Medicare Supplement Leads Generation, the Old Way and the Way that Works…

My name is Tony Jackson and I am the president of MedicareNational.com. As an agency, we have worked very hard to build our lead system from the ground up, but the truth is, everything we have learned about lead generation, we have learned the hard way. Just like you, we have spent thousands of dollars buying medicare supplement leads and just like you, we have learned that some of these leads were great and some of them were just plain garbage.

Following are some of the some of the golden nuggets we have picked up along the way that have helped us to develop a lead program that is predictable and profitable.

1. Building a Marketing Hub is Essential in Today’s Medicare Supplement Market Place

Medicare Supplement agents who continue to buy leads the old school way will be at a severe disadvantage when the baby boomer wave begins to hit the shore.

Baby boomers are distrustful of everybody. It seems to be something that is hard-wired into their generation. If you can’t present yourself as a credible advisor that can help them sort through the complicated Medicare maze, you might as well start training to do something else now.

One of the keys to do “positioning” yourself is to have a professionally designed website that gives you credibility as a real business.

It used to be that handing out a business card was enough. That is no longer the case. A website is like the new business card, but even more than that, it needs to be the hub of all your marketing efforts.

Now, instead of simply handing out business cards, everything you do, from banners at a health fair to radio ads, to thank you cards should include your website address. Every marketing effort you do should have ONE goal in mind… to drive traffic to your website. Without a website, we believe your business will shrivel up and die.

2. Go Local for Medicare Supplement Leads

Forget about getting your website to rank in Google for Medicare Supplement or Medigap keywords. The field is way to competitive.

Besides, boomers especially don’t want to do business over the phone. At MedicareNational.com, the #1 question we get asked by our prospects is: “Do you have a local agent?” (and this question is coming from turning 65′rs)!

Up until a few months ago, we had to tell them “no” sorry, we only do business on the phone.

That is when we decided to start MedicareLocal.com. Medicare Local is now, in a few short months, the #1 Directory for Medicare Supplement insurance agents.

You can learn more about MedicareLocal.com here, but the key of course, whether you use our directory or not, you want to position yourself in your community as “THE go-to Medicare Supplement agent.” By doing this, you will generate more Medigap leads than you ever thought possible.

I should mention that if you are interested in MedicareLocal.com, you should probably not delay in taking a look at it. It is not only a directory, but it is an EXCLUSIVE directory which means that there is only one agent per city. Not two or three, only one.

3. Build a Brand that People Can Remember

Most of us insurance agents don’t think about branding, because we are just too small and we think it doesn’t matter.

The fact is, it does matter. Boomers are bombarded every day with branding messages from the big boys who spend millions of dollars to get into the mind of the consumer.

One of the ways we are helping agents to do this is by using our brand at MedicareLocal.com

For example, my wife Amy (who is the top Medicare Supplement sales person for MedicareNational.com) is going to a health fair in our community during the AEP this year. She is going to have a banner that says “MedicareLocal.com/littleton.” This will also be printed on pens, business cards, magnets, etc.

In other words, she is using the MedicareLocal.com brand to position herself in Littleton as the local Medicare Supplement expert. Do you think she is going to get some leads from this effort. We are expecting to pull in at least a couple dozen leads.

By combining a professionally built website (which you get at MedicareLocal.com) with the local emphasis and branding, you have a powerful combination that will help you get and close more Medicare Supplement leads (or Medicare Advantage leads) from which you can build referrals and a profitable, long-lasting business.