Your AHIP certification (which we covered last week) is only the first step. Each carrier requires its own additional certification modules before you can sell their Medicare Advantage or PDP plans.

• Check deadlines: Some carriers close their certification portals early. Verify each carrier’s date.
• Bundle certifications when possible: Many carriers offer cross-certification options that allow you to complete multiple products in one session.
• Track your progress: Create a simple spreadsheet to log which carriers are completed and which are pending.

Pro Tip: Schedule certifications in blocks of 2–3 hours so you can stay focused and avoid dragging the process out.

AEP is not the time to scramble for compliant brochures or outdated business cards. Take August to review and refresh all your marketing materials:

• Business cards and email signatures: Make sure your contact info, logo, and design are current.
• Client-facing brochures and flyers: Confirm they are compliant with the latest CMS guidelines.
• Website and social media profiles: Update your photo, carrier logos, and any outdated content.
• Lead generation tools: Verify your postcards, lead cards, or ads are ready to launch.

Compliance Reminder: All AEP marketing materials must be submitted to carriers (or your FMO) for approval if they reference specific plans or benefits.

The agents who win during AEP are the ones who start talking to their clients early. Before September:

1. Segment your book of business: Identify existing clients who need reviews and prospects who haven’t enrolled yet.
2. Schedule client appointments now: Use automated reminders to reduce no-shows.
3. Create a communication schedule: Plan phone calls, emails, and mailers leading up to AEP.

Pro Tip: Reach out to your current clients first. Retention is easier than acquisition, and happy clients often lead to referrals.

Every year, CMS updates its Medicare Marketing Guidelines (MMG). Staying compliant isn’t optional; it protects your license and your income.

• Key updates for 2025:

• Ensure all required disclaimers are included on marketing materials.
• New recording and call documentation rules apply to sales conversations.
• Scope of Appointment (SOA) requirements have been tightened; review how you collect and store these forms.

Resource: Download the latest CMS Medicare Marketing Guidelines to ensure your processes are up to date.

Don’t wait until AEP is underway to figure out how you’re going to fill your calendar. Set up your lead generation plan in August:

• Digital campaigns: Run Facebook or Google ads targeted at Medicare-age demographics.
• Community events: Schedule Medicare education seminars or webinars in early September.
• Referral networks: Reach out to financial advisors, pharmacies, or doctors who can refer clients.
• Co-op marketing: Partner with your FMO (like IAD) to leverage marketing co-op dollars and pre-built campaigns.

Pro Tip: Track your lead sources so you know which marketing efforts are generating the best ROI.

Completing these tasks now will free up your time in October to do what you do best; help clients. Here’s a simple checklist you can use to stay on track:

• Carrier certifications completed and documented
• Marketing materials reviewed and compliant
• Client outreach calendar scheduled
• CMS guidelines reviewed and team trained
• Lead generation campaigns ready to launch

We’ve created a free AEP Prep Checklist you can download, print, and use as your guide. It breaks down each task, key dates, and compliance reminders.

Click here to download the AEP Prep Checklist now.

Bonus: Agents who download the checklist will also get early access to IAD’s plug-and-play marketing campaigns for AEP.

Don’t go it alone. IAD offers:

• Pre-approved marketing materials and co-op funds
• Carrier contracting support
• Agent training programs designed for AEP success

Contact us today and we’ll help you get everything ready before enrollment season kicks off.