Why aged Medigap is different
Medigap is a standardized-plan product where the consumer is often comparing carriers on price alone. Unlike FE, where the consumer needs a decision this week, a Medigap consumer may research for weeks or months before switching. That is exactly why a patient, educational cadence works where a fast-dial cadence fails.
Aged Medigap inventory runs $1 to $3 per record and typically produces 10% to 18% contact rate across a 45 to 60 day multi-touch cadence.
Two consumer archetypes in aged Medigap
- The T65 consumer who delayed. They turned 65 three to nine months ago, are on Original Medicare without a supplement, and are feeling exposed on out-of-pocket costs.
- The existing Medigap policyholder. They have coverage but are paying too much or dealing with a rate increase, and they filled out a comparison form but never finished the switch.
The right cadence opens differently for each. The T65 consumer needs education on what Medigap does. The existing policyholder needs a direct price comparison.
State birthday rule targeting
Several states let Medigap consumers switch with reduced medical underwriting during a birthday window. California, Illinois, Nevada, Oregon, Idaho, Louisiana, and Maryland are examples; specific rules change, so verify current state statutes.
For aged Medigap, this creates an annual re-engagement moment. A consumer who was not ready to switch 10 months ago may be ready now because their birthday is approaching. Brokers who tag aged records by birthday month and run a 30 day pre-birthday cadence see noticeably higher switch rates.
The cadence that works
Days 1 to 7:
- Dial attempts at three dayparts.
- One educational SMS ("following up on your Medicare supplement question").
- One email that references the state they filled out from.
Days 8 to 21:
- Two to three dials per week.
- SMS check-ins every 4 to 6 days.
- Educational email drip about guaranteed-issue rights and state birthday rules.
Days 22 to 45:
- Lower-frequency dials.
- Birthday-month reactivation if the state qualifies.
Days 46+: suppress from general cadence, move to annual re-engagement list.
Multi-carrier appointments are non-negotiable
A Medigap consumer's first question is "what is my rate." A broker who can only quote one carrier will almost always lose the sale to a broker quoting four. Three appointments is a practical floor; five is better.
Conservation and renewal economics
Medigap renewals are typically level or lightly trailing commission. A Medigap policyholder who stays 10 years produces 10 years of renewal revenue. That is why the book math on Medigap is different from term life: the renewal layer is significant, and conservation matters more than initial commission.
Brokers who run an annual "service and rate review" on their book see higher conservation than those who never call after the sale. An aged Medigap lead that becomes a client at year one and stays through year seven is a $1 to $3 lead that returned 200x+ in book value.
Where ClosrLeads fits
ClosrLeads aged Medigap inventory is delivered as CSV with state, zip, age, and plan-interest fields where available. Starting price is $1.00 per record. Replacement policy applies to hard-invalid contacts. TCPA consent on every record.
Written and fact-checked by The ClosrLeads Team.