Medicare insurance agents all want to be successful. But only a fraction of them make it to a significant income. Why? It’s easy. Keep reading…

Medicare insurance agents are methodical.

Selling Medicare insurance mandates that you help seniors. Senior citizens are usually on a fixed income and usually follow a routine. You should follow a routine to make your Medicare business more efficient. You should use your yearly calendar to your advantage and plan your year methodically.

To use leads to boost your sales, here’s a good recommendation on how many you should consider purchasing.

Medicare Leads Plan – Generally, the best number of Medicare leads to work per quarter is:

  • Q1 – 250/agent/month
  • Q2 – 500/agent/month
  • Q3 – 500/agent/month
  • Q4 – 100/agent/month

If you need a good leads recommendation, just send me a message. Back to the advice…

Medicare insurance agents follow the year in quarters.

Quarter 1 – During Q1, you will experience the Annual Disenrollment Period (ADP). So the government, in its infinite wisdom, implemented a disenrollment period after the enrollment period, instead of just allowing enrollment and disenrollment all year long. This period of time is a goldmine for Medicare agents because it’s a time to nurture existing clients while revisiting the lost opportunities during the Annual Enrollment Period (AEP).

Nurture Existing Clients – In Q1 you should keep communication high with your clients, making sure they are happy, and getting to know them better. It’s the best time to be first at letting them know about the ADP and why it exists. Make sure to follow the rules. You cannot solicit them for making a change but you can let them know that the ADP exists, what it’s for, and make sure they are happy. And……..lobby for referrals.

Revisit Lost Opportunities – What happened to all of the people you didn’t sell during AEP? Now is the time to reach out and ask if they are happy and have any questions. Even though you are not their agent, you can treat them as if you are. Let them know you care about their happiness. Soon enough, you will be their agent. Let them also know you can be the FIXER for their friends and family. Your Medicare opportunities will be a mix of those turning 65 (T65) and future appointments.

Quarter 2 – The second quarter is time to stay in touch with your client base. Communication is the key! Policy reviews, looking at life insurance and financial planning concerns are all great choices during this time. Keep some pressure on your Medicare marketing and shift to those turning 65 and others qualifying for a special enrollment period. Q2 is the time to start setting appointments for AEP. October 1st you can make Medicare Advantage presentations but can’t enroll them until October 15. If you pack the first two weeks of AEP with presentations, you can enroll them all on October 15th! If you work leads, now is the time to pump up your Medicare leads investment.

Quarter 3 – The third quarter is time for AHIP, carrier certifications, and carrier contracting changes. Do not procrastinate on the boring stuff. Do the paperwork and get it out of the way as fast as possible. You should have every day from October 1st through December 7th booked by the end of Q3. The difference between a successful agent and an unsuccessful one is preparation. If you prepare, you can write over a hundred policies in AEP. If you don’t then you’re lucky to hit 20.

Quarter 4 – Successful agents are busy all the way from October 1st through December 7th. After that, it’s family time. Most of a Medicare agent’s income is earned in this last quarter.

For personalized help, reach out to me and let’s talk. https://williambronson.com/

Check out the Squirrel Marketing Podcast https://williambronson.com/squirrel-marketing-podcast/

 

 

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