Ready or not… AEP is here. In this episode of Medicare Sales Playbook, Dallas Keithley and "Medicare" Matt Smith break down a practical game plan for agents heading into Annual Enrollment Period—mindset first, then simple, legal-safe marketing moves you can do today, plus how to use downtime wisely and anchor your work to a deeper "why."
Mindset that wins AEP: Acknowledge the negatives without camping on them—and lead clients with solutions, not spin.
Appointment control: Open with positives your client experienced this year to set the tone and guide decisions.
Social the right way: What you can say, what you can't say, and how to post without plan-specific pitfalls.
Referrals that don't feel awkward: Turn happy clients into reviews and introductions with 5 quick questions.
Community touchpoints: Pharmacies, dentists, audiologists, and private practices that are actually referral-rich.
Activity > anxiety: Simple actions for slow days that still move the needle.
Your end game: Define the "thing below the thing" so you stay focused when AEP gets loud.
Post: "Here are 3 things I wish every Medicare client in [Your City] knew before AEP."
Call 5 recent clients → ask 5 feedback questions → request a review → ask for 2 introductions.
Visit 3 local pharmacies/practices; ask: Who's your typical patient? Which carriers do you accept? Who do you like working with?
Last Wednesday Webinar (with Pat Schmidt – Elevate) → Register here:
Dallas.Keithley@medicaresalesplaybook.com
Medicare Sales Playbook site & event updates → MedicareSalesPlaybook.com
Bootcamps & training → Get notified
If this helped, subscribe, like, and comment your 'why' below—we read every one and might feature yours in a future episode.
