Can you believe it? The 2020 Annual Enrollment Period is almost over, and we have a lot to be thankful for. After our Medicare Roadshows I knew this was going to be the most successful selling season yet, and my expectations were exceeded! Since this week is Thanksgiving, I want to take a moment to share my gratitude for what we’ve done so far and encourage you to finish strong.
Words can’t express how thankful I am for the hard work, preparation and effort that everyone has put into AEP this year. This time of year is a grind for everyone, and we know that when you’re operating at full-speed for 53 days you sacrifice time with friends and family during the holidays. Thank you for staying dedicated and focused. You’re the reason this AEP has been so successful.
How to finish strong
As we approach the end of AEP, it is critical that you go back through all the people you’ve spoken with – even those who initially turned you down – and follow up. Let’s face it, the majority of people are procrastinators, and it’s common for 25% of our AEP sales to be made on the very last week. If you are not seeing 25% of your sales come in on the last week, then you need to do more follow-up. Remind everyone that December 7th really is the last day to enroll, create a sense of urgency while remaining compassionate, and you will see a return on your efforts.
Carrying your success forward
Medicare has become a full-year sales cycle, so after the holidays don’t wait too long to get back into action. Opportunities abound for you to sell during Open Enrollment Period, Special Enrollment Period, and of course Initial Enrollment Period. You might be surprised how many people develop buyer’s remorse during their 90 day trial, so this is a great time to educate consumers and help them move into the best plan for their needs. Special Enrollment Period is a great opportunity to market to low-income areas. As Baby Boomers continue to age into the Medicare system, there is a seemingly endless opportunity to sell during the Initial Enrollment Period. Also, don’t forget about DSNP and Chronic SNP, and continue looking for creative ways to market to individuals who would be a good fit for Medigap plans.
As we move into 2020, I’m excited to continue building ways to help our agents succeed. We are committed to furthering our investment in technology, such as digital leads, customer relationship management, social media marketing, Agent Vizion, Simply Enroll, and helping agents develop their online presence. We will continue enhancing our carrier portfolio so that our agents can sell the best plans available, and I look forward to seeing some of the new Five Star plans hit the market. Finally, we are officially settled into our new facility and with the addition of new team members, I’m excited to see what we can accomplish together. Thank you again for all of your hard work. Enjoy your Thanksgiving, and let’s finish strong!
Josh Slattery | VP, The Brokerage, Inc.