Cover - The Ultimate Guide To Medicare Supplement Leads

The Ultimate Guide To Medicare Supplement Leads

By David Duford - January 02, 2023 - 5 Mins Read


It’s Risky

If you’re like most agents, you are closing business using some sort of Medicare Supplement lead system.

There are a lot of different Medicare Supplement leads for agents. And while SOME work well… many are unproven, don’t work, and WILL drain your bank account dry!

And nothing’s worse than wasting money on a shoddy lead program.

A Lead Is A Lead Is A Lead?

Understand this.

Medicare Supplement leads are no different than any other insurance lead.

Ultimately, a lead is just a lead. It’s an opportunity to converse with a Medicare prospect that may need your help.

Best Leads

With that said, I think some Medicare Supplement leads are better than others.

And for many, that comes down to trial and error, figuring out which lead generation strategy works best.

At the end of the day, the BEST Medicare Supp leads are:

  1. The one that you can afford, and
  2. The one with the most consistent results.

If your goal is to make convention this year selling Medicare Supplements, you MUST tap into a quality lead generation strategy.

In fact, most highly successful Medicare Supplement agents order more leads each and every week like clockwork.

No, they’re not just doing 10 leads/week, either!

Instead they’re generating 20 to 40 or more leads weekly, keeping lead volume high enough to stay busy (and successful!).

2 Types Of Medigap Leads

I’ve broken this review down really into two different types of lead programs.

First, we’ll discuss Medicare Supplement telemarketing leads.

Second, we’ll discuss Medicare Supplement direct mail leads.

Telemarketing probably the most common way to generate leads, whether you call yourself or purchase leads.

Unlike a lot of other insurance niches like final expense telemarketing leads where the leads suck, telemarketing still works well for the Medicare Supplement market.

To summarize what to expect…

First, I will show you the lead/lead vendor and demonstrate how each one works.

Second, I’ll show pricing options.

Best TM Vendors

The first type of Medicare Supplement lead we’ll discuss are Medicare Supplement telemarketing leads.

See Also  Aged Final Expense Leads – Worth The Investment?


The biggest advantage of telemarketing leads?

Bar none, telemarketing leads are affordable compared to other types.

But they aren’t just cheap. They are also high quality.

Medicare Supplement telemarketed leads gets us in contact with QUALIFIED leads.

Why? Because EVERYONE turning 65 is STARTING Medicare, and all 65 and older are ALREADY on Medicare.

Targeting the Turning 65 market, we know our prospects MUST decide on either a Medicare Advantage or Medicare Supplement plan.

Calling prospects turning 65 a few months prior to turning 65 dramatically increases your ability to convert leads into appointments, and appointments into sales.

Medicare Supplement Replacements?

Did you know Medicare Supplement policy holders have annual price increases?

If you’re targeting the “Turning 67 And Older” Medicare Supplement market, you can telemarket these folk, starting a conversation about how to replace their overpriced Supplement with an affordable Supplement.


What is the biggest con of Medigap telemarketing leads?

If anything, it’s the saturation level of other agents calling the same prospects.

Regardless of calling the T65 or T67+ market, you can count on other agents nationally to do the same thing.

Then you have to worry about the Do Not Call List.

Each year, the pool of seniors unplugging their landline and opting out of telemarketing calls grows larger.

Long-term, expect telemarketing lead acquisition costs to steadily increase, eventually fading away as a primary marketing method.

I imagine Medicare Supplement telemarketing leads have until 2030 or 2035 before becoming obsolete.

Medicare Supplement Direct Mail Leads

Now that we’ve discussed telemarketing leads, let’s discuss Medicare Supplement direct mail leads.

If you’ve ever been to my YouTube channel, you know I’m in love with direct mail!

Direct mail produces a more engaged prospect unmatched to other forms of Medicare Supplement lead generation.


Prospects spend more time voluntarily filling the card out. No one holds pressures them to complete the lead.

And people not pressured to request information are more serious prospects.


Bottom line, direct mail Medicare Supplement leads produce a better quality prospect than other lead generation techniques.

More agents get more appointments and close more business using direct mail leads.


One big advantage is you’ve got a card that you can show people to help get in the door.

See Also  Insurance Leads: The No BS Guide To Buying The BEST Leads!


Direct mail is pricier compared to telemarketing.

Plus, it takes several weeks before your leads begin rolling in with direct mail.

At the end of the day, you get what you pay for in many circumstances.

Best Medicare Supplement Telemarketing Vendors

Trained Telemarketers Review

The first vendor is Trained Telemarketers.

My friend in the business Christopher Westfall and his business partner Eugene Marchenko are the owners of this lead generation system.

They’ve worked together on Medicare, and both are incredibly successful agency owners and producers.

They put together this program because complaints agents have with generating consistent Medicare Supplement leads.

How It Works

Their service is simple.

You pay Trained Telemarketers a flat, one-time fee, which is currently $1,000.

For this price, you get access to:

  • $99/month for a predictive dialer
  • $49/month for unlimited data
  • A $3/hour telemarketer

They train and coach a Filipino telemarketer using their tried-and-tested Medicare Supplement lead generation script.

Once they find and train your telemarketer, you decide what to pay them.

Some agents pay $3/hour, while others pay more (or less!).

The ultimate goal is to hire a telemarketer at an EXTREMELY low hourly wage for decent-quality work.

Done-For-Your Telemarketer Training!

What’s great about this program?

Two factors. One, Trained Telemarketers trains your caller. Two, you pay wholesale, not retail, for your caller to generate leads.

Trained Telemarketers has a network of quality telemarketers with good English and a solid work ethic.

Trained Telemarketers also offers a 30-Day Money Back Guarantee.

Great Results

Over the years, I’ve talked to many agents that have used Trained Telemarketers with great success!

These agents said, “Oh yeah, I’m using this telemarketing program is pretty good. I get Medicare Supplement leads, and it only cost me $3/hour. I get a couple leads an hour.”

I’ve also heard, “I’ve scaled up! I’ve got 3 or 4 people that are calling, and I’m paying $12/hour for three or four people. I get 5 leads/ hour for 20 hours a week. It’s great, and I get to sell all over the phone (or face-to-face).”

This is an excellent program, and I really like it.

Lead Heroes Review

Let’s say you’re not interested in an upfront fee.

Instead, you’re looking for a one-time order of Medicare Supplements leads.

Enter Lead Heroes!

Glen Shelton is the owner, and he’s generated exclusive Medicare Supplement leads for agents for years.

You can see lead options he offers here, along with samples to listen to.

See Also  Best Direct Mail Final Expense Leads Review

Also, Glen has an awesome Interactive Medicare Marketing Map that shows penetration rate for Medicare Advantage.

This tool helps agents discover the best counties to prospect for Medicare Supplements.

For example, most Medicare agents selling Medicare Supplements want 30% or less of the population to have Medicare Advantage plans.

It’s better to target for Medicare Supplements in areas with less Medicare Advantage prospects.

Best DM Vendors

In this next section, I review 2 Medicare Supplement direct mail lead vendors I’ve done a lot of business with.

Lead Concepts Review

Lead Concepts is one of my favorite direct mail lead vendors.

I’ve done a ton of business with them, personally and through referrals. I like them a lot, and they do a great job.

If you click on “Direct Mail” under their “Services” tab, you can view all of their options.

Lead Concepts offers exclusive Medicare Supplement leads as well as exclusive Medicare Advantage leads.

Leads are highly responsive. In fact, Lead Concepts expects the average Medicare Supplement lead order to pull 2% of more.

That’s good =).

Need-A-Lead Review

Another great direct mail vendor is Need-A-Lead.

I’ve used Need-A-Lead more generating final expense leads, but they do Medicare Supplement leads for agents, too.

Need-A-Lead claims a 3% to 6% response rate. That sounds a little frothy to me.

Most likely they see that kind of response rate during AEP only.

Instead, I would anticipate 2%+ as realistic.

Final Thoughts

At the end of the day, agents know they need Medicare Supplement leads to consistently write Medicare policies.

And the key to YOUR success is finding a program that you’re comfortable with.

From there, you can scale your Medicare Supp lead program to whatever level necessary to achieve your income goals.

All of these programs work very well for the right type of agent.

Give Each Program A Shot!

My advice?

Try 1 of these programs out. See what works best for you.

Have a level of comfort testing different Medicare Supplement marketing options.

Got any questions or concerns with any of these Medicare Supplement vendors?

Please leave a comment below. Or message me directly here. I read ALL emails.

If you are looking for a new home for your Medicare Supplement business (or for Medicare Advantagefinal expensemortgage protection, or annuities), go here learn more about my national agency.

Thanks for reading!

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