Whether it’s your first AEP, or you’ve been at it for years, it’s always good to start on the right foot.
Keep these tips in mind to get the most out of your time this Annual Enrollment Period.
1. Time is Your Most Valuable Resource
54 days. That’s how long AEP lasts. Once you factor in days when it’ll be difficult to meet with clients, like Thanksgiving and weekends, your window of opportunity shrinks even smaller.
It’s essential to stay organized from the start. Reach out to your clients as soon as you can on October 1 to start scheduling annual plan reviews. If you anticipate a client may want to change plans, make sure to convey that message.
An easy way to prepare and priortize clients is through Ask Integrity. It summarizes client details, previous appointments, and recorded calls to streamline your business operations. With Shopper tags, you can also organize clients into categories to help you more efficiently identify who needs your attention and why.
Also, be sure to get any call lists or leads in order before AEP. If you’re scrambling for leads during AEP, you’re taking away from your selling time!
2. AEP Preparation is Key
Laying a solid foundation is essential to getting the most out of AEP. That means having all contracting and certifications complete prior to October 15.
From July to September, carriers and organizations release their annual certification courses for selling Medicare Advantage and Part D plans.
From July to October, carriers will release details of next year’s plans to licensed agents. This gives you time to map out your selling strategy and decide which carriers will be your main players. Going into AEP knowing which plans will be strongest — and which products clients will ask for – allows you to be more prepared when conducting plan reviews.
3. Focus on Client Retention
Contact all of your current clients, even if there are no changes to their current plans. It’s easy to get caught up in worrying about losing clients whose plans may have changes, but don’t forget that your clients are another agent’s prospects!
Don’t forget that your clients are another agent’s prospects!
This process might sound time-consuming, but it doesn’t have to be. One way you can connect with clients is through your Personal Agent Website on PlanEnroll. With the Client Connect feature, you can send targeted messages, directly from your client records. You can also use the Client Sync feature to simplify the sales process. It enables clients to create a consumer PlanEnroll profile and submit a permission to contact and sign a Scope of Appointment (SOA) in the same process.
4. Don’t Leave Money on the Table
Make sure you don’t let potential cross-sales go unexplored. Any time you’re in front of your clients, you should be asking questions that could unearth additional coverage needs. For example, asking a client if they have a family history of cancer could lead to a supplemental cancer policy sale.
Another easy cross-sale opportunity is pairing Medicare Advantage plans with hospital indemnity coverage. Hospital indemnity can help cover costs like hospital stays, ambulance rides, and other out-of-pocket expenses that MA plans don’t fully pay for, and gives clients added peace of mind and financial protection. It’s a simple addition that can make a big difference for your clients and your business.
Remember, sales don’t have to be made right then and there. And in some cases, they can’t be because of CMS regulations. Help your client get their primary coverage first, then schedule a follow-up meeting to make sure everything went smoothly with their enrollment. While you still have their attention, use the opportunity to discuss any ancillary products that could provide additional protection.
5. Think Like a Marketer
While providing a high level of service for your clients is your first priority, marketing yourself should be a not-too-distant second.
While serving your clients is your first priority, marketing yourself should be a close second.
An affinity partnership is a great way to get more visibility in your community. These partnerships allow you reach clients of another business or organization and can potentially generate a steady supply of leads.
Want to learn more about finding the ideal affinity partner for you? Check out The Insurance Agent’s Guide to Establishing Successful Affinity Partnerships!
Make sure your clients know that you are there to help them with their questions and needs throughout the year. Reach out to your clients regularly with birthday cards, newsletters, or quarterly emails/mailers. That way they’ll think of you if a friend has questions about insurance. Follow up with your clients once their plans go into effect and make sure they have received their enrollment materials and understand how their plan works. Your clients are your most important assets. Provide them with the care, respect, and understanding that they expect.
AEP is a great opportunity to grow your book of business and solidify your reputation as a knowledgable and reliable source for all of your clients’s insurance needs. Follow these simple tips, and watch as your busiest season hopefully becomes a stroll in the park.
Want to earn a virtual $5 Amazon gift card for completing a portfolio review?
Participate in our Best AEP Yet program, and you’ll not only prepare for the busy season but also earn incentives!
Agents who qualify can:
The first 25 agents to complete one qualifying task from each and every step earn a $50 Amazon gift card (on top of previous completion earnings)!
To qualify for rewards, participants must be direct to Ritter with an appointed or pending contract. The Your Best AEP Yet qualifying period is from 6/15/25 to 9/30/25. Only steps completed within this period are eligible for rewards. Participants will only be rewarded once for each step. Participants can earn a maximum of three (3) step rewards totaling $15 in virtual Amazon gift cards. Participants among the first 25 to complete all three tasks within the qualifying period will earn one (1) additional $50 virtual Amazon gift card. All qualifying events can be found at RitterIM.com/your-best-aep-yet.
No payment or purchase necessary. Ritter is solely responsible for the distribution of any prizes. Distributions will be made as soon as processing is complete following a qualifying event. Final distributions will be made by 10/14/25. Restrictions may apply. Rewards will be delivered while supplies last. Ritter will make final determinations of all qualifying actions.
Not affiliated with or endorsed by Medicare or any government agency.
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