Direct Mail Response 4 Med Supp After Aep

[SeniorMarketDesign]

My two cent's worth, is that usually we see the best response rates from clients ages 66-75, and typically better returns from 'rural' areas as opposed to within major city limits...Usually when our agents do lead drops we suggest focusing leads on areas surrounding major cities, maybe withing 30-45 min drive outside of town...

Also, the lead company we work will pass on the entire mailed list, with contact names / phone #, etc. and will even scrub it for the DNC for a minimal cost. Really makes paying for a lead drop that much more enticing when you're not solely relying on responses to the mailer.

If you'd like to get more info, feel free to call us, or shoot me a PM!

Hope this helps!

Senior Market Design
402.817.4828

 

[Chazm]

Yeah, the key is mailing 3-5 months out. I still get 2-3% return.

 

[maniacagent]

I am not sure I understand the 3-5 months out concept. Or are you just saying it's important to keep a steady flow up?

 

[Frank Stastny]

Caroll,
I think your response rate has alot to do with where you are in the country. In arizona we consistantly get about 2 percent. Do you remember the age of the people you mailed to?

I usually mail to folks turning 65 in 4-5 months. I have found that at this point they are still interested in learning, they arent completely burnt out with huge volume of junk mail they are recieving and if you meet with them they are usually ready to buy if your good.

I agree that mailing that far in advance of them turning 65, before they get slammed with information and have agents hammering them over the phone, will probably get a higher response rate of return.

However, more important than the rate of return is the number of apps that result from that return. In my experience of marketing to those T-65 is that they are still "shopping" at that point and may not be ready to commit to a purchase that far in advance. They are still "kicking tires".

I do realize that you may have a different approach than the one I have used each time I have attempted to market to them. I do sell them insurance when I have marketed to them but it is not as easy as contacting people who already have a Med Supp. Plus, people over 65 are not getting inundated with phone calls on a daily basis from agents across he country who are trying to sell them a policy.

I guess I'm like a lot of others, although I enjoy what I do, I don't want to work any harder than necessary to make money.

 

[hockeyday]

where do you get T65 list

 

[Frank Stastny]

where do you get T65 list

Any company that sells lists. I have been purchasing mine from Lead Concepts for a long time but they are quite expensive compared to others. However, agents who I am training tell me that they have been using USA Data and seem pleased with them.

I have seen posts on here though from agents who feel that they didn't get accurate information from USA Data. I have never used them.

The only difference from one company to another is how frequently they update their data.

 

[Russ]

where do you get T65 list

Mutual of Omaha offers T65 lists, through USADATA. Call sales support at MoO Monday at 1-800-693-6083. They can get you connected.
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Any company that sells lists. I have been purchasing mine from Lead Concepts for a long time but they are quite expensive compared to others. However, agents who I am training tell me that they have been using USA Data and seem pleased with them.

I have seen posts on here though from agents who feel that they didn't get accurate information from USA Data. I have never used them.

The only difference from one company to another is how frequently they update their data.

I haven't had any problem with them, so far.

 

[retread]

My last med supp direct mailing, 1,000 mailers, 7 cards returned, one sale.....cost of mailers: $405.......amount made on med supp sale......$28.00 per month. Should have takent the 405 to the casino and put it all on red!
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20-40 leads on 1,000 mailers...now that might be worth it!

I live under your front door, and did a lead drop in November that returned over 3%. However, the BRC was for Medicare Advantage, not Med Supps. I would not waste the money for lead drops for Med Supps when you can call from a scrubbed list. Listen to Frank... Cold calling is not allowed for MAs, and you have no choice in that market.

 

[azmedsupagent]

I live under your front door, and did a lead drop in November that returned over 3%. However, the BRC was for Medicare Advantage, not Med Supps. I would not waste the money for lead drops for Med Supps when you can call from a scrubbed list. Listen to Frank... Cold calling is not allowed for MAs, and you have no choice in that market.

In arizona we might get 300 numbers out of 1000 that are not on the DNC and you can bet those 300 people are getting hammered with phone calles already... might be different in other states.

 

[GreenSky]

In arizona we might get 300 numbers out of 1000 that are not on the DNC and you can bet those 300 people are getting hammered with phone calles already... might be different in other states.

In CA, it's less than 15%, and that's in the stupid (rural) areas.

Rick