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Most agents overthink their marketing.

They dream about slick videos, big ad campaigns, or websites that look like they cost a fortune. And then they get paralyzed—stuck doing nothing at all.

Here’s the truth: sometimes the most powerful Medicare marketing tool is just… a checklist.

What Works

Lead magnets are free resources you give in exchange for an email address. They’re simple, useful, and they position you as the guide. An expert in your field.

Examples that work every time:

Let’s be honest—seniors don’t pick their Medicare agent because of a slick brochure or a clever Facebook ad. They pick them because they trust them.

And trust isn’t built in one meeting. It’s built in the little things you do that prove you’re more than just another salesperson.

What Works

• Testimonials (the right kind): Not the “this plan saved me $50 a month” stuff—that’s a CMS headache waiting to happen. Instead: “Mary helped me understand my options without all the jargon.”

• Online reviews: A handful of Google or Facebook reviews carry more weight than a dozen self-written ads.

• Trusted advisor messaging: Simple lines like, “I help my neighbors make sense of Medicare,” are more powerful than any tagline dreamed up in a boardroom.

Here’s the thing most agents miss: sometimes your best marketing isn’t online.

It’s right down the street.

Think about it. Seniors trust the places they already go—pharmacies, senior centers, fitness classes, even the church basement on bingo night. These places aren’t just part of the community; they are the community.

So what happens when you show up there?

What Works

• A flyer at the local pharmacy counter: “Confused about Medicare? Here’s what you need to know about AEP.”

Here’s a little secret: the mailbox isn’t the only place seniors are getting bombarded during AEP.

Their inboxes are full too. Some of it’s junk, some of it’s scams, and most of it is just plain confusing.

So how do you cut through the noise without crossing CMS lines? You send emails that educate, remind, and reassure.

What Works in Medicare Email Marketing

• Reminders about deadlines. “Annual Enrollment starts October 15th and ends December 7th. Don’t miss your window.”

• Scam alerts. “If someone calls asking for your Medicare number, hang up. Here’s why.”

Let’s be honest: most seniors don’t wake up in the morning excited to learn about Medicare.

They’re already buried under TV ads, postcards, and phone calls. Half the time, they’re just trying to figure out who they can actually trust.

That’s where educational events come in.

Why They Work

When you run a “Medicare 101” workshop, you’re not selling — you’re teaching.

• A library room with 10 people and coffee.

Let’s cut straight to it: most Medicare agents either ignore social media or get it completely wrong.

Some skip it because they think seniors aren’t online (false). Others throw up generic posts that sound like they came from a compliance manual (boring). And then there are the brave few who try to run ads but end up one CMS letter away from a migraine.

It doesn’t have to be that way.

What Works on Facebook (and Social Media in General)

Short, clear posts that educate.

That’s it. That’s the play.

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.

If you’re a Medicare agent, you already know this: marketing yourself can feel like walking through a minefield.

You’ve got CMS rules, disclaimers, and enough “don’ts” to fill a law book. Meanwhile, open enrollment is almost here, and your phone isn’t going to ring on its own.

That’s where this new series comes in.

Over the next two weeks, my partner Gina and I are putting together a set of posts just for Medicare agents who want to sell more policies without stepping out of bounds. Each post will cover one strategy you can actually use, written in plain English, and tested against CMS’s compliance guardrails.

Here’s what’s coming:

1. Educational Content Marketing – blogs, newsletters, videos, and why teaching beats pitching.

Welcome to the Medicare Marketing Strategies group! Connect with other members, get updates, and share ideas and videos. At The GrowTank, we empower you to embrace AI with confidence through our online training. Join us to stay informed and enhance your marketing strategies in the Medicare sector. Engage with a community dedicated to professional growth and innovation.