AEP is next Thursday. For Medicare agents, the big show is almost here, so now’s the time to ensure you position yourselves for maximum 2027 success. Here’s your quick 2027 “to-do list” for the next week.
Are You Finishing Talks to Your MA Non-Renewals?
In our previous article on beginning-of-2027 marketing, we mentioned talking to your MA non-renewals first. These are your most vulnerable clients who need your immediate help and can find other options on their own because of the volume of marketing they receive.
You should be talking with them about the best Medicare coverage options for 2027 that meet their needs in their area. These conversations protect your partnership with them by letting them know there are answers to get them the best 2027 health coverage possible.
Having these non-renewal clients ready to enroll in the best 2027 Medicare coverage once AEP begins next week enables you to provide the protection they want, while you confidently follow up with them during AEP to ensure they’re comfortable with their choice and help other clients.
Are You Finishing Your Client ANOC Conversations?
You should be well on your way to finishing your MA ANOC client discussions. You should know which of these clients have the most changes in their 2027 MA plans that generate the most questions and concerns from these clients
Identifying clients who may require a new plan or different coverage options for 2027 is critical to addressing their concerns promptly and maintaining your partnership with them in the coming weeks. Clients you identify in the ANOC review as having a good 2027 MA plan will need less frequent outreach from you.
Finish Your 2027 Training
Re-read the CMS 2027 Agent/Broker Training & Testing Guidelines, which set the minimum training standards for MA plans and Part D sponsors. You should be finished, or close to finishing, your company certification, product training, or appointments to be ready to go next Thursday.
This also familiarizes you with CMS changes that remove certain requirements affecting MA plans, streamline some enrollment-related policies, and remove restrictions on when and how beneficiaries have conversations with licensed agents and brokers. CMS also released updated information, including a reduction in the required retention period for sales and marketing call recordings from 10 years to six years.
For years four through six, transcripts may be used instead of recordings.
Make Sure Your Technology is Ready
This isn’t the season to rely on sticky notes and memory, so make sure your CRM is working perfectly and that all other technological systems have the latest software updates and are up to date on CMS and HIPAA compliance for 2027.
Remember, you want technology to facilitate your workflow: Contacted → Needs Review → Appointment Scheduled → Application Submitted → Follow-Up Needed
Don’t Forget About 2026 Enrollments
With all the work on 2027 and AEP, it’s easy to forget that several Medicare beneficiaries can enroll for a 2026 effective date using a SEP. Don’t stop your 2026 new-to-Medicare, dual-eligible, and other SEP marketing efforts until you have to, at the end of November, as these enrollments are potential clients to partner with who will bring you revenue before January 1, 2027.
These 2026 enrollments also provide another opportunity for 2027 revenue if they need further assistance on or after January 1.
Ready for 2027 AEP?
The agents who make AEP feel manageable are the ones who prepare before things get busy. This last week is that time to organize your clients, finish your training, review your carriers, learn the 2027 changes, confirm that your technology is in its best shape, and make sure you’re still helping 2026 enrollees.
If you find any issues or problems you’re not sure how to solve or address, Agility is here to assist, with our Medicare experts providing the advice you need to resolve your specific issue quickly. Then, when the season officially gets moving, you spend less time figuring out what comes next and more time helping clients make sense of their Medicare options, which increases your Medicare sales.
The Agility Difference
As the insurance market changes, Agility helps agents stand out by sharing updates and offering our team’s expertise to help you grow. If you have questions or want to talk to our ACA, Medicare, CHOICE, Group, life, or ancillary experts, reach out to our dedicated Producer Support at (866) 590-9771 or support@enrollinsurance.com.
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