The Medicare Annual Enrollment Period (AEP) officially kicks off on October 15. But here’s the good news—you don’t have to wait until then to start preparing. Beginning October 1, agents can start marketing next year’s plans to clients.
That two-week window is a powerful head start. We’ll show you how to make the most of it so you can hit the ground running when AEP begins.
Identify Change
As a licensed agent selling Medicare Advantage Prescription Drug (MAPD) plans, you should already have a good sense of what’s coming for the new plan year. Your FMO provides advance plan information, and once you’re appointed and ready to sell, you’ll also receive “First Look” emails directly from carriers. These resources give you early access to plan details before the season begins.
In addition, Essential Care supports you with product preview webinars and portfolio reviews, helping you stay ahead of market changes.
Your role is to assess:
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How plans are changing for the upcoming year
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Whether those changes are significant enough to impact your clients
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If it’s in your clients’ best interest to stay with their current plan or switch
Preparing for October 1
Before October 1, review your book of business and identify clients who may need adjustments to their coverage. These should be your priority clients during the first two weeks of October, when you can begin marketing the upcoming year’s plans.
By staying proactive, you’ll be ready to guide your clients through changes and maximize your success once AEP officially begins.
Start Meeting with Clients
As a licensed sales agent, you have the advantage of knowing both the available plans and your clients’ needs. Beginning October 1, you can start meeting with clients to review their options for the upcoming year.
Reviewing Client Documents
Clients currently enrolled in a Medicare Advantage or Part D plan will receive:
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Annual Notice of Change (ANOC)
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Evidence of Coverage (EOC)
Your role is to help them carefully review these notices for changes to:
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Premiums and out-of-pocket costs
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Benefits and coverage details
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Plan rules, networks, and formularies
With the upcoming 2026 plan year changes and market disruptions, it’s likely many ANOCs will show higher costs or reduced benefits. It’s critical that you explain these changes clearly so clients understand their options.
Guiding Clients Through Decisions
After reviewing, clients may choose to:
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Stay in their current plan if it still meets their needs, or
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Switch to a new plan to avoid increased costs, network changes, or unwanted benefit reductions
You are allowed to leave enrollment forms with clients or share plan links via platforms like Sunfire or Connecture. However, you cannot submit an application until the Annual Enrollment Period (AEP) officially begins on October 15.
Nurture Your Relationship with Clients
When meeting with clients, you’re permitted to provide a full product presentation and consultation. It’s important to review multiple plan options so clients can decide which best fits their needs. Pre-enrollment materials are helpful but only cover one plan at a time, so your role is to present the bigger picture.
Understand Client Priorities
Take time to learn what matters most to your clients. For example, some beneficiaries may be willing to pay a higher premium if it means keeping access to their current doctor. If a provider is no longer in-network for their existing plan, research which other plans include that doctor so your client can continue care without paying higher out-of-network rates.
Anticipate Questions & Concerns
Think ahead about the questions your clients are likely to ask. Common examples include:
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What is my deductible?
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How much are my copays?
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How does this compare to my current plan?
The more prepared you are, the smoother your presentation will be. By anticipating concerns and clearly addressing them, you’ll demonstrate your expertise and earn your clients’ trust and appreciation.
Remain Compliant
Compliance is the foundation of your Medicare sales success. To protect both you and your clients, make sure you follow these rules every step of the way.
Scope of Appointment (SOA)
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Always complete and document a Scope of Appointment (SOA) at least 48 hours before meeting with a potential enrollee—even if they’re already in your book of business.
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An SOA is required for every enrollment.
Call Recording Requirements
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All sales, marketing, retention, and enrollment calls must be recorded from start to finish.
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This applies across all outreach, including follow-ups with existing clients.
CMS & TPMO Compliance Standards
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Agents must adhere to all CMS third-party marketing organization (TPMO) regulations.
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Failure to follow these requirements can result in compliance violations and loss of commission.
Pre-AEP Restrictions (October 1–14)
During this period, you may market next year’s plans, but you cannot:
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Encourage clients to complete, submit, or even “hold onto” enrollment applications for the upcoming plan year
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Accept paper, electronic, or telephonic applications
You may leave applications with clients or share digital links (e.g., through Sunfire or Connecture), but you must not assist them in filling anything out until AEP officially begins.
Why This Matters
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Carriers are required to investigate any application submitted before October 15 to confirm whether an agent was involved.
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If CMS determines that an application was agent-assisted before AEP, it can be rejected—costing you both the enrollment and the commission.
AEP Enrollment (October 15–December 7)
Once AEP opens:
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Agents may help clients complete applications in full.
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You are permitted to fill out the “For Agent Use Only” section.
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The enrollment and submission process continues as normal through the end of AEP.
Prepare Early for AEP Success
While the Annual Enrollment Period (AEP) doesn’t officially begin until October 15, the work starts well before that date. Use the time leading up to AEP to research your market, review plan updates, and stay informed about carrier changes.
An agent who is well-prepared, knowledgeable, and proactive in helping clients navigate their options will be positioned for a strong and successful AEP season.
Not affiliated with or endorsed by Medicare or any government agency.
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