Are you prepared to tackle the busiest time of the year with ease? The Open Enrollment Period (OEP) is upon us, and it comes with a whirlwind of new prospects, returning clients, endless inquiries, and the pressure to meet sales goals.
Let’s take a look at some strategies that can help you do just that.
Organize and Prioritize Your Workload
Set Clear Goals.
To get the most out of OEP, you must first establish and define clear goals. These might include the amount of policies sold, focusing on specific client demographics, or establishing benchmarks for upselling and cross-selling. Clear goals help you stay focused and motivated all season no matter how busy it gets.
Plan a Daily Schedule.
Create a daily schedule that includes time blocks designated for specific tasks. Think about things like prospecting, follow-up calls, and administrative work. This planned method ensures that you cover all of your bases each day, without feeling disorganized.
Use a Task Management Tool.
Platforms such as Trello, Asana, and Google Calendar are useful task management tools. These programs make it easier to stay on course by keeping track of client appointments, deadlines, and to-do lists. By organizing tasks in one spot it’s easier to stay on top of your workload.
Prioritize high-impact clients.
Not every client will need the same amount of time. Concentrate on individuals who are most likely to convert or clients who have complicated needs. Paying attention to these clients upfront and devoting ample time to them, helps you to meet your goals faster, making you a more efficient agent.
Automate Routine Tasks with Technology
CRM Systems
Tracking interactions, organizing customer information, and expediting follow-ups are all made possible by Customer Relationship Management (CRM) systems. CRMs make sure that no client is overlooked during the peak hours of OEP.
Another way for insurance agents to increase productivity during the OEP is by setting automated email replies. Now, you don’t want to auto-reply to every email you get, that’s obvious. But certain messages such as frequently asked questions, or quick “thank you” emails are best handled using automated features.
By setting up your email service provider or CRM to automatically reply to specific inquiries, you’ll effectively free up time for more pressing tasks that require the human touch.
Automatic Appointment Scheduling
Calendly, Acuity Scheduling and other similar tools enable clients to reserve time slots directly on your calendar. This helps you avoid the need for back-and-forth scheduling communications. Clients also tend to appreciate the freedom to choose an appointment time that fits their schedule.
Streamline Client Communication
Prepare Pre-Enrollment Communication
While the OEP has already begun, there’s still time to send out pre-enrollment information. Informative email campaigns or newsletters to educate clients and answer frequently asked questions are great ways to get started. This strategy decreases the volume of common, basic-level questions asked during a period when you have no time to spare.
Segment Your Client Base
Divide your client list into groupings based on insurance coverage, urgency, or other relevant criteria. This not only helps to organize your workload, but also makes it easy to tailor messages to each group depending on their individual needs and pain points.
Use Templates for Repetitive Responses.
Remember how we talked about how automating certain email replies saves you valuable time? Well in order to make this tactic work, you’ll want to set up your responses well ahead of time, to ensure no client gets left behind. For help crafting professional, insightful email responses, try using an AI tool such as Chat GPT.
Follow-Up reminders
Set reminders in your CRM system or task management software to ensure timely customer follow-ups. Consistent follow-ups increase client satisfaction and prevent you from missing out on potential leads and conversions.
Manage Your Time During Client Interactions
Set Time Limits
Set aside a specific amount of time (such as thirty minutes) for every customer encounter in order to maintain focus and increase output. Setting limits on time allows you to assist more clients each day by keeping sessions from going too long.
Use an Agenda for Client Meetings
Creating a concise agenda for every client meeting helps you stay on course, making sure that you cover the most important talking points. Having a predetermined agenda makes it easier to address client concerns in a quick manner. By maximizing your productivity in each meeting, you’ll in turn have time to meet with a higher volume of clients each day.
Practice Active Listening
Instead of simply asking clients generic questions, try to get inside their brains and really understand their concerns and needs. Some important aspects of active listening include eye contact, and giving clients ample time to express their thoughts before replying. As salespeople we often get in the mode of coming up with answers in our heads before people are even done speaking. Instead, wait for them to finish talking, and then meticulously craft a response.
Don’t Forget to Take Care of Yourself
Set breaks in your schedule.
Short pauses during the day can help prevent burnout, increase productivity, and keep your energy levels up. Use these intervals to refresh and stay sharp throughout client encounters.
Exercise regularly.
Even mild physical activity can reduce stress, improve focus, and increase overall productivity. We encourage agents to include exercise in their
daily routines for mental and physical health.
Healthy Eating Habits
A healthy meal fuels your body and keeps your energy levels stable throughout hard workdays. Avoid high-sugar snacks, which can cause energy crashes, and instead choose healthful items like nuts, granola, or fruits and veggies
Mental Health Check-Ins
If you are feeling overwhelmed or burnt out, make sure to take a few minutes to yourself. Talking to a friend, attending a counseling session, practicing mindfulness exercises or brief meditation sessions all can help you keep an upbeat and productive mentality throughout the OEP.
Reduce Cold Calling and Prospecting Time with Benepath’s Leads
Benepath offers a wide-range of self-generated insurance leads tailored specifically for agents during the Open Enrollment Period. While specializing in exclusive leads, we also offer aged lead options to accommodate agents, no matter what your budget is. Every generated lead goes through a multi-step authentication process to ensure both intent and legitimacy. This process ensures that every lead you reach out to is a real, interesting prospect.
Benefits of Using Benepath Leads During the OEP
Saves you time by instantly delivering pre-qualified leads directly to your CRM system.
Helps you avoid costly marketing efforts by pairing you with prospects who are already interested in coverage.
Gives you more time to focus on building relationships and closing deals, instead of cold outreach.
Make This OEP Your Most Productive Yet
To make this OEP season your most productive yet, start by using these strategies to streamline your workflow and prioritize high-impact tasks. By having a well thought out plan in place, you can turn this hectic period into a season of success.
Are you ready to take the next step toward increased productivity and improved results? Benepath is here to help you do just that with our quality insurance leads.To get started, simply fill out a form, or give us a call at (888)-684-3121.
Do you want additional information about increasing your productivity? Explore our resource library that’s home to tons of articles aimed to make you more efficient during the times that matter most.
Kyle Mehlman is Marketing Coordinator specializing in SEO, copywriting and content creation. In 2021, Kyle graduated from the University of North Carolina, with a degree in Journalism and Media.
