Direct Mail for T65, T66, or T67?

[hockeyday]

Who mails to prospects off a list anymore? Once I had some experience in the Medicare market, I found mailers a waste of time and money. I was able to instead build a referral network with centers-of-influence. I reached out to every CPA and CFP plus all group insurance agents I knew or simply had their business card on hand.

I also get referrals from HR people who belong the their local chapter of SHRM....Society of Human Resource Managers. I met them at local seminar where I attended as a guest. Another agent friend has done guest speaker spots for them and has gotten a virtual flood of business from it.

See website at www.shrm.org. If you really want to sink your teeth into this, SHRM accepts members from related fields. I chatted online with them today and they wrote:

"The SHRM Professional Membership is open to HR professionals, aspiring HR professionals, and individuals seeking in-depth knowledge in HR and its related areas."

I was able to search local chapter contacts and reached out to them by email and letters. Many HR managers in medium-sized firms are starving for help with employees/dependents as they "age in" to Medicare. Local HR is where the action is.....firms big enough to be of value to you but not so big they don't need you. Local chapters also look for guest speakers. (Just be sure you know your stuff inside and out before getting in front of them!)

Give this a go before you drop any more coin on some goofy mass mailing. They have local SHRM chapters all over the country... 24 within 50 miles of my home zip code!

I mail like clock work every month dropped around 2,000 post cards write 15-20 t65 from inbound calls like clock work every month. You get 20 referrals a month from your 50 mile shrm?

 

[MedicareMillennia]

I mail like clock work every month dropped around 2,000 post cards write 15-20 t65 from inbound calls like clock work every month. You get 20 referrals a month from your 50 mile shrm?

Do you mail letters or postcards?

 

[hockeyday]

Do you mail letters or postcards?

Postcards

 

[Dave G]

I mail like clock work every month dropped around 2,000 post cards write 15-20 t65 from inbound calls like clock work every month. You get 20 referrals a month from your 50 mile shrm?

No, but from all my referral sources, I get plenty of referrals to keep me busy. Just never had good response from direct mail. Fortunately, my book of business and referral base is strong so no need to spend money on mailers. I found what works for me....you found what works for you. That's the beauty of being in business for yourself.

 

[somarco]

I have focused on the T65 from the start (2010 for me). So many agents feel they have to be "the first one in" . . . that almost never happens with me.

But I always make sure that first phone call is memorable.

I ask a lot of questions and take notes.

After collecting their contact info including email, DOB, county and zip I tell them they have 10 minutes to ask ANY question they want about Medicare. At the end of 10 minutes if they have more questions I will stay on the phone with them as long as they want.

Or we part as friends. After all, it's not personal, just business . . .

They are never pressured to buy anything. In fact, I tell them if they want to talk to other agents they can. When they have made their decision, let me know and I will take their application.

As soon as we hang up I send an email that recaps our conversation. I also include a link to my YT channel and have my assistant put them on my newsletter list plus send the last 2 newsletters.

The water has been chummed so I sit back and wait. Almost everyone I talk to eventually calls me back and they are ready to buy. Probably 90% of the folks I talk to call me back. Most within a few weeks or months, some are years later when they are ready to retire.

One guy called me last month and it had been 3 years since we talked. I had completely forgotten about him (but he had not forgotten me) and I had to look at my contact notes before returning his call.

I will take his application next week after he has a doc appointment to get test results.

About a month ago another guy called back and said he was ready to buy the MOO G plan. Well, I stopped using them a few years back and no plans to get reappointed. His friends strongly recommended MOO so I told him to find an agent who would write that plan for him.

A few weeks later he called back and said MOO won't let him pay the premium through his business checking and wanted to know if any of my carriers would do that. Anthem will let you use a business checking account, so I signed him up.