T-65 Medicare Telemarketing: Script, Rebuttals, and Appointment Setting

This session draws from a real-world Medicare field agent's daily accountability log to break down the practical mechanics of setting appointments with turning-65 prospects. The agent shares the exact script his telemarketer uses, identifies why appointment rates were low, and explains the single rebuttal adjustment that immediately produced results. Learners will see how a simple, conversational script combined with a consistent rebuttal and a binary closing question can dramatically improve appointment conversion. The session also covers prioritization strategy—why T-65 leads should be worked before older age-band leads—and reinforces the mindset that execution and follow-through matter more than script perfection.

Learning objectives

• Recite the core T-65 outreach script structure: introduction, value proposition, and binary close
• Identify the most common T-65 objection ('I've already taken care of it') and deliver an effective rebuttal
• Explain why the binary morning-or-afternoon closing question is the highest-leverage element of the script
• Describe how to coach a telemarketer through a script adjustment and role-play the rebuttal until it is consistent
• Prioritize T-65 leads over older age-band leads within a daily field schedule to maximize conversion opportunity

Key takeaways

• The T-65 script does not need to be perfect—natural, conversational delivery with a clear close outperforms a polished script delivered without a rebuttal
• The most common T-65 objection is 'I've already handled it'; the correct rebuttal acknowledges this, adds value around accuracy and missed details, then immediately re-closes with a binary choice
• 'Would tomorrow morning or afternoon be better?' is the single most important line in the script—everything else supports getting to that question
• Skipping the rebuttal is the most frequent reason telemarketers fail to convert T-65 calls into appointments; identifying and correcting that gap quickly restores results
• Prioritizing T-65 appointments at the start of the field day reflects their higher lifetime value and the urgency of the enrollment window