Grassroots marketing Archives

Grassroots Marketing for Medicare Agents

By Ed Crowe | General Articles | 0 comment | 29 May, 2025 | 0

Grassroots Marketing for Medicare Agents: Building Your Book of Business

In an increasingly digital world, there’s still no substitute for genuine, personal connection; especially in Medicare sales. Grassroots marketing for Medicare agents can be one of the most effective and affordable ways to grow your book of business, especially in local communities where trust and reputation go a long way. Whether you’re a new agent or looking to reinvigorate your outreach strategy, grassroots marketing tactics can build lasting relationships and drive referrals.

Volunteer in Your Community

Volunteering is a powerful way to connect with people on a personal level while giving back. Choose causes that align with your values and attract your target demographic; such as food banks, senior centers, or veterans’ organizations.

Consider wearing a name badge or shirt with your agency’s logo while volunteering, and carry business cards or branded leave-behinds. In these settings, people often ask what you do, giving you a natural way to mention your services.

Ask for Referrals from Satisfied Clients

Even in today’s world; word-of-mouth remains king. Clients who trust you are your best advocates. Don’t be afraid to ask for referrals, just be compliant and tactful in how you do it.

Tools:

Create business cards for clients to pass to friends. It is a good idea to put a picture of yourself on your cards to help people become familiar with you.
Follow up with a handwritten thank-you note and a small token of appreciation; such as a $10 coffee gift card or a some small token (keeping it under $15 to stay compliant).

Additionally: Consider including a line on your business card or email signature: “Know someone who has questions about Medicare? I’m happy to assist!”

Build Local Business Relationships

Partner with local businesses that serve your ideal clientele; pharmacies, barbershops, community banks, independent living facilities, senior centers, libraries, etc.

Strategies:

Offer to leave business cards, flyers or brochures at the front counter.
Cross-refer: If they refer customers to you, do the same for them.
Host joint educational events (e.g., “Medicare and Medication Q&A” with a local pharmacist).

Leave-behind ideas:

Branded pens, pill organizers, or reusable shopping bags are all affordable and practical.

Host Seminars and Educational Events

Educational seminars are a compliant and effective way to attract new prospects. People appreciate clear, unbiased information about Medicare—especially when it’s presented in an easy-to-understand format.

Watch a quick YouTube on Educational Seminar Best Practices

Some Ideas on Where to Host:

Local libraries
Senior centers
Churches
HOA clubhouses

What to Bring:

Printed guides or FAQs
Sign-in sheet (for permission-based follow-up) voluntary only
Medicare-compliant presentation materials
Small giveaways like notepads, magnifying glasses, or bookmarks (again, under $15 in value) with your logo and contact information

Be sure to check with carriers and CMS for current marketing rules around events and materials.

Stay updated on agent events and information

Be Where Your Audience Is

Don’t wait for people to come to you; go where they already are.

A Few Ideas:

Set up an information booth at a farmer’s market or community fair (with proper permission).
Attend Chamber of Commerce or Rotary Club meetings.
Sponsor a senior bingo night or lunch-and-learn event.

Use these opportunities to show up as a helpful resource, not a salesperson.

Consistency is Key

Grassroots marketing takes time but builds true connections. It’s not about flashy ad budgets; it’s about showing up, being authentic, and providing value. If you make it easy for people to refer you, remember you, and trust you, your Medicare book of business will grow; one interaction at a time.

Are you ready to join the team at Crowe; click here for contract

Suggested Leave-Behinds or Referral Gifts (All $15 or Less):

Branded pill organizers
Magnifying bookmarks
Reusable grocery bags
Hand sanitizers with your logo
Small potted plants or succulents
Coffee mugs
$5–$10 gift cards (compliance-checked)
Mini first aid kits
Magnetic calendars with your logo and contact information

Looking to grow your Medicare practice? Start with your community; the most powerful marketing tool you have is you!

Low Cost Medicare Lead Sources

By Ed Crowe | General Articles | 0 comment | 20 May, 2025 | 0

If you’re a Medicare agent, you know leads are an essential part of your business. But purchasing leads can be expensive as well as frustrating, with low contact rates and high competition. The good news? There are effective, low-cost Medicare lead sources to generate quality Medicare leads that build lasting client relationships.

Here are four strategies to help find leads that actually convert without emptying your wallet:

Grassroots Marketing Still Works

Even in the digital age, nothing beats local visibility and personal interaction. Although grassroots marketing may take some time, it’s cost-effective and builds genuine relationships.

Community bulletin boards: Post flyers offering your services at grocery stores, libraries, pharmacies, and senior centers. Remember; use only general information and do not mention specific benefits or carriers on flyers.
Local events: Set up a booth at farmers markets, church fairs, or health expos. Offer free Medicare information and assistance to attract interest. Free items of nominal value like pens or candy sometimes helps attract people and start the conversation.
Business cards everywhere: Leave them at coffee shops, laundromats, grocery stores or anywhere seniors gather.

This method takes consistency, however, over time, it helps establish you as a valuable, local Medicare resource.

Click here for a Scope of Appointment Form

Host Medicare Educational Seminars

Educational events are a great way to build credibility as a knowledgeable community member and generate leads in a non-salesy setting. Many seniors are overwhelmed by Medicare choices and appreciate trustworthy advise.

Partner with libraries, senior centers, or churches to host free events.
Offer a clear, simple presentation explaining Medicare basics and common questions.
Use voluntary sign-in sheets and follow-up cards to capture contact information for attendees.
Bring printed materials like basic plan comparison charts or a “Medicare 101” guide they can take home.

Watch a Medicare Educational Event Best Practices Video

You don’t need a big crowd; even a small gathering can yield solid, qualified leads when people trust you from the start.

Leverage Professional Community Relationships

Think beyond individual clients; build relationships with people who serve your target audience every day.

Pharmacists and independent pharmacies: Ask if you can leave materials or host a “Medicare Check-Up Day.”
Financial advisors and tax preparers: Many of their clients are Medicare-aged. Offer to co-host an event or provide educational resources.
Home health agencies and caregivers: These professionals regularly interact with people who need help with healthcare coverage.
Faith leaders and community organizers: Trusted voices in the community can refer their members to you when Medicare questions arise.

These referral partners don’t have to sell for you; they just need to know you’re a trusted resource.

Referrals from Current Clients

Once your business is established, happy clients are often your best lead source. In most cases, all you have to do is ask; they are happy to recommend your services to friends and family.

Ask at the right time: After helping a client enroll or during an annual review, simply ask, “Do you know anyone else who could use help with Medicare?”
Send follow-up emails with referral reminders: Include a link to a referral form or offer a small incentive (where compliant).
Provide extra business cards they can hand to friends or family.
Stay top-of-mind with birthday cards, newsletters, or check-in calls. The more visible you are, the more likely they are to refer others.

Remember, a referred lead is already partially sold; they trust you because someone they know trusts you.

A few more strategies for Medicare agents

You don’t need a massive marketing budget to grow your Medicare business. With the right combination of grassroots outreach, community connections, educational events, and referrals, you can build a steady stream of qualified leads that cost very little and convert into sales.