The 2021 Medicare Annual Enrollment Period is almost here, and it’s going to be a great year! Believe it or not, we get calls every AEP where brokers ask “what should I be doing?”
Please do not be that person! We want you to be as successful as possible, so I have listed 5 items to mark off your checklist in preparation for the busy Medicare selling season.
Know Your Local Market
As local insurance brokers, we have the advantage of familiarity on our side. While there are Medicare call centers popping up all around us, those agents simply cannot have the personal touch that you have.
With that in mind, it is essential that you are an expert in the plans you sell. Which plans offer the lowest out-of-pocket maximum? Which plans have expanded their ancillary benefits? Are there new players in the market that you should consider adding to your portfolio?
You should know these plans like the back of your hand and be ready to guide your prospective clients in a professional and compliant manner. Click here for the 2021 Medicare First Looks.
Schedule Your Meetings and Ads
Now that you know which plans you will be presenting, it’s time to schedule your sales meetings. It is usually best to report these events to the carriers at least 2 weeks in advance.
Confirm your locations, whether they be in-person or virtual, and make sure you allow at least two weeks to promote. You can promote your sales presentations via direct-mail marketing, social media, local radio, flyers, and more.
We recommend that you consider multiple approaches to maximize your sales potential.
Know Your Online Enrollment Tools
Ascend, Jarvis, and Enrollment Hub are just a few popular enrollment tools. The Brokerage also offers an exclusive online enrollment platform called Simply Enroll, where your prospective clients can compare all of the Medicare plans that your offer.
Are you confident in your ability to enroll your clients using these resources? Each platform offers a “sandbox environment” where you can practice before AEP kicks off. We highly recommend that you learn how to use these resources like the back of your hand.
No one wants to get in front of a Medicare prospect, present a plan, get ready to enroll, and then realize that you don’t actually know how to process their application.
Order Paper Enrollment Kits
Technology is wonderful when it works, but it’s not so great when it does not.
We recommend that you order backup paper enrollment kits just in case you are unable to access the internet, the website goes down, or any other technical issues occur. These kits need to be ordered through the carrier portals as soon as your certifications are completed to ensure they will arrive in time for the Annual Enrollment Period.
The quantity depends on your anticipated sales volume. Please do not over-order as this slows down the process for everyone else. Just make sure you have enough kits to cover your bases.
Know Your Retention Strategy
In the insurance industry, your real money is made through client retention.
You can hustle all day long during AEP, but if you are not prepared to service those new clients then you run the risk of charge-backs and member dissatisfaction.
We recommend that you set up a 30, 60, and 90-day reminder to call your clients and make sure they are taken care of. For more ideas on how to increase your retention, read 4 Ways to Keep Your Medicare Advantage Enrollments on the Books.
This Annual Enrollment period might look a little different than in the past, but this year we are going to be fearless! Make sure you have marked these items off your list and let’s get after it.
To rewatch our Fearless 2021 Virtual Medicare Conference, click here.
Gillan Boyer | Director of Marketing & Communications