The once-a-year review is the highest-leverage retention activity in an agent's business. Done on time, it turns renewal into a formality. Here is how to run it.
Begin 60–90 days before the client's renewal, and use the Annual Notice of Change (mailed by Sept 30) as your reason to connect. Beat the mailers and TV ads to the client's attention — the agent who reaches out first keeps the client.
Run every review the same way: reconnect and ask about health/medication changes, confirm the plan on file, walk the benefit-check checklist, surface life changes (new prescriptions, a move, an income change affecting IRMAA, SEP triggers), then confirm the plan still fits or discuss options under Scope-of-Appointment and enrollment rules.
Each year, verify against the plan's ANOC: premium, copays, the drug formulary (are their meds still covered and at the same tier?), preferred pharmacy, in-network doctors and hospitals, max out-of-pocket, and extra benefits. Run the numbers live with the IRMAA calculator when income is a factor.
Recap decisions, hand the client a simple review summary (it makes you look like the pro you are), and confirm how to reach you all year. Then — while goodwill peaks — ask for a referral. A done-for-you version of this whole system is in our Annual Review Kit.
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Start 60–90 days before the client's renewal, using the Annual Notice of Change (mailed by September 30) as the trigger. Reviewing before AEP and before competitors' mailers is what protects the renewal.
Confirm the current plan, then check the ANOC for changes to premium, copays, the drug formulary, pharmacy and provider networks, max out-of-pocket, and extra benefits — plus any life or income changes that affect the client.
Clients who talk to their agent before renewal are far more likely to stay. The review catches plan changes before they surprise the client and send them shopping.
Figures on this page are verified against U.S. government primary sources: