Summer is here, and while it may be tempting to kick back and relax, it’s actually the perfect time to prepare for the upcoming Annual Enrollment Period (AEP). Here are seven areas to focus on this summer to ensure a successful AEP.
1. Building Relationships with Dentists
Dentists are a valuable resource in the Medicare world. They interact with a large number of seniors and can be a great referral source. Spend time this summer reaching out to local dentists. Understand their needs, their patients’ needs, and how your Medicare solutions can meet those needs. Remember, every dentist is unique, and your goal is to find the best fit for them, not just what worked for someone else. Consider setting up regular meetings with them, offering to provide educational materials about Medicare for their offices, or even hosting joint informational sessions.
2. Building Relationships with Doctors
Just like dentists, doctors also have a significant influence on their patients’ Medicare decisions. Establishing strong relationships with doctors can lead to more referrals and a larger client base. Make it a point to meet with doctors in your area, discuss their patients’ needs, and show them how your Medicare plans can help. Offer to be a resource for them and their staff, providing training or answering questions about Medicare. The more they trust you and understand the value you provide, the more likely they are to refer their patients to you.
3. Getting Annual Certifications Done Early
Certifications are a necessary part of being a Medicare agent. Getting them done early in the summer gives you more time to focus on other aspects of your business as AEP approaches. Plus, it’s one less thing to worry about when the busy season hits. Use this time to familiarize yourself with any changes in the Medicare rules or plans you offer. The more knowledgeable you are, the better service you can provide to your clients.
4. Planning Formal Seminars
Seminars are an effective way to educate potential clients about Medicare and the plans you offer. Start planning your seminars now – decide on the topics, prepare the materials, and book the venues. The earlier you start, the more organized and successful your seminars will be. Consider offering seminars on a variety of topics, from the basics of Medicare to the specifics of different plans. The more information you can provide, the more valuable you will be to your potential clients.
5. Planning Informal Sales Events
Informal sales events can be just as effective as formal seminars. They provide an opportunity to connect with potential clients on a more personal level. Think about where your target audience spends time – local community centers, senior living communities, or even popular restaurants. Reach out to these places and start setting up your events. These events could be anything from a casual coffee chat to a Q&A session. The goal is to engage with potential clients in a relaxed setting where they feel comfortable asking questions and discussing their needs.
6. Finding Locations for Sales Events
The location of your sales events can make a big difference in their success. Spend time this summer scouting potential locations. Look for places that are easily accessible, have plenty of parking, and are comfortable for your attendees. Remember, the more convenient the location, the more likely people are to attend. Consider partnering with local businesses or organizations that have space available. Not only can this reduce your costs, but it can also help you reach a wider audience.
7. Sharpen Your Tools
Last but not least, use the summer to sharpen your tools and expand your knowledge. Listen to insightful content and read books that can enhance your skills. A great podcast we recommend is Medicare Agent IQ, run by industry leaders Raul Gonzalez and Oscar Ibieta. For reading, consider the book “Psychology of Selling”. It provides valuable insights into the mindset of your potential clients and can help you improve your sales techniques.
In conclusion, a successful AEP starts with summer preparation. By focusing on these seven areas, you can set yourself up for a productive and profitable enrollment period. So don’t wait – start planning today and make this your best AEP yet.