There are 3 rules for successfully marketing to agents selling senior citizens. First, you need to know how many of these special agents are located in your territory. Second, you need to know where in your territory to find them. Third, you have to use different methods to get the agent selling senior citizens to respond.

A recent study covered almost 1/3 of the total licensed agents in the United States. This required drilling deeply into a compiled insurance database. Inspecting and analyzing accurately the data history of 450,000 active licensed life and health insurance agents was required. The research revealed 195,600 agents that broker insurance policies with an outside carrier. This could be some form of life or health business. Further investigation into this group provided a count of 65,100 senior market brokers. That translates to be around 200,000 nationwide.

All states however are not equal in proportion and can vary up to 40%. For definition purposes look at the policies the agents sell. Senior market agents actively sell long term care insurance also know as ltc, Medicare supplements, cancer coverage, supplemental health policies, Medicare Advantage, and burial insurance. Now you know how few of these agents there are, compared to the total licensed agents.

Next is where these agents are found. Easy answer here. Look for suburban areas farther away from the metropolitan cities, and use a map or zip code directory to locate the rural areas in your territory.

The last one is the hardest for senior market insurance agent recruiters to swallow. The correct advertising medium must be used or your results suffer You don't have a lot of options like you might normally have. You can completely skip trade magazines and printed media, as few senior agents or broker subscribe. Attempting to email blast insurance agents in this category is a disaster. There is no known Quality email source targeting this small market segment on a trusted basis. Telemarketing phone solicitation to senior market agents will do nothing but waste hours and hours of your time. These agents often stay overnight in motels, and work strictly daytime hours.

The solution is two-fold. The first is to purchase the most refined list of senior market brokers and agents you can find. A large unrefined list is stupid to use, unless you are satisfied making pennies instead of substantial dollars. Next direct mail these agents with a short tantalizing message. An option is to follow up with a Few phone calls to known prospective brokers.