AEP is days away. The Annual Open Enrollment begins October 15th and runs through December 7th. Don’t miss OUT on this HUGE money making season!!

Amanda Simpson

Make sure your Florida Blue Medicare Certifications are complete in your Florida Blue Learning Portal 

  1. 2022 AEP Medicare Core Curriculum 
  2. 2022 AEP Medicare Product Curriculum 

What changes can you make during AEP? 

During AEP, you can: 

  • change from original Medicare (Part A and Part B) to a Medicare Advantage plan 
  • change from a Medicare Advantage plan back to original Medicare 
  • switch to a different Medicare Advantage plan 
  • switch from a Medicare Advantage plan that includes prescription drug coverage to one that does not 
  • switch from a Medicare Advantage plan that doesn’t include prescription drug coverage to one that does 
  • join, switch, or drop a Part D prescription drug plan 

Reasons Clients switch Medicare plans during AEP : 

  1. Cost of Coverage – Copays, Deductibles, Rx Coverage, Network Restrictions 
  2. Changing Needs – New Part D plan, switching from one MAPD to another, Going back to Original Medicare / adding a Supplement 
  3. Plan Changes – Network changes, Formulary changes, Ancillary Benefits, ETC 
  4. Changes in Eligibility – Moved to a new service area, ageing in, gained DSNP or LIS status 

Leveraging your existing book of business should be at the top of your open enrollment planning checklist right now. 

planner-1

Current Book of Business – Client Retention is Key 

  • Drill down on each client’s current policy and strategize on any changes that could help make their coverage a more advantageous fit, whether it’s a cost break overall or an expanded benefits package. A spreadsheet could get the job done, but a CRM with policy tracking will make easy work of this arduous task.
  • Your role as an agent is to not only sell products and services to your clients, but also act as a trusted health insurance consultant. And though Medicare Marketing Guidelines prohibit you from trying to influence clients on what coverage to purchase or change, you’re allowed to answer their questions about plan specifics. Reaching out to your customers periodically (say once a quarter) to ask about their general coverage satisfaction is a great way to stay on their radar while getting (and keeping) a handle on their changing healthcare needs.
  • A best practice when it comes to customer retention is to get out of the “always be closing” mindset — every client communication needn’t have selling as the reason for reaching out. Sending a personal note or card every so often is a great relationship builder; birthdays as well as holidays are a good time to recognize your customers and thank them for their business. If you’re using a CRM with automated workflows, you can also utilize email templates to customize and schedule additional communications for open enrollment period outreach and beyond.
young-friendly-teacher-standing-in-classroom-teacher-standing-in-front-of-the-blackboa-SBI-309512122


Focus on Educating, Not Selling 
Nobody likes to feel like they’re being sold to, especially when the product is something they aren’t sure they really need. People research and buy products that they feel they need or will benefit from — insurance products aren’t any different. The thing is, gathering information on insurance can be challenging for the average consumer. 

Instead of taking advantage of your prospects’ lack of knowledge, use the opportunity to educate them and establish yourself as their go-to guru for insurance-related needs. How? 

  • Break things down into layman’s terms
  • Provide them with charts and illustrations 
  • Give them recommendations but let them feel comfortable making their own choice 
Social Media phone

Marketing 

  • Partner up with your local Dedicated Senior Center MGC 
  • Grassroots Marketing 
    • Local Senior Events 
  • Social Media Posts 
    • Facebook 
    • Linkedin 
    • Instagram 
    • Twitter 
  • Medicare Lock Boxes 
    • Local Mom & Pop Pharmacies that are in-network 
    • Doctors Offices 
  • Partner up with Doctor Offices 
    • Go into the Provider Directory and look up local Primary Doctors and Specialist 
    • Bring in a box of Donuts to the girls at the front desk and introduce yourself 
    • Bring your business cards/brochures and talk to them about being their Florida Blue Representative and let them know you are here for any client questions or needs 

Any questions contact sales support in the home office. (772) 546 – 2299

More Blog Posts

Bruce Henry Receives Patriotic Award

On November 1, 2023, Steve Ramsey presented Bruce Henry with the Patriotic Employer Award from the Office of the Secretary of Defense. Alongside the presentation of this award was (RET) CPL Frank Henry, a Korean War Veteran. How this came about - Steve Ramsey - SSG...

Huge Enrollment Opportunity for Your Store

During AEP / OE all of us are looking for ways to increase sales. With leads online and Social Media, many agents have forgotten about the immediate success available from Grass Roots Marketing. This past Saturday I was reminded again of how amazing successful results...

How to Recruit in Today’s Job Market

In today's society, finding new talent might seem challenging, but it isn't. Technique and approach are all you need to succeed in today's recruiting world. Here are five tips on where and how to succeed at recruiting.1- Seek the traditional methods, such as...

AEP ends December 7th. Make sure to finish this year out strong.

Make sure your Florida Blue Medicare Certifications are complete in your Florida Blue Learning Portal  2024 AEP Medicare Core Curriculum2024 AEP Medicare Product Curriculum What changes can you make during AEP?  During AEP, you can:  Change from original Medicare...

5 Tips When Selling During AEP & OE

Erin Alcalay 1. Build Rapport as a Trusted Insurance Advisor: Get out and talk to people in the community. Attend local networking events. Reach out to current clients as a good servicing measure. Ask prospective clients to review what they have in place; this could...

Why Smart Cremation is Essential in Todays Marketplace

"The cremation rate is predicted to reach close to 60% percent in 2023, with a forecast that the national cremation rate will reach 80% by 2035." - Us-Funerals One of the main reasons is cost, followed by an eco-friendly way of helping the planet. Granted, not...

5 Benefits to Selling Small Group Insurance

This AEP/ OE season, don't limit your options of selling health insurance to individuals and Medicare recipients; target small businesses too. There are many benefits to selling small-group insurance. For example, employees want to work for a company that the Employer...

Senior Indemnity for AEP 2023

As we all know, sitting down with a person who is turning 65 to assist them in deciding to go with either Medicare Advantage or Medicare Supplement can be a complex process. Most are never 100% sure which will be best for them. The great news is the new Allstate...

AEP brings a great Opportunity

The Medicare Annual Enrollment begins October 15th and ends on December 7th. The Annual Enrollment Period is an opportunity for people who are enrolled in Medicare to review and make changes to their current Medicare coverage. This opens a Great sales opportunity...

Selling Season is upon us – here we GROW again! 

Wow – I hope everyone is excited as we are for the upcoming Selling Season (AEP & OE) with the opportunity to build up your BOB with our Best-in-Class Companies and products!  Of course – we have the privilege of leading the way with Florida Blue – the Premier...

Call For a Free Quote