Marketing to the Medicare DSNP Market

Amanda Simpson

Even agents that are “Medicare Specialists” tend to neglect extraordinary sales opportunities in the DSNP market. Florida Blue offers DSNP plans in many counties in Florida and will be adding even more in 2021. Taking the time to learn about this specific market space can greatly increase your income this year. The DSNP market has a unique feature that helps you as an agent. The individuals on Medicare and Medicaid (DSNP Prospects) can switch plans four times per year. (Once per Quarter)

To build your D-SNP book of business, you will want to focus your efforts on two main objectives:

  1. Utilizing grassroots marketing
  2. Providing superior customer service. 

Grassroots marketing involves going out into the community where prospective clients are, engaging with them, as well as forming relationships with other professionals in the community who can refer prospective clients to you. Make sure you schedule time each week to be out in your communities the time you invest will pay off ten fold.

Some Good strategies include: 

  • Volunteering at food banks, food pantries, soup kitchens, and charity events 
  • Visiting community centers, retirement communities, and areas with low-incoming housing 
  • Hanging tear-off flyers or business cards on bulletin boards at indoor flea markets, thrift stores, or churches 
  • Forming partnerships with churches, provider offices, non-profit organizations, and retailers 
  • Setting up your own booth at community events 
  • Holding educational events and sales events 

Where Can You Find D-SNP Prospects? 

Since welfare programs and Social Security disburse payments near the beginning of the month, you should be able to find D-SNP prospects in places where dual-eligible spend money during the first half of the month. During the second half of the month, you should be able to find them at places where dual-eligible seek assistance. Understanding this information will help you determine where to spend your marketing time.

First Half of the Month: (1
st – 15th)

  • Dollar stores (e.g., Dollar Tree, Dollar General, and Family Dollar)
  • Discount stores (e.g., Walmart, Kmart, Price Rite, etc.)
  • Thrift shops and flea markets

Second Half of the Month: (16
th – 31st)

  • Food pantries
  • Food banks
  • Soup kitchens

Anytime Throughout the Month: 

  • Utility assistance locations
  • Community events (e.g., senior expos and health fairs)
  • Charity events
  • Churches or other faith-based organizations
  • Areas with low-income housing
  • Senior centers
  • Retirement communities

Dedicated Senior Center

Compass Health has partnered up with our local Dedicated Senior Centers throughout Florida. This is a HUGE opportunity to generate Medicare Advantage sales.

Our Florida Blue Medicare Certified agents are being paired up with Dedicated Marketing Growth Consultants to work events and tabletops to bring in prospects to their centers. Dedicated only takes Medicare Advantage HMO’s and are only contracted with few carriers, including Florida Blue. The agent / MGC’s role in working together is vital. Their MGC’s lean on us as agents to enroll the prospects into the MAPD plan. Our job as agents is to help encourage and educate our clients on the VIP concierge style facility and to set up tours of the centers with your assigned MGC for the clients. If you have not taken a tour of your local center, please reach out to me in the home office and I will help you coordinate with your local MGC.

Medicare will be an interictal part of the growth in Health Insurance sales as the largest generation (Baby Boomers) retires over the next decade. Take the time to both educate yourself on this market space and market to it. As you can see there are many approaches just in the DSNP market. We will be hosting webinars on Medicare Mondays over the next few weeks on Turning 65 prospects so stay tuned.

Any questions on requirements and certifications please ask your manager or contact sales support in the home office. (772) 546 – 2299

More Blog Posts

How to effectively cross-sell to your customers!

When I think of cross-selling, it makes me think about car shopping. Everyone goes and buys a car. Of course, there are many car options; the same applies to Health and Life Insurance. Think of Health Insurance like car selling. The client buys the car and needs gap...

The Big 3 of Life Insurance Marketing

The key to successful marketing is getting in front of consumers who want and or need your products. Determining who these people are is the difference between a successful marketing campaign or a failure. So, if you want to have the best chance to sell Life Insurance...

Meet our New Senior Vice President

Most recently VP Purchasing for TBC Corporation, a recognized leader in the replacement tire and automotive service industry.  Managed a team within the Purchasing Group, that sourced ~20M passenger and light truck tires of the...

Cremation is the wave of the future!

Let's be honest: NO ONE wants to discuss this—Cremation! I get it; it's nothing anyone wants to admit, but truth be told, we all will go sometime.  There are many challenges when talking about Cremation, but that shouldn't stop you as an agent from informing people...

Compass Health Headquarters gets a New Street Sign

In the distance, a giant, tall, white metal pole with a blue-lighted box sign can be seen. What sign is it? The Compass Health NEW sign, of course. What a better way of advertising to drivers passing by the office—now they can't miss us! It's been in the works for...

Bruce and Donna turn up at the Heat!

On March 2, Bruce and Donna attended the Florida Blue Suite with Florida Blue Miquel Cruz, Medicare, and David Wagner, South Florida Market President, for the Miami Heat Game. Utah vs. Miami. What a spectacular event. The score...

Just Ask in 2024

Ancillary Products are the key to protecting your clients from physical and financial disasters. These products pay excellent commissions to the writing agent. So why do agents sell so few of these products? Florida Blue Dental  Usable Accident, Critical Illness and...

MA-OEP is ending. Now what?

MA-OEP is coming to an end on 3/30. Let’s all work together to end it with a bang !! *On a side note the Hurricane SEP has been extended once again until 6/30/2024  One thing that you can start doing is setting up Medicare 101. By doing this, you will...

Introducing Our Brand New Compass App

We are excited to announce our NEW Launch of our redesigned Compass Agent App.  Here, you will find a multitude of things you can access:   You can sign in from the app for quick, easy access to upcoming webinars Book your appointments with your clients and new...

Call For a Free Quote