Medicare Annual Election Period starts on October 15. It’s the busiest time of the year for insurance agents who sell Medicare, so there’s a lot to do to get ready before AEP starts.
Mail Your Retention Letters
If you have already sent off your retention letters, it’s time to do so.
Your clients are another agent’s prospects. If your clients haven’t heard from you in a while, they might decide to go with another agent who has reached out more recently. Don’t let that happen. Reach out and get an appointment scheduled as soon as you can.
Get Your Tech Ready
New tech can make it easier to quote plans and enroll clients anywhere, anytime. And now, because of the pandemic, these tools may be critical.
The CDC says that older individuals are at a higher risk for severe illness from COVID-19. People with underlying medical conditions may also have an increased risk. This probably accounts for your entire client base, so take these concerns seriously.
Your clients might not be comfortable meeting in person. Check with your carriers to see what remote enrollment options are being provided this year. If you’re using video conferencing, make sure your clients have the required equipment and know how to use it.
Encourage Referrals
AEP is probably the main time you interact with many clients, so it’s also your main time to grow your business by earning referrals.
Some of these referrals might be for friends and family who need help during AEP, but other referrals might come up throughout the following year, when friends and family age into Medicare or need help with Special Needs Plans and Special Enrollment Periods.
- Go above and beyond to deliver excellent service. People don’t usually feel very motivated to recommend a mediocre services or products. If you want to earn referrals, you need to be worthy of referrals. Be friendly, reliable and professional, and really take time to listen to your clients and to find them the right plan for their needs.
- Have business cards ready. You can give your clients extra business cards to share with their friends and family. This is a great, convenient way to get referrals.
- Be CMS compliant. Medicare has strict marketing rules, so make sure you’re following these guidelines when you ask for referrals. For example, Medicare puts a $15 limit on gifts and states that gifts must be given without discrimination as to whether the individual enrolls. The guidelines also prohibit unsolicited telephonic solicitation – in other words, don’t ask your clients for their friends’ numbers so you can call them up. Read the current Medicare Communications and Marketing Guidelines for more information.
Remember that PTT is here to support your success. We have a whole new suite of Medicare & You videos available on our YouTube channel. Check them out here and feel free to share them with your clients.
