5 High-Converting Medicare Call Scripts for Insurance Agents

Turn your conversations into conversions with these tested and compliant scripts!

Selling Medicare plans can be like navigating a maze—you’re helping clients wade through options while making sure you stay on the compliant path. But let’s be real: the right words can make or break a sale. That’s where high-converting Medicare scripts come in! These aren’t cheesy, pushy scripts that sound like a bad infomercial. These are professional, compliant, and effective conversation guides that help you connect with clients and close more sales.

Plus, we’re sprinkling in some humor to make this journey enjoyable. After all, selling Medicare plans doesn’t have to feel like you’re reciting the terms and conditions of a cell phone contract.

Important Note:

Before putting these scripts to use, make sure you are up to date with current CMS Marketing rules

Script 1: The Friendly Initial Outreach

Goal: Warm up prospects, introduce your services, and schedule a meeting.

Agent: Hi [Client Name], this is [Your Name] with [Your Agency]. How are you doing today?
Client: I’m doing well, thanks. How can I help you?
Agent: That’s great to hear! I specialize in helping people like you navigate Medicare and make confident decisions about your coverage. I noticed you’re nearing Medicare eligibility (or currently have Medicare), and I’d love to offer you a free review of your current plan to ensure it still meets your needs. Does that sound like something that would interest you?
Client: Hmm, maybe. I’m not sure if I need a review.
Agent: Totally understand! Even if you’re happy with your current plan, it doesn’t hurt to check if there are new options that might save you money or better suit your needs. Would you have time to chat for a few minutes now, or should we schedule a time that works better for you?

Pro Tip: Use a warm, conversational tone. Don’t rush, and let your friendliness shine. People are more likely to respond positively if they feel you’re genuine.

Script 2: The Educational Approach

Goal: Position yourself as an educator and guide while remaining compliant.

Agent: Hi [Client Name], this is [Your Name]. How are you today?
Client: Doing fine, thanks.
Agent: Glad to hear that! I wanted to touch base because I know Medicare can be a bit overwhelming—Part A, Part B, Advantage plans, Supplements—it’s a lot to take in, right?
Client: It sure is. I’ve been trying to figure it all out, but it’s confusing.
Agent: That’s completely normal! Think of me as your Medicare GPS. My job is to help you avoid any wrong turns and find the plan that fits your needs. Have you had a chance to explore your Medicare options yet?
Client: A little, but I’m not sure I fully understand them.
Agent: No problem! That’s why I’m here. Let’s chat about your priorities—what matters most to you in a Medicare plan? Is it cost, specific coverage, or something else?

Pro Tip: Ask open-ended questions. This encourages clients to share their concerns and gives you the chance to educate them without sounding salesy.

Script 3: The “Annual Review” Call

Goal: Revisit current clients during AEP (Annual Enrollment Period) or OEP (Open Enrollment Period).

Agent: Hi [Client Name], it’s [Your Name]. How have you been?
Client: Doing well, thanks! How about you?
Agent: I’m great, thanks for asking! Since it’s [AEP/OEP], I wanted to reach out and offer a complimentary review of your Medicare plan. Did you know that plans can change every year, and sometimes those changes might not align with your current needs?
Client: I didn’t realize that. What kind of changes are you talking about?
Agent: Great question! Sometimes premiums, co-pays, or even the network of doctors and hospitals can change. Let’s take a quick look to make sure your current plan is still the best fit for you. Are you available for a chat this week, or should we set something up for next week?

Pro Tip: Use this script to re-engage existing clients. Not only is it good customer service, but it’s also a chance to upsell or adjust their plan to better suit their needs.

Script 4: The Referral Request

Goal: Turn happy clients into referral sources (while staying compliant).

Agent: Hi [Client Name], I hope you’re doing well! This is [Your Name]. I just wanted to thank you again for trusting me with your Medicare needs—it really means a lot to me.
Client: Of course! You’ve been a big help.
Agent: That’s so kind of you to say. If you know anyone who might have questions about Medicare or could use some help choosing the right plan, I’d be honored if you’d pass along my information. Your referral would mean the world to me, and I promise to take great care of them!
Client: Sure, I can think of a couple of people.
Agent: That’s fantastic! I’ll make it super easy—here’s my contact info to share with them [or: I can send you a few extra business cards]. Thank you again for your support

Pro Tip: Follow up with a thank-you note or email, even if they don’t immediately provide referrals. Gratitude leaves a lasting impression!

Script 5: The “Follow-Up After an Event” Call

Goal: Connect with prospects after a seminar, webinar, or other marketing event

Agent: Hi [Client Name], this is [Your Name] with [Your Agency]. Thank you for attending our Medicare webinar last week! How did you find the session?
Client: It was helpful, but I still have a few questions.
Agent: I’m so glad to hear that. My goal is to make Medicare as simple as possible for you, so let’s tackle those questions. What’s on your mind?
Client: I’m not sure which type of plan would work best for me.
Agent: That’s a common concern, and we can figure it out together. Do you have time to talk now, or should we schedule a call for later this week to go over your options

Pro Tip: Timing is everything. Follow up within 48 hours of the event while it’s still fresh in their minds.

Best Practices for Medicare Sales Script

While these scripts are designed to be compliant and professional, how you deliver them matters just as much as what you say. Here are some quick tips to ensure your success:

1. Be Yourself: Scripts are a guide, not a script for a Broadway audition. Adjust them to sound natural and authentic.
2. Know the Rules: Always stay compliant with CMS (Centers for Medicare & Medicaid Services) guidelines. No cold calling, and never misrepresent your services.
3. Ask, Don’t Tell: Focus on understanding your clients’ needs by asking thoughtful, open-ended questions.
4. Follow Up Consistently: The fortune is in the follow-up! Whether it’s a phone call, email, or handwritten note, staying top-of-mind can make all the difference.
5. Be Patient: Medicare decisions aren’t made overnight. Build trust and let your clients move at their own pace.

Medicare Sales Checklist for Insurance Agents

Use this checklist to ensure you're prepared, compliant, and ready to close more Medicare sales.

1. Preparation: Laying the Foundation

• Familiarize yourself with CMS Medicare Marketing Guidelines to stay compliant.
• Understand the differences between Medicare Advantage, Medicare Supplement (Medigap), and Part D plans.
• Review current plan changes for the upcoming year (benefits, premiums, etc.).
• Compile client-friendly educational materials to share during calls or meetings.
• Set up a professional workspace for virtual or phone consultations.

2. Initial Client Outreach

• Use a friendly outreach script to introduce yourself and your services.
• Confirm client eligibility for Medicare or plan updates.
• Schedule a consultation or follow-up at a convenient time for the client.
• Personalize your approach based on whether the client is new to Medicare or already enrolled.

3. Client Consultation

• Prepare specific questions to assess client needs, such as:
  • Preferred doctors and hospitals.
  • Prescription drug requirements.
  • Travel frequency (domestic vs. international).
  • Budget for premiums and out-of-pocket costs.
• Present Medicare options clearly, focusing on benefits and limitations.
• Use educational scripts to explain complex topics like network restrictions or formulary tiers.
• Avoid discussing specific plan costs until the client provides consent.

4. Follow-Up Communication

• Send a thank-you email or letter summarizing the consultation.
• Share additional resources, such as Medicare guides or FAQs.
• Schedule a follow-up call if the client needs more time to decide.
• Request feedback to ensure the client feels informed and confident.

5. Referrals

• After securing client trust, politely ask for referrals:
  • “If you know anyone who could benefit from understanding their Medicare options, I’d be happy to help!”
• Provide a few business cards or referral materials for easy sharing.
• Thank clients for any referrals with a handwritten note or small token of appreciation (as per CMS guidelines).

6. Compliance & Documentation

• Keep detailed records of all communications, including:
  • Consent-to-contact forms.
  • Notes from client meetings or calls.
  • Follow-up actions taken.
• Ensure all marketing and communication materials are CMS-approved.
• Avoid unsolicited calls or messages unless prior consent has been given.

7. Tools and Technology

• Use a CRM system to track client interactions and leads.
• Familiarize yourself with Online Enrollments for seamless enrollment.
• Leverage video conferencing tools for virtual meetings.
• Utilize quoting tools for quick and accurate plan comparisons.

8. Marketing Your Medicare Services

• Maintain an active social media presence with educational posts about Medicare.
• Send periodic email newsletters with updates, tips, and reminders.
• Distribute customized flyers during community events or local workshops.
• Share client success stories (with permission) to build credibility.

9. Ongoing Education

• Stay informed about Medicare updates and industry trends.
• Attend webinars or training sessions hosted by FMOs or carriers.
• Review your sales strategies periodically to identify areas for improvement.

10. Resources & Support

• Use the PSM Marketing Hub for access to free, customizable, and compliant marketing materials.
• Consult PSM’s team of marketers for guidance and personalized strategies.
• Download and utilize tools like the Medicare Sales Script Cheat Sheet.

Selling Medicare plans doesn’t have to be intimidating. With the right scripts, tools, and mindset, you can create meaningful connections, build trust, and grow your business—all while doing what you love: helping people navigate the complexities of Medicare.

Visit our Medicare Solutions page