AEP (Annual Enrollment Period) and AHIP (Assistance for Health Insurance Planning) are
your busiest seasons.

But many agents wait until September to prepare. By then, they’re already behind.

This AEP AHIP preparation checklist ensures you’re ready before the season hits. That
means more leads captured, faster closes, and less stress.

Timeline context:

• October 15–December 7: AEP for Medicare & ACA (peak sales season)
• June 1 –August 15: Early Bird AEP (Getting-ahead time for savvy agents)
• Year round: AHIP (Health Insurance Counseling for uninsured/underinsured)

Most agents start marketing in September. By October 15, their leads are cold. The agents who started in June already have pipeline.

That’s the power of preparation.

Before you pitch anything, know what changed.

What to research:

• CMS rule changes for Medicare Advantage & Medigap (new plan designs, coverage changes)
• ACA subsidy updates (CSR, APTC amounts for 2026)
• AHIP eligibility rules (who qualifies, income limits)
• State Medicaid changes (affect your ACA messaging)

Where to find it:

• CMS.gov (official Medicare rule releases)
• Healthcare.gov (ACA plan changes by state)
• Your carrier’s update calls (attend them—they’re free)

Why this matters: You get asked every day. “What changed in 2026?” If you don’t know,
you sound unprepared. If you do know, you sound like an expert.

Action: Schedule one 1-hour call with your top 3 carriers. Write down the 3 biggest
changes per carrier. Study it this week.

You sold clients last year. Know who’s coming back.

Create a spreadsheet:

AEP is impossible without leads. Identify where they come from.

Lead sources to activate:

• Turning 65 Medicare leads — People aging into Medicare (buy from IAD Lead Hub)
• Special Enrollment Period leads — Qualified life events (loss of group, income
• change)
• Warm list outreach — Friends, family, past clients’ referrals
• Worksite health — Offer AEP education at employers
• Paid ads — Facebook, Google Ads targeting “Open Enrollment” + your state
• Content/SEO — Blog traffic (like this article) driving organic leads

Budget recommendation for AEP: $2,000–5,000/month (July–Dec) for leads, ads, and
content.

Action: Decide on 3 lead sources. Allocate budget. Start reaching out to vendors (IAD Lead Hub, Facebook Ads account, etc.) this month.

You need a plan for what to communicate when.

Sample AEP Marketing Calendar:

Action: Use IAD’s pre-approved marketing materials. Use them across email, social media,
landing pages.

Where to find materials:

• IAD Marketing Services
• IAD Agent Portal (templates, graphics, email copy)

AHIP certification is required for many agents. Do it now, before the rush.

What AHIP is: – Free training program from CMS – Teaches you to help
uninsured/underinsured people find health coverage – Certification = credibility + eligibility to help Special Enrollment Period cases

Why get certified: – Legally required in some states to counsel clients – Helps you handle edge cases (people who don’t fit standard enrollment) – Easy certification (online, ~4 hours)

Action: Get AHIP certified this month. Cost is nothing. Time is 4 hours. Return is 10+ sales you’d otherwise lose.

You need a system to handle volume.

What you need:

• CRM/Pipeline tool — Bridge360 (track every lead by stage)
• Scripts — Medicare pitch, ACA pitch, objection handlers
• Quote systems — Pre-configured for Medicare & ACA (not time-consuming)
• Application system — Know your carrier’s app process cold
• Follow-up reminders — Bridge360 automated reminders for every prospect

System checklist:

• All leads in Bridge360 by status
• Follow-up reminders set (every prospect gets 3+ touches)
• Quote templates ready (copy-paste speeds things up)
• Scripts written out (Medicare, ACA, objections)
• Team briefed (if you have help, they know the process)

Why this matters: You’ll be slammed. Without a system, you drop leads. With a system, you scale.

Real number: Agent without system handled 50 leads in October, closed 8. Same agent next year with system handled 80 leads, closed 18 (better conversion + more leads).

Educate your clients early. They refer more. They renew faster.

Webinar format (30 minutes):

• Welcome (2 min): “Annual Enrollment is coming Oct 15. Here’s what changed.”
• Rule changes (8 min): Key Medicare/ACA changes affecting them
• Plan comparison (10 min): New plans, rate changes, what to expect
• Q&A (8 min): Answer their specific questions
• CTA (2 min): “Schedule your review call. Link in notes.”

Why webinars work: Clients feel prepared. They tell friends. You get referrals from the webinar itself.

Action: Record it (use Zoom). Use the recording in your marketing all month.

If you have an assistant or team member, prepare them.

Train on:

• Lead intake process (how do you capture leads?)
• Qualification questions (how do you identify which product they need?)
• Common objections (script responses)
• System navigation (Bridge360, quoting tools, carrier platforms)
• When to escalate to you (what questions = you need to handle?)

Expectation: Your team should be able to handle basic intake calls and schedule appointments with you. They’re not selling—they’re qualifying and scheduling.

Benefit: You focus on closes. Team handles volume.

Copy this and check it off:

☐ July 1: Master 2026 rule changes (CMS, ACA, AHIP)
☐ July 15: Audit 2025 book + identify renewal clients
☐ July 15: Identify lead sources (3–5 types)
☐ July 20: Build marketing calendar (July–Dec messaging)
☐ August 1: Enroll in AHIP training (get certified)
☐ August 15: Set up AEP sales system (Bridge360, scripts, templates)
☐ August 25: Host AEP prep webinar for existing clients
☐ August 30: Train your team (if applicable)

Completion date: September 1: If you finish by Sept 1, you’re ready. If you start in September, you’re late.

Agents who prepare in June/July close 3x more deals in Oct/Dec vs. agents who wait until September.

That’s not luck. That’s preparation.

You can still do well without this checklist. But you’ll spend October stressed, scrambling, and losing sales to better-prepared agents.

Do the work now. Reap the benefits when the season hits.

IAD’s training program covers AEP strategy, AHIP certification, sales scripts, and lead generation.

Next Step: Schedule a consultation or Explore IAD’s Training

• IAD AHIP Certification Program — Get certified before AEP
• IAD Lead Hub — Stock your pipeline with AEP leads
• IAD Marketing Services — Pre-approved email, social, and webinar templates