did someone ask you, “How was everything?” But then, in the blink of an eye, you walked out the door. How does the owner or the manager of that restaurant know whether you will ever come back again?

Truth is… they don’t! They don’t have a clue.

Now, try to picture yourself as a fly on the wall the weeks following a national economic setback. Can you hear the owner complaining to the manager, “Our sales are down, and customers aren’t coming in. What are we going to do?”

The fact is however that the owner of that business has had more “hot leads” walk through his door in the past month than he knows what to do with. You the customer came into his place of business. You ate his food. You tipped the waiter. You told the manager that the food and service were very good, and then like Casper the Ghost, you smiled and quietly slipped away . I can think of at least 3 techniques whereby that businessman might have "captured you" his best lead, and kept you coming back again and again.

Let me suggest dear Agent that you also have many leads all around you. Maybe, just maybe, you have been so focused on the tyranny of the urgent that you have forgotten this lesson, if you want an apple, pick from the tree that is closest to home. Start with the leads you already have, with your current customers. Lavish attention and love upon them and watch them produce for you like no telephone service ever could!

If you would like additional information about strategies that help you “open your eyes” and see the leads that are all around you right now, visit our marketing page and learn more.

Here’s to your finding your lead mine right under your feet!

Tony Jackson is a Medicare Leads Coach and the author of Medicare Marketing Gold.