What You Need to Know to Sell During AEP
The Annual Enrollment Period (AEP) can make or break your year as an insurance agent. It’s when opportunity peaks — but so does competition. If you want to sell during AEP and come out ahead, you can’t rely on luck. You need a plan, a process, and the discipline to execute both flawlessly.
At Platinum Choice Healthcare (PCH), we’ve seen firsthand that agents who prepare early, master compliance, and refine their sales strategies don’t just survive AEP — they dominate it. The question is, are you ready to approach this season like a top producer? Here’s what it takes to win.
Understanding the Annual Enrollment Period (AEP)
Key Dates and Deadlines Every Agent Must Know
Medicare AEP runs October 15 – December 7 every year. During this time, Medicare beneficiaries can:
- Enroll in a Medicare Advantage (Part C) plan
- Switch from one Medicare Advantage plan to another
- Join, drop, or switch Medicare Part D prescription drug plans
Missing these dates means waiting until the next enrollment period, so stay organized and proactive.
Which Clients You Can Help During AEP
You can assist:
- Anyone already enrolled in Medicare who wants to change their coverage
- Clients new to Medicare who missed their Initial Enrollment Period
- Beneficiaries looking to add a prescription drug plan (PDP) or switch plan types
Compliance Rules You Can’t Afford to Ignore
The Role of the Scope of Appointment
Before you discuss plan specifics with a Medicare beneficiary, you must have a signed Scope of Appointment (SOA). This form documents what topics you’re allowed to cover in your meeting.
CMS Marketing Guidelines for Agents
The Centers for Medicare & Medicaid Services (CMS) enforces strict Medicare marketing rules during AEP. These include:
- No unsolicited door-to-door insurance sales
- No cross-selling non-healthcare products, like life insurance and final expense, during a Medicare appointment
- Accurate and complete presentation of plan details
Following these guidelines in your marketing strategies protects your license and your reputation.
Building a Winning Sales Strategy
Lead Generation Tactics That Work in AEP
To sell during AEP effectively, start filling your pipeline before October. Some of the best lead sources for Medicare sales include:
- Direct mailer campaigns targeted to Medicare-age residents
- Hosting educational workshops or webinars
- Partnering with community centers and pharmacies
- Leveraging social media ads aimed at 64+ audiences
How to Nurture Leads Before the Rush
Don’t wait until October 15 to reach out. Build trust early:
- Send informational emails or newsletters
- Offer free Medicare plan reviews
- Share easy-to-understand guides about coverage options
If you’re looking for tools and support to take your AEP sales further, see how PCH equips its agents for success on our Career page.
Product Mix: Medicare and Beyond
Why Ancillary Products Can Boost Your Earnings
While Medicare Advantage and Part D plans are AEP staples, offering ancillary products like dental, vision, hearing, or hospital indemnity coverage can increase both client satisfaction and your revenue.
Matching the Right Plan to the Right Client
Every client’s health, budget, and lifestyle are different. Ask questions, listen closely, and match products that fit their unique needs. This personalized approach builds long-term loyalty.
Retaining Clients After AEP
Follow-Up Strategies to Strengthen Retention
The real value of your book of business comes after enrollment. Stay connected by:
- Sending thank-you notes after enrollment
- Checking in mid-year to address concerns
- Providing educational resources year-round
At Platinum Choice Healthcare,
Setting Yourself Up for Long-Term Success
The habits you build now will carry into future enrollment periods. Organize your client database and CRM, review your marketing ROI, and keep up with industry changes so you’re always ahead of the curve.
FAQs
When is the best time to start preparing to sell during AEP?
Start 2–3 months before October 15 to allow time for training, marketing, and lead generation.
Do I need a Scope of Appointment to sell during AEP?
Yes — CMS requires a signed SOA before discussing plan details.
What products should I focus on when I sell during AEP?
Medicare Advantage and Prescription Drug Plans are top priorities, but ancillary products can boost earnings.
How can I generate leads to sell during AEP?
Use direct mail, social media, community events, and referrals to build a strong pipeline.
Why should I consider joining PCH if I want to sell during AEP?
PCH provides training, marketing support, and competitive contracts to make your AEP season more efficient and profitable.
Final Thoughts
Selling during AEP takes more than just being ready on October 15, it’s about putting in the work months ahead, knowing the rules inside and out, and having a clear strategy to connect clients with the coverage that truly fits their needs. From understanding key dates and compliance requirements to building a strong lead pipeline and offering a diverse product mix, every step matters if you want to stand out in this competitive season.
At Platinum Choice Healthcare, we equip agents with the training, marketing tools, and ongoing support they need to generate quality leads, close with confidence, and maximize every sales opportunity. Contact our team today to see how we can help you win this AEP.