It’s time to start thinking about the Annual Enrollment Period (AEP) for Medicare Parts C and D. From October 15 to December 7, qualifying individuals will be able to enroll in, change or drop their Medicare Advantage and prescription drug plans. To make this year’s AEP your best yet, you need to focus on setting and achieving goals. Here are some tips to get you ready.
- Set specific goals. You want this to be a great year, but greatness is a nebulous concept. Be specific in your goals. How many leads do you want to follow each week? How many sales do you want to make? Have a clear idea of what you’re aiming for.
- Set realistic goals. In addition to being specific, your goals need to be realistic. Otherwise, you’ll get discouraged when you don’t come close to achieving them. At the same time, you don’t want your goals to be too modest, either. If this is not your first AEP, a good way to set realistic goals is to start with your past performance and aim for some improvement. If it’s your first year, talk to your colleagues and consider the leads and resources you have to set a realistic goal.
- Create detailed plans. Having a goal is a good start, but you need to know how you’re going to achieve it. Sales don’t just happen. You have to make them happen. Decide which sales strategies you’re going to use: hosting educational sessions, making phone calls, sending out letters, asking for referrals and so on. Once again, you want to be specific and realistic. Create a schedule for yourself that shows exactly what you should accomplish each day.
- Check your progress. The AEP can fly by. Make sure you’re checking your progress regularly. If you’re not on track to meet your goals, you need to up your sales strategies. If you’re way ahead of your goals, it’s possible you weren’t ambitious enough in the first place. Instead of taking it easy, consider setting a new, higher goal that will force you to push yourself. After all, the AEP only happens once a year.
- Reward success. Hard work deserves recognition. Decide on a reward to give yourself if you meet your goals – maybe a day at the spa, a vacation or that home renovation you’ve been thinking about. This reward will help motivate you. You don’t have to wait until December 7, either. Consider including small rewards for meeting your weekly goals.
As always, PTT is here to help maximize your success. If you haven’t already done so, register for our Rock Enroll AEP kickoff event on October 2.