The Medicare Annual Enrollment Period (AEP) is just around the corner, and it’s time to get serious about your game plan. Your success during AEP directly impacts your bottom line, and without a solid strategy, you could miss out on valuable opportunities in a highly competitive market. But don’t worry, because we’ve got you covered!

In this article, we’ll provide you with a comprehensive, step-by-step game plan to help you crush your AEP 2025 goals. We’ll show you how to fine-tune your skills, boost your sales, and stay ahead of the competition. Get ready to suit up and hit the field, because our game plan will transform your AEP experience from a nerve-wracking fourth-quarter scramble into a championship-winning drive.

Suit Up

There’s a lot to do when preparing for AEP. Your preparation really should commence in August, starting with a review of carrier plans for the next year. Know what’s changed and which plans look like all-stars for the coming year. You should be able to easily recommend strong plans best-suited to varying client health needs and budgets.

Here’s a checklist you can use to stay organized and on-task for your AEP prep.

Strategize

Effective selling starts with successful marketing. To create a solid sales and marketing strategy that delivers results, you must target your audiences appropriately.

New and existing clients have unique needs, and it’s crucial to understand their specific situations. They may be:

• Applying for Medicare benefits for the first time.
• Switching from Original Medicare to an MA plan.
• Switching from one MA plan to another MA plan (including to and from plans that do/don’t have prescription drug coverage).
• Dealing with changes and unsure of their best course of action.
• Unaware of possible cost savings or benefit opportunities.

That being said, you can take two approaches with your Medicare AEP sales and marketing strategy: retain your current client base and attract as many new clients as possible.

Offense: New Client Strategy

Acquiring new clients takes time and effort, so it’s essential to start early. The key to prospecting for AEP is marketing yourself now – in fact, you should have started yesterday!

But don’t worry, because AGA has your back with our co-op marketing program, which covers half of our agents’ advertising expenses. Take advantage of this opportunity to generate more Medicare leads using these powerful strategies:

Defense: Current Client Strategy

Many agents overlook a critical aspect of sales: maintenance. Touching base with current clients to ensure their satisfaction is paramount. If you haven’t conducted annual benefit reviews for most, if not all, of your clients, you’re falling short in acting in their best interests.

Communication: The Key to Client Retention

As an agent, you’re tested on carrier plan changes, but your responsibility doesn’t end there. Analyze those changes to determine how they might impact your clients. Ask yourself:

• Who can benefit from better coverage?
• Who can save more on their premiums?
• How much can you help them save?
• When meeting with your current clients, engage in an open dialogue about their current situation to identify opportunities to provide maximum value as their licensed insurance agent.

The Power of Referrals

Conclude your sales meetings by asking for referrals (only if your client is a member of that plan). By dedicating time to check in with your clients and ensure they have the best Medicare plan for their needs, they should be more than willing to recommend your Medicare broker services.

With your Medicare AEP game plan in hand, it’s time to practice your skills and prepare for victory. Your clients are counting on you to be their MVP!