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January 31, 2023

As a Medicare producer, you know that the Annual Election period (AEP), from Oct. 15 to Dec. 7, is the busiest time of year for sales: Approximately half of new Medicare Advantage enrollments occur during the fourth quarter for January effective dates. But how can you generate business the rest of the year?

There are opportunities for new Medicare sales year-round for both Medicare Advantage and Medicare Supplement (Medigap) plans. In this article we focus on Medicare age-ins.

People turn 65 and age in to Medicare throughout the year, representing a great opportunity to generate new business each month. Don’t wait until a prospect turns 65 to make contact. A Medicare beneficiary’s initial enrollment period (IEP) begins three months prior to their 65th birthday. Plus, your prospects may be interested in exploring their options even earlier. Many national carriers and local brokers begin cultivating leads up to 12 months before their prospects age in.

To get a shot at new prospects, find creative ways to get in front of them. Many producers use direct mail advertising to generate interest, while others advertise on social media platforms and search engines (e.g., Google) to reach prospects. To capture prospects’ attention, be creative to stand out among your competition. Once you’ve received permission to contact a prospect, you can demonstrate your Medicare expertise to earn their business.

If you have questions or would like someone to discuss your marketing ideas with, contact your Regence Medicare sales executive. We appreciate your partnership and can provide support, from helping you build ads to being a sounding board for your ideas.

This is the first installment in a series of year-round enrollment opportunities we’ll be highlighting in the coming months. Check out future editions of Producer News as we explore additional selling opportunities for:

• People working past age 65
• Movers
• Medicaid and Extra Help (LIS)
• Loss of other coverage

It’s important to cultivate leads and stay in touch with your existing clients year-round. People need enrollment help throughout the year, and they may refer a friend or family member who also needs help enrolling in a Medicare Advantage or Medicare Supplement plan.

Questions? Contact your Medicare sales executive.