The Annual Enrollment Period (AEP) is a busy time of year for Medicare agents. With 53 days to reach prospects and serve your existing clients, standing out in a crowded marketplace is key. Grassroots strategies can be your ticket to generating powerful results.
Whether you’re a seasoned agent or entering your first AEP, the following strategies can help you attract more clients and build lasting relationships.
Post AEP Reminders on Social Media
It might feel like everyone is already posting online during AEP, but that’s because it can be a great tool to connect with current clients and their connections. The key is consistency and value.
Use social media platforms to educate and remind your audience, especially Facebook and Instagram. Most people don’t remember the AEP dates offhand, so regular reminders keep you top-of-mind. Here are a few simple ideas:
- Countdown graphics: “AEP Ends in 30 days…. Contact Me Today to Review Your Plan!”
- Quick tips: “Confused by your Medicare plan? Contact Me Today.”
- Client success stories. With permission, share real-life examples of how you helped someone find a better plan.
- Office hours or pop-up events. Let people know when and where they can stop by to speak with you.
Include your contact information and a call-to-action (CTA) on every post—such as “Call now,” “Send a message,” or “Share this with a friend who’s eligible.”
Referrals: Simply Ask!
Your current clients are your best advocates. If you make a lasting, strong impression and remind them to refer a friend, clients can be your greatest source for growing your business.
This AEP, build referrals into your process:
- At the end of every appointment, say something like: “If you know someone else looking at Medicare options this year, I’d be happy to help them, too. Referrals from clients like you are how I grow my business.”
- Send a follow-up email or handwritten note thanking your client and include a referral request or your business cards for them to hand out.
- Consider a referral card you can leave behind with each client. It can simply say: “I’d be honored to help your friends or family during AEP. Here’s how they can reach me.”
CMS regulations prohibit rewarding clients with cash or gifts for referrals, but a thank-you note or verbal appreciation goes a long way.
Host a Table at Senior Centers, Assisted Living Facilities, or Grocery Stores
Many communities welcome Medicare agents to set up information tables during AEP, especially if you approach it with an informational mindset.
Consider Partnering With:
- Local Senior Centers
- Grocery Stores With High Senior Foot Traffic
- Independent & Assisted Living Facilities
- Retirement Communities
- Community Centers
- Churches & Nonprofits With Aging Populations
Know the difference:
- Educational events are purely informational. No enrollment forms, plan applications, or sales pitches are allowed.
- Marketing events can include specific plan information and enrollment, but they require prior CMS approval and must follow specific signage, materials, and language guidelines.
Ensure your signage is compliant (no misleading language or logos), and bring compliant brochures, business cards, or flyers.
Remember to dress professionally, stand rather than sit when possible, and bring something visual to catch attention, like:
- Pull-Up Banners
- Tablecloths
- Balloons
- Flyers
- Brochures
Leverage Email & Mail Outreach to Stay Connected
Don’t underestimate the power of a clean, simple email or letter. Your clients and prospects might not remember who helped them with Medicare last year unless you appear in their inbox or mailbox.
Send a short notice at the start of AEP that says:
- You’re available to help them review their current plan
- AEP runs October 15 through December 7
- You can schedule a quick phone or in-person appointment
- They’re welcome to refer a friend
Include your contact info, any new services you offer (like online appointments), and a friendly, personal tone.
Attend or Partner at Community Events
Community health fairs, resource days, senior expos, or Medicare-focused workshops are great opportunities to meet potential clients face-to-face.
If you can’t host your own event, partner with organizations that are already doing the work. Ask to sponsor a booth, offer a complimentary “Medicare 101” presentation, or sponsor an item in a swag bag! Be sure to follow all CMS Guidelines when giving out swag items.
You’re not just selling plans, you’re offering peace of mind. When people see your involvement in the community, they’re more likely to trust you when it’s time to choose.
Make it Easy to Book With You
Once someone is interested, the next step should be easy. You could lose them if they have to call, leave a message, wait too long for a reply, and then coordinate schedules.
Make booking seamless by:
- Adding a link to your online scheduling tool (Calendly, Google Calendar, Outlook Bookings, etc.)
- Including your phone number in every post, email, and flyer
- Offering multiple appointment formats: phone, video, or in-person)
Final Thoughts: Simple = Successful
You don’t need flashy ads or expensive campaigns to grow your book of business this AEP. Some of the best tactics, such as asking for referrals, showing up in your community, and keeping your Google listing updated, are free or nearly free.
With consistency, a personal touch, and the right support, you’ll attract more clients this season and create lasting relationships that pay off for years to come.