When AEP officially closes on December 7, most insurance agents feel a mix of relief and exhaustion. You’ve spent weeks supporting seniors through important decisions, reviewing coverage options, and managing an overwhelming number of appointments. But while the pace may slow, December is not a month to sit still. It’s one of the most valuable months of the entire year for strengthening your business and preparing for long-term success.
At South Atlantic Management, we help agents make the most of the quieter season by offering guidance, tools, and support that set you up for a strong start in January. Here is what successful agents focus on in December after AEP ends.
Follow Up With Every AEP Client
December is the perfect time to reconnect with clients after the enrollment rush.
Reach out to:
- Clients who enrolled in a new Medicare plan
- Clients who stayed with their current coverage
- Prospects you met during AEP but were not ready to switch
- Individuals who were overwhelmed or hesitant during the process
A simple call or email can go a long way. Ask if they have questions about their new plan, if they understand their benefits, and if they would like a coverage summary. This builds trust and lays the groundwork for referrals and long-term retention.
Keep Nurturing Leads You Did Not Close
Not every lead converts during AEP, but December is the best time to bring them back into conversation.
Many seniors:
- Regret not making a switch in time
- Are confused after receiving new plan materials
- Want to compare their coverage now that the pressure is off
Use December to check in, answer questions, and prepare them for future enrollment opportunities like OEP starting January 1.
Organize and Clean Up Your CRM
AEP can create a lot of clutter. December is ideal for:
- Updating client notes
- Tagging follow-ups
- Logging policy information
- Sorting leads into categories
- Removing duplicates
- Setting reminders for January appointments
A clean CRM makes all the difference when OEP begins, and T65 opportunities increase in early spring.
Prepare for Medicare OEP in January
The Medicare Advantage Open Enrollment Period (January 1 through March 31) is a powerful but often underused opportunity.
During OEP, Medicare Advantage enrollees can:
- Switch to a different Medicare Advantage plan
- Move to Original Medicare with a stand-alone drug plan
This means:
- AEP clients who are unhappy with their new plan can still make a change
- You have a second chance to help prospects who missed AEP
- There is new opportunity for meaningful conversations
Use December to prepare your messaging, outreach lists, and scheduling system for January.
Revisit Your Life and Final Expense Book
December is the start of financial reflection season, and many people think about their family’s future, budgets, and long-term planning.
This creates a natural opportunity to:
- Review existing life insurance policies
- Introduce final expense coverage
- Cross-sell dental, vision, or hospital indemnity products
- Help clients prepare for the coming year
Since emotions and finances are heightened during the holidays, conversations about peace of mind and family protection are especially meaningful.
Invest in Training and Skill Development
Once AEP ends, many agents finally exhale. This slower month is the perfect time to strengthen your foundation.
South Atlantic Management offers:
- Weekly trainings
- Co-op learning with other agents
- Access to carrier updates
- Product refreshers
- Tools that make selling easier
Use December to sharpen your skills so you walk into the new year more confident and more prepared.
Celebrate Your Wins and Set Your Goals
You worked hard. AEP requires long hours, intense conversations, and strong focus. Take a moment to acknowledge your accomplishments.
Reflect on:
- What went well
- Where you can improve
- Which products performed the best
- Your goals for 2026
- The new opportunities you want to pursue
Setting clear goals now gives you a strong direction heading into January.
Finish Strong With South Atlantic Management
December is more than a breather after AEP. It is a strategic month that can shape your success for the entire next year. With the right systems, follow-ups, and preparation, you can transform your AEP momentum into long-term growth.
At South Atlantic Management, we support independent agents with training, leads, co-op opportunities, and a powerful back-office team ready to help you do your best work.
If you want guidance on how to maximize your post-AEP strategy or prepare for the year ahead, we are here to help.
Contact South Atlantic Management today to strengthen your business and start the new year with confidence.