Preparing for AEP 2026: Boost Your Sales, Retain Clients, and Grow Your Book
The 2026 Annual Enrollment Period (AEP) isn’t just another enrollment season; it’s a golden opportunity to build stronger client relationships and grow your business. With more non–commissionable Prescription Drug Plans (PDPs) and Medicare Advantage (MA) plans in the market, preparing for AEP 2026 is more difficult than ever.
Here’s how you can maximize earnings, protect your clients, and position yourself as the go-to Medicare resource this AEP.
Turn Non-Commissionable Plans Into Revenue Opportunities
Yes, some PDPs and MA plans won’t pay you. But don’t let that stop you from helping your clients:
- Be the expert they trust. Walk them through all available options; even the ones you don’t get paid for. This honesty builds loyalty and keeps them coming back every year.
- Leverage the conversation. Once you’ve solved their drug plan or MA needs, introduce other solutions that can better protect them and generate income for you.
- Think lifetime value, not one commission. The client you help today (even for free) could be the one who buys a Medigap plan, final expense policy, or ancillary product tomorrow.
Promote Medicare Supplements
Medicare Supplements are a powerful tool for agents looking to grow their book with long-term, commissionable business.
- High Deductible Plan G (HDG): Sell the benefits of lower premiums, network freedom, and great cost protection once the deductible is met. Perfect for healthy, budget-conscious clients.
- Plan G or Plan N: Offer predictable out-of-pocket costs and peace of mind. Great for clients leaving MA plans or worried about networks shrinking.
- Target switching opportunities: Use the Medigap Open Enrollment period, guaranteed issue rights, and birthday rules where available to win new clients.
Cross-Sell Ancillary Products to Increase Income
Every client interaction is a chance to protect more of their health and finances. Cross-selling not only grows your revenue; it keeps competitors out of your book.
Products to focus on this AEP:
- Hospital Indemnity Plans – Cover MA plan hospital copays and reduce client financial stress.
- Cancer, Heart & Stroke Policies – Offer lump-sum protection for serious illness expenses.
- Dental, Vision & Hearing Plans – Fill in coverage gaps Original Medicare doesn’t touch.
- Final Expense Life Insurance – Help clients plan for end-of-life costs and leave a legacy.
Watch a YouTube video – Why and how to sell ancillary with Medicare in 5 minutes
Strengthen Client Retention with Education
AEP isn’t just about selling — it’s about proving you’re the trusted Medicare expert year-round.
- Send an AEP prep email or postcard to let clients know you’ll review their coverage.
- Host a quick webinar or local seminar on “What’s New for 2026.”
- Offer annual policy reviews to make sure they’re always in the best plan for their situation.
Education keeps your name top of mind and positions you as the advisor they call before making a move.
The agents who win this AEP will be those who combine client-first service with smart product recommendations. Help with the non-commissionable PDPs and MA plans, but don’t stop there; present Medigap, HDG, and ancillary products that protect your clients’ health and finances while boosting your bottom line.
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Your clients get better coverage, you get stronger renewals, and your book of business grows. That’s a win-win AEP strategy.