Built to win AEP 2027.
A season plan for Medicare agencies: what changed for plan year 2027, why October applications behave differently, and the order of operations that protects the book you have while you write new business.
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19 pages · Plan year 2027 · Vladimir Taikov and Alex Doonanco
What's inside.
Six sections, from reconciling your book in September to the plan reviews you're still running in March.
- 00What's different about this AEP
- 01The Scramble: why the AEP struggles of most are your opportunity
- 02What AI changes, and what stays on you
- 03The playbook
- 04Readiness checklist
- 05Where to start
The market moved. Your book moves with it.
More of your book gets moved this year whether you touch it or not. Every plan exit and every benefit cut is a member with a reason to shop, and a reason to need you.
30M+
Beneficiaries now enrolled in Medicare Advantage, and still climbing.
~600K
Members affected by Humana's publicly disclosed plan exits alone.
3x
The senior market is growing at nearly three times the rate of licensed health and life agents.
What changed for plan year 2027.
Five rule changes that touch every script, every assistant, and every appointment you set this season. The guide covers what each one lets you do differently.
The 48-hour SOA wait is gone
Same-day appointments are allowed. Capture the scope, move to benefits, and transfer to a licensed agent while the member is still on the phone.
Recording retention drops from ten years to six
Storage and compliance policies written for the old window are now out of date.
The SHIP reference comes out of the TPMO disclaimer
Every script and every assistant reading that disclaimer needs updating before October 15.
Back-to-back educational and marketing events are allowed
One room, one afternoon, two events.
Superlatives are permitted with documentation
You can finally say it, if you can prove it.
Carriers are watching what happens after the app. Leading FMOs tell us targets now sit around accretion above 80% and rapid disenrollment under 10%. Miss them and it costs more than a commission. It costs standing, and standing is what your contracts and overrides are built on.
AEP is a sprint and a marathon at the same time. Prioritization is what separates agencies who thrive from those who struggle.
A 28-point readiness checklist.
Month by month, from book reconciliation through March 31. Here are the first five.
- Book reconciled: every policy carrying a carrier, an effective date, and a writing agent.
- Orphaned members reassigned by NPN.
- Scripts and disclaimers updated for the 2027 rule changes.
- Book segmented by carrier exits, service area disruptions, benefit cuts, and effective-date cohorts.
- Existing book worked first, net-new acquisition second.
…and 23 more inside the guide.
The enrollment isn't the finish line. In October, it's barely the starting one.
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