A Broker’s Life After AEP (2020)

Dec 14, 2020

Congratulations agents, you’ve survived another busy Annual Enrollment Period (AEP). AEP’s are always hectic, but this one might have taken the cake given the current COVID-19 pandemic. Nevertheless, you persevered and connected many individuals with Medicare Advantage and Medicare Supplement plans that will allow them to have the healthcare coverage that is right for them, and for that, you deserve a round of applause. Now that the marathon has come to end, it’s a great to time reflect on what worked and what didn’t during this year’s AEP.

Celebrate your Accomplishments

First and foremost, let’s celebrate your accomplishments. Take note of things that worked in your favor. Here are some items to consider:

  • Enrollments
    Review the number of enrollments you completed this AEP. Take note of what worked well with getting those enrollments. Was there a specific channel you used to communicate your services? Did you use a different presentation? Drill down to the specifics on how you achieved the enrollments you received.
  • Leads
    Did you receive quality leads this AEP? What marketing channel did they come from? Did your cost per lead decrease? Quality leads, a fruitful marketing channel, and a low cost per lead are all accomplishments. Take note of these and why they worked well for you.
  • Referrals
    Referrals are hard to come by so even if you received just one referral during this AEP that is a great accomplishment. Where did the referral come from? Was there a reason the referral chose to solicit your services? These are great questions to consider as you build out your referral plan for the future.
  • Adaptiveness
    As we mentioned above this year’s AEP was quite different than the previous ones. Were you able to quickly adapt to the changes? If so, that’s great. In what ways did you make changes that were helpful to your clients? Can you build upon these changes?

Identify Areas of Improvement

Even if you scored some major accomplishments this AEP, there is always room for improvement. Let’s take a look at some common areas where Brokers and Agents tend to struggle during AEP.

  • Leads

    Did you know?

    AGA has several successful Medicare lead channels that have empowered agents (new & seasoned) to scale their business by $75K – $100K + in just a few short years!

    While leads can be an accomplishment for some, they can also be a source of improvement for many. If you didn’t receive enough leads this AEP take a moment to consider why? What channels were you expecting leads from? How come it didn’t work out? Was cost a factor? Taking a moment to sit down and think through the hurdles can help you devise a plan for the next go around.

  • Time Management
    Did you struggle with managing your time during this AEP? If so, identify areas that are eating up a lot of your time. Once you identify areas of improvement you can look for ways to help streamline your sales process. AGA Agents have access to our Agent Portal app which many find useful in streamlining their business process.
  • Carrier Options
    Did you feel limited by the number of carriers you represented? Did it make it difficult to close a deal with limited options? Unfortunately, this is a common area of improvement for many agents. Having more options to shop on behalf of a client is a win-win. At AGA, we represent a full range of carriers giving our Agents the ability to shop numerous options on behalf of their clients.
  • Going Virtual
    Did you struggle with moving your sales efforts online? Was it hard to adapt to selling during a pandemic? If you struggled in this area, we completely understand. So much to selling is face to face interaction. Fortunately, there are ways to adapt to this new way of selling. Check out our blog post, “ Top Marketing Ideas for Independent Insurance Agents 2020” for some great ideas.

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Regroup Between Medicare Enrollment Efforts

Take some time to regroup and strategize before the next enrollment period. There’s a lull in the storm between the Medicare Annual Enrollment Period (AEP) and the Medicare Advantage Open Enrollment Period (OEP), which runs from January 1 – March 31. Take this opportunity to improve upon your weaknesses. Start following up with clients. Create a marketing strategy.  Brush up on the Medicare Advantage OEP compliance rules. Visit our 2019 Life After AEP blog post for more tips and strategies post AEP.

Total Medicare Advantage Enrollment

Ready to Turn Areas of Improvement into Accomplishments?

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