MedicareWAA
Guru
- 305
This is an enormous opportunity for newer agents. It is an enormous liability for experienced agents with large books of business. We forget that many of the millionaire agents playing golf outside of the AEP made all that money when they were young and small and caught a wave of market disruption or geo expansion.
We’ve had incredible stability for the last 6-8 years, and a wild run of benefit improvements. That’s all that some agents know.
For an agent with a large book of business, there is very little if anything good about the upcoming AEP. They’ll spend the season defending their book. Margins will go down. This is part of the business.
For an agent with a small book and who is focused on growth, the upcoming AEP is a golden opportunity to be the next agent with an enormous book of business.
Even for a large agency with the infrastructure in place to keep growing, I argue the upcoming AEP is still not great with them. You’ve still got to throw a lot of resources toward defending your book, and you won’t be able to save everyone. You certainly won’t be able to achieve the net growth otherwise expected.
It’s not all gloom and doom but you’re kidding yourself if you think this is a good time for anyone with a giant book of business. For them, success is defending that book well.
Walter
We’ve had incredible stability for the last 6-8 years, and a wild run of benefit improvements. That’s all that some agents know.
For an agent with a large book of business, there is very little if anything good about the upcoming AEP. They’ll spend the season defending their book. Margins will go down. This is part of the business.
For an agent with a small book and who is focused on growth, the upcoming AEP is a golden opportunity to be the next agent with an enormous book of business.
Even for a large agency with the infrastructure in place to keep growing, I argue the upcoming AEP is still not great with them. You’ve still got to throw a lot of resources toward defending your book, and you won’t be able to save everyone. You certainly won’t be able to achieve the net growth otherwise expected.
It’s not all gloom and doom but you’re kidding yourself if you think this is a good time for anyone with a giant book of business. For them, success is defending that book well.
Walter