The Annual Enrollment Period (AEP) is a sprint, but your business is a marathon. Signing a new client is only half the battle. If you don’t have a plan to keep them, you’re leaving future renewals and referrals on the table.

Here is how to lock in loyalty and protect your book of business immediately after December 7.

Don’t let the first time a client hears from their new plan be a confusing packet in the mail. Within 48 hours of enrollment, send a thank-you note or a quick text.

Confirm the choice: Reiterate why this plan was the right fit.

Set expectations: Tell them exactly when their ID card and welcome kit will arrive.

Be the hero: Remind them that if they have questions, they should call you, not the carrier’s 1-800 number.

January 1 is when the plan goes live. This is the “danger zone” where clients might realize a doctor is out of network or a drug cost is different than they expected.

Call every new client in the first two weeks of January. Ask three specific questions:

• Did you receive your new ID card?
• Have you been able to fill your prescriptions?
• Do you have any upcoming appointments we need to verify?

By catching issues early, you stop “buyer’s remorse” before it leads to a cancellation.

Once the Medicare plan is stable, shift the conversation toward total protection. Retention is highest when a client has multiple policies with you.

Use the first quarter to review gaps in their coverage, such as:

Dental and Vision: Many Medicare Advantage plans have limits; a standalone policy adds value.

Hospital Indemnity: Show them how to cover the out-of-pocket gaps in their new plan.

Final Expense: Ensure their family is protected beyond just their health needs.

Retention doesn’t happen by accident. It happens through systems. Use your CRM to schedule quarterly “Value Calls” that aren’t about selling. Share a quick update on local Medicare news or a simple healthy living tip. When you stay top-of-mind, you become the only person they think of when a friend asks for an insurance recommendation.

High retention is the difference between a job and a legacy. At Insurance Advisors Direct, we provide the tools, training, and marketing support to help you build deep client relationships that last decades.

Ready to grow your book with better systems? Contact IAD Today or Join our Network of 3,000+ Agents.