The First 30 Days of AEP: How to Maximize Every Appointment
October 15–November 15 is the heart of the Medicare Annual Enrollment Period (AEP). The first month is where momentum is built ; and where agents either thrive or feel overwhelmed. If you want to make the most of this critical window, you need a plan that balances productivity, compliance, and client care.
1. Prioritize Your Client List
The clock is ticking, and not every client has the same urgency level. Segment your list into three categories:
- Must-meet clients: Renewals with plan changes, high-need clients, or those you know will be shopping around.
- Likely shoppers: Clients in plans with rate increases or changing formularies.
- Low-priority contacts: Happy, stable clients with no changes needed (schedule them later in the period).
Pro tip: Use your CRM to flag these groups now so you can tackle the “must-meet” clients first.
2. Streamline Your Appointment Prep
Every wasted minute compounds during AEP. Keep these ready-to-go:
- Pre-filled Scope of Appointment forms
- Carrier comparison sheets
- Updated provider and drug lists
- Pre-scripted opening lines for calls and meetings
This ensures you can jump right into meaningful discussions without fumbling for paperwork.
3. Guard Against Burnout
AEP is a marathon, not a sprint. Schedule buffer time each day for admin tasks, quick meals, and rest. If you burn out in the first two weeks, you’ll be limping through November.
Energy management tips:
- Limit appointments to a sustainable daily number (don’t overbook).
- Keep healthy snacks and water nearby.
- Block out a few hours weekly for follow-up calls and documentation.
4. Stay Compliant at All Costs
CMS rules don’t take a holiday during AEP. Remember:
- Always secure and document the Scope of Appointment before discussing plans.
- Use carrier-approved materials only.
- Avoid steering or making plan recommendations without a needs-based discussion.
A compliance slip now could cost you more than any single sale.
5. Track Your Wins & Adjust
Every week, review your appointment numbers, application submissions, and client feedback. If one product or plan is getting more traction, consider adjusting your pitch focus. We’ve created a plug-and-play checklist you can print, share, and keep at your desk to make sure nothing slips through the cracks during every appointment.
Download Your AEP Appointment Checklist!
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