How to Shift from AEP to Selling D-SNPs

The lock-in period has arrived, but that doesn’t mean your momentum has to slow down! While it may not be the Medicare “busy season,” there are still plenty of opportunities to stay productive and profitable. By transitioning your focus from the Medicare Annual Enrollment Period (AEP) to Medicare Advantage Dual Eligible Special Needs Plans (D-SNPs), you can keep your sales and commissions flowing year-round.

Selling D-SNPs comes with numerous advantages, such as expanding your portfolio, reaching an underserved market, and unlocking greater earning potential. To help you get started, we’ve created a beginner’s guide to mastering D-SNP sales. In this post, we’ll walk you through how to seamlessly shift from AEP to selling D-SNPs so you can continue growing your business all year long.

Get Educated

Do you know the differences between HIDE, FIDE, and CO D-SNPs? Whether you’re new to D-SNP sales or simply looking for a refresher, your first step should be to educate yourself about this specialized product. Key areas to focus on include D-SNP eligibility, enrollment periods, and the various plan types.

Here are some excellent resources to help you get started:

Additionally, be sure to register with Essential Care to stay updated on upcoming D-SNP trainings, webinars, and events. Keeping yourself informed will set the foundation for your success in this market!

Review Your Portfolio and Contracts

If you’re not contracted with carriers offering D-SNPs, you can’t sell them! Now is the perfect time to evaluate your portfolio and determine:

  1. Are you currently offering any D-SNPs?
  2. Could you expand your offerings by contracting with additional carriers?

Each year, more carriers join the D-SNP market, introducing new plans that you might not have considered. These plans could be highly competitive in your area and present new opportunities for growth.

For 2025, there are 909 D-SNPs available nationwide, up from 851 in 2024! With the number of plans and carriers steadily increasing year after year, it’s essential to ensure your portfolio is robust and competitive in this growing market.

Shift Your Prospecting Approach

Prospecting for D-SNP clients requires a different strategy compared to traditional Medicare Advantage clients. Typically, you might attract other Medicare clients by targeting them during AEP or when they turn 65, using lead cards, mailers, or CMS-compliant lead vendors. However, D-SNP prospecting is more hands-on and relationship-driven—you need to go where D-SNP prospects are and actively engage with them.

Effective Prospecting Locations

Consider engaging in your community by hanging flyers or business cards, setting up a booth, volunteering, or forming partnerships at the following places:

  • Dollar stores and discount retailers
  • Thrift shops and flea markets
  • Food banks, pantries, and soup kitchens
  • Utility assistance centers
  • Churches or other faith-based organizations
  • Low-income housing areas, senior centers, and retirement communities
  • Community events held at parks

Community Involvement is Key

D-SNP clients typically have lower incomes, as eligibility requires being on both Medicare and Medicaid. Beyond income, keep these characteristics in mind when identifying potential D-SNP prospects:

  • Individuals who were auto-enrolled in a Prescription Drug Plan (PDP)
  • Medicaid recipients or those who recently lost Medicaid but may qualify again
  • Medicare Advantage beneficiaries eligible for the Part D Low-Income Subsidy

Important: Always adhere to CMS Medicare Advantage and Part D Communication Requirements when prospecting for D-SNP clients.

In short, community involvement is essential for successful D-SNP prospecting, making it more personal and impactful than traditional approaches.

Change the Way You Sell D-SNPs

Selling D-SNPs comes with unique challenges. Dual-eligible clients may qualify to join or switch plans monthly through an integrated-care Special Enrollment Period, provided they and the D-SNP meet specific criteria. While not every client takes advantage of this flexibility, the possibility exists, which means other agents could persuade your clients to switch if you don’t nurture the relationship effectively. To retain your D-SNP clients, approach each sale with the mindset that your client’s loyalty is key to long-term success.

Build Relationships Beyond the Sale

Closing the deal isn’t the end of your work—it’s just the beginning. Building and maintaining a strong relationship with your clients is critical. Relationships, like any investment, require consistent effort to thrive.

Here’s how to solidify client trust and loyalty:

  • Educate Your Clients: Help them fully understand their plan, benefits, and how to access the care they need.
  • Follow Up Regularly: Check in every six months—or even quarterly—to ensure their needs are being met and to address any concerns.
  • Be Accessible: Make yourself available to answer questions or assist with coverage issues when they arise.

Taking these steps shows clients you’re genuinely invested in their well-being, making them less likely to consider switching to another plan.

Why D-SNPs Are a Great Opportunity

D-SNPs are a type of Medicare Advantage product that can be sold year-round, making them an excellent option for Medicare agents during the lock-in period. You likely already have the expertise to sell these plans—this guide is here to help you refine your strategy and make the most of this opportunity!

Not affiliated with or endorsed by Medicare or any government agency.

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For more information, please contact our office at 347-971-3399 or send an email to rdashevskyy@essentialcare.info.

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