July 27

7 Tips for Generating Medicare Leads

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Statistics show that there are currently just under 60 million Medicare beneficiaries in the US. Given that Medicare enrollment is forecast to rise to 79 million by 2030, this means there are a couple million potential Medicare leads that insurance agents could be marketing to. 

Are you tapping into this market's full potential?

If not, you could be missing out on a profitable insurance industry segment. 

Medicare leads are typically soft leads, who are primed to make a purchase. As such they pose a high potential ROI from a marketing standpoint. 

But, to attract potential Medicare clients, you have to reach them and trigger conversions. Something that thousands of other agents are doing already. 

Fortunately, there are a number of tried and tested methods you can use to draw in and generate the best Medicare leads. We are about to dive into seven of the best, so stick around as we dissect the top-performing marketing strategies you should be implementing.



Build a Functional and Attractive Website (Or Overhaul Your Existing One)

The marketing leopard has changed its spots dramatically during the past decade. Digital marketing has established itself as the most powerful and cost-effective strategy on the block, and marketing as a whole has shifted towards inbound methods.

What this boils down to is that to remain competitive, and reach clientele, you need to have an online presence. And for this, you need to have a website.

What's more, your website has to look good and function well.

Think of your site as your digital premises. Nobody wants to visit an insurance broker who operates out of a run-down office, with broken window panes and stacks of unruly files. Just like nobody wants to buy insurance from a site with broken links and irritating menus, that looks like it was built in 1997.

The takeaway: If you do not have a site yet, invest in getting one built by a professional web design company.


Pro Tip: You can also do it yourself by making a one-page website, or use tools like Thrive Themes to build an amazing website on a budget.

If you already have a site, consider overhauling it, updating its aesthetic, and auditing it for speed and functionality. While this will run you up a small bill with your web experts, its worth it in the long (and short) run.

The dollars you spend on-site optimization will result in free Medicare leads in the future. Whether you are building or updating your site, you should also devote a portion of your budget to SEO implementation.


Invest in SEO for Your Site

One of the cornerstones of inbound digital marketing is search engine optimization (SEO). If you haven't heard of this term before, it means optimizing your website and its content so that it will be displayed in related search results.

This, in turn, will bring in traffic and potential Medicare supplement leads. If your SEO strategy is tailored correctly, you should be able to attract visitors who are already primed to enter your Medicare sales funnel.

On the other hand, if you do not invest in SEO optimization, the hard work and money you put into your website will be partially wasted.

While you can DIY SEO, it can take time to learn all of the best practices involved. If web development is not your forte, it's usually easier to outsource this task.

However, if you are interested in doing some of your own SEO, take a look at this post on local SEO.


Pro Tip: Local SEO is relatively straightforward to begin implementing and can garner you substantial results.


Plan and Publish Blog Posts

Another way to draw in medicare leads for agents is to publish blog posts on what one's target audience is searching for.

Posting blog content is a key inbound marketing strategy, and a great opportunity for enhanced SEO. By publishing content that your target audience finds useful, you will establish yourself as a niche authority. Aka an insurance broker that knows what they are talking about when it comes to Medicare plans!

But how does one figure out what content your audience needs?

There are numerous tools you can leverage for this.


Pro Tip: One example of a tool you can use for topic ideas is Answer The Public.

If we type in the term "Medicare Supplement", Answer The Public throws out a visual of all the questions people are searching around this term. Some of these include:

  • "Which Medicare supplement plan are available?"
  • "Does a Medicare supplement plan cover dental?"
  • "Does Medicare supplement cover observation?"
  • "What is a Medicare supplement plan?"
  • "How do Medicare supplement plans work?"

As you can see, we already have a list of potential content areas to cover, in just a few clicks.


From here you can refine your content strategy further with keyword planning tools such as Google Adwords Keyword Planner. To really leverage your blog content to attract the best Medicare leads, ensure that all of your content is aligned with your overall SEO strategy. 

If you are working with an SEO service, they will be able to help you develop a content plan.


Create Video, Audio, and Visual Content

Having a blog filled with SEO optimized, useful, high-quality content is one of the first steps to garnering "free" medicare leads. However, don't stop there.

While blogging is a highly effective strategy, there are other content types that you can leverage to further draw in medicare leads. These include:

  • Video
  • Infographics
  • Audio and Podcasts

These types of content typically take more resources to generate than blog posts. However, they have the potential to really ramp up your lead generation efforts.

To start, consider these stats on video content:

  • Videos are useful in making buying decisions according to 90% of people
  • Videos on social media reap 120% more shares than both text and image posts
  • 64% of consumers are more likely to buy a product after watching a video
  • 80% of consumers can remember a promotional video they watched within the previous month

....You get the picture.

With a little bit of planning and creativity, you could be capitalizing on these stats. Try to think of all the areas where you could incorporate video into your content strategy.

Your about page and home are great places to start. From there, consider doing explainer videos on topics around Medicare, or even doing some behind the scenes vlogging.


Create a Social Presence

Speaking of social media, how's your presence?

A few years ago, this might not have mattered when it came to marketing products such as Medicare Supplements plans. However, as time passes, more and more older consumers are actively engaging with social media.

Research shows that 64% of people between the ages of 50-64 currently use social media. But that's nothing. A whopping 40% of seniors over 65 are also getting their social media game on.

Growing your social media presence is a process, but it is now an imperative part of medicare lead generation.

To start, ensure that you are on the major platforms. Seniors dominate Facebook and Youtube (hello video content!), so make sure that you devote focus to these platforms.

For best results make sure that you post regularly, engage with our audience, share meaningful content that will inspire a connection, and don't over-market yourself.


Build an Email List

Another essential task for medicare lead generation is to build an email list. Email lists allow you to market directly to leads, many of whom are qualified and primed for a Medicare lead generation sales funnel.


Pro Tip: The most common way to gather email addresses from leads is to offer something for free in return for a visitor's email address.

For example, you could offer your site visitors a free guide, checklist, or other resources. In addition, you can also include a call to action at the side of your site, inviting visitors to sign up for your newsletters.

Email lists are valuable assets, so don't abuse yours once you've built it up. Avoid hard, spammy marketing. Instead, share useful information with your recipients, such as new blog posts you have published and industry-related news.

By strategically peppering promotional mails in between, you can strike a balance of marketing and relationship building.


Look Into Pay-Per-Click Advertising

In addition to inbound marketing, it doesn't hurt to put some budget towards pay-per-click (PPC) advertising. PPC ads allow you to target consumers base on their demographics, search behavior, income levels, and more.

While this won't get you free medicare leads, PPC ad campaigns are a great way to boost immediate medicare lead generation and should form part of your marketing strategy.

If you would like to learn more about PPC advertising, we recommend taking a look at our post on tactics for driving quality leads. Here we do a deep dive into the most effective ad strategies, so be sure to check it out.

Use These Strategies to Win More Medicare Leads Today

If you want to close more Medicare Supplements insurance sales—you know what to do. Simply follow these tips above.

Want to know about something else that will boost your Medicare leads and sales numbers? Four words. An Insurance Field Marketing Organization. 

If you want to look into how Insurance Field Marketing Organizations can help you, there is a sea of options to choose from. 

However, we like to think we are one of the best. Why not try us and see?

We offer dedicated support, online insurance contracting, lead resources, sales tools, and more. Call us today to find out more. We guarantee you won't be disappointed.

About the author 

Matthew King

Matthew King is a co-owner of TR King Insurance Marketing. When he's not creating processes, content, developing training, and implementing digital marketing strategies, he likes to immerse in gaming with his wife and friends.

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