How to Use the T65 Locator (and Why Agents Love It)

How to Use the T65 Locator (and Why Agents Love It)
July 20, 2021

The T65 Locator makes it easy to find local Medicare prospects. It's quick to use, and pulling up locations on the map is a breeze. The best part? It's free for agents who do business with New Horizons.

Here's what you need to know about the T65 Locator, including how to use it for insurance lead generation, why it's better than paid lists, and what to do with the T65 information once you have it.

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T65 Locator vs. Paid Lists

The T65 Locator rivals T65 lists you can purchase from lead vendors in a couple of ways.

Free Tool

The first is obvious: it's free! Paid lists can cost hundreds of dollars, but as long as you do business with us, you have free access to the T65 Locator.

Marcelo M., an agent with over a decade of experience, says he purchased a T65 list with nearly 4,000 names. When he started using the T65 Locator, he realized many of the names on his purchased list were available on this free tool. His plan moving forward is to use the T65 Locator instead of purchased direct mail leads.

Not Just Zip Codes

The other big benefit of the T65 Locator is you can get T65 information based on any location.

Tyler P., a new agent, says he likes that he can get names wherever he is, which is different from purchased lists.

Alex N., an experienced agent, says it's really helpful to know who's turning 65 soon in his town: "It's way better than buying a list from a vendor."

Typically, lead vendor lists are based on a county or zip code. With the T65 Locator, you can get names for any area you want – not just a zip code. That's a feature that Don R, an agent with over a decade of experience, really enjoys. "It's the best T65 lead source I've found," he says.

Visualize Prospect Locations

Marcelo M. also adds that it's nice being able to visualize where your prospects are: "I find it very useful in not just providing names, addresses, and DOB, but it also shows their location on the map."

If you do door-to-door sales, you can better plan your route, but even if you're just a visual person, having the map view is helpful.

t65-leads-medicare-agentsRelated: Marketing 101 for Independent Insurance Agents: 17 Ways to Successfully Generate More Leads

How to Utilize the T65 Information

The T65 Locator provides you with the name, address, and birthday of individuals getting ready to turn 65 in your desired area. Once you have the information, the question is: how do I best use it?

Personalized mailings

Valerie Z, a new agent, says this is an excellent tool for postcards or mailers with a personal touch.

Rather than sending out a generic mass mailing, you can get more granular with a name or even some helpful information about enrollment periods based on that person's birthday.

Valerie says her three-part plan of attack is to send a postcard, a mailer, and a final follow-up. "This is an invaluable tool to me as a new agent!" she says.

Carrier postcards

Since you already know the location of your prospect, you have an idea of what carriers and plans are the most competitive in that area.

Kelly W., an agent with over a decade of experience, says she's already sent T65 postcards, ordered from UHC.

Many carriers have pre-created marketing materials, and since you can't do outbound sales calls for Medicare Advantage, mailers are typically your best foot in the door. The T65 Locator makes that marketing plan easy!

humana-ad-example

Humana ad example, available in their agent portal

aetna-postcard-example

Aetna postcard example, available in the Aetna Medicare Marketing Studio

Related: How to Market Medicare Advantage Plans

Door knocking

Because the T65 Locator doesn't provide phone numbers, an obvious way to utilize the information is to go door-to-door. You won't waste time on any homes that aren't in your desired age range, and you have a map to plan your route efficiently.

While this marketing method has died down a bit over the years – especially since COVID-19 – many agents are still doing it with success, and the T65 Locator makes it that much easier.

*Please note the T65 Locator app is designed for Medicare Supplement sales. Door knocking for Medicare Advantage is not compliant with CMS.*

Related: The Ultimate Guide to Door Knocking for Independent Insurance Agents

Expand your footprint

If you've been wanting to branch out into new counties or even new states, the T65 Locator could be the perfect tool.

Mike S., an agent with over a decade of experience, likes that he can search any state to find marketing opportunities. It opens up an opportunity to get into virtual sales in locations you wouldn't have previously had access to.

"It is the easiest to use marketing tech I have ever seen and will go a long way to helping me improve my supplement book of business," Mike says.

Related: Want to Expand Your Med Supp Business? Consider These States

Accessing the T65 Locator

The T65 Locator is free for any agent who does business with us (New Horizons).

Just fill out the eligibility form, and we'll email you access instructions.

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How to Use the T65 Locator

You can use the T65 Locator tool on any device, including a desktop computer, tablet, or smartphone.

Once you're registered and logged in to the T65 Locator tool, you'll click on the T65 Locator banner.

t65-app-step-01

Then, the T65 Locator map will appear. You'll need to grant location access in order for the tool to work, so click "OK:"

t65-app-step-02

Then, the T65 Locator map will appear, and you can start looking at your potential Medicare leads.

t65-app-step-03The map will automatically show T65 leads based on your current location, but you can easily change that location by dragging and dropping the blue pin.

Here's a video to show you how to do that:

t65-tutorial

Setting T65 Map Preferences

You can change some settings to adjust the results on your T65 map if you like.

To do this, click on "Application Settings" on the T65 Locator homepage.

Application settings to change T65 map preferences

Then, you'll see T65 Map Preferences, where you can adjust how many results appear, at what distance, and more. The default settings are 10 results maximum, showing individuals who are turning 65 in 6 months or less, as seen in this image:

T65 map preferences

However, you can adjust those settings to show up to 100 results, and you can see individuals who are turning 65 in 12 or months or less.

You can also adjust the maximum distance, or you could simply drag and drop the blue location pin to see a new area on the map.

Expanded T65 map preferences

After you change your preferences, be sure to scroll down and click the Save Changes button:

save changes

Now, instead of seeing 10 results, my new default T65 map shows 100 results, and I can see individuals who are turning in the next 12 months.

100 results on T65 locator map

Utilizing the Med Supp Quoting Tools

The T65 Locator is conveniently connected to CSG Actuarial quoting tools, allowing you to get quick access to rates and underwriting guidelines.

You can adjust your rate quote preferences by going to "Application Settings."

There, you can change your default zip code for Med Supp rates, whether you want to apply household discounts to the rates, and more. Be sure to save your changes!

rate quote preferences

Whenever you see a suggested Med Supp rate on a prospect's card, you can click on "more rates" to see all of the available Med Supp options in that zip code.

More rates

Now, you can view all Med Supp quotes and even access company information and underwriting guidelines.

med supp options and underwriting guidelines

Click on "Underwriting Guidelines" to get a quick synopsis of the health questions:

underwriting guidelines

Agent FAQs

Q: How do I access the T65 Locator tool?

A: The T65 Locator tool is available to any agent that is contracted and does business with us (New Horizons). If that's you, simply fill out our eligibility form, and we'll immediately email you access instructions.

Q: When I log in, I can only see T65 data around my current location. Can I see other locations or states?

A: Yes, you certainly can. The T65 Locator geolocation service uses your mobile device to try to determine your location. This location is used as the starting point for your T65 results. The blue marker can be moved for greater accuracy or to center on a completely different location.

Q: How is this tool figuring out my location?

A: A variety of methods are used to try to get the most accurate reading in a reasonable amount of time (usually 5 to 10 seconds). Depending on your device and its settings, your location can be determined through one or more of the following.

  • Your IP address. (Approx. 30-mile accuracy.)
  • Cell towers (Approx. 2-mile accuracy.)
  • Triangulation of multiple cell towers. (Approx. 500-yard accuracy)
  • Surrounding WiFi Networks (Approx. 50 yards accuracy)
  • Connected WiFi Networks (Approx. 20 yards accuracy)
  • Device's GPS (Approx. 3 yards accuracy)

Q: I'm having map problems. How do I fix it?

A: Most map problems can be fixed by touching the arrow icon in the upper right or by refreshing the page by pulling down from the top. 

Q: I came across an individual and their address was wrong. What gives?

A: The T65 data is imported into the T65 Locator every 12 months, so if an individual has moved or passed away in that 12-month period, their information could be incorrect. Keep in mind that with all T65 data sources, a small percentage of the data is bound to be imperfect due to moving, dying, or simply filling out incorrect information.

Q: Why does the system show Plan G rates featuring certain carriers, like in this photo?

Plan-G-rates-T65-Locator-strike

A: The T65 Locator is connected to CSG Actuarial quoting tools. You can adjust your rate quote preferences by going to "Application Settings."

There, you can change your default zip code for Med Supp rates, whether you want to apply household discounts to the rates, and more. Be sure to save your changes!

You can also click on "more rates" on a prospects card to see all of the Medicare Supplement rates available. There, you can quickly see company information and underwriting guidelines.

Conclusion

Prospecting can be a challenge, but the T65 Locator makes it that much easier by arming you with quick T65 data in your area.

When you work with us, you don't need to buy T65 lists anymore! Plus, you get access to MedicareCENTER, free marketing customization, our quoting tools, and so much more.

Visit our Why Us page to learn more about what it means to do business with New Horizons.

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