Question 1

What are inbound Medicare Advantage leads?

Accepted Answer

Inbound Medicare Advantage leads are prospects who initiate contact by calling or requesting a callback about Medicare Advantage coverage. They show higher intent than cold lists and typically convert at stronger rates.

Question 2

What are Final Expense leads?

Accepted Answer

Final Expense leads are seniors interested in small whole life policies to cover end of life costs. These prospects usually value affordability and quick issue policies.

Question 3

How do inbound leads differ from outbound calls?

Accepted Answer

Inbound leads are consumer initiated and are warmer. Outbound calls are marketer initiated and require more dials and nurturing to reach similar conversion.

Question 4

Why are inbound leads valuable for insurers?

Accepted Answer

They arrive with intent, shorten sales cycles, and deliver higher conversion and lower cost per acquisition over time when handled quickly and professionally.

Question 5

How are Medicare Advantage leads commonly generated?

Accepted Answer

Through television, paid search, comparison sites, direct mail, social ads, and community education that funnel seniors to call or request help.

Question 6

How are Final Expense leads commonly generated?

Accepted Answer

Via online quote forms, Facebook ads, TV and radio response, direct mail reply cards, and warm transfers from screening centers.

Question 7

Which channels drive inbound Medicare Advantage calls best?

Accepted Answer

TV and paid search are primary. Retargeting, comparison sites, and well timed direct mail also perform when backed by strong call handling.

Question 8

What is AEP?

Accepted Answer

AEP is the Annual Enrollment Period for Medicare Advantage and Part D. It runs each year from October 15 through December 7.

Question 9

Why is AEP significant for lead generation?

Accepted Answer

Consumer demand spikes, urgency is high, and conversion improves. Marketing and staffing should scale to capture the seasonal lift.

Question 10

What is OEP?

Accepted Answer

OEP is the Medicare Advantage Open Enrollment Period from January 1 to March 31 for one plan change or a switch back to Original Medicare.

Question 11

What is a Special Enrollment Period (SEP)?

Accepted Answer

SEP allows qualified beneficiaries to enroll or change plans outside AEP due to events like moving or losing coverage. SEP leads happen year round.

Question 12

What does Turning 65 (T65) mean in lead generation?

Accepted Answer

T65 prospects are approaching age 65 and need first time Medicare Advantage enrollment guidance. They are high value and constant throughout the year.

Question 13

How do Medicare Advantage and Medigap leads differ?

Accepted Answer

Medicare Advantage leads seek all in one private plans with networks. Medigap leads want to supplement Original Medicare and minimize out of pocket costs.

Question 14

How do Final Expense leads differ from Medicare Advantage leads?

Accepted Answer

Final Expense is life insurance focused on funeral costs. Medicare Advantage is health coverage. Motivations and sales conversations are different.

Question 15

What does opt in mean for lead compliance?

Accepted Answer

Opt in means the consumer gave explicit permission to be contacted. You should retain proof of consent and the original consent language.

Question 16

What is the difference between exclusive and shared leads?

Accepted Answer

Exclusive leads are sold to one buyer and usually convert higher. Shared leads are cheaper but competitive and require very fast contact.

Question 17

What are aged leads versus real time leads?

Accepted Answer

Real time leads arrive immediately after inquiry and are hottest. Aged leads are older inquiries sold at a discount with lower contact rates.

Question 18

Should we buy aged or fresh leads?

Accepted Answer

Use fresh for higher conversion and predictable pacing. Use aged for volume and low CPL if you have persistent follow up and efficient dialing.

Question 19

What is a live transfer lead?

Accepted Answer

A live transfer is a screened prospect handed to your agent while on the phone. It is convenient, higher intent, and priced at a premium.

Question 20

How do live transfers differ from direct inbound calls?

Accepted Answer

Direct inbound calls come straight to your number and brand. Live transfers arrive from an intermediary, so your agent should orient and build trust quickly.

Question 21

What does pay per call mean?

Accepted Answer

You pay for qualifying inbound calls based on a duration or routing rule. It aligns spend with delivered conversations rather than form fills.

Question 22

What is Cost Per Lead (CPL)?

Accepted Answer

CPL is the price paid per lead delivered or the media cost divided by leads generated. Evaluate CPL alongside conversion and CPA.

Question 23

What is Cost Per Acquisition (CPA)?

Accepted Answer

CPA is total spend divided by sales. It is the core profitability metric. Optimize channels to lower CPA while maintaining quality.

Question 24

What factors influence lead pricing?

Accepted Answer

Source intent, targeting specificity, competition, channel costs, pre qualification, and exclusivity all move price up or down.

Question 25

What are typical Medicare Advantage lead costs?

Accepted Answer

Web CPL can range from low double digits to higher for real time. Pay per call and live transfers price higher due to intent and immediacy. Aged data is low cost but lower intent.

Question 26

What is a good conversion rate for Medicare Advantage leads?

Accepted Answer

Inbound calls and quality transfers can convert in the low double digits or better. Fresh web leads convert lower and depend on speed to lead and follow up.

Question 27

How do conversion rates vary by lead type?

Accepted Answer

Direct inbound calls are highest. Live transfers are strong. Real time web leads are moderate. Shared and aged leads convert lower unless your process is excellent.

Question 28

How can we raise conversion rates on purchased leads?

Accepted Answer

Respond within minutes, train agents on discovery and objection handling, route by skill, use structured follow up cadences, and tune targeting to reduce mismatch.

Question 29

Which KPIs should we track for lead performance?

Accepted Answer

CPL, contact rate, appointment rate, conversion rate, CPA, ROI, handle time, speed to answer, and opt outs. Segment by source and campaign.

Question 30

How do we calculate ROI on lead buying?

Accepted Answer

Subtract total costs from revenue and divide by cost. Use first year revenue for a conservative view or lifetime value for strategic budgeting.

Question 31

What is Lifetime Value (LTV) and why does it matter?

Accepted Answer

LTV is the total expected revenue or margin from a customer over time. It sets your allowable acquisition cost and informs media bidding.

Question 32

What is the TCPA?

Accepted Answer

The Telephone Consumer Protection Act regulates telemarketing calls and texts. It requires prior consent for autodialed or prerecorded outreach and mandates DNC compliance.

Question 33

Why is TCPA compliance critical for lead buyers?

Accepted Answer

Non compliance risks lawsuits, fines, and brand damage. Compliant leads perform better because consumers expect your call.

Question 34

What is the National Do Not Call registry?

Accepted Answer

It is a list of numbers that have opted out of telemarketing. You must avoid calling those numbers unless you have valid consent or a permitted relationship.

Question 35

How do we maintain DNC compliance in campaigns?

Accepted Answer

Scrub lists regularly, document consent, maintain an internal DNC list, train agents to honor opt outs, and monitor vendors for adherence.

Question 36

Are robocalls or AI autodialers allowed for Medicare Advantage marketing?

Accepted Answer

Only with proper prior consent and within applicable rules. Robocalls and autodialed sales calls without consent are prohibited. This content is informational and not legal advice.

Question 37

What is an autodialer and how is it regulated?

Accepted Answer

An autodialer automatically dials numbers. Its marketing use to cell phones generally requires prior express written consent. Keep consent records and provide easy opt outs.

Question 38

What FCC rules should telemarketing teams know?

Accepted Answer

Call time limits, caller ID transparency, consent for autodialed and prerecorded outreach, honoring DNC, abandonment limits, and clear opt out options.

Question 39

How can we avoid TCPA violations when contacting leads?

Accepted Answer

Use only consented leads, scrub DNC, train agents, configure dialers correctly, document processes and opt outs, and audit partners. This is not legal advice.

Question 40

What disclosures apply when marketing Medicare Advantage plans?

Accepted Answer

Include required TPMO disclaimers, identify licensed status, use a Scope of Appointment when needed, and avoid misleading claims. Follow current CMS guidance.

Question 41

Do sales and marketing calls with Medicare Advantage prospects need to be recorded?

Accepted Answer

Yes for most sales and enrollment calls under current CMS rules. Inform callers at the start and retain recordings per retention requirements.

Question 42

How do we protect consumer data when buying leads?

Accepted Answer

Secure storage, least privilege access, clear privacy notices, timely deletion on request, vendor agreements, and no resale without permission.

Question 43

What is a CRM and why use one for lead handling?

Accepted Answer

A CRM centralizes lead data, tasks, and communications. It enforces follow up discipline, supports routing, and enables reporting on ROI.

Question 44

How are leads delivered to our call center?

Accepted Answer

Common methods include API posts into your CRM or dialer, direct phone transfers, secure portal downloads, and scheduled batch files.

Question 45

What is an IVR and how can it pre qualify callers?

Accepted Answer

An IVR greets and routes callers. It can capture ZIP, language, or eligibility to send qualified calls to the right licensed agent.

Question 46

How fast should we respond to web form leads?

Accepted Answer

Within minutes. Speed to lead drives contact and conversion. Use real time routing and immediate multi channel follow up where consented.

Question 47

How do we handle high call volumes during AEP?

Accepted Answer

Staff up, extend hours, use IVR and callbacks, prioritize hot leads, and monitor service levels so fewer prospects abandon.

Question 48

What training do agents need for Medicare Advantage and Final Expense calls?

Accepted Answer

Product fluency, needs analysis, clear communication, compliant scripting, system proficiency, and role play for objections and closing.

Question 49

Can we cross sell Final Expense to Medicare Advantage leads and vice versa?

Accepted Answer

Yes with care. Keep appointments and disclosures compliant, and schedule separate discussions when required. Position as added value for the client.

Question 50

Should we buy leads from a vendor or generate in house?

Accepted Answer

Blend both. Buy for immediate scale and predictability. Build in house to lower long term CPL and own the funnel. Allocate budget by ROI.

Question 51

What does AEP stand for?

Accepted Answer

Annual Enrollment Period for Medicare Advantage and Part D. Runs October 15 to December 7 each year.

Question 52

What does OEP stand for?

Accepted Answer

Open Enrollment Period for Medicare Advantage from January 1 to March 31 for one change.

Question 53

What does SEP stand for?

Accepted Answer

Special Enrollment Period. A qualifying event allows plan changes outside AEP.

Question 54

What does MA mean?

Accepted Answer

Medicare Advantage. A private plan alternative to Original Medicare.

Question 55

What does PDP mean?

Accepted Answer

Prescription Drug Plan. Standalone Medicare Part D coverage.

Question 56

What does Medigap mean?

Accepted Answer

Medicare Supplement insurance that covers gaps in Original Medicare.

Question 57

What does Med Supp mean?

Accepted Answer

Short for Medicare Supplement. Same as Medigap.

Question 58

What does FMO stand for?

Accepted Answer

Field Marketing Organization. Supports independent agents and agencies.

Question 59

What does IMO stand for?

Accepted Answer

Independent Marketing Organization. Similar to an FMO.

Question 60

What does T65 mean?

Accepted Answer

Turning 65. New to Medicare Advantage prospects approaching eligibility.

Question 61

What does FE stand for?

Accepted Answer

Final Expense. Small whole life policies for funeral and burial costs.

Question 62

What does TPMO stand for?

Accepted Answer

Third Party Marketing Organization. Entities that market Medicare Advantage and Part D plans on behalf of insurers.

Question 63

What does CMS stand for?

Accepted Answer

Centers for Medicare and Medicaid Services. Regulates Medicare Advantage and Part D marketing and enrollment.

Question 64

What does HIPAA stand for?

Accepted Answer

Health Insurance Portability and Accountability Act. Protects health information privacy.

Medicare Advantage Lead Questions & Compliance FAQ: Lead Types, Rules & Conversion Insights