For many new agents, finding leads is the biggest hurdle to getting started and earning a steady income. That said, there are about 10,000 people turning 65 every day, so there's no shortage of leads. It's just a matter of drawing their attention to you.
In this article, we're looking at 10 easy ways to generate Medicare leads that won't break the bank.
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1. Create a website, even if it's just one page.
If I were going to start an insurance agency, the very first thing I'd do (after setting up the actual business) is create a website.
You need an online presence, especially if you're going to sell insurance locally. Even if it's a one-page, free website, it's better than nothing.
There are a lot of easy website builders available nowadays, so you don't need to know any code, and you don't need to have any design skills. Some of the more popular website builders include Wix, Squarespace, and Weebly.
If you want a truly free option, check out Strikingly's free option or Carrd.
Just know that with a no-cost option, you probably won't be able to choose your own domain. In my opinion, it's worth investing the low monthly or annual fee to have a domain name that matches your agency name.
2. Create a Google My Business listing.
After creating my free or very low-cost website, I'd promptly set up a Google My Business listing.
This is free, and it allows your agency to be more discoverable on Google searches.
Visit https://business.google.com/ to get started. You'll enter basic information about your business, including your name, address, phone number, email address, website URL, and a description of what you do.
Now, when someone types in "Medicare agent near me," you'll have a better chance at being discovered.
3. Partner up with a local doctor's office.
Nearly every doctor's office I go to has a business card display on the receptionist counter. It's clear that local insurance agents have set up a referral stream with the doctor's office, which helps everyone involved.
If you have any connections with primary care physicians in your area, reach out and see if you can partner in some way.
It doesn't hurt to ask, and your only expense will be business cards, which usually cost around $50 or less for a pack of 500.
4. Exchange leads with a local financial planner, bank, CPA, or attorney.
The same idea goes for other financial professionals in your area. As long as you don't offer the same products, a lead exchange could be mutually beneficial for both of you.
As an example, a CPA can refer his turning-65 clients to you for personalized Medicare help, and you can refer your clients or their family members to him for tax help.
While it's not essential, it can help to create a simple flyer that's essentially a longer version of your business card. Include your contact information and a list of the products you offer.
Canva is a very user-friendly option with plenty of flyer templates to get you started if you don't want to hire a designer to make the flyer for you.
5. Host educational seminars at your local library or senior center.
Connect with your local library or senior center and ask if they'd like you to come in and offer free educational Medicare seminars.
While you cannot sell anything or present any specific plans during these seminars, you will be making connections and getting your name out there.
You never know – maybe someone who attends one of your seminars will reach out to you for help in the future!
Related: 15 Tips for Hosting an Educational Medicare Seminar
6. Host lunch and learn meetings for local businesses.
Another way to get in front of local seniors is reach out to local HR directors. People are working past age 65 in larger numbers than ever before, and sometimes, employers aren't exactly sure how to guide or help their employees.
You can offer to come into the office and host a lunch and learn meeting, either to a group or even one-on-one. Provide Medicare education and offer yourself up as a resource for any Medicare needs as they turn age 65.
7. Create educational TikTok videos.
If you think TikTok is only for young people, think again!
Some of the accounts with the most followers on the platform belong to people age 60+! We've got Grandad Joe with over 6 million followers, Dolly Broadway with over 2 million, and thewhyteelephant with over 4 million followers.
And it's not just seniors behind the camera – recent statistics show that 11% of users are over age 50, and that number continues to grow as the platform becomes more popular.
Making TikTok videos is free, so why not take a few minutes each week to create a short video?
A few tips to help you see early success:
- Make videos that tie into current trends: the more you watch TikTok videos, the more you'll start to spot those trends
- Use hashtags to signal to others (and TikTok's algorithm) what your video is about and who it's for: a few to get you started include #Medicare, #retire, #retirement, #turning65, #medicareparta, #medicarepartb, #medicaresupplement
- Watch other successful TikTok videos to get an idea of what goes viral and to inspire you for what kinds of videos you could make
Here are a few educational Medicare videos that have hundreds of thousands of views. The first one talks about shocking things you may not know about Medicare:
This one gives a brief explanation of the parts of Medicare:
And here's a series about Medicare Supplements:
Compliance note: stay away from talking about Medicare Advantage benefits. You can mention that Medicare Advantage is an option, but the rules are pretty strict about what else you can say without prior CMS approval. If you have any questions or want our team to review a script, reach out! We're happy to help as long as you're an active producer with us.
8. Ask for referrals every time.
When you do start seeing clients, ask for a referral each and every time. The #1 lead source for high volume producers is referrals or word or mouth.
It's free, and the more clients you have, the easier it'll be to grow your business without spending any money on advertising.
Related: 9 Ways to Ask for Referrals to Grow Your Insurance Agency
9. Add a CTA to your email signatures.
Another very simple way to spread the word is to add a call to action to your email signature.
It could be a link to schedule an appointment on your calendar (we use Accuity scheduling and a lot of agents use Calendly), or it could be as simple as "Call ###-###-#### to schedule a free consultation."
Read more about calendar systems here: Insurance Technology: What Modern Insurance Agents Need to Run Their Businesses
List out the products you offer so the recipient knows right away what you can help with.
10. Get involved in your community to make personal connections.
Last but not least, get involved in your community!
Get plugged into your Chamber of Commerce, attend local events, talk to people you meet at church, at restaurants, the golf course... the more people you know, the more you'll be the first name that comes to mind when someone says "Medicare."
Read more: The Art of Prospecting In Senior Market Insurance Sales
Conclusion
Spending money on ads is definitely a great way to promote yourself, but there are also a lot of free ways to get Medicare leads.
Let us know in the comments some of your favorite ways to generate new Medicare leads!
