Quick Answer: How Should Licensed Insurance Agents Prepare for AEP 2027?

To prepare for AEP 2027, licensed insurance agents should review their carrier mix, complete AHIP and carrier certifications, analyze last year’s results, build a compliant marketing plan, refresh their online presence, and confirm they are ready to sell before October 15th.

The Annual Enrollment Period (AEP) runs from October 15 through December 7th each year, with plan changes generally effective January 1st. Agents can prepare before AEP, but upcoming plan year marketing cannot begin before October 1. Applications for the new plan year cannot be solicited or accepted until October 15.

Why AEP 2027 Preparation Matters

Plans change. Benefits shift. Service areas move. Clients get confused. Agents get buried in calls, appointments, follow-ups, certifications, and compliance questions.

But AEP does not have to feel like survival mode.

With the right plan, you can enter the season with more confidence, better systems, and a clearer path to production.

The Ultimate AEP 2027 Checklist

If you’re looking to prepare for AEP with less stress and better results, this checklist breaks it down step by step.

1. Review and Optimize Your Carrier Mix

Now’s the time to review your carrier contracts and plan availability for 2026. Focus on:

• Application and enrollment process
• Plan benefits and market competitiveness
• Service areas
• Network strength
• Prescription drug coverage
• Tools, tech, and training resources offered
  • Access AGA’s AEP Programs and Resources Guide for best practices, tools and more!
  • Leverage IntegrityConnect’s Shopper Tags tool to review client prioritization for AEP 2027.
• Carrier support during high-volume periods

Prioritize carriers that align with your clients’ evolving needs, especially as plan designs and service areas continue to shift. A strong mix of large and regional carriers gives you flexibility when plans change last-minute.

Do not assume last year’s strongest option will still be the best fit this year.

AGA Agents: Use our Medicare quote engine to review plans and find competitive options in your area.

2.  Confirm You’re Fully Ready to Sell

“Ready to sell” means you have completed all of the requirements needed to sell Medicare products.

These requirements include  being licensed, appointed, passing the AHIP certification and being certified for the products and states where you plan to sell.

Do not wait until the last minute to confirm your status. A missing appointment, incomplete certification, or expired license can slow you down when every day matters.

✔ 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.

Carrier certifications are not just a box to check. They determine whether you can sell specific products in specific markets.

AGA Agents: Find carrier specific certification instructions in 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.

✔ Pass AHIP Exam

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 2025 AHIP certification is $175 however, you can get a discount by being an AGA agent!

Use AGA’s unique link to:

• Automatically receive a discount
• Skip the step of sending AHIP certification to AGA

You must complete your AHIP certification to sell during AEP.

3. Use AGA Resources to Maximize Your Time

AEP is the time of year when it really pays off to partner with an FMO. A great FMO should have resources and support to set you up for a successful AEP.

You do not need to build every system, solve every issue, or chase every answer on your own.

AGA partners have access to a wide range of agent services such as:

• Dedicated Regional Sales Manager
• Marketing Department
• Event Reporting & Coordination
• Agent Portal & CRM with Online Enrollment
• Coordinated Certification Training & Support
• Commission Team
• Compliance & Allegation Support
• Submission Department
• Contracting Team
• Marketing Co-op program
• Marketing Dollars program
• Agent Referral program

The goal is simple. Spend less time hunting for answers and more time helping clients make confident Medicare decisions.

4. Look at Last Year’s Numbers

Your previous AEP data is a goldmine. Use it to answer:

• What lead sources delivered?
• Where did your apps come from?
• What slowed you down?
• Which carriers or products drove the most activity?
  
• Where did clients get confused?
  
• Which follow-up opportunities were missed?
  
• What would you do differently this year?

Set clear goals for AEP 2026 based on past trends, wins, and bottlenecks. If you manage a team, use this review to guide coaching and adjustments.

Data removes guesswork. It helps you prepare for AEP with a plan based on real patterns, not assumptions.

5. Develop a Marketing Plan

You can’t start marketing for AEP until October 1, but you can absolutely plan and prep.

That means now is the time to prepare your messaging, organize your calendar, review your materials, and build your strategy

• Define your target market. Be specific. Instead of just “Medicare beneficiaries”, think of married couples or those turning 65 or with chronic health conditions.
• Know your audience. What are their interests? What do they read, watch? What are their primary concerns? Who do they follow on social media?
• Research your competitors. What are they doing that you aren’t? How is your niche different from theirs? How can you outshine them?
• Get your marketing channels compliant. Get your ads, websites, handouts, presentations (any marketing material) approved in advance so there aren’t any delays when it’s mission critical time.
• Calendar and plan your marketing events.
• Check in with current clients to review their current year plan benefits. Note, you can only discuss their current year, but in doing so, you will learn about what their needs are and have a warm call to make come October 1.
• Educate your audience on when AEP is and what happens during that time. Provide general educational information on what the annual notice of change  (ANOC) is and when to look for it.

6. Level Up Your Online Presence

Your digital footprint matters, especially during AEP when prospects are actively researching agents they can trust. If your online presence is outdated or nonexistent, you’re missing out on valuable leads and first impressions.

During AEP, prospects may search your name before they call you back. They may check your Google Business Profile, Facebook page, LinkedIn profile, reviews, or website.

If your online presence looks outdated or inactive, you may lose trust before the first conversation.

Here’s how to get ready now:

• Fill your social profiles with value-driven content. Start posting educational, compliant content on Facebook, Instagram, and LinkedIn. Focus on topics like Medicare timelines, what to expect during AEP (when it is compliant to do so), and how you help clients make confident decisions.
• Update your Google Business Profile. This is often the first thing clients see when they search for you. Make sure your contact info, hours, and description are accurate, and ask happy clients for reviews.
• Refresh your website. Check for outdated content, broken links, or missing disclaimers. Your site should be clear, mobile-friendly, and easy to navigate. Include lead forms and a simple way for prospects to book time with you.

Online trust-building doesn’t happen overnight, start now so you’re ready when AEP begins.

7. Stay Compliant and Confident

Compliance is more than avoiding penalties, it’s about building trust and protecting your business.

• Stay current with CMS guidelines and carrier-specific rules
• Use approved materials
• Avoid pre-AEP marketing slip-ups
• Train your team on what’s allowed

Before AEP, make sure you and your team understand:

• When future-year marketing can begin
• What can and cannot be discussed before October 1
• When applications can be accepted
• Which materials need approval
• How to document permission to contact
• Rules around unsolicited contact
• Event compliance requirements
• Call recording and TPMO requirements
• Required disclaimers

Compliance should be part of your process, not an afterthought.

If you are unsure, ask before you act. A few minutes of clarification can prevent a costly mistake.

8. Create a Follow-Up System Before Leads Come In

AEP leads are valuable, even if they do not convert right away.

Some prospects are ready now. Some need education. Some need multiple touchpoints. Some may not be eligible to change plans until a different enrollment period.

Do not let those opportunities disappear.

Before AEP begins, decide:

• How fast you will follow up with new leads
• How many attempts you will make
• What channels you will use
• How you will document conversations
• What happens after a no-show
• How you will nurture leads who are not ready
• How you will follow up after December 7

Speed matters. Organization matters more.

A simple system can help you protect every opportunity.

Final Thoughts 

The licensed insurance agents who prepare for AEP early are the ones who win. If you wait until October to start your planning, you’re already behind.

The strongest agents are not guessing. They are not rushing. They are not trying to fix everything in October.

They have reviewed their carrier mix. Completed certifications. Built their marketing plan. Checked compliance. Updated their online presence. Organized their follow-up.

You do not need a perfect plan.

You need a clear one.

Use this checklist, tap into your support team, and make AEP 2026 your most productive season yet.