For agents, agencies, and individuals
Running open enrollment as an operation
The season does not reward heroics. It rewards whatever you set up before it started.
Deciding before the rush
What should be settled before the season opens?
Your standing and licences, the tools you will use, who you are contacting and in what order, and what you will say. Decisions made under pressure are worse and take longer.
Who should I contact first?
Existing clients whose situation has changed, then everyone else in your book, then new prospects. A renewal saved is worth more than a new case won and takes a fraction of the time.
How do I protect capacity?
Decide in advance how many appointments a day you can hold well, and hold to it. An agent who takes on more than they can complete produces unfinished applications, which is worse than a full calendar.
What is worth writing down beforehand?
The explanations you give most often. Writing them once, well, means you deliver them consistently on the twentieth call of a long day rather than improvising while tired.
Through the season and after
What should I look at daily?
Started but unfinished cases, and anything waiting on a document with a deadline. Those two lists are where the season is won or quietly lost.
What should I do when it ends?
Write down what broke while it is fresh: what you were asked most, where clients got stuck, what you wished you had prepared. Next season is built from that note.
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