If you’re looking to boost your Medicare Supplement sales this AEP, this might be the most valuable thing you read today.
Every year, thousands of agents flood the market — chasing the same seniors, running the same ads, saying the same thing. But what separates top producers from everyone else is how they approach the opportunity.
Below are seven powerful, field-tested ways to get in front of more seniors, earn their trust, and close more Med Supp business this season — straight from Glen Shelton’s playbook and real-world experience helping agents scale their books of business.
1️⃣ Referrals: The Highest-Trust, Lowest-Cost Way to Sell
Referrals check every box: low cost, high trust, and minimal time investment.
When a happy client, family member, or business partner sends someone your way, that senior already trusts you. You’re not selling — you’re helping.
If you’re just starting out, build your referral base early. Set up partnerships with local advisors, pharmacies, or clinics who don’t offer Medicare but interact with seniors every day.
2️⃣ Door-to-Door Prospecting: Still Legal for Med Supp
Unlike Medicare Advantage, you can go door-to-door for Medicare Supplement.
Yes, the trust level starts low — but the cost is almost zero.
If you’re new, this can be your training ground. Get a targeted list of seniors 65+, focus locally, and practice building rapport quickly at the door. It’s not easy, but it teaches you discipline and sales instincts no online ad can.
3️⃣ Cold Calling: Low Cost, High Discipline
Cold calling for Med Supp is still allowed — but tougher than ever thanks to DNC lists and TCPA rules.
The upside? It’s practically free. The downside? It’s a grind.
If you’re new, cold calling helps you develop your pitch, refine your tone, and understand senior objections. But long term, there are smarter, more scalable ways to work your time and money.
4️⃣ Call-Verified Leads: The Modern Agent’s Secret Weapon
Here’s where smart agents win.
At Lead Heroes, every Med Supp lead goes through a live call verification process — meaning a real human confirms the prospect’s interest before it ever hits your inbox.
✅ You know they’ll answer.
✅ You know they’re ready to talk coverage.
✅ You know they’re exclusive — never shared.
It’s the perfect balance between trust, time efficiency, and ROI. You spend a bit more per lead, but your cost per acquisition drops because you’re actually connecting and closing.
5️⃣ Direct Mail Leads: The Old-School Workhorse
Direct mail still works — especially with older demographics — but it’s slower and more expensive than before.
Response rates have dropped from 3–5% a decade ago to 1–2% today.
Still, some agents swear by it. Use mail strategically as part of a diversified marketing portfolio, not your main driver. It’s a great supplement to other, faster lead sources.
6️⃣ Internet Leads: Fast but Filtered
Facebook and Google can generate leads quickly — but beware of shared or low-intent internet leads.
If you’re running your own ads, focus on local targeting and personal branding.
Remember: cheap leads don’t always mean cheaper sales. Focus on contact rate and cost per acquisition (CPA) — not just “cost per lead.” The agents who track those numbers are the ones who win big.
7️⃣ Seminar Marketing: High Trust, High Reward
Nothing builds credibility like standing in front of a room full of seniors and teaching them something valuable.
Seminars create instant trust and authority — but they’re costly and time-intensive.
Think of seminars as a long-term investment in your reputation. When done right, they generate loyal clients and a steady stream of referrals for years.
Final Thoughts
Each of these seven strategies has its place. The key is to balance your time, trust, and capital wisely.
Start with what fits your current situation, but always reinvest in better lead sources as you grow. Remember — your goal isn’t just to sell policies; it’s to build a predictable pipeline that supports your business year-round.
🎁 Free Resource: Glen Shelton’s Book (Limited Time Only!)
In honor of Med Supp Awareness Month, Glen Shelton’s book
📘 “How to Qualify, Present & Sell Final Expense and Medicare Supplements to Seniors”
is FREE on Kindle from Tuesday, October 14th to Friday, October 17th!
Inside, you’ll learn:
✅ How to qualify seniors quickly
✅ Glen’s one-sit close system
✅ Proven scripts and presentations that actually convert
Exclusive Medicare Supplement Leads
For agents focused on growing their Medicare Supplement book, we offer exclusive, call-verified Med Supp leads at our standard rate.
✅ 100% exclusive — never resold
✅ Call-verified interest in Medicare Supplement plans
✅ Minimum order: 10 leads
✅ Delivered in as little as 7 business days
If you’re looking to consistently write Med Supp business and keep your pipeline full year-round, these leads give you a reliable, predictable flow of prospects who pick up the phone and are ready to talk coverage.
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