Medicare Supplement Insurance has created a lot of confusion among its recipients, medical practitioners and pharmacists. The many changes that have taken place over the last two years have left members frustrated and confused. 
This presents a great opportunity for an insurance agent to come to their rescue, generating new business leads in the bargain.

  Create a Win/Win Situation

Generate a press release introducing your company, the services you offer, and the opportunity to attend a free seminar where you will discuss the ins and outs of the new Medicare Supplement policy in detail. 
This can be done inexpensively, if you select a public venue. Include a few business cards with the guides that they can pass along to their friends and relatives.

Marketing Techniques 
Use a tried and true marketing technique known as "drip marketing." 
Create a Medicare Supplement Insurance information kit containing detailed information about the policy and the best ways of contacting you to sign up or get more information. Send the kits out by snail mail to a list of leads collected through referrals or the seminar you organized. Follow up with these prospects by phone around three weeks later to make sure that they received your information.

When you follow up on your prospects, one of two things may happen: First, your lead may call you to discuss a policy before you get the chance to follow up with them. If not, they will have already received the information by mail and reviewed it before you call making them more receptive to discussing the kit and the services you have to offer. This technique turns what would have been a cold call into a "warm call."

Another scenario that could occur when you make your follow up call, is that your prospect will be happy to hear from you since they were intending on contacting you for more information about the kit. Make it a goal to mail out 10 or more information kits a week with the intention of making follow up calls two to three weeks later.

  Let Your Existing Clients Lead You to New ClientsUtilize your existing clients. It is very likely that they know of someone else needing information about Medicare Supplemental Insurance that they can refer to you as a new lead. Send some of your longtime clients a few extra business cards, then politely ask them to pass them along to family, friends and relatives who might need Medicare Supplement Insurance.

You may consider offering an incentive for referrals, like a gift card or a free dinner for two. If you visit a new lead at their office and wish to follow up later, send or personally deliver a basket of fresh muffins, or cookies with additional information, brochures and business cards. This small gesture can help you to really stand out.

  Continue to Communicate 

Generate a Medicare Supplement Insurance newsletter with up to the minute information that is pertinent to your target audiences needs and easy to understand. Email it monthly to everyone who attended your seminar in order to keep your insurance services on their minds. When they are ready to move forward and establish a policy, you will be the first person that they think of.