Episode Details

AEP success does not begin on October 15—it begins months earlier.

In this episode of the Medicare Sales Playbook, Dallas Keithley sits down with Lasting Mark CEO Brian Askins to break down how elite Medicare agents prepare for AEP. Brian shares the systems, routines, client communication strategies, and team structure that have helped him build a successful Medicare business over nearly four decades.

You'll learn how to:

• Begin filling your AEP calendar before October
• Protect your existing book of business while attracting new clients
• Contact clients through a strategic series of letters and phone calls
• Use every Medicare review to uncover future cross-selling opportunities
• Schedule January, February, and March appointments during AEP
• Generate referrals by delivering massive value
• Master enrollment platforms, provider searches, and essential technology
• Build a disciplined daily routine that protects your energy
• Prepare your staff and assign clear responsibilities before AEP begins
• Create a business that produces consistently throughout the entire year

AEP is a marathon disguised as a sprint. The agents who win are not simply motivated—they are prepared, disciplined, and supported by a system.

Start preparing today, protect your clients, master your process, and make this your best AEP yet.

Visit the Medicare Sales Playbook website to learn more about upcoming training days and additional resources.

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