A man wearing a white shirt using a laptop computer with a green gradient overlay and the words "Medicare Leads" over top.

Have you ever wondered how to get the best return on your investment with Medicare leads? Watch our video or read the transcript below where we discuss:

  • How to choose good demographics
  • Generic leads
  • Mass mailers
  • Buying name lists
  • Best calling practices and more!

Christy Wilbert: Hello everyone and welcome. Thank you for joining us today to discuss Medicare leads. I am Christie Wilbert, the Vice President of URL Insurance Group for Medicare Offerings, and I have been in the insurance industry for about 18 years. At one time I was an agent just like you. So I know the importance of getting a good lead and making sure that those leads are coming in consistently.

So what my job is today is to make sure that once you get those leads, that you know what to do with them. So this webinar is gonna be great for people that are new in the business, or even people with mature books of business that are just looking to grow. So I've decided to kick off the year and make January our marketing month.

So we're gonna have one webinar a week and kind of really drill in and focus on one thing that you can be doing marketing wise, to help build your book of business. Today we're gonna solely focus on Medicare leads. Next week we're gonna fully, fully focus on grassroot marketing. So join us next week on that topic. I hope that you guys use the beginning of the year to really put together a business plan and decide what are your goals, how are you going to obtain those goals and step by step kind of little fragments of what you're gonna do.

Because a goal without a plan is just a dream, and I wanna make it my job to make sure that you have one. I wanna walk you around the screen a little bit today. We are using a new platform, so bear with me as I learn and probably fumble through this a little bit. But you'll see Steve and I is here our guest speaker today from Lead Concepts.

And then you're gonna see the slides that we're presenting to you today. Along the bottom right, you should see a little chat box. You can go ahead and click on that. Now. It's gonna open up a window that will show you a place to do question and answers. Keep in mind those questions are gonna be seen by everybody.

So it's like a group chat. You can message us privately. There's an area for that too. And then you'll also see handouts that you can take away today. You can download them to your computer. And then there is a poll section as well. Cause we are gonna take a poll here today. I'm just gonna move on to our first slide, which is about URL.

Who are we, if you are unfamiliar with us. We've been an FMO since 1986. FMO stands for Field Marketing Organization if you're in the Medicare world. If you're insurance and annuities, they call it an IMO or if group health, it's a GA. So we have a million different meanings, but basically an insurance brokerage.

So we market, sell and distribute insurance products. Right there you see our logo, it is the shape of a heart. It's you, us, and your clients. Because it reminds us that our passion is to help people and help them feel secure and safe in the products that we're servicing.

Okay, so before I go into this slide, I want to do the poll. So I'm gonna launch that now. I'm really curious just to see how many of you are investing in. And how often that you're doing that. Please be honest. So there's four options there for you. Yes, always and consistently, which I strongly feel like that might stay at 0%.

B Yes, a few times a year. I hope to see that one. And then C, yes, very little. Or D, no, not enough. All right. We have some answers coming in, so I'll go back to that. But the importance of leads. Let's talk about why we're here today. Okay? If you are a new agent and you're talking to other agents and trying to get ideas, a lot of answers that you'll get from them if they're established is, I just live off referrals.

Steve Weir: Oh yeah, yeah.

Christy Wilbert: I don't market at all. I just get referrals and it's like, okay. That is the dream, right? The dream is to get to that place where you don't have to market at all. You're just living off referrals. But, let's be honest, if you are just living off referral business, you aren't marketing, so you're not writing as much business as you could be.

So you're kind of skating by. Sorry if that insults some of you out there that are just doing it that way. But that is the truth. Most top producers that are looking to consistently be growing their book are buying leads. I mean, they are, they're doing something, they're doing some sort of marketing to new people.

Because you have to. You have to if you wanna continue to grow. Writing more business you have to make more appointments. That's common sense, right? If you only have two appointments a week, and maybe you're only closing at 50%, you're only gonna write one policy a week. Nobody can live off that.

Just to give you good expectation, I feel like the average agent's goal should be 10 or 15 sales a month. Everybody wants to know what that number is. That's my personal opinion. There are people that write way more than that and they're doing extravagant, and then there's people that don't and maybe it's not their only way of income, so that's fine too.

And most importantly, I can't highlight this enough, it needs like underline and explanation point is to find a vendor that you trust. That's why we have Steve here today. You can't do it without a vendor that's you know, responsive and they have a good team behind them and they know what they're doing because they're an expert in their field.

Just like you're an expert in your field, so you need somebody behind you, like Steve.

Steve Weir: Yay. Thank you.

Christy Wilbert: You're very welcome. And before I turn it over to him, I just wanna go over a little bit how to get leads. Okay. So number one of course is marketing. And when I say marketing, I mean anything that is tangible.

Anything in paper form, anything in digital form. Anytime you can get your name out there and really show off your brand, okay? They have little signs that you can put on the grocery carts at the grocery store up to a big billboard. You can do ads on YouTube now you can do ads on Facebook. There's a lot of ways to do marketing.

You just have to use your creativity. The next one is community. You really need to get involved. You can't sit behind your desk all day at the office and think the phone is just going to ring. The big agents know that. You need to get out there and get involved in your town. Join a referral group.

They usually have those in every like county where everybody does a different thing for a living, and you refer each other business. Get involved in your local YMCA. Join an aquatics gym membership and go, you know, you have to think outside the box besides just your typical educational seminars and your senior expos.

Of course, those are always great things to do as well. I mentioned joining that group, so networking is another one. You gotta know who is, who else is doing insurance locally. . So visit those agencies. Literally just walk in the door and see where there's holes in both of your agencies that you can refer business to each other.

And, you know, insurance industry is a very small world. You're gonna continue to run into each other. You're gonna hear the person's name from clients. So just make sure that you have good relationships, because relationships are everything. And you don't have to just network with other insurance agents, but other businesses in the area, you know, your local furniture store or your local auto store or dentist office or pharmacy.

Those should all be relationships and things that you should be doing each week to make sure that you're continuing on that relationship. You know, just going out and eating breakfast at a diner one time doesn't mean they're gonna let you do meetings there. You need to become a regular there. You know, maybe you decide every Sunday I'm gonna go have breakfast here and make sure that they feel that I'm patronizing their business so that they're gonna wanna do the same for me.

Referrals, you know, the unattainable goal that you wanna get. Don't be afraid to ask for referrals if at the end of the meeting your person is just thanking you up and down at how great of a job you did, you know, make sure you're leaving a few business cards with them and you're asking them, you know, the best compliment you can give me is to give me a referral.

This is how I pay my bills. This is how I support my family. There's no shame in that. Everybody works for a living. And then purchase leads. You know, leads are actually cheap. It's what you do with them that's gonna cost you money, and that is the where you're gonna see the return on your investment.

And that's why we have Steve here today to show you what you can do with them. So I am gonna turn it over to Steve.

Steve Weir: Thank you. Oh, look at that.

Christy Wilbert: There you go.

Steve Weir: Okay. My name is Steve Weir. I'm with Lead Concepts and I don't know if you know how many people are on or who, who's met me before, but I've been many times to Harrisburg and visited with the team.

But Lead Concepts is more than just a lead provider when we are talking specifically about, you know, white cards that you get in the mail. So I wanted to visit with all of you about all of the different things that are available to you, whether I do them or not. So, you know, they're available. Christy is very right and when she says you can't do just one thing, you have to do three or four different things.

And part of that should be direct mail. And in that direct mail, is it a response lead? Is it somebody who's calling you? Is it driving people to maybe a seminar that you're having? So I wanna visit on all of these different concepts and you guys have the ability to ask questions on the side, so if you wanna ask some questions, feel free.

I don't really see them, Christie, where I am. I, I'm just, it's, I'm seeing like the full screen of my slides, so,

okay. Yeah. I'll let you know if one comes in.

Okay. So we have lots of different mailers that are available for you to mail, and I wanna kind of scroll through some, but I, I just want you to keep in mind that.

If you call us and have a conversation, we'll email this kit to you so you can look at it very specifically and go over all of the details with you on the phone. So, but I don't wanna, you know, bog you guys down with too much information about specific advertisements. But you'll see this particular one is about dual eligible.

We mail this to lower income seniors who would be looking to change or update their, their dual plan. Here's one that is specifically for people who are aging into Medicare in the next five or six months. This is an excellent return mail that we send out to those people. This particular one that you're seeing here is everybody who's 64 in your area.

We're finding that the people aging into Medicare are way more responsive than they have been in the last three or four years. 7, 8, 9, 10 years ago when I did people turning 65, we had very strong responses, and then it seemed like everybody stopped responding to the specifics of people turning 65 because there was so much advertising in the turning 65 market. Where now with all of the changes in, in CMS and what you can and what you can't mail, a lot of people have pulled back from the mail campaigns and the aging into Medicare has, has bounced back up.

So this particular mail campaign has been very strong for us getting two to two and a half percent in a lot of different areas. And they're specific to people who are 64, who you have tons of options on what you can do with them. Here's another one, a different version of. This particular card, I know I'm going fast, but I don't want you guys to be stuck on anything.

This particular card that we do is totally customized to you, and I think this is something that people don't understand that we do, is we customize the mailer cards for you. So it would have your photo, your name, your contact information, and it's a larger card than, than a lot of people think that you can do.

It's, it's six by nine. It's very attractive. and people simply read the information about you and what you provide to seniors in the area and they call you.

Christy Wilbert: Yeah. I love this Steve, cuz it's personalized. I can't stress the fact of how important a photo is because it humanizes you.

Steve Weir: A hundred percent.

Right? I can tell you over you know, we've been in business 30 years, I think this is our 31st. , the things that we marketed 30 years ago were very different from what we market now, especially through the the changes of everything that, that happened when we were all, you know, kind of stuck at home.

Going to the mailbox was an event during Covid. So for about a year, people going to the mailbox was, was like, hey, I'm gonna go outside and go to the mailbox. But a lot of people were, were seeing things that were suspicious. Seniors were home alone. They weren't interacting with too many people or their kids.

And the number of people who started to do things that were, I don't wanna say fraudulent, but they gave people the opinion that maybe this wasn't a real thing. Like don't send this back. You probably have said to people you know, don't send anything back. Don't return any mailers. You know, my mother's 81.

And so when she was home during Covid, I told her, don't send anything back. I said, let me take a look at everything. But through all of that, what we found is that people are much more responsive to a photo of somebody. It's like a real person. They'll look you up. All of these people are on Facebook, basically.

So they'll take a look and see who you are, see that you're a real business, that you have children and families and dogs in a house, in the neighborhood, those sorts of things. So, This type of a campaign, as Christy said, has really changed the way that we market, because for years, a generic mailer was perfectly fine, but it, it's not anymore.

People wanna know who you are. People aren't responding as much to the generics without any information about who you are, how long you've been in business, and for them to pick up the phone and call you to know that you're a real person. So this has been a big, big add for us this year and last year. As people, were trying to figure out how to get to people who were turning 65.

Now, this is also good for the people who say, I really just wanna work referrals. You know, that certainly is a thing. It's when we do targeted direct mail and people send back 20 return cards. That means you have to call those 20 cards. Christy, how many times should they call those return cards?

Christy Wilbert: Seven times.

Steve Weir: Yeah. This card you're looking at with your photo on it and your name and your phone. You don't call the people seven times they call you. Right? So this is much easier. You don't have all of the contact, the tough part. Now, you're not gonna get 20 calls, I'll tell you that unless you mail two or 3000.

But you will get good valuable response calls that you can close, you know? So these are excellent this year. So if you'd like to know more about this one, just, give us a call and we'll be able to go over the specifics and send you that. But it, it is an excellent mail campaign and these types of mail campaigns are being seen more and more.

This is the next thing that is very different this year and last year. When I say this year, I'm still stuck in 2022. Going into 2022 and 2023, we've done more and more mailers that you customize on your carrier website. , United Healthcare, Aetna, Humana. As you can see here, all all of these companies have CMS approved.

Their personal branded for you, but they also have their company name on it. A lot of people will go into their, their toolkit on these sites, add in the personal information, upload their photo, and it downloads to them a pdf. All you have to do is email us the PDF. and then we do all the printing addressing.

We get the list, we do the postage at the lowest cost, and then we mail it for you so you don't have to mess with all of the addressing or buy a list and do all of those things. So there are lots of options. So if you'd like to talk more on that, please call and ask me about that because there are, there are some various good options.

I will say that some people go into those websites and they get a little overwhelmed. Christy, do you have any people that help navigate through those?

Christy Wilbert: Oh, yes, we can. Absolutely. Or your broker manager with the carrier. Okay. But just to, you know, this option is very cheap and easy. I can't stress that enough.

Steve Weir: Right. And again, people are calling you, they get to know who you are. They see your face, they get your email, you know, and they know who you are. And then they call you and they ask you questions about your program, your product, how long you've been doing it. It's excellent. Plus, if you're doing one that is specific to a plan that is, is very strong in your area.

There is a, a turning 65 mail campaign through UnitedHealthcare, AARP, Medicare supplement. And there are a couple of agents that send those to me. You know, really you only have to do it once. And then I have the mail campaign, especially Medicare supplements. Not as hard as, you know, getting things approved for Med Supp and MA.

But we mail the people with slightly higher incomes, people who are 64, about to be 65 in four months, and this particular agent, they mail probably seven or 800. That's how many people they have in their target counties. So it's not always a thousand, but you know, they get six or seven phone calls and they sell more than half.

And so UnitedHealthcare MedSup is just very strong in some of these areas. So if, if you have a plan or a carrier or somebody who's very well received, these are excellent. So you definitely can lean into these and do very well without so much of the, you know, your, the seven, call the people seven times to get them on the phone part, that I, you know, I, I hate to say that, but it is true.

But you know, some people will answer the first time you call, so it's, so it's not like every time you call somebody, nobody answers the phone until you've called them seven times. But you don't wanna just call them once and then move, you know, then ignore it. If they don't answer, you call them again later.

Change when you call. Do different things. And a lot of people are telling me that they'll text people as well. So there's several different ways that you can take a, a return mailer card and get to the people and try and get them to respond so you don't show up as a spam caller that they just ignore all the time.

So, lots of different things that are available. This particular page is, is it talks about our capabilities, but I, I want you guys to really see that we have the ability to mail any type of mailer for you at the lowest price, the lowest postage, and get you the best list. So we have tons of capabilities, but a lot of people think that we just do, you know, little white postcards that come back like these?

You know, these are excellent. They do well. We can add your name and phone number to any of these as well. So when somebody does wanna check it out, check you out, they can look up you and your, your, your Facebook page and be able to know that you're a real person. We encourage that on all of our mailers.

Even if there are, people can call you or send back a response card. So we have lots of different options to make sure people can get to you.

Anything that you can think of that, or anything that you see or you get in the mail, is something that we can do because there are, there are lots of different options. We do things in a, in an envelope with a return envelope, and we have things that just go out as a postcard. We have large cards, small cards, letters with return cards.

So anything that you can dream up, you, you can do now.

Christy Wilbert: Yeah. And I think it's important to mention you know, if you do use Steve and you buy your lead list, how good are those names with you, Steve?

Steve Weir: Oh gosh, they're so good. No, I mean, like for how long? Oh, oh, I mean, when you get a return card back, that's your return card for as long as you wanna work on it.

But the lists that we're sending when we send out to that list I mean, we only send out one time and if anybody wants a copy of the list, they can just request it and we'll send it to you. There's not a lot of phone numbers on the list anymore. There's so many restrictions on phone numbers, but you get the person's name and their address, their age, their month and year of.

Their income, you know, so if they're in a low income, middle income, high income, you get an indicator of of that. That's all on the list that we get for you. So, but you could use the list for anything you'd like for a year.

Christy Wilbert: And so they could do multiple things with you using the same name list.

Steve Weir: Right now the list is not terribly expensive.

It's like a thousand names for $25, like when we're coupling it with a mail. So if I'm buying a list and doing a mail campaign for you, the most expensive part is the postage. The second most expensive part is the printing, especially if the printing is color printing, like if you do a photo thing. So trying to reuse a list isn't always the best option.

It's certainly available and there are definitely people who do that in areas where we only have so many people that are turning 65 and they would like to send out something to them when they turn 64, when they're, you know, three months later, three months later, three months later, because they just don't have that many names in the counties that they live in.

Certainly like people in the Dakotas and in some parts of Pennsylvania actually. It's pretty scarce, there's not that many people. So...

Christy Wilbert: Right. While you're talking about that do you mind explaining the process of how you do break down the, the list?

Steve Weir: Oh, sure. Every time you guys do a mail campaign, anytime anybody calls us, to do a mail campaign we will have a serious conversation about who we need to target, right? What age, what income, obviously what zip codes or counties? Certainly in the Medicare space, a lot of people wanna be in certain counties over other counties. So counties can be a priority, but you can target it by specific individual zip code.

And there are some very, specifically some people who are more comfortable with women. There are in, in some cases when we do life insurance mail campaigns for small life insurance plans for people who are doing final expense mail campaigns. Single women are more likely to purchase. Single men are... they never purchase. Single men are very rare. Mailing to single men is typically an not necessary. So we eliminate single men from those campaigns with the approval of our customer. But you know, it seems like older men when they get to a certain point and they're single, they don't care who pays for that or where they're, where they go when it's done , so so we are very, very specific.

I don't see in my slide deck, so I don't, I don't know if the marketing team pulled it or missed it, but some of the things that are very helpful this year as well as what, what these are, are seminar campaigns. You know, we have lots of different seminar advertisements that, that we can share with you that we've been doing for agents.

So if you're gonna do a Medicare 101, or whether it's AEP or if it's, you know, a quarterly thing where you're inviting everybody in your area to come and hear what you have to say about Medicare. It could be a dual seminar. Sometimes these carriers have preset mailers you can use to invite people to your dual mail seminar.

So there are lots of different seminars that are available, and that's another way for the agents who don't wanna run leads because people say leads, leads, leads. But a lead is so many different things. Driving 20 or 30 people to your location for your seminar is just as important. So if you don't do any seminars, you really might look into that.

They're not too terribly difficult, they're not too terribly expensive. Certainly you have limitations on what you can spend you know, for those. Christie, do you guys have things like Oak Street Health in those type of community centers that are built in with hospitals?

Christy Wilbert: We do.

Steve Weir: I don't know if you do anything with them, but man, they are amazing. They have those community centers and if you don't have a relationship with those people or the people that are near you, then you probably should , you know, look into that. Christy, do you have any people who are doing anything with those community centers?

Christy Wilbert: Not with Oak Street. We did originally when they first came out. They're in like the Philadelphia market right now, so we don't have too big of an agent presence. You have to be able to go and, you know, sit at the facility.

Steve Weir: Right. But we have a lot in the Dallas Fort Worth area where I am.

And I see different people doing a meeting. Like, they'll host a lunch and do a some sort of a bingo meeting where they have a couple of hours where they kind of have the floor to visit with people. So there are lots of different things going on in, in that arena as well.

So that's something you guys can watch for. And I know there's lots of different, I don't know what those are typically called like I call them a senior center with a hospital situation in it, , but I know it's not really a hospital. It's a, a group of doctors and they, they cater specifically to people who are on Medicare and, and mostly low income Medicaid.

Christy Wilbert: Yeah. Geisinger does something similar.

Steve Weir: Right, right. So, You know, you wanna look for what's happening, what's working. And honestly, seminars have been very strong. Not lots of people do them, but seniors are willing to go to them. They'll certainly go to a lunch, go to an early lunch. So seminar campaigns during a e p, I don't know how many of you are, are sitting in a Walmart, but we definitely have mailers that will drive people to those Walmarts.

I don't, I don't usually put those into the slide deck until later in the year, but, All of the things that you're doing to reach out to new clients you know, posting things on your Facebook page all reinforce all of the things that you're doing. So if you're not doing anything on Facebook or if you haven't posted anything in six months, I really encourage you to, to do those things.

Christy, are you guys gonna have some social media meetings this year or this month? Oh yeah. Yeah, if you're, if you guys aren't registered for that, and if you're not super comfortable with those things, please register for that and sit in on those because it's not difficult. It's totally free. And if you're gonna do a mail campaign or if one of your friends is going to refer you to somebody else, those people will wanna look you up and see who you are.

And you wanna have a few things in there about you. And and they need to be more social. You know, they can be businessy and social. Definitely take some time to log into that meeting as well, because that's super reinforcing of all of the other marketing that you're doing, and it's, it's totally free.

That's absolutely free.

Christy Wilbert: We did get a question, Steve. Cassie was curious where the leads come from and if they're the same leads that you get from another lead company.

Steve Weir: Oh, I see. Okay. That's an excellent question. So we generate leads in-house. So in my office we have a 20,000 square foot warehouse on the other side of the wall, and we, we have 52 people that work at lead concepts generating leads.

And so we do the direct mail campaigns in-house. So anytime we design something for you or you choose one of our. We purchased a list from an outside vendor who specializes in good quality lists, and then we do everything else in-house. We do the printing, addressing and mailing from our location. They get distributed by the post office to all the seniors in your area, and then whoever responds will either call you if that's your choice of campaign, or they'll send re return cards back to us.

They come back to us, our people in-house, we scan them and then email them to. every day as we get them the same day we get them. They're emailed to you and so they are your leads. It takes me typically, if we do a mail campaign and where a senior's gotta return a card and we send it to you from the day you ask me to do the campaign to the day you start getting responses in your email is typically about four weeks.

And the biggest thing is that you are the only person who ever sees these leads. They are exclusive to. Forever. And so, you know last week I think I was visiting with a customer I haven't spoken to in several years. He just doesn't need very many leads anymore. He's been doing it forever and he just doesn't need that many leads.

Well, his son is in college and wanted to start doing some things and he does life insurance. And so he said, oh, I need to do some leads for my son and get him started in the business. And I said, okay. So we did a campaign for him, but I told him, You also have all of the leads we've sent you over the 15 years that you did.

 I said, do you still have any of those? And he said, oh, I'm not sure. I said, well, we have them all on file.

Christy Wilbert: Wow.

Steve Weir: He said, so let me send you the link to these so you can share them. And I told him, I said, you can have your son call us and we'll, we'll give him the link and show 'em exactly how he can access all of that agent's leads.

And he had hundreds of life insurance leads for senior life that his son was able to call and start to, you know, build his. Business from, you know, they're leads that were 10 years old, but some of those people have the same phone number, same address.

Christy Wilbert: Right. It's a real person. They responded at one point.

Steve Weir: Yes. Every time we do a campaign for you guys, it is 100% yours. We never resell them. Nobody ever sees them.

Christy Wilbert: It's very cool. Steve, thank you for sharing that. Steve and I just wanted to talk to you a little bit about best calling practices, because as we mentioned, you know, sometimes the person is going to be calling you based off of the lead that you sent out. But sometimes you are gonna have to be calling these individuals either warmly because you did mail them something like Steve suggested, and they're coming back saying they're interested in a phone call, or maybe you mailed them something and you never got a response.

But they are one of those people that have the phone number attached in the name list that you purchased. So, you can call, you can do cold calling for Medicare. Everybody's like, oh, that's a no-no. Because it says so in the AHIP. So it is a no-no to cold call if the intent is to sell a Medicare advantage plan during that phone call.

If your intent is to set an appointment, you aren't doing anything wrong. So make phone calls with that as the goal in mind. Okay? Your focus is to set that Medicare appointment. So as Steve mentioned earlier, typically you might have to contact that person seven times. That is the average, unfortunately. So be persistent, keep going.

Don't give up after a call or two. Let that be the other agent that gave up after two calls and you're gonna keep going, you're gonna push through. We definitely recommend that if you do get the voicemail the first time to just hang up and go ahead and call right back. Because when people do that, it's usually a sign that you do need to talk to the individual, so they're more likely to answer the phone. Also be careful with leaving voicemails. You don't wanna leave too many. You know, one or two is plenty. You can keep calling. Just don't keep leaving voicemails. They got it. Okay. You don't wanna come off as too eager.

Steve Weir: That's very true. And, and one of the things that I recommend, if I may, is that mm-hmm. , you kind of have a, a, an understanding of what your message is going to be. If you call 'em the first time and you get a voicemail, what's the first voicemail that you leave them? What does that sound like? And what does the second one sound like?

What does the, if you do leave a third one, what does that sound like? I, I want you to be consistent on what those, the first touch, second touch, third touch, what do those sound like? So they're not all exactly the same and they don't all, or they don't sound disjointed, you know? So be very specific about how you do that.

But also one of the things that, that we've found people will take a photo of their response card and text it to the person before they call or after they've called a time or two, they'll send an actual photo of their response card and then they'll send in a text, just in a text your name.

So sometimes an agent will send me their phone number and if I just call them, they're gonna get a thing that says unknown caller. But if I text them before I call with just a text that says my name, then when I call them, their phone says maybe Steve Weir, right? So it gives people an understanding.

So I think that's helpful too. If you're not having luck getting somebody on the phone to shift it, send them a text, send them a photo of their response card where they requested information, with just a text with your name, and then give them a call.

Christy Wilbert: Mm-hmm. Right. And one of the good things in preparation, like Steve mentioned, sometimes on the card that he's sending out, it might say like, are you getting all your Medicare benefits or are you aware of the new Medicare benefits that are available?

So make sure you're mentioning that if you are leaving a voicemail or immediately when you call and act like you know this person, you know, it's not, Hey Steve, it's Christie Wilbert from URL Insurance Group. You know that they're already like, oh, insurance, I'm, I'm tuned out. You know, so it's, hey Steve, it's Christy.

I'm giving you a call because you were interested in knowing the new Medicare benefits. I'm calling to, you know, update you on that information or provide you that information because then you're calling them for a reason and you're opening with your reason. So they have expectations of the phone call immediately and they're like, oh, I was interested in that.

I remember. And that's the way you get the appointment. Also, you know, say, I would love to give them to you. I have 'em printed. They're either here at my desk, do you wanna come into the office? I'm also gonna give you a coffee mug. Whatever you wanna do, can I bring them to your house? How's Tuesday at two?

You know, be prepared to set that. Also have things in your mind if you're getting like, like troubleshooting. If you're getting the same question over and over again or you're getting defeated because they're saying like, I don't remember doing that, or, no, because I have a guest here. Can you call me back in an hour?

Make sure that you are watching that clock and you're calling back in that hour. Show them that you can follow instructions and that you're reliable. and you know, start beating those pain points to the punch. You know, if somebody's making the same complaint over and over again, or make sure that you have a response ready.

You gotta have those tools in your tool, tool belt.

Okay. I just have this up here because this is a gentleman that I have watched for years and years. This is like an hour long cold calling presentation. But it is amazing. He's been in the industry for so long, it's a lead guru training. I recommend everybody watch it. It's extremely old, but still valid and you'll get some great tips out of it.

We reference it all the time. So I have it out here. This webinar is being recorded so you can go back and watch it at any time as well. If you need a refresher or the link will be out there for you. And the last thing I wanted to mention, we do have our Medicare Connections conference already scheduled at the Hershey Lodge.

So I believe August 24th is a Tuesday. If I can remember, we tried to beat the holiday this week. Try to be the first one that you're gonna be coming to after everything has been rolled out. We are gonna do it virtual and live. And hopefully you enjoy and you participate and Lead Concepts will hopefully be there.

I don't know if you guys know this, but Lead Concepts comes to every single conference that under the sun that Medicare puts on all year round. Steve was telling me he basically lives in an airplane, and his brother. So if you're gonna choose a lead vendor, make sure that you're choosing Steve, and we really appreciate you being here today, Steve.

Steve Weir: I appreciate the invitation. It looks like the 24th is a Thursday.

Christy Wilbert: Oh, well thank you for correcting me. I probably should have looked at the calendar.

Steve Weir: Well, I didn't think about that either. I was like, oh, Thursday's nice. That means I can stay a little longer.

Christy Wilbert: There you go. We'll go have a beer at Troeg's afterwards.

Steve Weir: There you go.

Christy Wilbert: Or a chocolate martini they're even better.

Steve Weir: Oh, Yes.

Christy Wilbert: All right. Well thanks for joining us, everybody. Have a great rest of your day. Don't forget, on next Thursday we have the Grassroot Marketing webinars so sign up for it.

Steve Weir: Yeah, if you guys wanna find me, just go to lead concepts.com and our phone numbers there.

It's, you know, obviously we have, I think we have a TikTok, we have a Twitter, we have a Facebook Instagram, you know, go check us out and all of our contact is information is right there. So call the 800 number. You can ask for me today. I'm in the office. I'm not always here, but I am if you'd like to visit with me personally.

Christy Wilbert: All right. Thanks Steve.

Steve Weir: Thanks, Christy.

Thank you everybody for joining.

Christy Wilbert: Yes, thank you.

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