Close Close

Life Health > Life Insurance > Term Insurance

Should you be selling Medicare products?

Your article was successfully shared with the contacts you provided.

I recently had an incredible conversation with an insurance agent who is searching for a practice regenerator. He has been selling for several years and hit some speed bumps recently. In fact, he’s hit a series of tough speed bumps.

He is confused. Marketing organizations keep offering different solutions to his problem. All of them sound great, but he doesn’t know what will actually work. I believe that when you are in a tight spot like this, you should go directly to tried-and-proven methods to create cash flow and leave the stress behind.

Boomers are retiring in huge numbers. Their investable assets are available to enterprising and energetic producers. What will you do to capture this market?

Here’s a simple idea for you to consider: Medicare supplements and Medicare Advantage are simple products to introduce and to sell. They pay well in significant quantities, but only if you sell several policies per week. The turning-65-market supplies more than 10,000 new prospects per day, so there are plenty of potential clients.

Medicare supplement general agencies can get you the product. The prospect will come from direct mail efforts. Since you need to write at least five applications per week, you’ll need to see approximately eight prospects just to close five. Twenty sales per month will create about $8,000 in gross profit. After you subtract direct mail costs, you’ll profit about $6,000. That’s a good start, but definitely only the beginning.

Even though you will lose some clients from year to year, we’ll assume you won’t for this illustration. Each annual renewal usually pays the same commissions (or close to it), so in year two your income will double.

Each production year will increase your income until renewals end. You can see how substantial your income will be in time. In the meantime, with proper positioning, you will be able to sell other products.

Since long-term care insurance is also a health product, it makes sense that your new clients won’t be surprised when they are approached on this issue. Asset-based long-term care insurance is very exciting, affordable and, let’s not forget, it pays you well.

Out of 20 clients you should be able to sell at least four asset-based long-term care policies. If the premium deposit is $50,000, your compensation will be approximately $3,500. That adds another $14,000 per month to your bottom line. It can all add up well and, all the while, you will be doing a great service for your clients.

Marketing can be through direct mail seminars or just direct mail response. I am a fan of seminars since they are the most efficient way of reaching this market. If you do small seminars each week with about 10 prospects, the flow will be manageable and leave room for sales in between.

Many people assume that the boomer market will be shrinking in a few years. While that is true, we will always have an adequate number of Medicare prospects for many years to come. In fact, the retirement rates will stay about the same for decades. There is a shortage of agents to address Medicare needs, which places the insurance agent at the right place, at the right time.

Tom, in South Carolina, has been working this market and model for years and testifies that he earns about $300,000 to $350,000 per year selling Medicare supplements, Medicare Advantage, long-term care insurance, along with annuities. He works a standard work week and lives stress-free. He’s also over the age of 65 so he’s building a great retirement nest egg for himself in the process.

If you don’t know where to look for product and marketing expertise, write me and I’ll forward a few contacts along that will be glad to help you navigate the details.

Some of you may say, “This sounds like a lot of work.” Prosperity requires work. If you go hard at this way of doing business, you won’t run out of prospects and you’ll earn a very fine living in the process.  


© 2023 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.