Building a robust referral network allows agents to grow their client base more efficiently without relying solely on costly marketing or lead-generation services. Agents that develop a strong referral strategy gain more sales and success!
In this article, we’ll explore strategies that Medicare agents can use to generate more referrals. Each method ensures you build trust and long-term relationships with your clients.
Outstanding Service and Trust Building
The most straightforward way to get more referrals is to provide excellent service. When clients feel well taken care of, they are far more likely to recommend you to their friends and family.
Education First:
- Aim to educate your clients on their options to build trust! Explain plan differences, costs, benefits, and the enrollment process in a way that’s easy to understand. Clients appreciate agents who prioritize their best interests.
Consistent Communication:
- Regularly checking in with your clients, even after the initial sale, shows that you care about their well-being. Send notices about annual enrollment periods or plan updates, and it will remind them you are their agent!
Timely Response:
- Respond promptly to questions and concerns to build credibility. When clients feel they can rely on you, they are more likely to trust you with their friends and family.
Client Testimonials and Reviews
Encourage satisfied clients to leave you reviews! Testimonials can help build credibility and attract quality referrals. Review platforms and social media platforms can be great tools for attracting more sales!
Ask for Feedback at Key Moments:
- After a successful appointment or once you’ve resolved a client’s issue, ask if they would like to share their experience. This is different from directly asking for a referral and can provide valuable insight into how you’re doing.
Use Social Proof:
- If a client leaves a positive review on a public platform, you can use this feedback on your website or marketing materials. Always receive approval from the client and never alter or edit the content.
Develop Relationships With Other Professionals
Doctors, pharmacists, financial advisors, and other healthcare professionals regularly interact with Medicare-eligible individuals. Establishing relationships with these professionals can lead to a steady stream of referrals. These professionals often have their clients’ trust, so a referral from them is highly valuable.
Offer Value:
- Build relationships by offering something of value to the professional, such as educational resources on Medicare or a commitment to helping their patients understand their coverage options.
Educational Workshops:
- Hosting educational workshops for healthcare providers and their patients is a great way to build credibility as a Medicare expert.
Implement a Referral Program
A referral program can generate new business but must be structured carefully to comply with CMS regulations.
You may offer incentives for referrals, but the incentive must be of nominal value (retail value of no more than $15 per item or $75 in aggregate per participant on an annual basis) and cannot be cash or cash equivalents.
Focus on Relationships, Not Rewards:
- Rather than offering rewards for referrals, focus on creating a relationship-based referral program. Let clients know that you appreciate referrals but emphasize the educational and service-based nature of your work. For example, you can thank a client for a referral with a handwritten note or phone call.
Provide Excellent Resources:
- Make it easy for clients to refer you by providing materials they can share with friends or family. This could be a brochure, promotional swag, email, or a simple FAQ sheet about Medicare options.
Host Educational Events and Webinars
Educational events are a powerful way to demonstrate your expertise. These events offer you a chance to educate potential clients about Medicare in a neutral, non-sales-oriented environment. When attendees find the information useful, they’re more likely to reach out to you and recommend you to others.
Focus on Information:
- Educational events must be purely informational.
- You can explain Medicare basics, different plan options, and how Medicare works, but you cannot use these events to promote specific plans or enroll clients.
Follow Event Regulations:
- Ensure that any materials you use during the event are CMS-compliant.
- You can provide attendees with resources or educational brochures.
- If a client expresses interest in your services after the event, you must wait until after the session to provide any enrollment or plan-specific information.
Learn More About How To Host a Compliant Educational Sales Event in Our Recent Article!
Maintain a Strong Online Presence
In the digital age, many clients search for Medicare information online. A robust online presence not only helps attract new clients but also serves as a source of referrals when people share your content with others.
Create Informational Content:
- Use your website, social media, or blog to share educational resources about Medicare. Focus on providing valuable information that potential clients will find helpful and add a call to action to invite them to contact you.
Use Social Media:
- Social media platforms can be great for sharing information and educational content. Encourage current clients to share your posts or their testimonials on your pages.
Building a thriving business through referrals is achievable but requires a thoughtful approach. Medicare agents can generate consistent, high-quality referrals by focusing on delivering excellent service and fostering relationships! Staying ethical and patient-centered in all interactions will build trust, enhance your reputation, and lead to a growing referral base.
Be a trusted resource they are eager to recommend to others.
Contact us today to learn more about how Fidelis supports our agent’s and agencies’ growth across the nation!