Between OEP and AEP: A Medicare Agent's Guide to Staying Busy, Maximizing SEPs, and Preparing for Success
- Jamie Smith
- Aug 13
- 4 min read
For Medicare agents, the time between the Open Enrollment Period (OEP) and the Annual Enrollment Period (AEP) can feel like a lull. The hustle of enrollment season slows down, and with that, so does the motivation. But in reality, this "off-season" is one of the most critical stretches of the year for building business, sharpening skills, and positioning yourself for a record-breaking AEP. Not to mention building a pipeline year-round to keep you busy.
The key? Knowing how to tap into Special Enrollment Periods (SEPs), specializing plan types, and lead sources aside from what your FMO provides, can and will keep your pipeline active year-round. Here's how to make the most of it.
Master SEPs and CSNP Opportunities
Even outside of AEP, many beneficiaries qualify for enrollment changes through SEPs. Whether it's a move to a new service area, loss of Medicaid eligibility, or gaining/losing Extra Help, these events are door openers for agents.
Don't forget about Chronic Special Needs Plans (CSNPs) - plans designed for clients with conditions like diabetes, heart disease, or kidney failure. Get to know the different carrier criteria by studying the guidelines in your market, and keep qualifying questions ready in conversations.
SARs Eligibility
SARs, Service Area Reductions, are based on zip codes and mean that some counties lose health coverage because the plan is no longer offered. This is happening more frequently, and this means that not only are these people eligible for a new plan, but they must enroll in a new plan.
Work Your Turning 65 (T65) Leads Year-Round
Your T65 audience is your bread-and-butter between enrollment seasons and throughout the year. These clients are approaching their Initial Enrollment Period (IEP) and need guidance now, before they're bombarded by other agents. Early contact builds trust, so they want to enroll with you. This is a long-term game, not quick and easy. If done right, with follow-up and follow-through, you should have a few new clients each month by building up that pipeline. The T65 method is a slow build, and so worth it over time.
Tap into Grassroots and Community Outreach
Not all business comes from leads you purchased or ones provided by your FMO. Those who are successful in Medicare Sales are those who work on building their lead system to work in concert with the leads you are provided. Work your community. Partner with local organizations, churches, senior centers, senior day care centers, specialists, doctors, and other small businesses that serve older adults.
Use This Time to Finish Certifications
AEP creeps up fast! Use the spring and summer months to complete your AHIP and carrier-specific certifications. Plan time each year to knock them out early so you can focus 100% on sales when October 15th hits. If you have already completed them, review product updates, benefit changes, and competitor offerings to refine your sales approach.
Build a Daily Prospecting Routine
AEP success is built in the "off" months. Set a daily goal for contacts made, whether it is via phone calls, in-person visits, or community networking. Check out your current book of business, and see if they know someone who needs your help or if their needs have changed. Even 10-20 meaningful touches a day can turn into hundreds of potential enrollments by the end of the year.
Keep Your Pipeline Warm
Stay in touch with past clients and prospects. Ensure they are following your business online through social media channels, or ensure they have subscribed to your website. Check-in phone calls. The more present you are in their world, the more likely they are to call you instead of responding to a competitor.
Add Life Insurance to Your Portfolio
Understanding how to sell Life Insurance is a natural complement to your Medicare business and an excellent way to grow your book of business while increasing your income.
Here's Why:
- Final Expense Policies are in high demand among seniors, providing peace of mind and affordable premiums.
- Whole and Universal Life products can help clients leave a legacy, build cash value, and supplement retirement.
- Cross-Selling Opportunities arise naturally during Medicare conversations, when clients express concerns about leaving bills behind or protecting family assets.
- Annuities are a great conversation to have when talking about retirement options.
When it comes to offering Life Insurance options, you will have to do so compliantly. CMS rules and regulations prohibit discussing these options within a Medicare appointment. You would need to schedule a separate appointment.
Final Takeaway
The time between OEP and AEP is most definitely not downtime-it's prep time. By working SEPs, CSNPs, T65 leads, grassroots opportunities, senior events, staying on top of certs and AHIP, and more, you'll not only maintain steady sales but also be primed for your best AEP yet.
Success in Medicare sales is about consistent actions, and the agents who work now and facilitate the abovementioned will dominate year after year.
At The Bedrock Group, we are always looking for self-motivated, enthusiastic, goal-oriented folks who want to make waves in the Medicare insurance industry. If you feel this is you, we want to talk.
We're a top-ranked Medicare FMO in the industry and provide all of the tools and assets you need to be successful. To learn more about joining our team click on the button below.
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