Lace Up Your Running Shoes for Open Enrollment Period

Certification, Contracting, and Preparing for OEP

Every successful race starts with the basics, and for agents, that means getting certified. Whether you’re enrolling through a state exchange or a non-state (federal) marketplace, certification is the first step toward being legally and confidently ready to sell.

• State exchange: Follow specific state rules, timelines, and reporting requirements.
• Non-state exchange: Adhere to federal rules and uniform processes.
  
  

Think of certification as your running shoes. Without them, you can’t even start the race. Next, get contracted with multiple carriers to ensure your clients have enough choices, and that you have enough flexibility to quote diverse needs. 

When choosing carriers, start by assessing your clients’ needs so you can provide accurate quotes for products they need. Evaluate your carriers by their products, the tools they offer you, their commission structure, and the type of agent support they provide.

When you are quoting, think about the tool you will use. Are you going to be floating between a dozen carrier platforms, or are you using a quote-and-enroll platform? During OEP is not the time to be “testing” or “breaking in” a new platform.

To ensure you’re comfortable with quoting and enrolling clients, ask the following questions about a new platform you are considering: 

• Can I quote and enroll my clients with various carriers on the same platform?
• If I am using multiple carriers, how long will it take to log in and out of each platform?
• Is the platform easy to maneuver, and is there a learning curve?
• How long will it take me to do a typical quote?
• Is the platform easy to use, and will I have easy access to support?
• What is the charge for the platform?
• Can the platform do side-by-side comparisons filtered by categories?
• Does the platform offer agent tools like commission reconciliation and digital signatures?

Working smart and selling strong, and not burning out this OEP

Enrollment season is like interval training for a run, involving bursts of speed followed by a steady recovery. Learn how to pace yourself for the interval training style that is OEP. Your focus should be speed, accuracy, and responsiveness.

So, how can agents prepare themselves for OEP? No matter if you’re a first-time agent or a seasoned pro, preparation is key. 

• Block off your calendar
  • Make sure all calendars align – digital/online, manual, or whiteboard— they must match up
  • Keep blocks of time open in late November and early December for seasonal workloads and unexpected meetings
  • Don’t allow yourself unnecessary personal distractions during busy season
• Carrier product trainings
• Don’t miss product trainings to match clients with products they need easily
• Learn about new products that may attract new clients
• Find out which carriers expanded into your service areas
• Discover which carriers may have left your service areas
• Have there been any major changes in your carriers’ copays and deductibles?
• Have commissions been increased or decreased, or have they remained stable?
• Pre-Sort renewals
  • Contact your clients in October to discuss changes to their plans
  • Group your clients into renewals with the same plan
  • Group your clients who are shopping for new plans
• Use your automation software
  • Save time and cut the keystrokes. The right software will pre-populate your client’s enrollment from last year. All you have to do is update any changes. Conduct a side-by-side comparison of plans, and if a client already knows what they want, this process can be streamlined to just a few minutes.
• Be prepared with compliance documentation from your clients
  • Although the Centers for Medicaid & Medicare Services (CMS) tweak details annually, new changes may still be forthcoming. However, the basic categories remain consistent from year to year, even if the items within them change slightly.
    • Basic Demographics: full legal name, date of birth, Social Security number or Marketplace ID, residential or mailing address, best contact information (phone and/or email), preferred language and communication preferences (phone vs email, interpreter needs)
    • Household Composition: Who is in the tax household (spouse, dependents, even if not enrolling)? Marital status changes, births, adoptions, or other life changes since last enrollment
    • Income and Employment: Estimated annual household income. Recent pay stubs, W-2s, SSA benefit letters, or unemployment info, if applicable. Job status changes. Employer coverage offers or changes.
    • Immigration Status (if applicable): Green card, naturalization certificate, or other documents, required for lawful presence verification.
    • Current Coverage and Plan Experience: Current health plan details, like and dislikes about current plan, and notices of coverage loss.
    • Healthcare Needs: List of preferred providers, prescription drug list, preferred pharmacies,  or mail-order preferences.
    • Financial and Practical Preferences: Monthly premium comfort zone, willingness to use virtual care or telehealth, travel habits, and extra benefit interests such as dental, vision, and hearing.
    • Compliance Forms and Consents: Permission to Contact, Consent for Assistance with the Marketplace Application.
• Follow up or revisit clients
  • Ensure proper consent is obtained. Under the ACA, agents must obtain consumer consent before initiating client assistance. Think of it as consent to contact and consent to assist. A few simple steps, as a best practice, can ensure compliance and build trust in the agent-client relationship.
  • As important as preparing for OEP, it’s just as important to follow up
    • Use email or text messaging (with consent) to send gentle reminders or communication to ensure you don’t have any clients drop off without your knowledge
    • Set calendar reminders to reach out to clients who are typically "last-minute” and remind them of the window of time.
    • If they are lacking paperwork or needed information to allow enrollment, stay on top of it. Communication and documentation is key. 

The OEP Timeline: Key Dates That Make or Break Your Sales Season

When does ACA traffic peak?

• November 1–7, 2025 is opening week.
  • People will be logging in to see options. They are curious, and many are merely researching before making a choice.
  • Expect some calls and early birds who want to knock out their enrollment. Be ready for that opening rush.
    
    

• November 15–December 15, 2025 is mid-season surge.
  • This is the peak of busy season with the heaviest traffic online. Most consumers are trying to enroll before December 15 to ensure they have coverage on January 1, 2026. This is when to leave those calendars blocks open for as many clients as you can handle. Plan for long days and perhaps some Door Dash meals. Stay hydrated and give yourself and your clients grace during this hectic time.
    
    
• December 16–January 15, 2025 is the final sprint on the OEP track.
  • Traffic slows a bit due to the upcoming holiday season, but don’t get comfortable just yet. 
  • One last big spike happens in early January when people who have procrastinated or are losing their coverage will be frantic to get insurance asap.

Biggest peak: Thanksgiving to December 15, 2025
Second peak: Final week of OEP, January 8 - 15, 2026

In the flow of preparing for OEP, set your goals, map a course, and continue your ongoing marketing plan. If you need help in setting goals or navigating the selling season, download a copy of Messer's Get Ready for OEP 2025 or visit us online at ACA Star Program.