Medicare AEP Lead Buying Checklist for Agents

Turning 65, DSNP and broader AEP-oriented campaigns are not interchangeable. Ask what event or consumer action created the inquiry, what information is included and whether the lead is intended for your licensed market and selling model.

A lower price does not help when the opportunity, geography or delivery method does not match the way you sell. Define the campaign you need before comparing vendors.

Ask how the consumer entered the funnel, what they requested and how the vendor describes the lead. Confirm whether the record is exclusive to one purchasing agent, shared with multiple buyers, aged or recycled.

Exclusive should mean the provider does not intentionally resell the same inquiry to several agents. It cannot mean the consumer is prevented from independently speaking with another agent or researching coverage elsewhere.

Confirm whether targeting is statewide, county-based or subject to minimum territory requirements. Ask how quickly leads are delivered, whether delivery can occur overnight and what happens when a record contains invalid contact information or falls outside the approved geography.

Get minimum order quantities, replacement rules, expected fulfillment pacing and any delivery restrictions in writing before the campaign starts.

A vendor should be able to explain how leads reach the agent, where they appear, how assignments work and how fulfillment is tracked. Agents should also understand who to contact when a campaign needs review.

The best fit is not automatically the company with the loudest promise. It is the provider whose product, terms and operating support align with the agent's territory, capacity and follow-up process.