Agent Boost Tips for a Successful AEP

Whether you’re a new agent, or an experienced veteran, it’s important to be prepared. In an ever-changing industry, it can be hard to keep up. To ensure you get a good start to AEP, we’ve compiled a list of our top tips for a successful AEP. Keep these tips in mind to get the most out of your AEP!

Your best ability is your availability.

Being available is the best thing you can do to be successful. There are only 54 days of AEP. Of those 54 days, 15 of them are weekend days, and two of them are holidays. This brings us down to about 37 days of regular productivity.

This is the most important time to be available to outreach to prospects, receive phone calls, and work leads. AEP is the time to grow your book of business. Putting in regular, and extra, hours will benefit you not just during AEP but for following years to come. Consistency in showing up to work and putting in the hours will grow into a successful AEP.

Successful sales should be a relationship.

The best thing you can do for you and your client is become their insurance agent. The one they come to with questions, the one they trust with making decisions about their plan. When you close with a client, you should always make sure they have your number. Tell them in clear terms to call you with questions, concerns, or if their needs aren’t met.

If you spend 20-30 minutes on the phone with a client, ask very little about their health needs, sell them a plan, and never speak to them again, you could consider that an easy sale. However, if someone is so easily sold for you, they could be easily sold by someone else. Instead, ensure their health needs are covered. Make sure they know you got them a plan fit for them. Then, let them know that you are their agent, and should call you for health needs.

Another great tip is to write up a letter you can send to each of your clients, telling them you will be reviewing their plans and will be in touch after Oct. 1st to discuss any upcoming changes to coverage or their health needs.

Properly prepare for AEP

Being prepared will help you dive right in as soon as open enrollment starts. Any scrambling you have to do ahead of time only takes away time from selling. Get your leads and your clients in order, and make sure you have up-to-date certifications.

Use September to begin communication with your clients. Encourage them to make a Medicare.gov account if they have not already.

Come October, you can begin to Pre-Sale. You cannot set them as “closed” or “won” but you can get them set up with a plan. Then on October 15th, you can confirm with the client that they are still good to go.

Get helpful carrier information

As plans change each year, it’s helpful to familiarize yourself with your carriers. Doing this before AEP will save you time, allowing you to spend more time selling. Along with this, refamiliarize yourself with their online tools, support lines, and their required processes.

Carriers often offer “First Looks”, or a review of their Medicare Advantage plans, for the upcoming AEP. This lets you know what you are able to offer clients during the AEP. Other ways to get helpful information are carrier seminars and events.

Take care of yourself outside of work.

If you are taking full advantage of AEP, you’ll be working hard and working long hours. It can be easy to burn out in the early weeks of AEP. There are a few ways to avoid this burn-out, and take care of yourself physically and mentally. The best way to ensure you are in tip-top shape is to:

1. Get plenty of sleep. Being well-rested supports cognitive function, physical health and mental health. Quality sleep also helps you regulate your mood. All of these lead to better motivation, decision-making, and performance as you work.
2. Exercise. It’s not well-known the relationship of exercise and performance at work. Regular exercise has shown to reduce stress. It also reduces fatigue and increases your overall energy. Lastly, physical activity also has proven, positive impact on your mental well-being.
3. Eat well and drink plenty of water. A balanced diet also increases your energy, but also your mood and productivity. It’s often said “if you eat well, you feel well.”

Working hard can be very rewarding, especially as an agent during AEP. However, don’t neglect caring for yourself. Taking care of yourself will help you through a successful AEP and life in general.

Get help, training and resources from FMOs

FMOs, such as Agent Boost Marketing, are great resources for agents, especially those early in their career. With benefits such as trainings, tools, technological resources, and more, we have what you need to start strong. Open enrollment can be overwhelming and stressful, but there is a lot of help out there. If you have questions or want to start selling, give us a call.

And have a great and successful AEP!