Securing an initial conversation with a potential client is just the starting point for insurance agents offering ACA and Medicare plans.
The real opportunity appears in the follow-up because as we know, it takes more than one contact to sell a policy. Following up on sales calls is the only path forward. Let’s look at how to make the most of your follow-ups.
Timing and Frequency: How to Effectively Schedule Follow-Ups
No one likes to be pestered, yet too much space between touch-points means your lead can go cold. Timing and frequency play a major role in whether your follow-up effort feels helpful or intrusive.
Research shows acting quickly matters. Following up within 24 hours after the initial contact keeps your name top-of-mind and shows genuine interest in helping the client. According to guidance at HBW Leads, the first follow-up should land as soon as possible, preferably the same day.
For ACA and Medicare prospects, a general timeline that works well includes: First follow-up within 24 hours of the initial call, second touch 2–3 days later to answer any lingering questions, and weekly check-ins for the next couple of weeks.
Research shows calls between 4-6 p.m. often see higher answer rates. Late afternoon is when many leads are winding down from the day and more likely to pick up the phone.
Understanding Client Availability and Preferences
Listen during the first call and make note of phrases like, “I’m usually free in the morning,” or “Email works best for me.” Logging these preferences is key—don’t trust your memory.
Ask during your first call how and when they prefer to be reached. Use a CRM to record details like preferred contact method, time of day, and any special notes.
Confirm their choices before ending each conversation, so your next follow-up shows you’re paying attention.
Personalizing Your Follow-Up for Maximum Impact
Referencing details from your last talk proves you listened. Mentioning things like a spouse’s coverage concerns or timing needs for prescription switches helps your prospect feel seen. Use their name—and spell it correctly.
Choosing the Right Communication Channel
Not all clients want another phone call. Some prefer a text or email so they can reply at their own pace. Different channels are more effective depending on the stage of the sale, which HBW Leads outlines in detail.
- Phone: Best for detailed discussions or complicated questions.
- Email: Good for sending documents or recapping detailed conversations. See our previous article on using email.
- Text: Ideal for reminders and quick check-ins.
For Medicare clients, a text reminder before an upcoming enrollment can reduce no-shows and prompt decisions.
Providing Value and Handling Objections in Follow-Ups
Each contact should add value, not just move a deal forward. Use follow-ups as a chance to educate clients about their options, answer their objections, and share resources that help them make informed choices. Have a purpose when you reach out.
Address objections with empathy and concrete solutions. Active listening helps you pick up on hesitation, answer questions before they become problems, and show you’re investing in the client’s best outcome.
Pandora Insurance partners with the major insurers in the ACA market. We have the training, commissions, and marketing support that you deserve.
Enjoy these benefits when contracted with us!
- Freepre-license courses for our contracted agents
- Industry leading carrier contracting
- Federal Marketplace Certification for Affordable Care Act (ACA)
- Knowledge-based and practical training
- Partnerships with proven sales professionals
- Carriers include: ACA (Obamacare), Medicare, life and supplemental
- Commission and bonus reporting
- Bilingual support
Start today on your path to growing your business! Contact us at 305-231-9898.
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