The 2020 Medicare Annual Enrollment Period (AEP) is quickly approaching. If you haven’t already started to prepare, now is the time to do so. AEP begins October 15th and ends December 7th, giving you just 54 days to sell the heck out of Medicare plans. Set yourself up for a smooth and successful AEP 2020 by following our ultimate Broker’s Checklist.

1. Review Carrier Plans

Now is a great time to review the carriers and plans in your portfolio.  Which plans work the best for your current clients?  Are there any new plans that would better suit their needs?  Anticipating what your current and prospective clients need will help ensure you provide them with the best options possible.

 It is also important to diversify your portfolio by filling it with a wide range of carriers and plans including, large brands that are easily recognizable, as well as local brands that might better suit your buyer’s needs.  Use our Medicare quote engine to find competitive options in your area and compare multiple plans quickly.

2. Complete Carrier Certification

It is important to get certifications completed ahead of time to ensure you are ready to sell with the carriers and plans you wish to offer.  Find carrier specific certification instructions our agent portal or contact a member of our broker service team to ensure you are on the right path and ready to sell for AEP. 

3.    Finish AHIP Certification

If you haven’t already completed your AHIP certification for the year, now is the time to do so.  AEP is quickly approaching and checking this task off your list early will help you focus on the more important things, like preparing to sell. 

The AHIP certification is a two-part course that is required for all agents who wish to sell Medicare.  The certification is put in place to ensure agents are Medicare compliant.  The cost of the 2021 AHIP certification is $175 however, some carriers offer a discount if you take the test through their portal.

4.    Set Yourself up for success NOW

Although selling and marketing for AEP to clients is prohibited until October 1st, that doesn’t mean you can’t get a head start on your sales and marketing strategy. Set yourself up for success now so when it’s time to sell, you’ll be ahead of the game. Here are some pre AEP marketing activities you can use to help :

• Define your target market
• Know your audience
• Research your competitors
• Get marketing channels compliant (ads, websites, handouts)
• Calendar your marketing events
• Connect with current clients
• Educate your audience

5.    Review Agent Tools & Resources

If you’re partnered with an FMO like AGA, now is the perfect opportunity to take advantage of all the resources your FMO has to offer.  AGA partners have access to a wide range of agent services such as:

• Coordinated Certification Training & Support
• Compliance & Allegation Support
• Submission Department
• Contracting Team
• Marketing Department
• Event Reporting & Coordination
• Access to Carrier Supplies and Sales Kits
• Agent Portal & CRM with Online Enrollment

AEP can be a very hectic time, so it’s important to have access to resources and support that can help streamline your sales process.  For a complete list of AGA resources visit our Agents Program page.

6.    Prepare to Go Virtual 

With COVID-19  and the safety of prospects and yourself in mind, the way you sell during AEP 2020  may look a little different.  Many people, especially seniors, are spending less time in public settings. This is making traditional face to face meetings a less  viable option this year. 

Be prepared to move your sales presentation online and get properly trained to use remote enrollment tools.  Familiarize yourself with virtual meeting platforms like Zoom, Skype, FaceTime, etc. Explore your MyPlanFinder website and the end-user capabilities. Practice your presentation multiple times and be prepared to quickly solve any technical difficulties that may arise.  It might also be helpful to draft step by step instructions on how to access each platform for clients who may not be very tech-savvy.