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WHAT'S WAPPENING?

Planning for the Other Side of AEP

Posted by Mike Gattorna, Health Agents Network on 11/7/17 5:20 PM

aep

While the hustle of Medicare’s Open Enrollment is in full swing, it is easy to be short sighted.  We have a very limited time to review Medicare Advantage and Part D plans with our clients.

However, what happens December 8?  After the dust settles and the enrollment period is over, what do you have planned?  Many agents will hit a hard reset at this point and begin to market to new prospects.  This is all well and good, but what if there was a better way?

SETTING YOURSELF UP FOR SUCCESS

Here are three things you should be doing this AEP:

Step 1 – Pre-Set Post AEP Appointments

Now is the time to make sure you are planning out your next quarter (January, February and March).  Before you leave your appointment, set the next one.  Set a tentative appointment in Q1 to review your clients’ new coverage and solve any other issues or concerns they may have before you leave the current appointment.

It is far easier to have a second appointment when it is pre-scheduled as opposed to “cold calling” your client for another appointment. 

To keep the future appointments, you can send out a reminder post card or email about a week prior to the set time to make sure your clients are still available. 

Step 2 – Thank You Cards

When is the last time you received a hand-written thank you card from someone older than 5-years-old?  It has probably been a long time, but this simple act can result in big results.  Sure, you can send an email, but there is something about a hand-written card that says you took time to write this out and not just fire off another email. 

What do you say?  Keep it simple:

Dear Bob,

It was a pleasure to meet with you and help with your insurance needs.  Enjoy your trip to Florida!  If you or someone you know have any questions, please let me know!

Thanks – Mike (555) 555-1212

Three lines.  One saying it was a pleasure to meet them, a personal line to show it is not just a form letter, and the last line to remind them you can help them and their friends & family.  I would also write my phone number down in the card as these can very easily end up on their refrigerator next to their grandkids purple elephant drawings. 

Even if they did not purchase a policy from you, this is a great way to stay top of mind when they may need your assistance in the future. 

Step 3 – Get Organized

All the planning in the world will not help you if you cannot keep track of your appointments, calls, clients, etc.  Having a client relationship manager (CRM) can streamline your business.  Depending on the system you choose, it can incorporate email drip campaigns, appointment reminders, useful client information (like the name of their dog), etc.

Plus, many programs have phone apps so the information is always with you.

There are numerous programs to look into, such as Agency Bloc

What all this means to you:

There is an old saying; “Don’t start digging a well when you are thirsty.”  Translation:  you need to plan ahead or may find yourself working a lot harder than you need to.  Putting processes in place to help your clients remember you and looking forward to seeing you can increase your referrals, reduce your stress, and keep you active all year long.

Topics: medicare insurance sales, aep

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