For independent insurance agents, the Annual Enrollment Period (AEP) from October 15th to December 7th is a hectic and demanding time. You’re laser-focused on helping your clients navigate the complex world of Medicare plans, all while trying to grow your business in a fiercely competitive market. With so much on the line, the last thing you need is to make a costly mistake that could derail your success.

That’s where we come in. We’ve identified the four most common pitfalls insurance agents face during AEP and, more importantly, we’ll show you how to avoid them. So, if you’re ready to make this AEP your best enrollment period yet, keep reading – we’ve got you covered.

Mistake 1: You’re Not Ready To Sell 

If AEP comes around and you’re not ready to sell, you’re out of the game. “Ready to sell” means you have completed all of the requirements needed to sell Medicare products. 

Before AEP, make sure you have: 

• Obtained an insurance license in your resident state
• Passed the AHIP certification (you must recertify each year)
• Completed all individual carrier certifications
• Purchased or renewed your E&O insurance (recommended)

AGA Tips:

• You need to pass AHIP before you can complete most carrier certifications.
• Ensure you are up to date with the certification for each carrier you plan to work with.
• If you need assistance, reach out to your broker relations team or contact the carrier directly to verify your certification status and any outstanding requirements.

Mistake 2: Failing to Prepare Early

One of the most significant mistakes agents make is waiting until the last minute to prepare for AEP. To avoid this, start planning your strategy at least 2-3 months in advance. By getting a head start, you’ll be better positioned to handle the influx of clients during AEP.

Here’s what to complete in the months before AEP starts in October: 

• Review your portfolio offering, and diversify if possible. 
• Be prepared to discuss plan and carrier eligibility information and plan comparisons.  
• Have a sales and marketing plan ready.

AGA Tips:

• Ensure client information is up to date in MedicareCENTER to streamline your AEP preparation and client outreach.
• With prescription costs on the rise, come ready to AEP with plan alternatives for those who might experience plan changes.

Mistake 3: Not Leveraging Technology and Digital Tools

In today’s digital age, agents who fail to embrace technology risk falling behind the competition. Leveraging digital tools can help streamline processes, enhance client communication, and improve overall efficiency during the busy AEP season.

Before AEP

• Utilize a reliable Customer Relationship Management (CRM) system to manage client interactions and track sales opportunities.
• Leverage social media platforms to engage with your target audience and establish your online presence.
• Invest in digital marketing strategies, such as email campaigns and targeted ads, to reach potential clients

AGA Tips:

• Take advantage of the advanced features of AGA’s agent portal to manage your book of business, track commissions, and access marketing resources.
• Attend AGA’s training sessions to learn best practices for utilizing technology in your insurance business.
• Utilize AGA’s compliance department: compliance@appliedga.com, to ensure all digital copy is compliant.