Most vendors will charge you for missing a call, while others will only penalize you by increasing the price of future calls. For this reason, we recommend setting aside concentrated periods during which you can receive them.

Within <10 seconds of receiving a call, you'll be able to see the lead's key information in a portal associated with the lead gen vendor. You’ll have between 60 - 90 seconds of “buffer” time during which you can further qualify the prospect. If you hang up within that time period, you won’t be charged.

Though each conversation will be different, we’ve prepared a general script you can use for appointments here.

___% of calls enroll immediately (for plan effective dates within 30 days)

Prospects undergo minimal screening (they are determined to be eligible for Medicare within your state) and quality varies widely; sometimes you'll receive calls about home health aides, Medicaid, etc. and prospects will be rushing to receive an answer or may be confused why they are on the phone in the first place. Here are copies of the screening questions and scripts used by the vendors.

Many prospects won’t be ready to enroll yet (or at all), and that’s okay -- be helpful anyway! Someone who hasn’t enrolled but has signed up for Spark Member Services should be viewed as a success and an opportunity for the future (we’ll do all the follow-ups for you).

For prospects not ready to enroll immediately, establish permission to contact again in 3 months, always answer any questions they have for free (and bring in your Spark Navigator team for extra support where appropriate), ask if they’d like Spark Member Services (TBD).

In your CRM, you should disposition each lead under:

Lead Heroes - priced on a per-campaign basis (around $960 for 2 weeks), which should lead to 2-3 daily calls during a 4 hour window**.**

Datalot - great for consistent volume, but will be ~$65 per lead

Quantum Digital Media

These leads require you (or your assistant) to dial them shortly after receiving them, and trying them several times over the subsequent days. The longer you hold off on contacting them, the lower your close rate.

Our general appointment script here is applicable to these types of opportunities as well.

It’s important not to get discouraged if you struggle to get in touch with prospects immediately.

___% of opportunities successfully contacted on first call

___% of opportunities successfully contacted over one week period

___% of contacts into appointments or sales in the next 30 days

___% of contacts turned into warm prospects you can follow up with over time (via Member Services)

Best practice is to call each lead within 24 hours of receiving your information. For leads who don’t pick up, you should leave a voicemail introducing yourself and your unique value prop (Spark script).

You should call leads at least once every 24 hours for 3 days until you are able to contact the prospect. If you can, try calling at various times of the day.

In addition to calling, you should send text (script) and email (script) follow-ups when possible over the 3-day period after you get the opportunity.

It’s okay to be persistent! There is a fine line between persistence and pushiness. You should feel proud of the value you can provide your prospect as a local Medicare expert -- if you don’t reach the prospect, someone else who cares less about the consumer might.

Lead Concepts - pay ~$510 per 1,000 mailers (<2% response)

RGI - pay $20 per lead generated (we will have to purchase on your behalf)

Select internet vendors, but speak with us in advance.

What it is: mailer leads at a set price. Vendor sends out mail campaigns on our behalf and generates leads. The prospects write back requesting more information about Medicare options.

Order timeline: for 66+, 2-3 weeks before you want the leads to come // for t65, need to order by the 23rd of the month to receive the following month

Format: agent will receive leads to their Spark CRM along with copies of the business reply card emailed to them

Quality: high intent since someone has reached out for more information and written a physical request card.

Pricing: ~$25 - 35 per lead

Example lead:

What it is: you pay for a "mail drop" of 1,000 mailers. From the day you execute the mail drop, you'll start receiving leads ~2-3 weeks later. You can select the specific location and the type of campaign to run.

Order timeline: 2-3 weeks

Format: agent will receive leads to the vendor's CRM when the first lead comes back. All subsequent leads can be accessed via the CRM. The vendor can also have the business-reply-cards mailed to you.

Quality: high intent since someone has reached out for more information and written a physical request card.

Pricing: ~$510 per 1,000 leads

Lead Concepts-Medicare.pdf

What it is: these are warm transfers that are purchased per-lead. A call center agent will pass the transfer to our licensed agent. While the prospect should be qualified based on (a) being of appropirate age (b) having Medicare parts and B, in some cases the prospects do not know why they're on the phone or are frustrated about being passed on so frequently. Our agent has 60 seconds to qualify them again. If the prospect stays on for more than 60 seconds, our agent will be charged. If less than 60 seconds, our agent will not be charged. If our agent wants to get off the line quickly, it's fine to say something along the lines of: "Looks like there's nothing to worry about. I hope you have a nice day."

Order timeline: you can typically start a new campaign within a few days. You can set specific windows that you have availability.

Format: agent will receive calls to their OpenPhone number. In the near future we will have an integration so the agent can see the number directly in their CRM.

Quality: high variability; some people need assistance with an issue immediately, others are very frustrated to be on the line.

Pricing: ~$65 per lead. You are typically charged if you miss a call.

What it is: a custom call campaign led by an overseas call center that calls compliant leads for you and attempts to make warm transfers. They can run t65 campaigns and Medicare Supplement campaigns. For t65 campaigns, you may speak with people who are more than 6 months out. It's an opportunity to establish trust & expertise with them upfront by refreshing their eligibility requirements.

Order timeline: 5 - 10 days in advance of start date

Format: these calls are considered "warm transfers". You will be connected with the prospect through the LeadHeroes caller. The data will also be sent to your CRM directly within 30 seconds of the call start. If you miss the transfer, you'll be able to call that person back. Try calling them back 2x the first day, then 1x the next two days.

Quality: average with high variability (frustrated to happy callers). While all the screening questions are the same, the client gets to the phone call through different starting channels (e.g. some start on google search, Facebook, mailer, etc.) so has a different level of interest.

Pricing: ~$20 - 30 per lead

Can select morning (9am - 1pm) or afternoon (1pm - 5pm)

T-65 Live Transfer Script.docx