Medicare’s Annual Enrollment Period runs from October 15 to December 7. For many agencies those seven weeks decide the year, which is exactly why they shouldn’t be the first time a system is tested.

Build in the summer

Compliant creative, funnels with the required disclosures, routing across your downline, booking flows and reminders all take time to build and refine. Starting in summer leaves room to test at a modest budget and fix what breaks before demand peaks.

Plan capacity before spend

The most common AEP failure isn’t a lack of leads. It is more leads than agents can work. Map how many appointments each agent can handle per week, then set spend to match. Unworked leads aren’t only wasted money. They are prospects who enrol with someone else.

In AEP, unworked leads are the most expensive leads you will ever buy.

Keep the pipeline alive after December

Turning-65 prospects and special enrollment opportunities continue all year. An agency that only acquires in the fourth quarter rebuilds its pipeline from zero every autumn. One that acquires year-round arrives at AEP with momentum.