4 Racing Tips for the Annual Enrollment Period

How will you make it across the finish line this AEP? Think about your goals, and let those fuel your motivation to make the best decisions possible during Medicare’s busiest time of year. Although AEP doesn’t start until Oct. 15, the stress of preparing for AEP is well underway now. Whether it’s your first AEP or you have some laps under your belt, a few good tips can help you start strong.

TIP #1: STUDY THE COURSE

Preparation is key. Use the tools available to you to your advantage and learn what’s worked in the past, applying best practices to fuel your own success. If you’re new at this, talk to some industry veterans. If you’re tenured, reflect on what’s worked well for you in the past and explore opportunities to take your efforts to the next level this AEP.

Keep your book of business organized from day one. Know the plans and products available to you so that you’ll have time to map out a strategy. The more you can prepare now, ahead of Oct. 15, the less you’ll be scrambling at go-time.

It’s also important to lighten your load at home. Knowing your work will become much busier in October can be helpful when planning your work-life balance for the next few months. Consider any potential personal commitments or important family holidays — like Thanksgiving — now. Plan ahead and minimize your stress during AEP.

TIP #2: START YOUR ENGINES

Get a head start as much as possible. Don’t wait until the last minute to complete certifications. While being mindful of compliance guidelines, agents can start communicating with clients earlier rather than later to discuss annual review plans.

Friendly, pre-AEP reminders to Medicare beneficiaries are a great way to get ahead. Just remember: Communications can’t include anything specific regarding plans, like pricing or benefit details.

AEP lasts 54 days. It’s a race to Dec. 7, where your focus could be the difference between achieving your goals and not. How are you planning to fuel your growth this year with a goal of 25% YoY growth in your submitted app count?

TIP #3 STAY EFFICIENT

Knowing how to do business across multiple platforms can help boost your visibility, as well as your overall efficiency. Whether you’re conducting business in person, over the phone or sending personal emails, it’s all important and impactful — and they all go hand-in-hand. And don’t dismiss the power of social media. You can reach a lot more people in a more efficient manner with a quick, well-crafted social media caption.

Leverage available technology for important services like scheduling and comparing plans. You have access to the YourMedicare Enrollment Center — a multicarrier platform where agents can compare plans, get quotes and enroll their clients. Agents have turned to the YourMedicare Enrollment Center as their “goto” platform for enrolling beneficiaries into Medicare Advantage and Part D prescription drug plans.

TIP #4 ALWAYS LOOK AHEAD

A strong focus on being personable and showing empathy can go a long way toward business retention. Your future success depends on how well you do during this AEP, and you want to build on this success year after year.

Remember: Your contacts are also someone else’s prospects. If you’re not planning ahead, chances are, someone else is. Year-round communication can help you stay top of mind. Try things like birthday cards, newsletters or quarterly mailers. The simple act of following up can help create lifelong customers and relationships. And remember to keep preparing for AEP all year long. When one AEP ends (or even during this AEP), start thinking about the next.

Mastering the art of the AEP sale comes with practice. As you find what serves the client’s best interest, you’ll build on your success and your business will thrive.

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