Writing more AEP sales doesn’t mean your Medicare book is growing—if you’re losing clients while gaining new ones, you’re just running in place.

In this episode, Raul Gonzalez and Ernest Arredondo break down how top agents protect their book during AEP while still writing new business.

They cover client retention, simple follow-up systems, CRM use, and how to avoid dropping the ball when things get busy.

Chapters:

02:05 — Don’t Ignore Existing Clients During AEP

04:49 — How Client Service Builds Your Book

08:01 — Managing Client Calls & Follow-Ups During AEP

13:02 — Client Retention, Renewals & Referrals

21:22 — CRM & Follow-Up Systems for Medicare Agents

27:07 — The Real Goal: AEP Growth, Not Just Sales

Most Medicare agents don't struggle during AEP because of what happens in October—they struggle because of what they didn't do in July and August. In this episode of Medicare Agent IQ, Raul Gonzalez and Oscar Ibieta break down the biggest rookie mistakes that can derail your AEP before it even starts. Whether you're a brand-new Medicare agent or a veteran looking for a stronger enrollment season, this episode is packed with practical strategies you can put to work today.

You'll learn:

• Why certifications should never wait until the last minute

• How carrier rollouts can help you build a winning AEP strategy

• Why grassroots marketing still works (despite what social media says)

• How to prepare before AEP instead of reacting during it

• Why every agent needs a daily plan and calendar

• The simple habits that separate top-producing agents from everyone else

AEP success starts long before October! In this episode, Raul and Oscar explain how to organize your clients into four priority buckets, identify at-risk members, improve retention, and prepare your book of business before the Annual Enrollment Period begins.

If you want to keep more renewals and make AEP less stressful, this episode gives you a practical framework you can start using today.

Medicare agents have been hearing a lot about the new Medicare GLP-1 Bridge Program—but there's also been a lot of confusion.

In this episode, Oscar breaks down what the program actually is, who may qualify, and what every agent should know before answering client questions. He explains why this isn't traditional Part D coverage, clears up some of the biggest misconceptions, and discusses where an agent's responsibility begins and ends.

Giving the wrong Medicare enrollment advice can have lasting consequences. In this episode, Raul and Oscar break down the questions every agent should ask before recommending Medicare enrollment. They discuss employer coverage, COBRA, retiree plans, HSAs, Marketplace coverage, and the enrollment rules that can help clients avoid costly mistakes and lifetime penalties.

AEP is just around there corner! In this episode, we discuss how agents can start preparing now by reviewing industry changes, planning for upcoming carrier updates, completing certifications early, and creating a strategy for the months ahead. We also share our thoughts on commission changes, new CMS rule updates, and the responsibilities agents have to the clients they serve.

Robert Davis from Physician's Mutual joins us to discuss the challenges facing today's Medicare Supplement market, why the cheapest plan isn't always the best choice, and how agents can help clients make smarter long-term healthcare decisions. We also explore Innovative Plan G, preventive care benefits, underwriting opportunities, and strategies for building a more diversified insurance business.

Join us for another episode with Alex Esparza as we break down real-world sales conversations, follow-up strategies, and appointment-setting techniques. Through live role plays, we explore how top agents build trust, handle objections, and guide prospects through the Medicare decision-making process. If you've ever wondered what successful agent conversations sound like, this episode gives you a behind-the-scenes look.

In this episode, special guest Alex Esparza shares his journey into the Medicare industry and what it took to go all in on building his business. We discuss mindset, follow-up strategies, overcoming fear, and the importance of consistency when growing a long-term Medicare career.

In Part 2 of our upline conversation, we break down what agents should actually look for when choosing an FMO. We discuss training, technology, compliance support, release policies, and why success in this industry requires more than just getting contracted. Choosing the right partner can make all the difference in your business.