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There are several ways to get more Medicare referrals. Medicare referrals are a fantastic, no cost way to grow your book of business. Once agents are established as a community resource may rely solely on referrals and do not have to spend money on other lead sources.

Build good relationships with your existing clients

Smart agents make sure they are available to answer any questions or concerns their clients have. This goes a long way to build client relationships. The most important thing you can do as an agent is to listen to your clients to understand their coverage needs and wants. Once they know you have their best interest at heart and provide good service, they are happy to recommend you to their friends and family.

It is important to stay in contact with your clients. This way they remember you are there for them and they do not ask another agent for assistance.

Contacting every client before AEP is another way that helps you stay in contact and also allows you to update their information before it is time to choose a plan for the coming year.

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When a potential client contacts you be sure to Collect their contact information; email and phone to help you stay in contact if they give you permission to do so. This way agents can send out informational emails or contact a client if needed.  I some instances, agents can use phone numbers to contact clients via text message, if the prospect gives permission and you provide the option to opt out. Texts can be a quick and easy way to provide general information to a large number of clients at once.

Watch a YouTube video on AEP marketing rules

Online presence

A strong online presence is essential in today’s digital age. Agents should create a business profile on social media. Once you create the profile, it is imperative to update the platform with information potential clients may find helpful.  General information on Medicare choices and answers to common questions are good ways to engage readers and encourage repeat visits to your platform. An online presence has the capability of reaching a very large audience and presents you as knowledgeable resource in the field of Medicare.

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Educational workshops

Hosting free Medicare workshops or webinars helps educate the community about coverage options and changes in Medicare. When you provide valuable information to those who need help, you gain credibility as a valuable resource.  Those who attend may refer friends or family to you for guidance when they need help with their Medicare options.

Learn the best practices for educational seminars, click here

Referral Incentives

Be sure to thank those who refer new clients to you with a small gift. Please note; incentives can include a gift card or anything appropriate with a value of not more than $15 that cannot be easily converted into cash. It is extremely important to be complaint when you offer a referral gift. Acknowledging and appreciating referrals encourages your existing clients to actively promote your business.

For referrals that you receive from other agents or professionals (ACA agents, P&C agents, other Medicare agents), referral gifts of up to $100 per sale is allowable. Remember to send the payment so they refer more clients to you.  Please note in most cases, financial planners cannot accept the referral gift.

If you have a client that is happy with the service you provide, you can ask them for referrals if you do it in a way that you are both comfortable with.

Collaborate with Local Businesses

Build relationships with local businesses that serve the senior population. Think about making connections with senior centers, fitness clubs, retirement communities or other local services. These relationships can be mutually beneficial, as you you can refer clients to one another.

Introduce yourself to local healthcare providers, clinics or care facilities. Once they know you and the service you provide, they may form a partnership with you. Having a good rapport with these providers opens doors to a new stream of leads.

Consider volunteering at local healthcare events and workshops to connect with providers and potential clients. Other professionals can refer people who need assistance with Medicare coverage. This also helps establish you as a reliable resource for Medicare coverage needs.

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Stay up to date on Medicare plans and regulations

Agents need to stay educated on all available plan options as well as compliance rules. Be sure to attend product training sessions, workshops and conferences.  Broker managers and other agents are both sources of potential referrals if they have a beneficiary who needs assistance in your area.  A well informed and well-known agent is more likely to attract referrals from clients and other professionals.

A large referral network is a great way for MEdicare agents to achieve long-term success. Focusing on client satisfaction and following the suggestions above can help agents build a successful business that brings in new clients and more opportunities.

How to get more Medicare referrals

Agents who generate a steady stream of referrals not only build their client base but also establishes their credibility in the industry.  We will go over how to get more Medicare referrals with a few ways agents can build their referral network and achieve sustainable growth.

Build good relationships with your existing clients

Agents who put in the effort to ensure their clients are happy with their coverage choices can easily earn referrals.  In order to ensure clients are happy, agents must be in contact with their clients and go over new plan options each year during the AEP.  Agents should use a good CRM to keep client information up to date.  This includes a list of their current doctors and medications so you can quickly update it each year when you run a plan comparison for AEP.

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Collecting your clients email and phone number can be a good idea.  This way agents can send out a mass email that contains any pertinent information for your clients.  The phone numbers are useful not only to contact your clients in general but can be used as a tool if they want to opt in and receive text messages from you.

They also need to be available when a client calls with a coverage question.  If a client has confidence in the service they receive, they are more than happy to tell friends, neighbors or anyone else who asks.  This a very valuable source of new business.  It is also ok to ask clients for referrals, just find a way that is comfortable for both you and the client.

Click here to watch a quick YouTube video on AEP marketing rules

Establish relationships with local healthcare professionals

It is a great idea to introduce yourself to healthcare professionals, doctors and clinics in your area.  Once they know you and are aware of the service you offer, you can create a partnership. Establishing a good relationship with healthcare providers can open doors to a continuous stream of leads. Volunteer to attend healthcare events, workshops, and seminars to connect with providers who may refer individuals seeking Medicare coverage. Position yourself as a reliable and knowledgeable resource for their patients’ needs.

Build a strong social media and online presence

In today’s digital age, a strong online presence is essential. Agents should consider creating business profiles on social media platforms.  Once the profile is created, it is important to maintain the the platform with any pertinent information potential clients may find valuable.  Information about Medicare options and answers to common questions are a couple things to post on your platform to engage your audience. An online presence not only helps you reach a broader audience but also positions you as an expert in the Medicare field.

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Host free educational workshops

Host workshops or webinars to educate the community about Medicare coverage options and changes. If you provide valuable insights into the complexities of Medicare, you will gain status as a valuable resource.  Anyone who attends may be more inclined to refer friends and family to you when they are looking for guidance on their Medicare choices.

Want to learn the best practices for educational seminars, click here

Offer Referral Incentives

Create a referral program that rewards clients and other individuals for referring new clients to you. Incentives for clients can include a gift card or anything appropriate with a value of $15 or less. It is important to be complaint when offering referral gifts. By acknowledging and appreciating referrals, you encourage your existing network to actively promote your services.

Referral gifts for another agent or business professional (ACA agents, P&C agents, Medicare agents not licensed in a particular area) can be a cash payment of up to $100 per sale.  It is important to remember to pay them this so they will be more likely to refer other clients to you in the future.  Please note:  in most cases, financial planners cannot accept the referral gift.

Collaborate with Local Businesses

Explore partnerships with local businesses that cater to the senior population. Establishing connections with senior centers, fitness clubs, or retirement communities can be mutually beneficial. These businesses may refer clients to you, and in return, you can refer clients to them for services.

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Stay Informed

Because Medicare plans change each year, it is important to stay informed on any updates and adjust your strategy accordingly. Be sure you are up to date on compliance rules and attend product training sessions, workshops and conferences regularly.  This is a good way to build relation ships with broker managers and other agents in the industry who may send you a referral if they have a beneficiary who needs an advisor.  An informed and well known agent is more likely to attract referrals from clients and other professionals.

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As a Medicare sales agent, building a large referral network is essential if you want to achieve long-term success. By focusing on client satisfaction, and following the other suggestions noted above, you can build a successful referral-based business that continually brings in new clients and opportunities.

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