Day 1: Why Teaching Beats Pitching in Medicare Marketing
Most Medicare agents make the same mistake when it comes to marketing: they start with the sale. Big mistake.
Because here’s the truth: nobody wants to be sold to—especially when they’re already overwhelmed by Medicare mailers and robocalls. What they want is someone who can cut through the noise and help them understand.
That’s where educational content comes in.
What Educational Content Looks Like
Educational content is anything that helps seniors learn, without pushing them into a specific plan. Think:
Blog posts like “5 Things to Know Before Choosing a Medicare Advantage Plan.”. See this post as an example.
Short videos breaking down common questions (“What’s the difference between Medigap and Medicare Advantage?”). Like this.
Newsletters that explain timelines, deadlines, or common mistakes.
Notice the pattern? It’s all about teaching first, advising second.
Why It Works
Trust: When you teach instead of pitch, you position yourself as a trusted advisor, not another salesperson.
Compliance: Education is safe territory. You’re not steering prospects to a particular carrier or plan—you’re just making Medicare less confusing.
Visibility: A good blog post or video lives online long after you publish it, working for you 24/7.
CMS Tip: Don’t Forget the Disclaimer
When you’re posting online, always include the required CMS disclaimer:
“We do not offer every plan available in your area. Any information we provide is limited to those plans we do offer in your area. Please contact Medicare.gov or 1-800-MEDICARE to get information on all your options.”
It might feel repetitive, but it keeps you compliant—and safe from headaches later.
How to Start
Pick one question seniors ask you all the time.
Write a short blog post or record a 2-minute video answering it.
Post it on LinkedIn, your website, or even in an email newsletter.
Always include your disclaimer.
👉 Tomorrow’s post in the series: How to run “Medicare 101” community events that fill seats and build trust.
