AEP Is Won Before October: 7 Things Medicare Agents Should Be Doing Right Now

For Medicare agents, October 15 may mark the beginning of Annual Enrollment Period — but your AEP shouldn't begin on October 15.

It should already be underway.

August is one of the most important months on an agent's calendar. This is the time to complete certifications, strengthen your pipeline, reconnect with clients, build community relationships and make sure your business is prepared for the busiest selling season of the year.

The agents who enter October organized and visible have an advantage over those who wait for AEP to begin before taking action.

Here are seven things Medicare agents should be doing right now.

1. Complete Your Certifications and Carrier Requirements

Don't allow certifications or contracting issues to cost you business during AEP.

Use August to complete your required Medicare training, carrier certifications and any outstanding contracting requirements.

Also verify that you're ready-to-sell with the carriers and products you expect to represent.

Your goal should be simple: enter the fall ready to focus on clients — not paperwork.

2. Start Building Your AEP Pipeline Now

AEP is not the time to start looking for prospects.

It's the time to work the pipeline you've already developed.

August should include consistent prospecting and relationship-building.

Look for opportunities to connect with:
- Individuals approaching Medicare eligibility
- Current Medicare beneficiaries
- Existing clients
- Client referrals
- Community organizations
- Senior housing communities
- Churches and senior ministries
- Local businesses and healthcare organizations

Every conversation doesn't have to result in an immediate sale.

Your objective is to become a familiar and trusted resource before someone needs to make a Medicare decision.

3. Get Into the Community

One of the best ways to grow a Medicare business is still one of the simplest:

Get in front of people.

Educational Medicare presentations, community events, health fairs and partnerships with organizations serving older adults can help you build credibility while expanding your network.

Instead of asking, “Where can I sell Medicare?” ask:

“Where can I provide Medicare education?”

That change in mindset can open doors to relationships that produce opportunities throughout the year.

4. Reconnect With Your Existing Clients

Your book of business should never hear from you only during AEP.

August is a great time to begin reconnecting.

Check in. Ask how they're doing. Make sure their contact information is current. Remind them that you'll be available to help them understand upcoming changes to their coverage when appropriate plan information becomes available.

Good client service can also create something extremely valuable: referrals.

A satisfied client who trusts you can become one of your strongest sources of new business.

5. Strengthen Your T65 Strategy

People are turning 65 every day — not just during AEP.

Agents who consistently work the Turning 65 market can build a more predictable, year-round Medicare business.

Develop a system for identifying prospects several months before their 65th birthday and educating them about Medicare.

Don't wait until someone is ready to enroll before introducing yourself.

Start the relationship earlier.

An agent who provides helpful information at 64 may already have the relationship when that individual becomes Medicare eligible.

6. Build a Cross-Selling Strategy

Your clients may have financial and insurance needs beyond their Medicare coverage.

Depending on your licenses, certifications and product portfolio, opportunities may exist to discuss products such as:

- Hospital Indemnity
- Dental, vision and hearing coverage
- Final expense insurance
- Life insurance
- Other supplemental products

Cross-selling shouldn't be about adding products simply to increase commissions.

It should begin by identifying genuine needs and potential gaps in a client's overall protection.

When done properly, this can help you serve the client more completely while creating additional revenue streams for your business.

7. Set Your AEP Goal — and Work Backward

Saying “I want to have a great AEP” isn't a business plan.

Choose a measurable production goal.

Then work backward.

How many enrollments do you want to submit?

How many appointments will you likely need?

How many prospects do you need in your pipeline to generate those appointments?

How many calls, follow-ups, events and referrals will it take to build that pipeline?

Once you know those numbers, you can begin creating weekly activity goals.

AEP production is often the result of what you did 30, 60 or even 90 days earlier.

Don't Wait for AEP to Create Momentum

October will arrive quickly.

Agents who spend August preparing their business, building relationships and filling their pipeline can enter AEP with momentum already working in their favor.

At Senior Benefits Advisors, our goal is to help independent agents build sustainable businesses — not simply collect carrier contracts.

Through training, leadership support, community outreach opportunities, technology, marketing resources and access to multiple insurance solutions, we're building an environment where agents have the tools to grow.

Are You Ready to Grow Your Medicare Business?

Whether you're an experienced Medicare producer, newly licensed agent or insurance professional looking for the right agency partnership, Senior Benefits Advisors is growing.

Connect with SBA to learn more about joining our agent network and preparing your business for the upcoming AEP.

Agents are responsible for following all applicable CMS Medicare Communications and Marketing Guidelines, carrier requirements, state insurance regulations and other applicable laws and regulations when conducting marketing, educational and sales activities.