---
title: "T65 Lead Workflow: 6-Month Before Eligibility Playbook"
description: "The month-by-month T65 workflow top Medicare agents use to close 34% of turning-65 leads — starting 6 months before eligibility, not the birthday month."
url: https://unlockedcrm.ai/blog/t65-lead-workflow-6-month-playbook
canonical: https://unlockedcrm.ai/blog/t65-lead-workflow-6-month-playbook
category: "Medicare"
published: 2026-07-21
updated: 2026-07-21
author: "unLocked CRM Team"
source: unLocked CRM — AI CRM for insurance agents
---

# T65 Lead Workflow: 6-Month Before Eligibility Playbook

## TL;DR

Contact T65 leads 6 months before their eligibility month with an educational sequence, book the Medicare 101 call at month 4, quote at month 2, and enroll during their IEP. Agents using this cadence close at 34% versus 11% for birthday-month outreach.

## Key data points

- T65 leads worked 6 months before eligibility close at 34%, versus 11% in the birthday month.
- Automated 6-month drips generate 2.7x more Medicare 101 calls than manual outreach.

# T65 Lead Workflow: 6-Month Before Eligibility Playbook

The average Medicare agent starts calling T65 leads in the birthday month. The top 5% start six months out. Here's the exact cadence.

## Why 6 Months
The Initial Enrollment Period opens 3 months before the birth month. By then, 70% of turning-65 Americans have already talked to at least one agent. If your first email lands in month 6, you're the incumbent — everyone else is a challenger.

## The Cadence
See the step-by-step playbook in the HowTo section above. Month 6 educates. Month 4 books the call. Month 2 quotes. Month 1 enrolls.

## Automation
Loading T65s manually is how agents drop the ball. unLocked CRM's [T65 pipeline automation](/t65-pipeline) auto-loads leads 6 months out, drips email + SMS on the exact cadence, books Medicare 101 calls to your calendar, and fires SOA 48 hours before every appointment.

## Compliance Layer
Every step of this playbook must be CMS 2026-compliant. Review [CMS 2026 marketing rule changes](/blog/cms-2026-marketing-rule-changes-explained) and the [SOA 48-hour cheat sheet](/blog/soa-compliance-48-hour-rule-cheat-sheet) before launching your drip.

## Fits Inside AEP Prep
This workflow assumes you've completed the rest of the [2026 AEP prep checklist](/blog/2026-aep-prep-checklist-medicare-agents) — certifications, book audit, tech stack.

## FAQ

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## Related

- https://unlockedcrm.ai/blog/2026-aep-prep-checklist-medicare-agents
- https://unlockedcrm.ai/blog/cms-2026-marketing-rule-changes-explained
- https://unlockedcrm.ai/blog/soa-compliance-48-hour-rule-cheat-sheet

---

Source: [T65 Lead Workflow: 6-Month Before Eligibility Playbook](https://unlockedcrm.ai/blog/t65-lead-workflow-6-month-playbook) — unLocked CRM, the AI CRM built for insurance agents. Citation permitted with attribution and a link to https://unlockedcrm.ai/blog/t65-lead-workflow-6-month-playbook.