Plan Advisors Blog

Preparing for a COVID AEP Selling Environment

Posted by Lance Hoeltke on Mon, Sep 07, 2020 @ 03:55 PM

AEP is just around the corner and with things looking pretty different this year due to the pandemic, it’s more important than ever to be prepared. Success is still achievable, but it might be a little more difficult than years past. Seniors are still in need of coverage, now more than ever.

Preparing for In-Person Sales During COVID

You might be scheduling more meetings and seminars online than usual, but that doesn’t mean you won't have any in-person meetings. Some clients are still going to be most comfortable meeting with you in person.

While many of your meetings will be virtual, not all of them will be. You may not need as many handouts as you usually do, but you should still be prepared for your in-person meetings with collateral—brochures, materials from carriers, etc. Be ready to have physical meetings that look a little different, too, whether you’re meeting outdoors, visiting someone's home, or a number of other possibilities.

If you haven’t thought about the physical collateral you'll need yet, there’s still time, but not much. You need to figure out what it is you need and submit orders as soon as possible. Particularly if you haven’t ordered materials from carriers.

One way to ease the tensions of meeting in person during COVID is to let your client know ahead of time that you are taking health precautions. Then during your meeting, take steps to acknowledge that you care about their wellness. Having hand sanitizer and other safety measures ready is one great way to show you care. You can even purchase branded hand sanitizer, masks, and other tools to share with clients.

Preparing for Virtual Sales During COVID

Being as prepared for digital sales this year, however, is going to be just as important as physical meetings from past years.

Making sure your website is easily navagatible and that you provide as much virtual help as possible to clients, makes things easier for them in this quickly changing environment. Your touch points with prospective clients are going to be digital, as well, so upping your email and text game is going to significantly benefit you in the long run.

You can make virtual sales even easier with an online plan comparison, quoting, and enrollment tool like Broker Connect.

For your virtual meetings, we would also recommend having virtual leave-behinds. Have digital promotional information, brochures, videos, and other materials ready to be sent to your clients and prospects before and after your meetings to help them prepare for your meeting and to get ready to enroll. If you need guidance on hosting virtual meetings and events, check out this article with tools and tutorials for virtual marketing and sales.

With AEP coming up soon, you should be getting organized and making sure you’re ready to use all your apps and tools. Take a look at our checklist to see what’s next on your to-dos.