--- title: "Medicare AEP/OEP Preparation Checklist for 2026: The Complete Agent Playbook" description: "AEP is the most critical 54 days of the year for Medicare agents. Here's the complete preparation checklist — from 90 days out through post-enrollment follow-up." url: https://unlockedcrm.ai/blog/medicare-aep-oep-preparation-checklist-2026 canonical: https://unlockedcrm.ai/blog/medicare-aep-oep-preparation-checklist-2026 category: "Medicare" published: 2026-02-22 author: "Jacob Lock" source: unLocked CRM — AI CRM for insurance agents --- # Medicare AEP/OEP Preparation Checklist for 2026: The Complete Agent Playbook ## TL;DR AEP preparation starts 90+ days before October 15. The checklist spans technology setup, compliance certification, client analysis, marketing launch, and daily execution workflows. Prepared agents enroll 2–3x more clients than those who start when AEP opens. ## Key data points - AEP generates 60–80% of annual revenue for Medicare-focused insurance agents. - High-performing agents enroll 100–200+ clients during the 54-day AEP window vs the average of 40–80. - Multi-channel outreach (calls + SMS + email) boosts AEP contact rates by 40% vs calls alone. The Annual Enrollment Period (October 15 – December 7) generates 60–80% of annual revenue for Medicare-focused agents. Preparation separates agents who thrive from those who survive. ## The Short Answer Medicare AEP preparation should begin 90+ days before October 15. The checklist covers five phases: technology setup (CRM, quoting, A2P registration), compliance preparation (CMS certification, TCPA review), client book analysis (renewal reviews, cross-sell identification), marketing launch (campaigns, seminars, digital ads), and execution (daily workflows, enrollment processing). Agents who prepare systematically enroll 2–3x more clients than those who start when AEP opens. ## 90 Days Before AEP (Mid-July) ### Technology Preparation - [ ] **Verify CRM is configured** for Medicare workflows and plan year data - [ ] **Complete A2P 10DLC registration** — carrier review takes 2–6 weeks - [ ] **Test quoting engine** with upcoming plan year data (when available) - [ ] **Set up AEP-specific pipelines** — separate from year-round pipelines - [ ] **Configure automated sequences** — pre-AEP warm-up, AEP outreach, post-enrollment follow-up - [ ] **Verify phone numbers** are registered and compliant ### Compliance Preparation - [ ] **Complete AHIP certification** for the new plan year - [ ] **Review carrier-specific certifications** — each contracted carrier requires annual recertification - [ ] **Audit scope of appointment (SOA) process** — ensure electronic and paper SOAs are current - [ ] **Review CMS marketing guidelines** — rules change annually - [ ] **Update TCPA compliance procedures** — consent documentation, quiet hours, opt-out handling - [ ] **Verify E&O insurance coverage** is current ### License and Appointment Check - [ ] **Verify state licenses** in all selling states — renew any expiring before December 7 - [ ] **Confirm carrier appointments** — check for any lapsed or pending appointments - [ ] **Submit new appointment requests** for carriers you want to add this AEP - [ ] **Verify CE credits** are current in all selling states ## 60 Days Before AEP (Mid-August) ### Client Book Analysis - [ ] **Run renewal report** — identify all clients whose plans may change - [ ] **Flag clients in counties with plan terminations** — these need immediate attention - [ ] **Identify cross-sell opportunities** — clients with Medicare who lack DVH, hospital indemnity, or final expense - [ ] **Segment client list** by priority: plan changes > at-risk > stable > new leads - [ ] **Review prior year carrier performance** — which carriers had claims issues, rate increases, or network changes ### Communication Templates - [ ] **Draft pre-AEP awareness emails** — "Changes are coming to Medicare plans in your area" - [ ] **Create appointment scheduling sequences** — automated calendar booking - [ ] **Prepare seminar/webinar invitations** — digital and physical - [ ] **Write SMS templates** — compliant with TCPA and CMS marketing rules - [ ] **Design social media content calendar** — 12 weeks of Medicare-focused content ## 30 Days Before AEP (Mid-September) ### Marketing Launch - [ ] **Send pre-AEP client communications** — awareness, not enrollment (CMS rules prohibit specific plan marketing before October 1) - [ ] **Launch digital ad campaigns** — Google Ads, Facebook/Meta for Medicare-related searches - [ ] **Schedule community seminars and webinars** — book venues, promote events - [ ] **Activate referral campaigns** — request introductions from current clients - [ ] **Update website** with AEP-specific landing pages ### Final Technology Checks - [ ] **Load plan year data** into quoting system when carriers release final rates - [ ] **Test end-to-end enrollment workflow** — quote to SOA to application to confirmation - [ ] **Verify automated follow-up sequences** trigger correctly - [ ] **Test reporting dashboards** — daily enrollment tracking, pipeline velocity - [ ] **Backup all client data** before high-volume season ## AEP Execution (October 15 – December 7) ### Daily Workflow | Time | Activity | | --- | --- | | 7:00 AM | Review pipeline, prioritize callbacks | | 8:00 AM | Client appointments (scheduled) | | 11:00 AM | Follow-up calls and texts | | 1:00 PM | Client appointments (afternoon) | | 3:00 PM | Process applications submitted today | | 4:30 PM | Outbound prospecting calls | | 6:00 PM | Evening appointments (if offered) | | 7:00 PM | Update CRM, plan tomorrow | ### Weekly Metrics to Track | Metric | Target | Why It Matters | | --- | --- | --- | | Appointments set | 15–25/week | Pipeline velocity | | Appointments kept | 80%+ | Lead quality indicator | | Applications submitted | 10–20/week | Production tracking | | Confirmation rate | 95%+ | Process quality | | Client satisfaction | 4.5+/5 | Retention predictor | ### Common AEP Mistakes 1. **Not pre-qualifying leads** — spending 30 minutes with someone who is not Medicare-eligible 2. **Ignoring existing clients** — chasing new leads while current clients switch to competitors 3. **Single-channel outreach** — relying only on calls when SMS and email boost contact rates by 40% 4. **Manual enrollment processing** — paper applications slow down the pipeline 5. **No post-enrollment follow-up** — missing cross-sell opportunities and setting up January issues ## Post-AEP (December 8+) ### Immediate Actions - [ ] **Confirm all pending applications** are processed - [ ] **Send confirmation communications** to every enrolled client - [ ] **Identify clients who did not respond** — move to OEP follow-up list - [ ] **Run production report** — total enrollments by carrier, plan, and product line - [ ] **Calculate AEP ROI** — marketing spend vs commission revenue ### OEP Preparation (January 1 – March 31) The Open Enrollment Period allows Medicare Advantage switches. Focus on: - Clients unhappy with their new plan selection - Clients who missed AEP entirely - Clients in areas with plan disruptions - New-to-Medicare (T65) clients with birthdays in Q1 ## Technology Stack for AEP Success | Tool | Purpose | Critical Feature | | --- | --- | --- | | Insurance CRM | Client management and pipeline | Medicare-specific pipelines and automation | | Multi-carrier quoting | Plan comparisons | County-level accuracy across 200+ carriers | | A2P compliant SMS | Client outreach | Registered 10DLC with TCPA compliance | | E-applications | Digital enrollment | Carrier-integrated for instant submission | | Calendar/scheduling | Appointment management | Automated reminders and no-show follow-up | ## FAQ ### When should I start preparing for AEP? 90+ days before October 15 — mid-July at the latest. A2P registration alone takes 2–6 weeks, and carrier certifications must be completed before you can sell. ### How many clients can one agent enroll during AEP? High-performing agents enroll 100–200+ clients during the 54-day AEP window. The average is 40–80. Technology (CRM, quoting, e-apps) is the primary differentiator. ### What CMS rules apply to pre-AEP marketing? Before October 1, you can discuss Medicare generally but cannot mention specific plan names, benefits, or premiums. After October 1, you can market specific plans with proper disclaimers and SOA requirements. ### Do I need separate AEP pipelines in my CRM? Yes. AEP pipelines should have stages specific to Medicare enrollment: Lead → SOA Completed → Needs Analysis → Plan Presented → Application Submitted → Confirmed. This differs from year-round sales pipelines. ## FAQ ### undefined ### undefined ### undefined ## Related - https://unlockedcrm.ai/blog/automate-medicare-follow-ups-crm - https://unlockedcrm.ai/blog/medicare-crm-software-agents - https://unlockedcrm.ai/blog/aep-texting-costs-medicare-agents - https://unlockedcrm.ai/blog/a2p-10dlc-registration-insurance-agents-guide - https://unlockedcrm.ai/blog/tcpa-compliance-insurance-agents-2026 --- Source: [Medicare AEP/OEP Preparation Checklist for 2026: The Complete Agent Playbook](https://unlockedcrm.ai/blog/medicare-aep-oep-preparation-checklist-2026) — unLocked CRM, the AI CRM built for insurance agents. Citation permitted with attribution and a link to https://unlockedcrm.ai/blog/medicare-aep-oep-preparation-checklist-2026.