Lead Generation
Stop Chasing Medicare Leads. Start Creating Them.
As a broker, or agency owner with TBGA, we want to ensure you have access to high-intent Medicare opportunities without relying on sale lead lists or hoping referrals just show up.
The Foundation
Before we dive into lead sources, understand that there is no single "magic" lead source. Top producer do not rely on one channel. They work on a combination of:
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Inbound interest
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Outbound activity
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Referral generation
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Cross-selling existing clients
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Webinars
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Field Marketing
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Seminars
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Partnerships
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Google
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and more
Lead Channels
1. Inbound Leads (High Intent Opportunities)
These are prospects who are already raising their hand.
Examples include:
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Digital leads (RGI, LeadStar Marketplace, Caboom Leads, Excel Impact). CLICK HERE for the list of Vendors.
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Website form submissions
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Seminar attendees
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Social media inquiries
What to know:
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Higher intent
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Faster conversations
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Requires fast follow-up
Expectation: Speed matters more than perfection here.
2. Outbound Prospecting (Where Consistency is Built)
This is where you take control of your pipeline.
Examples include:
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Call blocks
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Text outreach
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Community networking
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Event follow-ups
What to know:
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Lower immediate response
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Builds volume over time
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Creates momentum
Expectation:
This is where discipline wins.
3. Cross-Selling Opportunities (Most Overlooked)
Some of your best Medicare business is already in front of you.
Examples include:
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Life insurance clients
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P&C clients
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Employee benefits referrals
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Family members of existing clients
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Mortgage co leads
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Preneed
What to Know:
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Highest trust level
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Easier conversations
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Often leads to multiple sales
4. Referral Generation (Long-Term Growth Engine)
Referrals are not random. They are created.
Examples include:
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Asking at the right time
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Setting expectations with clients
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Creating simple referral language
What to Know:
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Compounds over time
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Warmer introductions
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Stronger close rates
Working Leads
Getting leads is only part of the process.
Here is what separates top agents:
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Speed to contact
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Leads should always be worked immediately
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Multiple Touchpoints
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Calls, texts, and emails all matter
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Clear Messaging
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Keep it simple. Focus on helping, not selling.
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Follow-Up System
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This is where most people drop the ball. Most sales happen after the first attempt.
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Daily
Activity
Framework
If you are unsure of what to do each day, start here:
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GOOB (Get Out Of Bed)
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Run your leads
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Make your calls
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Set your appointments
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Ask for referrals
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Update your CRM
Consistency in these areas drives production.
Tools for You
As a TBGA broker or agency owner, you have access to:
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CRM Dashboard
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Sunfire (quoting and enrollemnt)
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Lead vendor options
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Training scripts
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Support
Top Vedors for Leads
In our humble opinion.
Since 2018, we have been working very closely with trusted uplines, and we all agree on certain vendors that have proven effective, compliant, and consistent in providing high-quality Medicare leads.
RGI Solutions
RGI has been our go-to for Medicare leads and, in our opinion, one of the best recruiting platforms for agents. RGI has been a major player in the Medicare leads business for over 40 years. They are a data-centric foundation that has enabled them to be the leader in the insurance industry in fixed, cost-per-lead direct mail. RGI pioneered cost-per-lead direct mail programs. With a 25% lead in sales conversion, it's easy to see how they are leading the pack.
RGI offers the programs below:
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Final Expense
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Direct Mail
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Inbound call
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Digital
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Medicare Advantage
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Direct Mail
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Inbound Call
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Digital
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Medicare Supplement
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Direct Mail
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Annuity
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Direct Mail
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T65
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Direct Mail
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Recruitment
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Agent Boost Digital Recruiting (this is what we use)
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Brokers will love this option
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Cost per thousand leads:
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Use Discount Code: TM-10P
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Med Supplement, Medicare Advantage, and Final Expense
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Click HERE for the site
Sales Model:
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Field
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Telesales
LeadStar Marketplace
LeadStar Marketplace is a private leads platform created exclusively for Amerilife-affiliated agents. With TBGA, you have exclusive access to this platform.
Primary Lead Types:
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Life transfers
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Data leads
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Aged data
Categories
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Medicare Supplement
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Medicare Advantage
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Final Expense
Sales Model:
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Field
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Telesales
Medicare Express
Medicare Express has a comprehensive system to support you and filter out prospects for you. They provide high-intent, qualified customers with a 51% coverting rate.
Primary Lead Types:
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Direct inbound leads
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Instant meetings
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In-person meetings
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Call Center transfers
Categories
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Medicare Supplement
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Medicare Advantage
Sales Model:
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Field
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Telesales
CABOOM Leads
Caboom Leads was founded by industry leader Cody Askins, who, if you have been immersed online for insurance sales techniques, you have seen his videos. At Caboom Leads, they provide thoroughly vetted phone-verified leads through a series of Q&A with potential enrollees. The leads are 100% SMS-verified, 100% TCPA-compliant, and exclusive.
These leads are fresh, SMS-verified, and ready to talk.
Primary Lead Types:
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SMS verified
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Weekly lead delivery
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Inbound calls
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Booked appointments
Categories
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Medicare
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T65
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Final Expense
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Life
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Veteran Life
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Recruiting
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Home
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Roth Conversion
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Annuity
Sales Model
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Telesales
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Field
Excel Impact
Top-Tier carriers use Excel Impact. With an uber-modern, data-driven approach, they are trusted across multiple insurance areas.
Primary Lead Types:
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Internet leads
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Customer-Initiated Inbound Warm Transfers
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Live Transfers
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Social Media
Categories
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Health
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Medicare
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Life
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Final Expense
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Auto
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Home
Sales Model
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Telesales
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Field
TBGA Data
As a part of your partnership with TBGA, we can provide access to internal data lead opportunities at no cost. These include Turning 65 prospects, veteran-focused leads, and other targeted data sets to help you build immediate activity. These are designed to give you a starting point so you can begin conversations, book appointments, and generate momentum without upfront investment.
Availability and strategy will vary based on your market and production goals, so connect directly with Jamie to walk through what options make the mose sense for you and how to use them effectively.