How has AEP 2016 treated you so far?
We’re rapidly closing in the the halfway point of AEP. Besides dealing with the challenge of having so many people to see in so little time, one of the recurring frustrations I hear from agents this time of year is “Everyone is after the same people.”
This definitely stands to reason. Large carriers have commercials and infomercials on 24/7 directing them to call or go online, mail is getting delivered to eligible beneficiaries in high volume and agents probably just left the house you are walking into, while another one follows behind you.
Within the sales process, there are three things you can do to save yourself from the clutter and competitive chaos that makes AEP what it is. If you can do these three things, you will be the sales person of choice for more clients, even if they have seen other sales people. Thankfully, they’re simple. However, my observation has been that the vast majority of sales people do not do them, which means they do not stand out.