We’re now halfway through the 2025 Annual Enrollment Period as of November 10!
If you’re in the business of Medicare sales, this is the perfect time to evaluate your progress from the first few weeks of AEP and recharge for the remainder. Here are some valuable questions and insights to help you maximize the final stretch!
Begin by Asking Yourself…
Are You Complying with TPMO Requirements?
As an insurance agent or broker, you’re classified by the Centers for Medicare & Medicaid Services (CMS) as a Third-Party Marketing Organization (TPMO). This designation requires you to include a specific disclaimer on all your communications—emails, websites, print materials, and any sales-related documents.
If you’re marketing fewer than all available plans within a given area, use this disclaimer:
“We do not offer every plan available in your area. Currently, we represent [insert number of organizations] organizations which offer [insert number of plans] products in your area. Please contact Medicare.gov, 1-800-MEDICARE, or your local State Health Insurance Program (SHIP) to get information on all of your options.”
If you’re marketing all available plans within a service area, use this disclaimer instead:
“Currently, we represent [insert number of organizations] organizations which offer [insert number of plans] products in your area. You can always contact Medicare.gov, 1-800-MEDICARE, or your local State Health Insurance Program (SHIP) for help with plan choices.”
Are You Recording Calls with your clients?
As you may know, the Centers for Medicare & Medicaid Services (CMS) now mandates that all Medicare agents and brokers record their phone conversations with clients. While this may feel like an added step, it’s designed to protect both you and your clients.
Our Connect4Insurance platform includes a call recording tool that enables you to securely record and store both inbound and outbound calls with ease.
Who Are You Finding the Most Success in Helping?
Consider who you’re most successful in closing sales with. Is it a referral sent by a loyal client? Someone you who attended your Medicare sales event? Or someone who reached out through your online marketing? Or perhaps inbound calls sent to you by lead vendors?
As you reflect on your recent activities, assess whether you’re seeing more success with clients of specific ages, income levels, or health backgrounds. Take note of where most of your leads are originating and which types of clients are ultimately purchasing policies. Also, evaluate the time and resources invested in acquiring these leads and where it’s truly paying off. This insight will help you more effectively target future prospects and allocate your resources.
Is Your Medicare Portfolio Meeting Client Needs?
When you sit down with a client, do the Medicare Advantage, prescription drug, and Medicare Supplement plans in your portfolio resonate with them? Are your plan offerings among the most competitive in terms of premiums, network coverage, and formularies? Are there plans you carry that your clients show little interest in?
Reflecting on these questions can help you assess the effectiveness of your portfolio. If the products you offer don’t align with what your clients are looking for, it’s likely impacting your sales. Ensuring your portfolio matches client needs is key to driving success in your Medicare business.
Next, Consider Some Logistics…
Are You Operating as Efficiently as Possible?
Struggling to keep all aspects of your book organized? We simplify the process! The Connect4Insurance platforms allow you to manage your entire book of business from a single platform, Sunfire or Connecture, the choice is yours. Its Contact Management tool, digital SOA and PTC forms, dialer number, RetireFlo and BlazeSync are excellent resources in both CRMs, eliminating disorganization. The platforms also store client call recordings for easy access.
How Much Time Are You Spending on Paperwork?
While paperwork is essential, it should only occupy a small part of your day if you want to grow your business. If you feel buried under client records, Scopes of Appointment (SOAs), applications, and other documents, it might be time to consider hiring an assistant or leveraging technology to streamline your sales process. Many carriers offer e-Apps, allowing clients to complete applications for Medicare products online.
Our Essential Care Agent Platforms are a powerful agent dashboard providing a full view of contracts, downlines, commissions, and more! Additionally, we offer access to Sunfire and Connecture with their BlazeSync, and RetireFlo integrations, a consumer-facing platform, clients can prefill their information, create an account, complete the SOA and PTC forms, and their updates will automatically appear in Sunfire and Connecture. Save time, reduce paper, and make your sales process simpler!
Why Haven’t I Driven More Medicare Sales to a Close?
Rejections can feel like that classic break-up line, “It’s not you, it’s me.” But what if, sometimes, it really is something in your approach? Taking a few moments to assess what might be impacting your sales success can be worthwhile.
Are you bringing a positive attitude to appointments, or do stress and frustration show—especially toward the end of the day? Do you connect well with clients, avoiding overly “salesy” pitches and steering clear of distractions like glancing at your watch? Nobody’s perfect, and there’s always room to improve. Remember, being a friendly and approachable agent can make a big difference for your insurance business! You have to be a master communicator.
What Medicare Products Are My Clients Seeking That I Don’t Currently Offer?
Think back to recent client meetings: were there Medicare plans your clients were interested in that you didn’t have available? Maybe they asked about general options like Dual Eligible Special Needs Medicare Advantage plans, specific types like Medicare Supplement Plan N, or a particular prescription drug plan. Were there popular carriers they mentioned that you’re not yet contracted with? Offering competitive local plans is valuable, but if your clients aren’t familiar with them or don’t feel confident in lesser-known names, that can impact their decisions. Just as people trust certain brands when buying everyday items, brand recognition can influence their choice in insurance. Diversifying your offerings could be the key to boosting your sales success!
Consider Your Mental State… (Yes, It Matters!)
How Are You Feeling Right Now?
Is this AEP going “easy-peasy, lemon-squeezy”? Or more like “stressed, pressed, lemon zest”? If it’s the latter, that’s completely normal. AEP is a critical time for Medicare sales, packed into a tight 54-day window, so it’s natural to feel overwhelmed.
Remember, you’ve got what it takes to not only survive this AEP but to excel! If stress is creeping in, carve out some time just for you—even if you have to schedule it. Your well-being is essential, and bad habits, distractions, a bad diet, and a lack of exercise are all things you must re-evaluate in your everyday life. It’s always a good time to restructure your approach to your insurance sales. Prioritize your mental and physical health so you can keep performing at your best! If you don’t like yourself and don’t believe in yourself, no one else will.
Recharge & Refine Your Medicare Sales Strategy
Should I Add or Remove Products in My Portfolio?
By now, you’ve likely evaluated how your current portfolio is performing and identified which products resonate with clients—and which don’t. Now, consider whether it’s time to adjust your offerings.
Are you ready to part ways with a carrier, or perhaps form new partnerships? While it may be too late to get contracted and certified to sell new products during this AEP (depending on the carrier and your FMO’s processing time), updating your portfolio soon could still be beneficial. With Special Enrollment Periods and thousands aging into Medicare daily, there’s still ample opportunity to expand your reach.
If you’re seeing interest in a product type you’re not yet familiar with, don’t worry! We offer a wealth of educational resources—training tutorials, webinars, eBooks, and pdf guides—to help you quickly get up to speed and meet your clients’ needs.
What’s My Plan for Following Up with Clients?
Staying connected with your clients—whether they’re long-standing or newly acquired—is essential. Regular follow-ups help you retain their loyalty and prevent other agents from stepping in. Engaging your clients keeps them coming back and encourages referrals from family and friends!
With both of the Connect4Insurance Personal Agent Websites and the client sync features, they allow you to easily access consumer information and stay connected. You can also gather permission to contact and obtain signed Scopes of Appointment (SOA) seamlessly.
Consider using social media to build and personalize relationships with your clients. While a professional website is excellent for credibility, interacting on platforms like X, Instagram, Facebook, or LinkedIn can deepen your client relationships, moving beyond purely transactional interactions.
So, how often will you check in with your clients? It’s up to you and should reflect each client’s preferences, but a consistent plan is key. Just remember to adhere to all compliance guidelines!
Whether you’re eager for AEP to wrap up or not, you’ve got less than a month remaining. We’re confident you’ll make the most of every moment! Here’s to a successful and rewarding selling season—may it be your best yet!
GET CONTRACTED WITH ESSENTIAL CARE INSURANCE AGENCY
For more information, please contact our office at 347-971-3399 or send an email to rdashevskyy@essentialcare.info.
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