Get a Head Start on AEP: Prep Now for a Successful Enrollment Season
The Annual Enrollment Period (AEP) is one of the busiest and most profitable times of the year for Medicare agents. Between October 15th and December 7th, the demand for knowledgeable, trusted advisors skyrockets. But here’s the truth: agents who wait until the fall to prepare are already behind. It is best to get a head start on AEP before everything piles up.
The most successful Medicare agents treat the months leading up to AEP as preparation time. By getting a head start now, you’ll not only reduce stress but also position yourself to grow your book of business and serve clients more effectively when the rush begins.
Here are some steps you can take right now to set yourself up for your best AEP yet:
Complete Certifications and Training
Staying current with your certifications is critical. Most carriers require agents to complete either AHIP or NABIP certification and plan-specific training before they can begin selling Medicare Advantage or PDP plans during AEP.
- AHIP and NABIP typically launch in June, so mark your calendar.
- Many carriers offer a discount if you complete AHIP through their portal; take advantage of that!
- Start your carrier certifications as soon as possible so they do not pile up (they can be time consuming). This helps you minimize stress as it gets closer to the October deadline.
By getting these done early, you’ll be compliant, confident, and ready to hit the ground running.
Stay Updated on Industry Changes & Training Opportunities
The Medicare landscape is constantly evolving; plan changes, regulatory updates, compliance rules, and new technology are all part of the mix. That’s why staying informed isn’t just helpful; it’s essential.
Take time now to:
- Subscribe to carrier newsletters and CMS updates.
- Attend webinars, workshops, or local training events.
- Engage in forums or networking groups with other Medicare agents.
The more informed you are, the more value you bring to your clients—and the more confident you’ll feel going into AEP.
Click here to view the latest agent events and information.
Prepare and Update Your Marketing Materials
Your marketing materials are your first impression; make sure they’re working for you, not against you.
Before AEP begins, audit and refresh all your materials:
- Brochures
- Flyers
- Business cards
- Educational handouts
- Giveaways or branded items (under $15 for compliance!)
Make sure everything reflects your current branding, includes up-to-date contact information, and is tailored to your audience.
If you’re planning to promote yourself through social media, email, or your website, remember:
- Include all required disclaimers (especially for Medicare Advantage or PDP).
- Double-check whether your materials require HPMS filing and approval.
- For peace of mind, consider working with your compliance department to review and file your materials properly.
Watch a YouTube Video of the CMS proposed changes for CY2026
When in doubt; ask. Staying compliant now saves headaches later.
Test Lead Sources Before the Rush
Not all leads are created equal; the best time to figure out what works is before the pressure of AEP hits.
Now is the perfect time to test and evaluate:
- Digital leads (Google ads, Facebook campaigns)
- Direct mail campaigns
- Community referrals
- Educational events
- Grassroots marketing (partnering with local businesses or pharmacies)
Track metrics like cost per lead, contact rate, appointment set rate, and ultimately, conversion to sale.
Give yourself time to test, and refine your lead strategy so when AEP begins, you’re not guessing, you’re scaling.
Make a Marketing Plan
Don’t wait until October to promote yourself; start building awareness now. Consider:
- Planning grassroots marketing like community events or educational seminars.
- Designing print materials (postcards, flyers, business cards).
- Lining up email campaigns or social media content to build visibility.
Make sure your Permission to Contact (PTC) processes are compliant and ready to go.
Update Tools and Technology
Evaluate whether your current tools are working efficiently:
- Is your CRM user-friendly and up to date?
- Are your quoting tools and enrollment platforms ready?
- Do you need to upgrade your laptop, printer, or internet connection?
Watch a YouTube video on Connecture & Sunfire quoting and enrollment tools
A little tech prep now can save you major headaches later.
Check that your systems are:
- Updated and running smoothly
- Synced across devices
- Easy for both you and your clients to use
Key tools to have ready:
- Online quoting tools – for fast and accurate plan comparisons
- E-app platforms – for secure and paperless enrollment
- Video conferencing tools – for remote appointments
- Electronic scope of appointment (SOA) tools – for compliance
Also, make sure your email, calendar, and CRM are integrated so nothing slips through the cracks.
Learn about Pinnacle’s BOSS agent portal & CRM for agents
By mastering your tech tools before AEP, you’ll boost efficiency, reduce errors, and deliver a smoother experience to every client; earning trust and more referrals.
If you are ready to join the team at Crowe,; click here for online contracting
Take Care of Yourself
Don’t forget: you’re your biggest asset. AEP is a marathon, not a sprint. Use this pre-season time to get into a good routine; physically, mentally, and professionally so you can show up at your best every day during the rush.
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