2026 AEP Preparation Guide

The Medicare Annual Enrollment Period (AEP) runs from October 15 to December 7 each year. This is the most important time for Medicare agents, as millions of beneficiaries review and adjust their coverage for the upcoming plan year.

What Happens During AEP

• Medicare Advantage (MA) & Part D Changes: Beneficiaries can switch from Original Medicare to Medicare Advantage, change MA plans, or join/leave Part D prescription drug coverage.

• Plan Reviews: Carriers release new plan benefits and pricing, giving clients the opportunity to update their coverage.

• High Volume Opportunity: This is the busiest time of year for agents, with strong potential for both new sales and client retention.

Why AEP Matters for Agents

• Revenue Growth: Most Medicare Advantage and Part D enrollments occur during AEP.

• Retention: Proactively reviewing client coverage prevents them from shopping elsewhere.

• Cross-Selling Opportunities: AEP conversations often lead to discussions about dental, vision, hearing, hospital indemnity, or life insurance.

• Competitive Edge: Agents who prepare early and stay organized maximize efficiency and protect compliance.

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⚠️ Compliance Reminders

• Must have a Scope of Appointment (SOA) prior to discussing plans.

• Always use CMS-approved marketing materials.

• Include required disclaimers, such as:

  “We do not offer every plan available in your area. Any information we provide is limited to the plans we do offer in your area. Please contact Medicare.gov or 1-800-MEDICARE to get information on all your options.”

👉 Agent Tip: Treat AEP like a marathon at sprint speed — success comes from planning ahead, using automation to stay on top of communications, and balancing both new enrollments and current client reviews.

As 2026 approaches, Medicare is set to undergo several important changes that will directly impact both beneficiaries and agents. Carriers are rolling out updated Medicare Advantage and Part D plans with adjustments to premiums, networks, and supplemental benefits, making plan reviews more critical than ever.

View the PSM Learning Center for CMS updates

CMS has also delayed certain policy updates, such as unused benefit reminder letters, until 2026, and continues to refine rules around plan reporting and prescription drug cost stabilization. For agents, this means staying ahead of plan announcements, understanding how these shifts affect your market, and preparing clients with clear, compliant guidance to ensure they choose coverage that truly fits their needs in the new plan year.

This Medicare AEP Agent Preparation Checklist is designed to help insurance agents stay compliant, organized, and ready to maximize enrollments, client retention, and sales opportunities during the Annual Enrollment Period.

Certifications & Compliance

Complete AHIP certification (current year)

Finish all carrier-specific certifications

Review CMS Medicare Marketing Guidelines (MMG)

Prepare & file Scope of Appointment (SOA) forms correctly

Confirm licensing and appointment with carriers

Plan Knowledge

Review carrier First Look details (new plans, benefits, changes)

Compare plan updates year-over-year in your market

Identify top plans to present in your region

Review formularies, networks, and supplemental benefits

Tools & Technology

Test enrollment platforms (Sunfire, Connecture, or carrier systems)

Confirm CRM is updated with client info & tags

Automate client reminders and follow-ups (emails/texts)

Verify electronic SOA capture process

Set up compliant call recording, if required

Client Preparation

Run reports for clients eligible to change plans

Segment clients:

Stay & Review (current clients needing plan review)

Prospects (new leads for growth)

Prepare AEP communication templates (letters, emails, texts)

Schedule client outreach (calls, mailings, community events)

Marketing & Outreach

Order or download compliant marketing materials

Plan social media and community outreach campaigns

Use pre-approved ads (Facebook/Google) if applicable

Confirm disclaimer use:
“We do not offer every plan available in your area…”

Personal Prep

Set daily/weekly AEP schedule

Block time for client calls, appointments, and follow-ups

Build in rest & recharge routines (avoid burnout)

Keep hydration/snacks ready for long appointment days

Stay connected with support team for quick answers

After AEP (Post-Season Plan)

Schedule follow-ups with new enrollees (welcome call/email)

Review client satisfaction & resolve issues quickly

Update CRM with new client data & notes

Evaluate AEP results (sales, retention, processes)

Plan off-season cross-selling opportunities (HI, DVH, Life, Final Expense)

👉 Tip: Print this checklist, keep it on your desk, and mark it off step by step as AEP progresses. Staying organized = less stress + more enrollments.

At PSM Brokerage, we know that compliance can feel like a moving target — but it doesn’t have to slow you down. That’s why we’ve built a system of dedicated resources, expert guidance, and real-time updates to help our agents navigate CMS requirements with total confidence.

View Compliance Resources

Through the PSM Marketing Hub, agents gain access to pre-approved, CMS-compliant marketing materials that can be customized to capture their unique brand. No guesswork. No red tape. Just powerful, ready-to-use tools that keep you compliant while helping you stand out in the marketplace.

View PSM Marketing Hub

By combining hands-on compliance support with innovative resources like the Marketing Hub, we give our agents the freedom to focus on what matters most: growing their business, building client trust, and driving long-term success. With PSM, you’re never navigating compliance alone — you’re backed by a partner who’s committed to helping you thrive.

At PSM Brokerage, we believe the right knowledge and tools give agents a competitive edge. That’s why we provide access to training and resources designed to help you stay sharp, confident, and ahead of the curve.

Here’s what you’ll have at your fingertips:

• On-Demand Training – Webinars, workshops, and product deep-dives you can access anytime.
• AEP Prep Guides & Checklists – Step-by-step resources to keep you organized and compliant.
• Sales Coaching & Best Practices – Proven strategies from industry experts to help you grow.
• Market Insights – Stay ahead with first-look plan details, carrier updates, and trend reports.
• PSM Marketing Hub – Pre-approved, CMS-compliant marketing materials.
• Dedicated Support Team – Real people ready to answer questions.

With training and resources built for real-world success, PSM ensures you’re never navigating alone.

For Medicare agents, mastering client consultations is where trust is built and business grows. Success comes from listening closely, explaining clearly, and tailoring solutions that fit each client’s health and financial goals.

Keep Your Medicare Advantage Members Engaged: A Proven Retention Plan

Strong agents also know how to handle objections — not by pushing, but by uncovering real concerns and responding with knowledge, confidence, and benefits that outweigh the risks.

The work doesn’t end after AEP. Retention is everything. Regular follow-ups, check-in calls, and personalized updates keep clients engaged, satisfied, and less likely to shop elsewhere. When you stay connected, you don’t just keep clients — you earn referrals.

In a competitive Medicare market, these habits set you apart. Consistency, communication, and client-first service build a reputation that wins trust — and long-term success.