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Keep in mind the jmark (OP) is in OH, and he can't market to them anyway he wants. No direct contact in person, meaning can't approach them in the grocery store or put flyers on their auto while parked, or door knock or cold call them. So the new OH law is a game changer for medicare.
To jmark's question about folks being healthy enough to pass u/w... Judging from your prior posts, my perception is that you are working the lower income spectrum of candidates. Those that qualify for LIS. My experience in working this market tells me that the folks are largely less healthy than the overall portion of the over 65 market. Yes, lower socio-economic folks tend to smoke (COPD), eat all the wrong foods, (Diabetes), maybe have head less exposure to healthcare over the span of their lives, etc, etc. So I would say that by working the lower income market that you haven't had a decent sampling of the overall market.
Hence, you need more exposure to a greater portion of the over 65 market. How you accomplish this in OH is going to have to be thru DM, seminars, or other creative means, all of which cost money, unfortunately.
When I did AEP, the majority of clients were lower income, but not all. T65 clients that I've met with are a good mix of income. I definitely agree with your input about income and health relationship. They do tend to go hand in hand.
In regards to health, etc., do you find that there tends to be similarities in rural vs. big city? Also, with marketing efforts, is it best then to target the wealthier client if you are looking past age 65?