Google Ads for individual health insurance brokerages: the build order

Healthcare is not one advertising problem, it is three stacked. Is the treatment advertisable at all? Does the advertiser need certification first? And can the result be measured without disclosing protected health information? A vertical can pass two of those and be stopped dead by the third, and the order matters — there is no point building a keyword list for a category that cannot run.

Google does not sign a business associate agreement for Google Ads. So when a standard tag fires on a page named for a condition, the request that leaves the browser carries an identifier and a URL that names what the visitor was reading — a disclosure of protected health information to a third party. The remarketing tag builds those audience lists automatically, whether or not anyone ever targets them, and that association is the problem. For individual health insurance brokerages this is not theoretical: the page structure that is good for search is exactly the structure that creates it.

This is the step we get called about most. If you do not have a developer for it, that is the normal situation rather than the exception — it is most of what we do, and it is worth fixing before the spend rather than after.

For individual health insurance brokerages the conversion that matters is an application submitted, and it lives in your agency management system — not in the ad platform. Google can only optimize toward what you send it, so whatever you pick here decides what the algorithm spends the next ninety days chasing.

The 'consult' is a plan comparison against the client's doctors and medications. is easy to generate and expensive to hold. Optimize toward it and the account gets very good at finding people who will book and not arrive, or arrive and not proceed — and it will report that as an improving cost per conversion the whole time. The stage that pays is an application submitted, and it sits below the line the ad platform can see.

Google enables these on every new Search campaign, and none of them are keyword decisions. Everything else in this playbook operates on whatever is left after they have taken their cut.

For Individual health · Target only states where you are licensed and appointed, using presence rather than interest. During open enrollment run into evenings and weekends, and schedule a budget lift for the final weeks before the December deadline.

One flat keyword list is why most practices cannot tell which half of the budget works. Sorting by the intent behind the search lets you bid, write and judge each group on its own terms — and in health it also separates the problem-aware searches, whose landing pages are the ones carrying your privacy exposure.

Every health vertical has searches that look commercial and are not: job seekers, students, people looking for free care, and researchers who will never book. Broad and phrase match will find all of them for you. Add this at the account level on day zero.

Exact match includes close variants — misspellings, plurals, reordered words, dropped function words. Phrase now behaves roughly like the old broad-match-modified. Broad reaches as far as Google judges useful, which with a trustworthy conversion signal is valuable and without one is an open tap. Start narrow, prove the signal, then widen.

For Individual health · Phrase match on agent, broker and life-event terms. Broad match in open enrollment matches login, password and contact-the-marketplace searches from people already enrolled, which ring the phone but never apply.

Ad groups exist so the ad can answer the search. The moment a group holds two intents the ad has to be vague enough to cover both, and vague ads lose on relevance before budget enters the picture.

Health is where misrepresentation enforcement is heaviest. Outcome promises, guarantee language and before-and-after implications are the standard disapproval causes, and a pattern of them reads as circumvention rather than a mistake. Every line below is written to be provable on arrival. Character counts are shown because assets over the limit are rejected at upload.

Published cost-per-click figures for health verticals differ by an order of magnitude between sources, so a benchmark from an article is worse than useless. Work backwards from four numbers you already have. The floor is whatever buys roughly thirty conversions a month — below that, smart bidding never leaves the learning phase and you are paying auction prices for a sample too small to teach you anything.

For Individual health · Off-season, budget for a full week of special-enrollment terms showing all day, since volume is thin. In open enrollment the floor is whatever keeps agent and quote terms from being limited by budget late in December.

Position is not bought, it is earned and then paid for. Google ranks you on your bid multiplied by how good it expects your ad and landing page to be — so a relevant advertiser at half the bid outranks a vague one, and then pays less per click at the same position.

For Individual health · Lead aggregators and large online brokerages set the price on quote terms and bid hardest in open enrollment. Life-event and self-employed terms are usually less contested and fit a local agent's pitch.

Maximize Conversions on applications, with budget concentrated into open enrolment. Smart bidding is a data problem before it is a strategy problem: with thin or wrong conversion data it will confidently optimize toward noise, and it does that faster than a manual account can lose money.

For Individual health · Effectuation lags the application by weeks, so import paid policies as the main conversion and keep capped Maximize Clicks until enough arrive. Move to value-based bidding only after one full open-enrollment cycle.

Most accounts are killed or rescued on evidence that could not have meant anything yet. Health cycles are longer than most — a consultation booked in week three may not become revenue until week ten — so the honest schedule is longer too.

For Individual health · Measure the share of applications that become effectuated, per campaign. Look hard at zero-dollar and subsidy traffic, and count leads who were Medicaid-eligible or Medicare-age callers you cannot place.

An account left alone drifts toward the cheapest clicks it can find, because that is what the system does when nobody corrects it. This is the shortest routine that keeps it honest.

For Individual health · Recurring junk: marketplace login and password searches, 1095 tax form questions, Medicare and Medicaid applications, dental-only and pet insurance, and agent job or licensing exam searches. Add each as it appears.