Open Enrollment brings big opportunities, and the right approach can help you meet—and exceed—your sales goals. These five strategies can strengthen your marketing, improve client relationships, and help you sell ACA products more effectively year-round.
1. Get a Full Picture of Your Clients’ Needs
To recommend the best ACA plan, you need a clear understanding of each client’s current situation and what they may need down the road. When you know their priorities, you can guide them confidently toward a plan that truly fits.
Encourage clients to share details like:
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Their current health and any ongoing conditions
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How often they typically see a doctor
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Current prescriptions
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Their monthly budget
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Preferred hospitals, providers, or networks
During your meetings or calls, ask questions that dig deeper—how often they visit urgent care, whether they anticipate major procedures, or if they manage chronic conditions. The more insight you have, the easier it is to match them with the right plan.
2. Be a Go-To Resource
The health insurance landscape evolves constantly—new carriers enter the market, rules shift, and plan designs change. Position yourself as someone clients can rely on by staying up to date with industry developments.
Become familiar with the plans you sell, follow Healthcare.gov’s blog for tricky marketplace situations, and lean on Essential Care for important updates and training. When clients see you as informed and dependable, they’ll feel more comfortable coming to you with questions—and they’re more likely to refer you to their friends, relatives, and coworkers.
3. Narrow Down the Choices
With so many plans available, clients can easily feel overwhelmed. That’s why understanding their needs is so valuable—it allows you to cut out plans that don’t make sense for them.
Offering fewer, more relevant options helps prevent decision fatigue and speeds up the enrollment process. Use platform filters—like premium amount or deductible limits—on HealthSherpa and state-based exchanges to refine your search.
HealthSherpa (available in all FFM states and Georgia) makes plan comparison simple. It also lets you compare up to five plans at once and send the results directly to your client. If a client qualifies for Advanced Premium Tax Credits but not cost-sharing reductions, consider presenting a mix of affordable bronze, silver, and gold plans. If they do qualify for CSRs, concentrate on silver plans—those are the only ones eligible.
Essential Care agents can join HealthSherpa using code 8ce251a0 for access to support and lead-sharing opportunities.
4. Strengthen Your Relationships
Most clients under 65 are active online, so meeting them where they already spend time can help you stand out. Platforms like Facebook, Instagram, and LinkedIn allow you to stay visible, connect quickly, and build relationships even outside business hours.
Retaining clients is just as important as finding new ones. Aim to:
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Reply to emails within two business days
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Return calls within 24 hours
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Show up to meetings on time
Consistency builds trust—and trust builds long-term business.
5. Review What’s Working
Set aside time every few months to evaluate your efforts. Which marketing channels produced the best results? Which outreach methods brought in new leads? Understanding the effectiveness of your work helps you adjust your strategy and grow year after year.
But don’t just look at new sales—pay attention to client satisfaction, too. Some agents send quick surveys to gather feedback and improve. Happy clients renew, return, and often refer others.
No matter which strategies you decide to use, Essential Care is here to support your success. If you’d like personalized guidance from our Sales team, we’re always ready to help!
Not affiliated with or endorsed by Medicare or any government agency.
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