S.S.D.Y. – Same Stuff Different Year

Getting Ready for 2019 AEP & OEP – Agent Success Checklist

RBI Senior Sales Coordinator/Independent Agent: James Gramp

With his signature common sense, quiet good humor, and brilliant customer service, Jim is the other half of the RBI phone answering dynamic duo! An Arizona native, Jim manages agent relationships for the East Coast and specializes in the RBI agent tools, especially the Agent Market Edge. Jim has been a licensed health insurance agent for over a year, and has worked at RBI for 3 years. An accomplished bassoonist, he is known around the office for his amazing musical skills. In addition to keeping busy around the office, Jim frequently contributes to our blog, bringing a new agent’s perspective to the RBI online presence.

Hooray, it’s that time of year again where agents spend hours blankly staring at their computers – Medicare Certification Season! Cue the collective groan from agents across the US. That’s why I’m here, to give you a handy 2019 AEP Checklist to get you ready for a successful Annual Enrollment Period!

It’s very important that you get your ducks in a row EARLY! Waiting until September to complete your AHIP and product certifications is a sure-fire way to increase stress levels this fall. The closer it gets to AEP, the more bogged down carriers get with processing new contracts, background checks, and product certifications.

Speaking from personal experience, I’ve seen it take as long as 4 weeks for agents to receive their “Ready to Sell” status after completing their product certifications. There’s nothing more frustrating than losing a sale just because you were still waiting to show up as “Ready to Sell.”

Without Further Ado, Here is Your 2019 AEP Checklist!


That dirty four-letter word that spikes agent’s blood pressure far and wide. Unfortunately, it’s a necessary evil in our industry and is required to sell Medicare Advantage and Prescription Drug Plans. If you’re an agent that doesn’t sell MA, then I have news for you – You’re Leaving Money on The Table! Read my Blog Post from last year to learn why you should consider adding MA plans to your portfolio. Quick update, there are now over 21 million Medicare Advantage members compared to roughly 14 million Medicare supplement members nationwide.

Haven’t taken your AHIP yet? Follow this AHIP link to receive your $50 discount… But wait, there’s more!

Picking up Additional Products

Now is the time carriers are releasing first-look benefit information for the 2019 plan year. Head on over to our Events Calendar to register for our upcoming webinars. Curious to find out how these carriers stack up in your market? I’m just one phone call away!

Carrier Certifications

2019 Medicare AEP Certifications RBI

More online testing and certifications! Are you excited yet? No? Not sure when each of the carriers are launching their certifications, head on over to our 2019 Carrier Certification page. You’ll be able to see when all the 2019 Medicare Advantage Certifications are released.

Certainly don’t wait until the last week in September to do these! If you’re not marked as “Ready-to-Sell,” you will not be able to pick up any sales kits or marketing materials for the upcoming Annual Enrollment Period.

Evaluate your FMO Relationship

evaluate you FMO Medicare Advantage

If your FMO isn’t holding up their end of the bargain by providing you the support you need to grow your Medicare book of business, then now is the perfect time to re-evaluate that relationship. If your Field Marketing Organization doesn’t provide anything in the way of marketing support, they’re really just a Field Organization. The bottom line is, your FMO should work for You! These are things you should consider when choosing who to work with.

  • Sales training + coaching
  • Marketing support
  • Compliance support
  • Accessibility

“If you fail to plan, then you plan to fail.”

The most successful agents don’t go into AEP flying by the seat of their pants. At RBI, we develop marketing plans with our agents the M.A.P.S. way. Your marketing plan should be Measurable, Actionable, Profitable, and Scalable. Check out my blog post that I linked to above to learn more about the M.A.P.S. method for success.

A lot of agents I speak with only look for referrals from their existing book of business but are totally ignoring a HUGE opportunity, getting referrals within your community.  The easiest place you can start is your very own doctor’s office.  If you’ve ever wondered how an agent is able to be successful in this industry without breaking the bank by purchasing leads, here’s your answer: Community Marketing.  Not sure how, or where to start?  Check out my blog post, “Building Your Referral Network” and download the free white paper where I demonstrate how to get started!


With our selling season lasting almost three times as long than in previous years – OEP lasts from January 1st through March 31st, now is the time to start planning! You’re probably thinking, “wow, that’s a lot to think about.” That’s because it IS a lot to think about. But, if you really want to be successful in this business, then don’t let another Annual Enrollment Period pass you by without doing everything in your power to make it happen!

RB Insurance Group has the tools, marketing support, and most importantly, the expertise to turn you into a Medicare selling machine.

Give me a call today to learn all about how we do things differently than our competitors! (800)-997-3107 .

2022 AHIP
2020 ahip discount certification
Medicare cost-sharing