SENIOR MARKETS

I openly admit the whole SEO , keyword analysis , organic internet traffic , is not in my wheelhouse . So , I had to find someone with that digital expertise .

Angie Hughes , LTCP , is a partner of Producer ’ s XL and speaks for local NAIFA Chapters and SFSP Chapters , as well as at national sales summits about life insurance , disability income , annuity , LTC , Critical Illness , and Medicare solutions . Contact Angie at Angie @ producersxl . com .

Wow ! It ’ s the fourth quarter already , or should I say , Finally ! I think plenty of people out there are going to be happy seeing 2020 come and go . I am not in that camp , however . This year was a year of growth for me ; new marketing techniques , struggles , success , and everything else you can cram into one year .

Moving ahead

Nothing got postponed from the Senior Markets . Products like Medicare Supplement , Medicare Advantage , Prescription Drug Plans , Final Expense , Long-Term Care and Short-Term Care have continued to be strong this year . CMS ( Centers for Medicare & Medicaid Services ) did not postpone birthdays , open enrollment periods , and annual election period , so we had to march on .

What we did , however , was march on differently . I have always felt that the health industry has been far behind in terms of technology when compared to the life industry . We still have not arrived , but it is getting better . Of course , with Covid-19 , we learned how to market and enroll with electronic applications , and we have all learned how to Zoom . I would say that puts us in a better position for 2021 .

Bridging the gap

I , for one , could not be more excited about marketing next year . I feel that we are exceptionally well equipped to bridge the gap between digital and traditional face-to-face relationships . 2020 taught us how to be nimble and open to new ideas . I plan on taking those ideas into the next year and doubling down on my efforts . I am not speaking about me or our agency but rather with the Senior Market as a whole .

Why Medicare sales ?

Medicare enrollment , 1970 – 2035 ( in millions )

20.4

24.9

28.4 31.1

34.3

37.6 39.7

Senior markets continued on page 28

Historical Projected 86.5

81.5

42.6

47.7

55.6

64.3

73.5

Source : 2013 annual report of the boards of trustees of the federal hospital insurance and federal supplementary medical insurance trust funds . The Henry J Kaiser Family Foundation

26 Perspectives Q4 2020