In the competitive world of insurance, generating leads is not only the key to success but the key to survival.
Generating a constant stream of Medicare leads every single month will not only help maintain your activity but, if done properly, will skyrocket your business to plateaus.
For this article, I wanted to discuss all the possible ways to generate Medicare leads and provide you with a clear path to success.
To navigate this list, read them all first, and select one or two that fit your current situation and personal preferences (my personal favourite is #30).
Then, implement that one lead source until you crush it. Getting leads takes time, and consistency. Hammer it until it shows results, and you will create an ongoing source of income for your business.
Let’s get into it!
Track the source of your Medicare leads
Before jumping head first in lead generation, you need to implement lead source tracking.
Imagine running dozens of ads on Google, getting referrals from your customers, and getting traffic from your social media posts. You generate Medicare leads from all these sources but have no clue where each lead came from.
As a result, you don’t know which marketing channel provides most of your leads and spend efforts in channels that don’t bring results, while not spending enough time in the channels that generate most of your leads.
That’s why we have created leadsources.io. LeadSources tracks the source of each lead directly in your form. So when someone comes from your Google Ads, LeadSources fetches up to 7 data about your lead, and populates it in your lead generation form.
LeadSources works for all your marketing channels, both paid and organic, and collects data even when you don’t use UTM parameters.
Click on the different channels below to see what data LeadSources populates in your lead generation form:
When a Medicare lead transforms into a paid customer, you can link the revenue back to the exact channel, campaign, ad, and keyword that brought the lead. You can calculate the exact ROI for each marketing channel and make educated decisions about the channels, campaigns, ads, and even keywords you should promote, and those you should cancel.
Try LeadSources for free: FREE TRIAL!
30 ways to generate Medicare leads
1. Local SEO
Local SEO is the activities involved in optimizing your website on Google for local queries such as “health care insurance + City” in order to appear in Google’s top search results.
So when a potential Medicare lead searches “health care insurance Austin” on Google, your website appears in first position (for free) and ensures you to get 20-30% click rate from search result to your website.
Once on your website, you can generate Medicare leads via a lead magnet or a contact form.
Local SEO leads tend to convert better since your company operates in the same city as your lead.
Second, there is less competition to rank for local keywords like “health care insurance Austin”, rather than generic keywords like “Health care insurance broker”.
Third advantage: once you rank on Google for your target keywords, you receive a constant stream of traffic to your website that you can convert into Medicare leads.
Imagine receiving 10-20 new Medicare leads each month, for free! This would push your business to the next level.
To rank for local queries:
- Identify your main keyword – use tools like AhRefs to identify the best keywords
- Optimize your homepage for your main local keyword (for example, “health care insurance broker in Austin”. Make sure this keyword is displayed in key positions throughout your homepage: H1 title, H2s, text, images
- Acquire local links: contact local websites, and discuss with them the opportunity to publish a link to your homepage. This can be a local online newspaper, the town hall’s website, etc.
2. Google Business
When someone searches for a local business on Google, the local pack appears. This placement lists all the local businesses in the area. As an insurance broker, you want to be placed here.
Why?
First, because 15% of the search ends up in an interaction with a local business: web click or call
Second, it’s perfect for beginners: you don’t need to have a website to rank on Google’s local pack. Simply create a Google Business profile.
Third, it’s under your reach to rank on Google’s local pack and start getting Medicare leads.
All you have to do is:
Step#1: Identify your main keyword (example: Health care insurance broker Austin”) – use tools like AhRefs to find keywords
Step#2 Create your Google Business profile: Use your main keyword in the name of your business. Example: “John Wick – Health care insurance broker Austin”. Use your main keyword in the description of your business. Use as many categories as possible – as long as they are related to your activities.
Step#3: List your business on Directories. Identify the business directories that make sense for your business and create an account. Make sure to add your name, address, and phone number.
Step#4: Get positive reviews. To get positive reviews, ask your satisfied customers to leave a review in your Google Business profile about their experience with your services.
If you are consistent, your Google Business profile will start receiving leads and phone calls (for free!).
3. Google Ads (PPC)
With Google Ads campaigns, you appear at the top of Google’s search result page for your target keywords. You pay Google only when someone clicks on your ad.
To be successful on Google Ads, you need to control a few metrics.
First, control your landing page conversion rate (CVR): your landing page needs to be optimized to collect the highest percentage of leads per visit. Since you have already paid for the click, you need to first give a reason for this web visitor to leave their contact details to you, so you can contact them back.
Second, control your CPC (Cost per click): test different keywords, and measure their respective CPC and CVR. Use the matrix below to figure out what action to take for each keyword:
| Low CPC | High CPC | |
| Low CVR | Analyze further | Pause these keywords |
| High CVR | Increase your budget | Analyze further |
Third, test your ads: play with different variations of titles and descriptions. See how each impacts CPC and CVR.
Fourth, track the source of your leads. To understand what Google Ads are driving your sales, you need to track from which ad each lead is coming. So when they transform as paid customer, you can trace back the exact ad and keyword that generated the sale.
To do so, use lead tracking tools like leadsources.io.
5. Instagram
Looking for a new way to market Medicare leads? You are at the right place. Instagram allows you to create your personal brand at no cost.
We are social creatures: We do business with people we trust. Instagram is a premium platform to build your personal brand. And the potential is limitless.
#1: Unlimited reach: There are no barriers to who you can reach out to. Instagram can literally show your content to millions of potential Medicare leads.
#2: Freedom of expression: There are 1B ways to communicate on Instagram. Select the format that suits your personality.
#3: Direct access: Medicare leads interested in your services will contact you directly using the Instagram messaging app.
6. TikTok lives
If you haven’t discovered TikTok yet, download the app, and start a live!
TikTok Lives will put your face in front of hundreds of potential Medicare leads. This format allows you to have interactions with your audience. They can ask questions, or simply listen and learn more about you and what you do.
TikTok Lives brings you closer to people. This makes you more human and builds the necessary trust you need to transform your viewers into Medicare leads.
Last but not least, you will probably be the only broker in your area doing TikTok lives. So you get all the potential customers for yourself!
7. YouTube
YouTube is a great platform to reach your audience with educational content. Showing your expertise will place you as a subject matter expert in your industry. Medicare leads from all over the country will approach you for their health care because they see you as the best expert in this field.
You don’t know how to start on YouTube?
- Write down the 10 questions your Medicare leads ask the most
- Shoot an 8-10 minute video per question: Go in-depth and structure your video: intro, part 1, part 2, part 3, conclusion, call to action
- Be consistent: Publish regularly on YouTube. You may not get many views first your first videos, and that’s normal. Keep shooting, and get better in each video.
8. X
X is evolving fast. This is probably the best time to start investing time in building your X profile.
First, the volume of active monthly users on X is growing (611M in 2024 vs. 556M in 2023).
Second, X is a great platform that can offer instant communication, brand visibility, and engagement with topical discussions.
Use X to share timely updates on Medicare enrollment periods, policy changes, and tips for choosing plans. Post answers to common Medicare questions and myths, showcasing knowledge.
Share regular updates, engage with followers, and participate in relevant conversations. Engage in conversations, respond to comments, and answer questions to build relationships and establish trust.
9. LinkedIn
If you are targeting white collars, LinkedIn is THE platform you need. With 1B total users worldwide, LinkedIn offers limitless growth opportunities to insurance brokers.
LinkedIn offers many ways to grow your business, here are a few strategies.
#1: Connect with professionals in your area: LinkedIn allows you to send 200 connection request per week. With a 40% acceptance rate, that’s 80 new connections per week to whom you can text in their mailbox directly, using the LinkedIn messaging app.
#2: Post regularly: Grow your audience by posting engaging content.
#3: Create a LinkedIn group: Create a group around your area of expertise, and post content regularly. You will build an audience of potential Medicare leads.
#4: LinkedIn Sales Navigator: Do you want to upgrade your Sales system? Go for LinkedIn Premium with LinkedIn Sales Navigator: find your ideal customer profile, reach out to more people, and keep track of your leads.
#5: Launch a LinkedIn newsletter: invite your connections to your newsletter, and send them regular communication about your services.
10. Influencer marketing
Microinfluencer marketing is considered by marketers to have the highest ROI (Return on Investment).
A microinfluencer is a person having between 1,000 and 100,000 followers on social media. They have already created trust with their audience, and you can tap into this by sponsoring some of their content.
Microinfluencers are also more flexible in the types of deals they can offer to you.
To get started, identify the influencers (on Instagram for example) whose follower profiles are close to your ICP (Ideal Customer Profile). They don’t have to be in your industry.
For example, you can identify health and wellness influencers in your area. They already share content related to healthy living, nutrition, and overall wellness. Their followers may interested in improving their health while navigating Medicare.
Share your partnership idea, and co-create a deal that works for both. Run a first campaign, and measure the results.
Measuring data is key. Make sure you implement your tracking for each campaign. For example, you can use unique UTM parameters for each influencer, and a tool like leadsources.io that tracks from which influencer your leads are coming.
11. Retargeting ads
You have spent a lot of effort (and money) to drive traffic to your site, but 90% of this traffic didn’t convert as a Medicare lead. This traffic is a marketing asset to you. Why?
Because when they visited your site, you have dropped a cookie in their browser that can track their web activity. You now have the opportunity to display ads on the next sites they visit (these are called retargeting ads).
You will generate additional leads at a cost per lead (CPL) lower than paying for a new visitor to discover your site.
You can run retargeting ads using ad platforms like Google or Facebook.
12. Email marketing
Email marketing is probably the most efficient way to close Medicare leads.
Once a lead enters your system, you have a time window to sell your services. Some leads will close immediately, some others will take 30 days, and others 6 months.
To capture this sale, you need to nurture your Medicare leads by constantly sending them emails. Ideally, you want to send them 1 email per day for 100 days. The 100-day sequence has proven to be particularly efficient to maximize the volume of leads who transform into a paid customer.
How to create a 100-day email sequence?
- Create an account in an email marketing tool (like ActiveCampaign or GetRersponse) and synchronize it with your CRM to share all the information you have already collected about your leads: email, name, location, health care plan, etc.
- Ideate: List 25 email ideas. To help you brainstorm:
- List all the benefits of getting health care insurance with you (1 benefit = 1 email)
- List all the bonuses you can offer (1 bonus = 1 email)
- List all the case studies from your previous customers
- List all your customer reviews
- Write your first 25 emails (1 idea = 1 email): Use text, avoid images, and add a link where they can book a call with you in all your emails (you can use Calendly). Personalize your email with the information you have already collected about your lead: name, location, health care plan, etc.
- Repeat: To write the remaining 75 emails, repeat the same emails 4 times. Simply change the way of communicating your idea, but not the content.
- Send 1 email a day: using your email marketing tool, create an email sequence to send one email per day for 100 days.
As your Medicare leads receive your emails, you will see your calendar getting booked with calls. It may take 1 email, or it may take 50 emails. The most important is that your Medicare leads are nurtured by your daily email to remind them that you exist and that they have an easy way to reach out to you.
13. Medicare lead brokers
Full disclosure, I am not a fan of buying leads.
That being said, there is a sweet spot where you can make profits with buying leads. It will require a strong marketing budget and strong marketing knowledge to make it profitable.
The strategy is the following.
#1: You approach Medicare lead brokers and learn more about the leads they are selling. All leads aren’t equal, so you want to check what exactly you are buying:
- Lead age: When was the lead generated? 3 hours ago, 3 days ago, 3 months ago?
- Exclusive vs. shared: Is the lead sent only to you or shared with other insurance brokers?
- Qualification: What filters have been applied to the leads? Demographics, income, location, etc.
#2: Once you selected your Medicare leads broker, start your emailing campaign by sending cold emails to your leads. You will have to test different hooks and different sequences.
#3: Measure your results: To measure whether an email sequence is working or not, you need to measure the Booking-to-Open rate, meaning, out of 100 leads opening an email how many actually booked a call with you.
Use tools like leadsources.io to track from which exact email a call was booked:
- Add a link to each email (Use unique UTM parameters for each email) that sends your traffic to your landing page
- Once a lead clicks your link, he is invited to book a call (you can use Calendly)
- Finally, install leadsources.io on your website to track from which email the Calendly call came – use this guide to get started
14. Direct mail
Direct mail is an old marketing strategy that can still show results when implemented properly.
The key is to target the right audience with the right offer.
You have to know your ICP (Ideal Customer Profile): demographics, location, income, etc. Let’s say that your ICP is upper-middle-class retired couples living in rich neighborhoods. Based on this information, you can identify the few neighborhoods in your city where your ICP is most likely to be located.
The right offer: you will have to draft an offer that is compelling for this ICP. They probably already have a health care plan. So any offer that proposes a free audit, or a price comparison could motivate them to take action.
Test different locations with different offers: you probably won’t be profitable after your first batch of mails. Keep testing offers, mail frequencies, and locations to find the sweet spot.
Measure your results: the only way to find the sweet spot is by measuring the result of each campaign.
If you expect to be called by your ICP, then create a unique phone number for each mailing campaign, and use a tool like CallRail that tracks how many calls each number receives.
Your data will look like this:
| Mail batch | Offer | Location | Mails posted | Calls tracked | Calls-per-mail % |
| #1 | Offer A | Location A | 1,050 | 10 | 0.95% |
| #2 | Offer B | Location A | 2,500 | 15 | 0.6% |
| #3 | Offer A | Location B | 750 | 7 | 0.93% |
| #4 | Offer B | Location B | 875 | 15 | 1.7% |
From this early test, you can conclude that offer B performed well in location B with 1.7% call-per-mail. You may decide to send another batch of offer B to location B.
15. Webinar
A webinar is an online live call where you educate your target audience about a particular subject.
The goal of a webinar is to transform participants into paid customers.
In your case, you could speak in front of potential Medicare leads about “how to navigate Medicare: enrollment, benefits, and coverage”.
A webinar usually lasts 45 minutes:
- 30 minutes: Presentation
- 5 minutes: Pitch your services
- 10 minutes: Q&A
The parameters that influence the success of your webinars are:
- Audience targeting: does your audience apply for your services?
- Number of participants: use your current marketing channels to invite the participants: social media posts, Facebook and LinkedIn events, emails, Facebook ads, etc.
- Presentation: Focus on adding value to your audience with a compelling presentation and pitch
- Frequency: The more frequent your webinars, the more Medicare leads you will generate
16. Strategic partnerships
This is one of my favorite lead sources. The concept is so efficient: you partner with professionals who have the same ICP (Ideal Customer Profile) as you, and you pay them a commission for every successful client they refer to you.
There is no limit to who your strategic partners are, as long as they target the same ICP as you. Here are ideas on who to get in touch with for a strategic partnership:
- Financial planners and advisors
- Community and senior centers
- Home healthcare agencies
- Primary care physicians and specialists
- Elder law attorneys
- Tax professionals
- Real estate agents specializing in senior living
- Pharmacists
- Retirement communities
- Fitness centers
- Volunteer and Social service organizations
The advantage of strategic partnerships is that your partner has already created trust with their customers. So when they refer you to them, they pass this trust to you. These leads are highly likely to convert.
The other advantage of strategic partnerships is that once the partnership is done, you don’t have to do anything. You simply pick up the phone whenever a Medicare lead is sent to you.
Third advantage: You only pay after you get paid. Thanks to the performance deal you have put in place with your strategic partners, you only give their commission once you have been paid by the customer. This allows you to keep a healthy balance sheet.
17. Referral programs
With a referral program, your customers become advocates of your business. They are getting the Medicare leads for you, and receive a referral fee for every successful lead.
You can get Medicare leads right now by creating a simple referral program:
#1: Write the rules: clarify what plans are included in the referral program and their associated referral fees. Clarify the conditions to receive a referral fee, for example, to be counted as a valid lead, the person needs to book a phone call with you.
#2: Share your referral program: The easiest way to get early traction with your referral program is to share an email to your past customers. Extract the list from your CRM, and send an email sequence.
#3: Track the referrals: to associate a lead with the person who referred you:
- Create a page on your website with the contact form to book a call with you (you can also use Calendly)
- Share the URL with each customer. Make sure to make it unique for each by adding the following UTM parameters: yourlink.com/your-form-page?UTM_source=referral&UTM_content=referrer-name
- Replace “yourlink.com/your-form-page” with your URL
- Replace “referrer-name” with the name of the referrer. This is how you will identify which customer referred the new lead
- Create an account on leadsources.io: this tool will automatically capture the name of the referrer from your URL and populate it in your contact form (or Calendly form). This allows you to attribute each lead to the person who referred it.
18. Fairs
Participating in fairs can be a highly effective strategy for a healthcare insurance broker to generate Medicare leads.
Fairs, especially those focused on health, seniors, and retirement, naturally attract attendees who are either eligible for Medicare or nearing eligibility.
Fairs offer an excellent platform to educate attendees about Medicare. By hosting workshops or seminars, you can explain Medicare options, address common questions, and position yourself as a knowledgeable resource.
Fairs are a great opportunity to create video content for your social media. Ask a friend or colleague to take videos of you speaking with other attendees, or giving a speech as a speaker. Once published in your social media, it will position you as an expert.
An easy way to generate Medicare leads during a fair is by exchanging contact details with the people you meet. Prepare in advance an easy way to collect contact details (phone, note book, contact form at your booth, etc.).
Follow up with your Medicare leads after the fair. Send an email to all the attendees you met, thanking them for the conversation you had, and following up on their Medicare needs.
Finally, fairs are not just about engaging with potential clients but also offer a chance to network with other professionals. Collaborate with other healthcare and senior-focused vendors to explore cross-referral opportunities. Building relationships with local community leaders and organizations can also result in valuable referrals.
19. Host a podcast
An easy way to start a podcast is by inviting business owners from your city whose target audience is similar to yours, and educate your audience about his/her particular field.
For example, in your ICP (Ideal Customer Profile) are retired couples of 65+ years old living in Austin, you could invite a physiotherapist from Austin and speak about the daily exercises elderly people should do to maintain their health.
You would capture your audience and bring value to them throughout your expert interviews, and use your podcast as a platform to pitch your services to them.
Hosting your podcast helps establish you as a knowledgeable and trustworthy source. Additionally, it will force you to expand your network with other professionals in your area, leading to potential strategic partnerships.
20. Get invited to podcasts
You don’t have the time to host your podcast? Get invited to someone else’s.
By speaking to someone else’s podcast, you can reach a large targeted audience, build a strong reputation, and be recognized as a subject matter expert.
To get invited as a guest to a podcast, you can use services like podcastguests.com that matches hosts with guests. You can also do the work on your own by listing potential hosts, and contacting them with a personalized email and follow-ups. In your emails, communicate clearly about your domain of expertise and the value you can add to their audience.
21. SMS marketing
SMS is a great way to communicate about events: a new discount, a new law that can help your leads save money, your new webinar, etc.
SMS has an incredibly high open rate of 98% in the US (vs. 28% for emails). So SMS is your chance to pass a short message to your current Medicare leads.
To build your SMS marketing channel:
#1: Collect the phone number of your leads: in your lead generation form, make sure to add a field for phone number. This data is then stored in your CRM. If you haven’t collected the phone number of your leads, populate this data by sending them an email with a reason to share their phone number.
#2 Write your SMS: Keep it short and impactful. Go straight to the point by sharing a short information and your call to action. For example: “Medicare Open Enrollment ends soon! Need help reviewing your plan? Reply HELP”
#3: Send SMS campaign: Use an email marketing tool that also covers SMS marketing (like Mailchimp) to send your SMS campaign.
22. Online forums
Online forums are places where your audience asks questions that you, as an expert, can answer in great detail. If the forum allows it, share your contact details at the end of your answer, and invite people to contact you for more information about the topic.
You will receive targeted Medicare leads who are in-market but have a few questions before making up their mind.
To find the relevant conversations, simply perform this search on Google: site:https://www.reddit.com/ “medicare”
This will display all the pages on Reddit that contain the word “Medicare“. You can change Medicare by any other keyword: “health care plan“, etc.
To perform a search in another forum, simply change the URL: site:https://www.yourforum.com/ “medicare“.
23. Lead magnet
A lead magnet is an incentive offered to potential Medicare leads in exchange for their contact information.
The goal of a lead magnet is to transform your web traffic into leads that you can activate afterward with email marketing.
Here is a list of lead magnets you can use to capture Medicare leads:
- Medicare Enrollment Guide: A detailed eBook or PDF explaining the Medicare enrollment process, timelines, and steps to avoid penalties.
- Medicare Plan Comparison Chart: A downloadable chart that compares different Medicare plans (Parts A, B, C, D) and supplemental insurance options.
- Checklist for Choosing the Right Medicare Plan: A simple, printable checklist that helps potential clients identify which Medicare plan suits their needs.
- Medicare Savings Calculator: An interactive tool or spreadsheet that helps potential clients estimate their Medicare costs and savings based on different plans.
Where does your lead magnet fit in your sales funnel?
- People enter your site from your different marketing channels
- They see your lead magnet and fill out the form
- You send the lead magnet to them
- You start sending automated emails to transform this lead into a phone call
- During the call, you pitch your offer and close the sale
24. Chatbot
A chatbot is a messenger app embedded directly in your website as a way to exchange information with your visitors.
The goal here is to use a chatbot to capture Medicare leads. There are two main ways to do that:
- Inbound: Answer to visitor’s requests
- Outbound: Push communication to your visitors
With the inbound strategy, you want your chatbot to answer questions visitors ask about your services. To capture the lead, you set up the chatbot to request the email address when a visitor asks a question.
With the outbound strategy, you use the chatbot to push the visitors to an interaction with your business. For example, the chatbot can ask visitors a series of questions to determine their eligibility for Medicare and their specific needs (e.g., age, existing health conditions, desired coverage). To send them their eligibility, they need to provide their email address.
25. TV ads
Good old TV ads. They are still used by many companies to push their brand and sales.
In the case of healthcare insurance brokers, TV ads can be valuable if you have a national reach with several offices across the country. So as you pay for one TV ad, all your branches benefit from it. As a result, you decrease the ad cost per office.
If you have a regional reach, then city channels will be a better option, as ad space is less expensive.
TV ads are great for building your brand due to its broad reach. When you contact a Medicare lead, and this person has seen your ad on TV, he/she will be more willing to speak with you, as TV still transmit a feeling of trust: “Only trustworthy companies can afford to be on TV!”.
26. Public relationship (PR)
PR consists of releasing news related to your company or industry, and sharing it with targeted editors who then choose (or not) to write about it in their news platform (newspaper, magazine, online news portal).
PR is beneficial for your company at several levels.
First, you get the chance to be published in a trusted news platform. It puts your brand in a premium placement since you are at the center of the news. This reinforces the trust readers have with your brand, since you appear as an expert in the industry.
Second, when news articles link back to your website, it gives you an SEO boost, you can read more about it in the “Local SEO” part of this article.
Third, you get immediate traction by receiving calls from people who are in the market for your services.
To be picked up by editors, your press release has to be about newsworthy and timely topics. Here are a few topic ideas you can write about:
- Response to regulatory changes: Provide insights or a company stance on recent changes in healthcare legislation or insurance regulations, explaining how these changes will affect consumers.
- Health trends and insights: Share proprietary research or data on emerging health trends, such as the rise of digital health tools or shifts in consumer preferences for healthcare services.
- Innovative health insurance solutions: Announce your new product or service that addresses current healthcare challenges
How to launch your PR:
- Write your press release: use the specific format to write your press release.
- Share your PR with editors: build a target list of editors, and send them your PR via email. Write the hook in the title.
- Follow-up: send a follow-up email to the editors who haven’t picked up the news
- Thank the editors who published your PR
Alternatively, you can use websites like connectively.us to receive article requests from journalists who are searching for a trusted voice for their next article. Answer the requests related to the health industry, and you get a chance to be mentioned in the final article.
27. Online courses
If you are ready to go all-in in the educational part, online courses is for you!
In an online course, you provide in-depth educational content to your target audience.
Not only you can make money from your course, but also generate Medicare leads, since the students who bought your course are most likely to be in-market for your services.
And there is no better way to build authority than an online course: you are the teacher here! No competitor can beat that!
To build an online course, first create a very detailed structure and outlines. Take a few days off to shoot all your videos, and upload them on an online learning marketplace like Udemy or Skool.
Advertise your course using your marketing channels: emailing, Facebook ads, etc.
28. Leaflet marketing
To be successful at leaflet marketing you need:
- The right audience
- The right offer
Consider distributing your leaflet in places where your ICP (ideal customer profile) hangs out. To get Medicare leads, consider:
- Senior centers and community centers
- Medical facilities
- Libraries
Create a compelling offer that incentivizes people to contact you. For example:
- Free Medicare consultation: seniors can get personalized, one-on-one advice on their Medicare options at no cost: “Get a free, no-obligation Medicare consultation to review your options and make sure you’re getting the best coverage for your needs!”
- Complimentary Medicare plan comparison: Provide a free comparison of Medicare plans based on the person’s specific needs. For Example: “Compare Medicare plans for FREE and find the best coverage for your needs. Contact us to schedule your free plan comparison!”
- Discount on insurance services: Provide a discount on enrollment assistance or any other services related to Medicare. For example: “Get 10% off your first year of Medicare insurance assistance when you enroll with us!”
As for direct mail, the key to success in leaflet marketing is to measure your results. Use tools like CallRail to track the phone calls for each leaflet campaign, and compare the call-per-leaflet %.
Example:
| Leaflet campaign | Leaflets distributed | Calls received | Calls per leaflets % |
| Campaign A | 1,500 | 20 | 1.3% |
| Campaign B | 600 | 12 | 2% |
29. Organize networking events
Leverage networking apps like MeetUp to meet with your ICP (ideal customer profile). The app offers the possibility to organize recurring “MeetUps” around a particular hobby or reason to meet:
- Thursday Boardgames in a bar
- Friday after work party
Use the app to create a new group or participate in an existing one. You will be surprised by how many potential customers you can meet. For example, there is a group called “Sacramento Christian Singles Network” with 4,405 members. You could go every week, and still meet new people.
30. Facebook Lead ads
Let’s end this amazing series with my favorite source of leads by far: Facebook Lead ads.
Run Leads ads on Facebook to generate qualified Medicare leads. I have seen local businesses generating leads on Facebook at a cost per lead (CPL) as low as 0.50$. Even if you acquire leads at a 10$ CPL you can make profits selling your policies.
When creating an ad on Facebook, use the “Leads” ad. It will allow you to create your own lead generation form directly on Facebook. You can ask qualifying questions such as age, current coverage, zip code, and contact details.
Your ad will be shown to your targeted audience in your area. When people click on your ad, the contact form will pop up directly on Facebook (you don’t need to have a website), and people fill out the form.
Upon the form’s submission, the Medicare leads are then collected directly in your Facebook Business Manager, and you can start calling them to pitch your services.
Case study: How to generate 5 new customers per month with Facebook Lead ads
- In one month, you generate 5 new customers at a 200$ cost per customer
- You invest 1000$ per month on Facebook Lead ads
- You generate 50 leads a month at 20$ CPL
- You set up an appointment with 10 leads
- Out of the 10 appointments, you close 5 customers
