One of the keys to closing Medicare aged leads is in information management — those agents who one, understand the complexity of the system and two, can use that understanding to help leads obtain Medicare supplement coverage are definitely ahead of the pack.
With aged leads in your nurturing cycle, it’s always important to reach out with new and helpful information as part of the process. Here, I’d like to point out two recent news items on the topic of Medicare and how to share this information and your insights with your Medicare leads.
What’s Happening: A New Healthcare Proposal and a New Medigap Data Report
Recently, I came across two news items that caught my eye. If I were an agent working Medicare leads today, I’d be sure to pass them along to my list. Here’s what I found.
First up, news of a new government healthcare proposal called the Choose Medicare Act. Healthcare reform remains a concern for everyday Americans, but it’s been difficult for politicians on either side of the issue to make much headway. Still, BenefitsPro reports that a new Democrat-led proposal would allow those covered by the Affordable Care Act (ACA) or by employer plans to instead choose a new Medicare-based insurance plan.
The bill does maintain the status quo for private insurance but offers another step toward a single-payer system. For Medicare-eligible seniors, the new bill would offer the benefit of an out-of-pocket spending cap. And while the coverage is primarily targeted at working-age folks, your senior clients are likely to hear and ask about it — the legislation is called the Choose Medicare Act, and, if it were to pass, the plan would create a new Medicare Part E.
Another news item that caught my eye recently is a new Medigap data report published in ThinkAdvisor. Retirety, an insurance technology startup, has developed and deployed an automated retirement advice website. Now the firm has issued a report on some interesting findings from user data.
The report noted only a modest need (13%) among the site’s user-base for Medigap or Medicare supplement insurance. The automated advice service reportedly recommended Medicare Advantage to three-fourths of those users, Medicare Part D drug coverage for just over half (56%), and Medicare Part A and B coverage from about 28%. The findings also noted that older insurance customers preferred to keep costs low for any new coverage plan, 77% said it needed to be under $125 per month.
The news item also mentioned that a fifth of retirees would prefer a choice of health coverage that worked in multiple locations. These are the “snowbirds” and other travelers who spend a large amount of time traveling.
How to Talk to Your Leads About the News
Being a good Medicare supplement agent is as much about what you say as how you say it. When you report current events, new legislation, or studies to your leads and clients, think first about your audience. They will often need to know the background as well as the new developments. They will want to know how this information affects them and their healthcare and insurance coverage directly. And they’ll want somewhere to turn if they have questions or want to learn more.
If I were to share the above news items with my leads, I’d share each as a simple, concise email message. I’d greet my leads with a brief re-introduction, quickly summarize the key bullet points, offer a context of how it affects Medicare users like themselves, and close with a prominent CTA to click or call to discuss their specific coverage needs.
Why You Should Use Education for Lead Nurturing
There are a number of reasons little nurturing touches like this are worth the time and effort. Firstly, it helps keep your name and brand in the mind of your leads. It often takes five or more times hearing it to remember you. Second, it helps build that long-term client relationship. You are thinking of your clients and leads and reaching out when it’s important. Lastly, when a Medicare aged lead is ready to buy, they will want to work with an agent who’s knowledgeable. Being seen as a product and industry expert is easy when you’re educating your leads on what they need to know.
When You Should Try Aged Leads
Now is a great time to boost your business with quality aged Medicare supplement leads from The Aged Lead Store. Every month, thousands of prospective supplement insurance customers approach their 65th birthday, the beginning of their six-month window to secure a guaranteed issue policy. So now’s a great time to invest in aged leads and grow your business.
Reach more customers today with a fresh supply of high-quality aged leads from The Aged Lead Store. You’ll find thousands of sortable aged leads, ready to boost your sales, whether your business is auto, life, health, Medicare supplement or homeowners insurance, annuities, auto warranty coverage, mortgage refinance, or solar installation.