Key Takeaways

• The first 90 days after contracting are critical. Having a structured, proactive approach to onboarding can determine how quickly you begin writing business.

• Building a clear workflow around compliance, marketing, quoting tools, and support systems can reduce stress and help you become revenue-ready faster.

Welcome to the Field: What Happens After You’re Contracted

Getting contracted to sell Medicare plans is a major milestone. But once the paperwork is complete and your certifications are confirmed, what comes next? It’s common to feel a mix of excitement and uncertainty.

Your success in this space doesn’t start with selling. It starts with preparation. The onboarding phase—from the moment you’re contracted to the moment you’re ready to serve your first client—is your foundation. Let’s walk through exactly how to use that time wisely.

1. Know Your Certification Timeline

Even though you’ve signed your contract, that doesn’t automatically mean you can start selling. You’ll need to:

• Complete AHIP (America’s Health Insurance Plans) certification for 2025, if you haven’t already.

• Pass carrier-specific certifications, which may take anywhere from a few hours to several days.

• Review and sign off on compliance modules from your Field Marketing Organization (FMO) or upline.

Block out at least 2 to 3 weeks post-contracting to wrap up these requirements. Missing even one certification step means you won’t be able to write policies for that plan.

2. Get Your Enrollment and Quoting Tools in Order

Once certified, your next priority should be setting up your technology stack. Most agents use:

• A Medicare quoting and enrollment platform (often provided by their FMO)

• CRM tools for lead tracking and communication

• Call recording software for compliance

Don’t just download these tools. Learn how to use them. Take advantage of demos, training videos, and tech support sessions. This can save hours of frustration later and avoid mistakes when you’re enrolling your first few clients.

3. Organize Your Compliance Protocols

Compliance isn’t just a checkbox in Medicare—it’s a continual responsibility. Start by:

• Saving a copy of the current Medicare Communications and Marketing Guidelines (MCMG) for 2025.

• Creating call scripts that include all required disclosures.

• Setting up systems to store call recordings for 10 years, as required by CMS.

• Understanding the 48-hour Scope of Appointment rule and how to manage it.

Being audit-ready from day one will save you time and legal headaches later.

4. Define a Marketing Plan That Actually Works

Instead of starting with flashy materials or broad campaigns, focus on clarity. You’ll want to:

• Define your service area and demographic: Are you focusing on rural communities, dual-eligibles, or veterans?

• Create simple, CMS-compliant educational materials.

• Choose 1–2 proven lead-generation methods: direct mail, educational seminars, grassroots networking, or digital ads.

Give your initial strategy a 60-day runway. That’s enough time to measure traction without wasting budget.

5. Set a Realistic Weekly Schedule

You don’t need to work 60 hours a week to succeed. You need structure. Use your first few weeks to:

• Block time for certifications and platform onboarding.

• Reserve hours for live trainings and webinars.

• Dedicate time to marketing outreach and follow-ups.

• Protect time for actual client conversations and enrollments.

Start with a 40-hour framework and revise weekly based on actual results. A time-blocked calendar builds rhythm and consistency, which matters more than sheer effort.

6. Build Your Support Circle Early

You are independent, but you don’t have to operate in isolation. From the beginning, identify these support touchpoints:

• A dedicated support team from your FMO

• Access to compliance officers or advisors

• Peer groups or mentor agents willing to answer real-world questions

Successful agents rarely thrive alone. Having guidance during your first client call or your first compliance question can make all the difference.

7. Focus on Practice, Not Perfection

Before meeting with real clients, rehearse. Use mock calls, practice quotes, and test enrollments to refine your approach. Simulated experience will:

• Reduce hesitation in live appointments

• Help you identify common questions or objections

• Build confidence and muscle memory

Don’t worry about sounding perfect—focus on sounding prepared. The difference shows.

8. Master the Annual Enrollment Period Calendar

2025’s Annual Enrollment Period (AEP) runs from October 15 to December 7. But preparation starts long before that. Here’s how your year can look:

• January–June: Build your foundation, get certified, develop a lead funnel.

• July–August: Begin outreach to prospects, start community engagement.

• September: Conduct plan reviews, deliver ANOC updates, finalize readiness.

• October 1–14: Pre-AEP marketing and appointment scheduling.

• October 15–December 7: Execute enrollments during AEP.

Missing this rhythm means missing your best revenue window. Your onboarding timeline should align with these seasonal demands.

9. Know the Cost Structures You’ll Be Working Within

While you cannot quote plan premiums publicly, you must understand general cost structures so you can educate clients clearly. That includes:

• Medicare Part A (usually premium-free, but includes a $1,676 deductible in 2025)

• Medicare Part B (monthly premium of $185 in 2025, with a $257 deductible)

• Medicare Part D (prescription drug) deductibles capped at $590 in 2025

• $2,000 annual cap on out-of-pocket costs for prescription drugs under Part D

You’re not selling on price—you’re educating on value. Learn how these figures impact different types of enrollees.

10. Track and Measure Your Early Wins

During your first 90 days, keep a dashboard of your activity. Track:

• Number of outbound calls made

• Appointments booked

• Appointments completed

• Enrollments submitted

• Cancellations or missed opportunities

This gives you real data to improve your process. Even if you don’t write 20 policies in your first month, learning what works (and what doesn’t) is a win.

11. Develop a Long-Term Retention Mindset

Client retention starts at the first touchpoint. From the beginning:

• Add new clients to your CRM with birthday reminders, plan renewal dates, and contact logs

• Send quarterly check-ins, even if only educational

• Review coverage before the next AEP, not during it

This creates lasting value and keeps your book of business stable and growing.

12. Revisit and Revise Monthly

Don’t treat your onboarding strategy as static. At the end of each month:

• Review what actions led to actual enrollments

• Drop tactics that aren’t bringing leads

• Double down on referral sources or communities that engage

Being flexible without abandoning structure is what builds a sustainable business.

Setting Yourself Up for Longevity in Medicare Sales

Your first few months don’t have to feel chaotic. If you approach your launch with a plan—focused on structure, compliance, and support—you’ll feel in control, even during AEP.

And if you’re looking for a smarter way to scale your success, we can help. At BedrockMD, we support professionals like you with quoting tools, compliance tracking, lead programs, and access to agent training designed for Medicare agents at every stage of their career.

Sign up with us today and turn your contracting milestone into real, repeatable momentum.