Best Practices for Growing Your Medicare Business

Building a successful Medicare practice takes more than product knowledge — it takes consistent outreach and strong client relationships. Here are the strategies that set top brokers apart:

Stay Visible in Your Community

Brokers who grow their book of business often don’t wait for clients to come to them. Community events, health fairs and partnerships with senior centers, churches and local organizations can help you build trust and visibility in your market year-round. A professional social media presence and a simple email newsletter can help you stay connected and extend your reach even further.

Referrals are one of the most effective growth tools available. Satisfied clients are often willing to recommend you — a simple, casual mention like “If you know someone navigating their Medicare options, I’d be happy to help” can go a long way — and often feels more personal than traditional outreach.

Keep the Clients You Have

Retaining a client is more cost-effective than acquiring a new one, and loyal clients are often your best source of referrals. Top brokers stay in touch year-round through mid-year benefit check-ins, outreach to help clients understand updates to their current plan and personal touchpoints that show clients they’re more than just a policy number.

When clients feel genuinely looked after, they renew — and they tell their friends.

Guide the Conversation

By the time a client is ready to enroll, they already understand their options, feel heard and trust their broker’s guidance. To support that process, summarize plan benefits in plain language, address concerns early and have enrollment tools ready so you can act while the client is engaged.

If you need help or have questions, contact your local BAE anytime:
Thomas Garrick 
614-562-8025
thomas.garrick@trinity-health.org