How do I build a pipeline for Medicare leads?

Create a pipeline in Settings → Pipelines and build stages around the Medicare sales process: New Lead, Contacted, SOA Signed, Needs Analysis, Application Submitted, Effective. Each stage can trigger its own automation and compliance requirement.

A Medicare pipeline that works

  1. New Lead — speed-to-lead automation fires immediately.
  2. Contacted — first live conversation logged.
  3. SOA Signed — scope of appointment captured and stored before any plan discussion.
  4. Needs Analysis — doctors, drugs, and pharmacy captured.
  5. Application Submitted — e-app sent to the carrier.
  6. Effective — plan active, moves to the retention and annual review workflow.

Stage rules and compliance gates

You can require a signed scope of appointment before a lead advances past the SOA stage. The gate blocks the move and prompts the agent to send a remote SOA link.

Should T65 leads use the same pipeline?

Use a separate T65 pipeline. Turning-65 prospects sit in a 6–12 month nurture window and should not clutter your active AEP board.

Last updated:

Related articles