With AEP quickly approaching, you need to start thinking about your game plan now. You don’t want to be one of those agents scrambling in August or September to get everything done in time for AEP. Nowadays, fewer and fewer clients decide to change their plans because the plan differentials are minimal. To be successful, agents need to have a game plan in place early so they can sprint to clients at the beginning of AEP instead of waiting until the end.
Times are Changing
Do you remember in previous years when you wrote a client on the same Medicare Advantage another agent did, the carriers always counted last app in? Those days are gone during this AEP season! The agent who writes the client first is the agent of record. So agents will need to make sure that they are hitting the ground running at the beginning of AEP to ensure they can get the gold and get first app in.
Make A Game Plan
Now is the time to put together a plan on how you are going to get appointments for busy season. Make sure you are touching base with your entire book of business during AEP and ensure they are happy with their current plan. Therefore, they won’t shop around for another agent. A lot of agents choose to do book of business mailers because their clientele will know that the agent is thinking of them and the client will have the agent in the forefront of their mind.
Quite a few of the large MA carriers offer retail opportunities during AEP. I have talked to agents who have had a lot of success during AEP and others who did not feel like they were reaping the fruits of their labor. With retail, you will get out what you put in it. Retail can be a very successful opportunity for an agent to write a lot of apps during busy season—but you’ve got to work for it. Last year, we had agents who were writing apps outside of a burnt down retail location. What dedication! That speaks volumes that those agents were dedicated to making the best of the situation they had in front of them and got multiple apps in.
Sales Events are a great way to gain new clients any time during the year. You should be looking now and booking your locations for AEP. We have a lot of agents who started booking venues weeks back for their events. Don’t wait until the last minute in hopes that you can find a fabulous location that will house your awesome event. Possible venues could range from hotel conference rooms, popular breakfast spots, senior centers, low-income housing facilities, churches, and many more depending on location. Reach out to your Manager at Neishloss and Fleming to have them help you come up with a specific game plan on where to house your upcoming event.
Mailers may be the best bang for your buck to get new clients during busy season. Start planning now which areas you want to target and what type of mailer you want to do. Lead Vendors offer many options on mail pieces and have the data to back up the return on investment and help the agent choose wisely.
Make sure you are ahead of the ball game in mapping out your AEP plan for 2018. Even though first looks from the carriers won’t be out for a few more weeks, you should have a good idea on where you want to target getting new clients for the upcoming year. Your plans can always be adjusted once you know the plan designs but it’s better to get your plan in motion now instead of waiting until the last possible minute.
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