A referral who asked for you by name and a lead who filled out a form on their phone at midnight are not the same conversation. Treating every turning-65 lead the same way is one of the fastest ways to waste good prospects.
I'm Justin Brock. Brock has helped agents serve 250,000+ Medicare beneficiaries. For how to adjust rapport and questions by lead source, read Not All T65 Medicare Leads Are Created Equal on justinbrock.com. This piece covers how your upline can help.
What changes by source
- Trust level. Referrals arrive warm. Cold leads need more rapport.
- Intent. Some prospects are ready to decide, others are just starting to learn.
- Timing. How far they are from 65 changes the conversation.
What your upline should provide
- Training on adjusting your approach by lead source.
- CRM tracking by source, so you know which channels convert. See our tools.
- Follow-up sequences that fit different intent levels.
- Honest analysis of which sources are worth your money.
Questions to ask an upline
- Do your tools track results by lead source?
- Do you train agents on adjusting to lead intent?
- Can you help me analyze my cost per sale by source?
How Brock helps
Brock helps agents track and improve lead results with tools and training. See our companions on lead generation support and T65 conversation training.
Want better results from your T65 leads? Book a call with the Brock team.
Frequently asked questions
Why do T65 leads convert differently?
Leads differ in trust, intent and timing depending on how they were generated. A referral usually arrives with trust already built, while an online lead may need more education and rapport. Adjusting your approach improves results.
How should agents handle low-intent T65 leads?
Focus on education and building trust rather than pushing for a decision. Offer helpful information, set a follow-up and stay in touch as their 65th birthday approaches.
How do I know which lead sources are working?
Track every lead by source in your CRM, along with appointments and sales. Compare cost per appointment and cost per sale over a fair testing period before deciding to continue or stop.
How can my upline help with lead quality?
A good upline trains you to adjust to different lead sources, provides tools to track results and gives honest guidance on where to spend. It should help you build sources you own, like referrals.