The last 72 hours can be highly productive if you stay focused and keep your prospect communication clear and concise. Here’s how to make these last three days count.
Laser Focus on Unclosed Leads
Focus on the leads you already have who haven’t enrolled.
- Quotes you already ran but never finalized
- Clients who said, “I’ll think about it.”
- Households that are missing documents
- People who started applications, but didn’t finish.
These prospects know you and are the low-hanging fruit that may just need a nudge. Reach out with simple, direct messaging, specific to their situation:
“Hey [Name], just checking in—OEP ends in 3 days, and I want to make sure you don’t miss coverage since you haven’t enrolled with me. Want to wrap this up today?”
Simple. Human. Effective.
Lead With Deadlines, Not Details
At this stage, people don’t need a deep understanding of metal levels or deductive reasoning. They need clarity and reassurance.
Your job is to help them answer one question: “What happens if I don’t enroll by the deadline?” Focus your conversations on:
- Loss of eligibility until next year
- Risk of being uninsured
- How quickly can you get them enrolled in health insurance coverage effective February 1?
When people understand the consequences of waiting, decisions happen faster.
Simplify the Choice: Decision Fatigue Is Real
Too many options slow things down, so simplify choices now. In the final days:
- Narrow it to two or three strong options.
- Clearly label one as your recommendation.
- Explain why you picked this plan for them in plain language.
For example:
“This plan keeps your monthly cost lowest. This option costs a bit more but provides better access to doctors. If it were me, I’d pick this one.” People don’t want to choose; they want guidance.
Strategically Extend Your Availability
Don’t burn yourself out by making small adjustments to your schedule that matter:
- Evening hours
- Early morning check-ins
- Fast response times
Let prospects know you’re available, saying, “I’m booking quick enrollment calls today and tomorrow so no one misses the deadline.” Urgency + access = enrollments.
Use Multiple Touchpoints, Not Just One
The most effective agents use more than one form of outreach to clients:
- Calling
- Texting
- Emailing
- Leaving short voicemails
Not all at once, but consistent outreach with a quick text followed by a call later in the day can double your response rate. And no, you’re not bothering people; most are grateful that someone followed up.
Prep Your Paperwork Before You Get on the Phone
Momentum drops if you’re unprepared during calls, so before each conversation, have:
- Income questions ready
- Household details outlined
- Document upload instructions, confidence, and organization to make clients comfortable saying yes.
Don’t Forget Your Existing Clients
Your current clients are a strong revenue source, so you should schedule time to check in with:
- Clients who may qualify for better subsidies this year
- Households that changed income or family size
- People who auto-renewed but haven’t reviewed options.
A quick review call can uncover plan upgrades and stronger long-term retention.
Protect Your Energy
A rushed pace means mistakes, so protect your energy by doing the basics:
- Eat real food
- Take short breaks
- Clear thinking leads to better enrollments and fewer post-OEP headaches.
Finish Strong, Not Frantic
These last days are about focused, consistent actions. Follow up and ensure every prospect has a clear next step.
Simplify decisions for your clients and help them finalize their enrollment. Communicate urgency in every interaction and prompt action.
Follow these steps to maximize enrollments and enter the new year with momentum and happier clients. Close the loop with focus and finish the enrollment period strong.
The Agility Difference
With the ongoing evolution of the insurance market, Agility develops success and discipline through our team’s expertise 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.
- Dedicated Producer Support at (866) 590-9771 or support@enrollinsurance.com to answer any insurance questions and direct you to our Medicare, ACA, and ancillary experts. They can also add you to our weekly email list for tips and updates.
Let Agility empower you to evolve your ACA capabilities and capture the opportunities at hand in 2026.
