This season of change brings with it multicolored leaves, harvest festivals, a crispness in the air and… the next open enrollment for consumers in the insurance market. To be successful during this feeding frenzy, preparation is key.
Ahead of time is best to must start preparing for AEP/OEP so that you can capitalize on the opportunity when it arrives. This will make your life much easier because too often, things like this come upon us much sooner than we initially expect.
I’ve identified 5 ways to get set for open enrollment.
Hopefully, you’re already appointed with insurance carriers but with cross-selling being an easy way to double or triple your earnings potential, are you positioned with the necessary ancillary and supplemental products? Are you prepared to present a valuable benefits package to fully protect your clients? Products including coverage for accidents and critical illnesses to help minimize exposure to out of pocket costs and let’s not forget dental or final expense plans.
Submit your applications now, because your window of opportunity for new appointments as well as the chance to move your appointments will likely close before OEP commences. Many insurance agents procrastinate and this creates a New York or LA style traffic jam for the insurance companies. You don’t want any speed bumps to deter your progress so get those applications in!
Let’s face it – getting certified is something that most agents dread more than a trip to the dentist. Unfortunately, it’s something that must be done so that you can offer certain insurance products to your potential clients and many brokers are caught unaware when required to get re-certified in order to participate.
When it comes time to certify, set aside some time to focus solely on getting your certifications completed. Put the phone on do not disturb and prevent as many interruptions as possible and git er done.
If you’re having trouble passing the certification, the best thing to do is invest time into study until you feel more confident. Then, as the saying goes, try, try again.
Start marketing now — whether it’s done through advertising, networking, or by posting updates on social media, using video or via blog posts. Remind your audience that open enrollment is just around the corner and that you are ready to help.
Also, remember the marketing rule of 7: People need to hear or see something seven times to respond to it. Start planting the seeds that show your expertise today, so that when the time comes you’ll be recognized as the go-to agent.
In sales, nothing else matters if you don’t have potential clients to present your product or service to, right? Ask yourself the following questions:
- Do you have a plan in place as to how to fill your pipeline?
- Do you have a budget set aside to invest (and reinvest) in leads?
- Will you offer to partner with a local drug store or health clinic?
- Are you doing any live seminars?
- Do you have a referral plan in place?
- How exactly will you generate leads?
Your overall focus right now should be planning, because, “if you fail to plan, you plan to fail.”
Open enrollment is an incredible opportunity that can literally make your entire year a financial success. Therefore, you must strategically plan, and act on those plans in order to prosper.
Don’t forget to refine your sales process to include qualifying, engaging the client, assessing needs, building value in the solution, closing and handling objections as well as systematic follow up and mining for referrals.
Doing so can turn this fall season into your biggest harvest yet!