Preparation is key to a successful AEP. If you start early, you’ll stay organized and avoid that feeling of being overwhelmed at AEP crunch time. When you don’t have to rush, you can ensure that you don’t miss anything important and that you are fully compliant with CMS regulations.
#1: AHIP Certification
The 2026 AHIP Certification became available on June 24, 2025. If you haven’t already done so, complete this ASAP. Most carriers require you to do this prior to completing carrier certifications.
#2: Carrier Certifications
Carrier certifications for the upcoming plan year usually become available in June and July. Depending on the number of carriers you represent, this process may be time-consuming. Get started as soon as possible. Don’t forget to review your approvals once you have completed the certifications. This will allow you to follow up quickly and avoid delays if there are any issues.
#3: Your License and Continuing Education Requirements
Don’t lose track of your license expiration date and the continuing education requirements you need to keep your license active. You can renew your license up to 90 days prior to its expiration date. You must show proof of completing the continuing education requirement when you submit for renewal. If you miss your renewal period, you will pay a late penalty and must stop conducting business until your license is renewed. This could completely derail all your planning for AEP. If you’re unsure of your license expiration date, search for the information on your state’s Department of Insurance website.
#4: Plan Your Marketing Strategy
Take stock of the marketing materials you will need for AEP and give yourself plenty of time to order supplies. Carriers are becoming more digital so there will be less printed materials available than in past years. We encourage you to order early, and directly from your carriers, to ensure you get what you need. Our supplies here at WAP will be limited.
If you are creating your own marketing materials, remember that all plan-specific marketing materials must be CMS-approved and include all required disclaimers. We encourage you to submit your materials for WAP compliance review before using them.
You must wait until October 1st to begin marketing 2026 plans, but you can reach out to clients to remind them about AEP and let them know that, when the time comes, you will be here to help them.
Start thinking about any educational and sales events you will be holding during AEP. It’s not too early to find appropriate venue space and start booking dates. CMS has specific rules for hosting a compliant Medicare presentation – these vary depending on the type of event you are hosting.
#5: Organize Your Contacts and Data
Unclutter your desk and enter all important information in your CRM tool. Get in the habit of updating your CRM after every client interaction. Keep client data up to date, including contact information, policy types, and renewal dates. Set appointments and reminders in your calendar. Utilize any automated features that will help keep you organized, and note any important Medicare cross-selling opportunities.
Use your CRM to categorize your clients by carrier, so you can easily plan and send invitations for your ANOC meetings.
Take a moment to ensure that you have solid systems for enrollment tracking and commission tracking.
#6 Watch for First Looks
First Looks often become available in August, although they are sometimes available sooner. Start by checking your current carriers to see if there have been any changes that could positively or negatively impact your clients, including plan terminations. This is a good opportunity to review any new carriers to see if they are a good fit for your clients and worth adding to your portfolio.
First Looks will also contain important information regarding agent tools and resources, such how to submit and track electronic applications, information on any new processes, sales incentives, and more.
Remember, First Looks are just a sneak peek – you should not share them with clients. The carriers have filed the plans with CMS but have not yet received final approval, which means there could still be changes.
#7 Stay Compliant with SOAs
An SOA must be signed 48 hours prior to meeting and retained for at least 10 years. There are only two exceptions for not obtaining a scope less than 48 hours prior to the appointment: 1. Walk in for immediate enrollment, 2. Within 4 days of the end of the election period. Scopes for SOAs must outline the specific topics you will be discussing, and you should not stray from those topics. During a Medicare meeting, you must stick to discussing health-related products only. For example, it’s fine to talk about hospital indemnity insurance during a Medicare meeting, but you would need to schedule a separate meeting to discuss non-health related products, such as life insurance.
Being organized and prepared will help you optimize your earning potential during AEP. Investing time now in the final stretch before AEP will pay off in the long run.
The dedicated team at Western Asset Protection is here to support you as you grow your business. Contact us today.