How to Prepare for AEP Like a Pro

With the Annual Enrollment Period quickly approaching, it’s a good idea to make sure you’re fully prepared and ready-to-sell.

By following these steps, you’ll be ready to capitalize on one of the best years for Medicare Advantage (MA) sales. If you haven’t already, partner with Ritter at no cost before taking your first step to access everything you need for a strong AEP.

1 | Contract with Preferred Carriers

So that you can offer everything your clients may ask for during the Medicare AEP, revisit your portfolio and the carriers and products you sell. Talk to a Ritter sales specialist or request your free portfolio review to discover all the strongest options in your area. Carriers can sometimes take upwards of six weeks to process contracting, so don’t wait to get started.

Ritter makes the contracting process quick and painless through our online option, Contract Now!

Learn about Contract Now with Ritter
Start contracting with carriers through Ritter

Once you’ve filled your portfolio with top carriers, find the most competitive plans in your area with our Medicare Quote Engine. This tool allows you to compare multiple plans simultaneously, which will save you time.

Note: You must log in to RitterIM.com to utilize Contract Now and the MQE, along with other resources mentioned in this post. If you’re not already a Ritter agent, you can register today for free! Newly registered agents must speak with their sales specialist to unlock Contract Now in the Platform.

Also, don’t forget that cross-selling can round out your clients’ MAPD plans and fill coverage gaps. Just keep in mind that CMS prohibits you from promoting non-health-related products when meeting with a client to discuss MA plans, so you’ll need to schedule a follow-up appointment.

2 | Complete AHIP and Medicare Certifications

Before you can sell for any carriers, you must complete annual CMS compliance training. Passing the AHIP course is the common method of compliance training, but some carriers accept other trainings, like NABIP certification (formerly known as NAHU certification). At Ritter, we keep our carrier pages up to date with certification instructions.

After compliance training, you’ll need to complete 2025 product certifications for each MA, MAPD, and PDP carrier you are appointed with. Some carriers may also require additional trainings in addition to their online product exams.

You can find a list of carrier requirements in Ritter’s Certification Center!

3 | Order Insurance Supplies for Selling Medicare

Once you have passed AHIP and completed your carrier certification, a carrier will deem you ready-to-sell. You can verify your status with the carrier if you are unsure. If you need an agent writing number, you can also get that from the carrier as well.

Most carriers will allow you to pre-order enrollment kits for the upcoming product year. You can either find information regarding pre-ordering on a carrier’s broker portal, or you can log in to Ritter Docs, select the carrier, and get the info under the Supplies heading on the page.

4 | Gather Helpful Carrier Information

It’s a good idea to familiarize yourself with each carrier you’re appointed with before AEP season starts so you can save valuable time. Brush up on their online tools, phone numbers for support, and the submission processes you’ll have to follow (including fax numbers). We’ve made this process easy for you by assembling all this info in one place — the Ritter Docs carrier pages.

Additionally, please check out all of the available First Looks from carriers you’re contracted with as soon as they become available on the Ritter Platform Overview page under Carrier First Looks. Ritter makes carrier First Looks easily accessible to our insurance agents to keep your business moving!

Pro tip: Create a spreadsheet with important carrier info in one place so it’s readily accessible.

Another thing to keep in mind, carriers sometimes host helpful webinars on how to use their online portals and tools, such as e-Apps and online submissions. So, keep an eye out for communication regarding these opportunities in the Ritter Platform’s Events section, and check the carriers’ broker portals for event listings.

5 | Start Generating Medicare Leads

No matter if this is your first AEP, or you’re a seasoned veteran, there’s always an opportunity to expand your business.

You can boost your online lead generation with PlanEnroll, Integrity’s online, consumer-facing quoting and enrollment tool for Medicare plans. With your own PlanEnroll personal URL, consumers can reach out to you via the built-in permission to contact form. Additionally, PlanEnroll runs national and localized campaigns — including direct mail, digital, search, social, and television advertising — driving local clients directly to you when you’re a PlanEnroll Network Agent.

Ritter agents can start using PlanEnroll and other Integrity sales technology solutions by signing up on MedicareCENTER.

Ready to take sourcing leads to a whole new level? Then check out The Definitive Guide to Generating Leads and Prospecting for Medicare Sales!

Ritter, as well as the carriers you are appointed with, are here to help you succeed. Think of us as your coach, rather than just cheering fans. If you have questions or need help, don’t hesitate to let us know.

Editor’s Note: This post was originally published in September 2016. It has been updated to include information more relevant to the 2025 Annual Enrollment Period.