As you begin to prepare for this year’s Medicare marketing and enrollment periods, be prepared to face challenges from every direction. On the consumer side, personal economic woes, plan switchers, and a booming age-in market means you can expect intense shopping. On the sales front, a commoditized set of products, expanded distribution capacity — field agents, call centers, Web, and retail outlets — and membership-hungry health plans create a fierce competitive landscape. Add to the mix a tough Medicare compliance environment and changing regulations, and agents have their work cut out for them.
As a result of these forces, frustrated agents are abandoning the Medicare market completely. However, successful agents will sharpen their approach to senior selling, find opportunity, and thrive.
High-performance lead generation
Everyone is abuzz about the poor economy, reduced marketing budgets, and a tough business environment. Don’t be fooled. Competitors are working harder than ever to go after your customers. These market dynamics highlight the need to focus precious lead generation dollars on prospecting for the right people using the best tactics.