5 ways to elevate the value of each AEP appointment

Medicare's Annual Enrollment Period runs from October 15 to December 7. And, we know there's a ton of stuff for health insurance agents to do before then. Core certifications. Product certifications. Marketing or ANOC events. You're busy.

But, the appointments you keep each AEP are your meal ticket for the rest of the year. We've got five key strategies to help you make the most of them while increasing your earning opportunities.

Show the whole menu

You're sitting at a table in a new-to-you restaurant. There's no menu in sight or even a QR code to scan. The waitstaff comes to you.

"What'll it be?" they ask, expectantly.

"What do you recommend?"

"I like the steak."

"One of those, then. Medium-rare."

The steak comes out, and it's just fine. Perfectly cooked. But wouldn't it have been better with sauteed mushrooms, an herbed finishing butter, and a baked potato? What about a soup or a side salad?

Maybe you wouldn't have ordered any or all of those things,  but you would at least have known they were available. And if you did order? You might have had a better experience -- and boosted the restaurant's revenue. 

The same thing can happen when you don't showcase all the products you offer. Have hospital indemnity, cancer, or critical illness flyers on hand. Make sure you ask about dental and vision needs. Each product offers a way to improve your client experience if they're in need and interested. And, of course, they're all commissionable.

Define the relationship

It's not your client's job to remember you, but it is your job not to be forgotten. Build trust and credibility by setting expectations at the end of each appointment. 

When will clients expect to hear from you again? Should they listen for a call before AEP ends, just to make sure they stick with you? Will you be in touch in January to confirm they've got their ID cards and plan materials? Will a newsletter hit their inbox? Or, when can they expect an invite to your next customer appreciation event?

Communicating these next steps helps you move from a one-appointment fling to a long-term business relationship. And, it indirectly says you'll be available to help throughout the year. This is excellent, because you'll need that trust if you're going to...

Make the referral ask

Clients, for the most part, aren't either aware or conscious of how much your business depends on their referrals. Their livelihood, after all, doesn't depend on it.

But yours does.

So, be sure to hand over a small stack of business cards when you say "Referrals are the lifeblood of my business. I'd love to help anyone else you know with their insurance needs." 

Now, it's absolutely true those business cards will likely not make it to one of their friends or family members in the next hour or so. Instead, they'll probably find their way to a refrigerator door, kitchen cabinet, or junk drawer. But that's okay, too.  Because the next time they pass by one of those places, they'll see your smiling face. They'll remember how helpful you were, and you'll once again be top-of-mind whenever a friend or family member asks about insurance.

Ask for reviews, too

The one universal truth in sales professions is this: you get what you ask for. And as the world continues to evolve, online reviews are taking on a larger role in how consumers shop for services. That means you'll want more online reviews -- and you'll need to ask your clients for them.

Make it easy for them to sing your praises by linking your social media accounts on your business card. Some savvy agents have even included a QR code that points directly to their Google My Business page, making it so the consumer only needs to start typing about their experience.  

The more reviews you have, the more credibility you have in the public's eye. That's crucial as more and more folks scour reviews before making any purchasing decision.

Get a signed Scope of Appointment

The piece de resistance? The surefire way to make future you happier? Get a signed Scope of Appointment before your client walks out the door. Scopes are valid for 12 months, or until they're used, whichever comes first. That means won't have to wait 48 hours before helping your client with a mid-year SEP or next year's AEP.

Give it a whirl

On their own, any of these five tips can help you build better relationships and build your customer base. But, when you put them together? You're bound to gain more traction in less time. Need compliance or marketing support to get these done? Let us know.