Ready or not… AEP is here. In this episode of Medicare Sales Playbook, Dallas Keithley and "Medicare” Matt Smith break down a practical game plan for agents heading into Annual Enrollment Period—mindset first, then simple, legal-safe marketing moves you can do today, plus how to use downtime wisely and anchor your work to a deeper “why.” What you’ll learn Mindset that wins AEP: Acknowledge the negatives without camping on them—and lead clients with solutions, not spin. Appointment control: Open with positives your client experienced this year to set the tone and guide decisions. Social the right way: What you can say, what you can’t say, and how to post without plan-specific pitfalls. Referrals that don’t feel awkward: Turn happy clients into reviews and introductions with 5 quick questions. Community touchpoints: Pharmacies, dentists, audiologists, and private practices that are actually referral-rich. Activity > anxiety: Simple actions for slow days that still move the needle. Your end game: Define the “thing below the thing” so you stay focused when AEP gets loud. Try this this week Post: “Here are 3 things I wish every Medicare client in [Your City] knew before AEP.” Call 5 recent clients → ask 5 feedback questions → request a review → ask for 2 introductions. Visit 3 local pharmacies/practices; ask: Who’s your typical patient? Which carriers do you accept? Who do you like working with? Resources & next steps Last Wednesday Webinar (with Pat Schmidt – Elevate) → Register here: [email protected] Medicare Sales Playbook site & event updates → MedicareSalesPlaybook.com Bootcamps & training → Get notified If this helped, subscribe, like, and comment your ‘why’ below—we read every one and might feature yours in a future episode.

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