Laurie, 

It is always a challenge to fill your sales pipeline — regardless of the product you are marketing. We have all been there at one time (or more) during our careers. It takes a lot of focus and effort, so you want to try to find a strategy that ultimately becomes self-sustaining, or at least manageable without having to continue all of that up-front heavy lifting.

You have already identified the first strategy advisors working in health insurance need to consider in today’s environment: diversification. Adding Medicare (and perhaps other senior-market products as you grow) gives you a huge market and the opportunity for a number of strategies to find qualified prospects.

If you are comfortable presenting to groups, seek out those places where your prospects gather and make yourself available as a subject matter expert for breakfasts, luncheons, etc. Groups are always looking for great speakers for their meetings. Develop a presentation and practice, practice, practice. Also, be sure to study up on all of the rules Medicare has for what you can and cannot pay for, say, hand out, etc.

You might also think about working through other professionals for cross referrals. CPAs and attorneys know their clients need advice in this area, but their practices aren’t generally focused on Medicare and senior products. They are always grateful to be able to refer clients to an expert they trust.

David A. Saltzman, RHU, DIA The Saltzman Group / The ShiftShapers Podcast