The Medicare market is booming. With over 11,000 people turning 65 every day in the United States, the demand for Medicare insurance plans continues to grow. But with high demand comes fierce competition — and that makes the quality of your Medicare leads more important than ever.
If you're an agent, broker, or agency looking to increase your enrollments and grow your book of business, it all starts with targeting the right leads. In this guide, we’ll break down what Medicare leads are, why quality matters, and how to generate real opportunities with compliant, targeted lead lists.
What Are Medicare Leads?
Medicare leads are individuals who are eligible or soon-to-be eligible for Medicare — typically seniors turning 65 or already over that age. These leads are used by insurance professionals who offer Medicare Advantage, Medicare Supplement (Medigap), and Part D Prescription Drug Plans.
There are different types of Medicare leads based on how they’re sourced:
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Turning 65 Leads: Individuals approaching their 65th birthday — often the most valuable type of lead due to high conversion potential.
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T65 Follow-Ups: Seniors who recently turned 65 but haven’t yet enrolled or who may want to change plans.
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Dual Eligible Leads: Seniors eligible for both Medicare and Medicaid.
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AEP Leads: Contacts who are actively shopping during the Annual Enrollment Period (October 15 – December 7).
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Disenrollment/Change Period Leads: People switching or adjusting plans outside of AEP.
Why Lead Quality Matters in Medicare Sales
Low-quality leads can cost you time, money, and your reputation — especially in a regulated industry like Medicare.
Here’s what makes a high-quality Medicare lead:
Accurate contact info (name, address, phone, and email)
Right age range (typically 64–75)
Geographically relevant (for licensed states)
Compliant with CMS regulations
Segmented by income, ethnicity, or plan type (MAPD, PDP, Medigap, etc.)
When you're dialing or emailing Medicare prospects, the difference between a poor-quality lead and a good one isn’t just conversion — it’s compliance. That’s why sourcing from a trusted data provider is critical.
How to Generate Medicare Leads That Convert
Whether you're doing outbound campaigns, mailers, digital outreach, or using a dialer, here's how to generate Medicare leads with precision:
1. Use a Verified Data Source
Avoid vague “opt-in” web leads or generic consumer data. Instead, use a business-grade lead list that includes:
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Age and DOB targeting
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Accurate landline and cell phone numbers
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Email addresses
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Location by ZIP or county
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T65 date range filters
Pro Tip: At Gemstone Data, you can generate real-time lead counts and download Medicare leads by targeting people turning 65 in the next 3 months, 6 months, or 12 months — all through our self-serve data portal.
2. Map Your Territory
Make sure your leads are based in states where you're licensed. Many agents waste money calling out-of-state leads they can’t legally write.
Our map search tool lets you draw your own radius, neighborhood, or zip-code clusters so you can focus only on counties or regions you're targeting.
3. Segment by Product and Plan Type
Not all seniors need the same coverage. The better you segment, the better you convert.
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Medicare Advantage (MAPD): Ideal for people seeking all-in-one coverage with extra benefits.
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Medicare Supplement (Medigap): Best for seniors who want freedom from networks and more predictable costs.
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Part D Plans: Focus on people with ongoing prescription needs.
Segmenting your list by plan interest, income level, or dual-eligibility status helps you craft more relevant offers and scripts.
4. Use Multi-Touch Outreach
One touchpoint isn’t enough in today’s competitive market. Combine:
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Telemarketing: Ideal for cold outreach and setting appointments.
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Direct Mail: Great for credibility, especially for seniors.
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Email Marketing: For nurturing, drip campaigns, and AEP reminders.
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Mobile Advertising: Reinforce your brand through geofencing and retargeting.
A multi-touch Medicare campaign increases recall and trust — especially important with seniors who prefer familiarity before enrolling.
5. Be Ready for AEP and T65 Windows
Your strategy should ramp up at key points of the year:
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T65 Outreach: Focus on people turning 65 within the next 6–12 months.
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Annual Enrollment Period (AEP): October 15 to December 7 — this is go-time for Medicare Advantage and Part D changes.
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Open Enrollment Period (OEP): January 1 to March 31 — time for switching MA plans.
At Gemstone Data, you can download fresh Medicare lists filtered by AEP interest, T65 date, or age range, so you’re always ready.
Why Agents Choose Gemstone Data for Medicare Leads
We’ve helped hundreds of Medicare brokers, telesales reps, and insurance marketing agencies connect with seniors through accurate, filterable lead lists.
Here’s what sets us apart:
100% Self-Serve Portal – Get leads instantly. No back-and-forth.
Filter by DOB, Location, and Income – Build exactly the list you need.
Real-Time Lead Counts – Know exactly how many leads match your criteria before you buy.
Map Search Tools – Target by ZIP, radius, county, or even neighbors of existing clients.
Multi-Channel Ready – Use your leads for direct mail, calling, or email campaigns.
Get Your 100 Free Medicare Leads
Want to test the data for yourself? Sign up and get 100 free Medicare leads — no strings attached.
You’ll get instant access to our web-based platform where you can:
Filter by age, DOB, ZIP, plan type
Draw your own map radius to target your state(s)
Download real-time lead counts and export data in minutes
Click here to try your free Medicare leads »
Final Thoughts
In the world of Medicare sales, better data = better enrollments. Whether you’re an independent agent or a call center team, the key is targeting seniors who are not only eligible — but also ready to hear from you.
Start with quality data, respect compliance rules, and reach out across multiple touchpoints.
And remember: the right list can make all the difference.