If you feel like December is moving at double speed, you’re not wrong. These last few days before the January 1 ACA effective deadline always feel like someone hit fast-forward on your schedule.
The phones don’t stop, the inbox fills up, and clients who swore they’d “get to it next week” suddenly want an appointment right now. This is the moment where good agents separate themselves from the pack by guiding smarter.
Here’s what to focus on in your final stretch to help clients decide confidently and keep your book organized for the New Year.
Lead With Simplicity as Clients Are Overwhelmed
By now, clients have seen 20 different ads, received 30 mailers, and spoken with at least 2–3 agents. Their heads are spinning.
Your job now isn’t to impress with knowledge, but to calm the noise with this message:
“Let’s narrow this down to the 2–3 plans that actually fit your doctors, meds, and budget. We don’t need to review everything, just what matters to you.”
Keep it simple and focused. Clients will relax, and you’ll move them to a decision faster.
Prioritize Doctor and Medication Checks
This is not the week for assumptions. Provider networks and drug tiers change every year, and clients don’t find out it’s a problem unless you catch it first.
Make provider and medication checks your non-negotiable. Even a quick script like this can save you and your client hours in January:
- “Let’s double-check your doctor and your top 3 medications before we lock anything in.”
- “I want to prevent surprises, so give me 60 seconds to verify your must-have providers.”
A smooth January starts with being thorough now.
Move ‘Window-Shoppers’ to a Decision
Everyone has those clients who stay on the fence until the last minute. Instead of chasing them, give them a clear path to action.
Try framing it like this:
- “I want you to get the January 1 start date so you’re covered immediately. Here are your two best-fit options, so let’s pick the one that feels right.”
- “We can always make adjustments during Open Enrollment, but missing this deadline means waiting until February for coverage to start.”
Most people aren’t procrastinating but are afraid of making the wrong choice. You eliminate that fear by giving them options they can control.
Double Down on Marketplace Accuracy
Income updates and household details are where things get sloppy in the rush. But you can’t afford to be sloppy, as clients will blame you in April when they owe money back.
Quick hits to protect them and you:
- Reconfirm projected income for 2025.
- Ask about seasonal work changes.
- Clarify who’s on the tax return versus who’s on the plan.
- Document every assumption.
A clean application is a clean tax season.
Set Expectations for January NOW
One of the most helpful things you can do in these last days is prep clients for what happens after enrollment. You reduce confusion, reduce callbacks, and reduce those “Where’s my card?” messages.
Set these expectations:
- ID cards may take several weeks. Many carriers issue digital cards immediately, so show clients how to access them.
- Premium bills can lag. Tell clients to save their first invoice email and check their spam folder.
- Remind them that new deductibles and copays start January 1. Help them avoid surprises at the pharmacy.
If you want fewer fires to put out next month, prep your clients this week.
Don’t Forget Your Non-Renewing Current Book
Touch base with a simple text or quick call to your current clients, who you haven’t spoken to, to confirm their 2026 health coverage plans. Use:
- “Hey! Just checking in that your 2025 plan is confirmed. Reach out if you need anything before Jan 1.”
- “Reminder – if you want to review options before the January 1 deadline, just reply here, and I’ll fit you in.”
Small touches result in big retention.
Pace Yourself — Burned-Out Agents Don’t Sell
Don’t let exhaustion push you into mistakes or rushed applications, so give yourself structure:
- Block 30-minute breaks every 2–3 hours.
- End your day with a checklist of in-progress enrollments.
- Use text/DM follow-ups to save time between appointments.
Clear mind, clean apps.
You’re the Calm in Their Chaos
These last days are intense, but they’re also the moment clients value you the most. When people are confused, anxious, or overwhelmed, they remember the person who made things simple.
If you can bring clarity, control, and confidence into these final days, you’re enrolling people who build loyalty for years. You’ve got this, so finish strong and help clients start the year confident in their coverage.
The Agility Difference
With the continuing evolution of the insurance market, as seen in this Ambetter announcement, Agility develops success and discipline through the expertise of our team to position you for growth. With Agility, you get:
- Local market managers who offer regional insight and grassroots intelligence about what’s happening in your markets.
- ACA product expertise through our ACA product specialist, Mike Berglund, available at mberglund@enrollinsurance.com.
- Ancillary guidance from ancillary product specialist Chris Gaston, focusing on supplemental and life product solutions and expertise to add to your portfolio.
- Dedicated Producer Support at (866) 590-9771 or support@enrollinsurance.com, to answer any insurance questions, and add you to our weekly email tips and updates list.
Let Agility empower you to evolve your capabilities and capture the OEP opportunities at hand.
