Medicare Cold Calling Script
The exact Medicare cold calling script that converts 9% of conversations to appointments. Includes AEP scripts, objection handlers, voicemail script, and compliance-friendly tips.
1The Opener
Hi, is this {{prospect_name}}?
Great! This is {{your_name}} with {{your_company}}. I'm reaching out to folks who are {{eligibility_status}} because Medicare can be confusing, and I help people understand their options.
Do you have just a minute? I'm not trying to sell you anything—I just want to make sure you know what's available to you.2Discovery & Pitch
Perfect. So let me ask: are you currently on Original Medicare, a Medicare Advantage plan, or are you turning 65 soon?
[LISTEN carefully]
[If turning 65 soon:] Great timing! The decisions you make now can affect your coverage for years. There's a lot to consider—Part A, Part B, Medicare Advantage, Medigap, Part D for prescriptions. Have you started looking into your options? [Listen] What I'd love to do is set up a quick call to walk you through everything. I can explain the differences and help you find the plan that fits your needs and budget. Would {{day}} at {{time}} work?
[If on Original Medicare:] Okay, so you have Parts A and B. Do you have a supplement or Medigap policy? [Listen] And what about Part D for prescriptions? [Listen] Here's the thing—every year during open enrollment, it's smart to review your coverage. Costs and benefits change, and sometimes a different plan can save you hundreds of dollars. Would a quick annual review be helpful?
[If on Medicare Advantage:] Got it. Are you happy with your current plan? [Listen] That's good. But did you know that benefits change every year? Networks change, copays change, and sometimes your medications aren't covered the same way. During the Annual Enrollment Period, you can switch plans with no penalties. Would it be worth 15 minutes to compare what's available?3Objection Handlers
Click an objection to see the response. Practice these until they're automatic.
Your Response
That's great to hear. But here's something a lot of people don't realize: Medicare Advantage plans change their benefits every year. A plan that was great last year might have higher copays or different drug coverage this year. A quick annual review takes 15 minutes and could save you money or get you better benefits. Would that be worth it?
4Closing Options
Would {{day}} at {{time}} work for a quick 20-minute call, or is {{alternate_day}} better?
Let me set up a time to review your options. Do mornings or afternoons work better for you?
I'll put something on the calendar for {{day}} at {{time}}. If your family wants to join, they're welcome. What's your phone number to confirm?
Can I send you some information first, and then we can schedule a call to discuss? What's your email or mailing address?
Voicemail Script
Hi {{prospect_name}}, this is {{your_name}} with {{your_company}}.
I'm calling because {{enrollment_message}}, and I help people understand their Medicare options.
Medicare can be confusing, and I'd love to take a few minutes to answer any questions you have.
Give me a call back at {{your_phone}}. Again, that's {{your_phone}}. Thanks!Variables to Customize
{{prospect_name}}Prospect's name{{your_name}}Your first name{{your_company}}Your agency or carrier name{{eligibility_status}}Their status (e.g., 'turning 65 soon' or 'on Medicare'){{enrollment_message}}Enrollment period message for voicemail{{day}}Suggested appointment day{{time}}Suggested appointment time{{alternate_day}}Backup day{{your_phone}}Your phone numberPerfect For
- Medicare agents during AEP and OEP
- Agents targeting T65 (turning 65) prospects
- Agents doing annual plan reviews
- Agencies with dedicated Medicare teams
- Field marketing organizations (FMOs)
- Agents working Medicare Advantage and Medigap
Not Ideal For
- Agents not licensed for Medicare products
- Those unfamiliar with CMS compliance rules
- Agents in markets with limited Medicare Advantage options
- Those uncomfortable with senior audiences
Pro Tips
Know the enrollment periods: AEP (Oct 15-Dec 7), OEP (Jan 1-Mar 31), and Special Enrollment triggers
Call during daytime hours—seniors are often available and prefer phone over digital
Speak clearly and slowly—don't rush through the script
Always ask about medications—drug coverage is a major concern
Offer to include family members in the conversation
Be patient and prepared to explain concepts multiple times
Follow CMS compliance rules strictly—no pressure tactics
Common Mistakes
Rushing through explanations—seniors need time to process information
Using too much jargon (deductibles, formulary, etc.) without explaining
Not asking about their current prescriptions and doctors
Forgetting to discuss Extra Help and low-income subsidies
Being pushy—this will backfire with senior audiences
Not following up—Medicare decisions take time
Practice Exercises
Practice explaining the difference between Original Medicare and Medicare Advantage in simple terms
Role-play with someone who asks a lot of questions—patience is key
Memorize enrollment periods and common Special Enrollment triggers
Practice handling the 'I need to talk to my family' objection
Learn the top 3 Medicare Advantage plans in your market inside out
Tone & Delivery
Patient, clear, and trustworthy. Seniors are often skeptical of salespeople, so build trust before anything else. Speak slightly slower than you would with younger prospects. Avoid jargon—if you must use a term, explain it. Show genuine care for their wellbeing, not just making a sale. Be prepared to repeat yourself without frustration.
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