Key Takeaways

• Misunderstanding or skipping the Annual Notice of Change (ANOC) can cause clients to lose access to benefits or pay higher costs—hurting your credibility and book of business.

• As a licensed agent, your responsibility during Medicare enrollment season isn’t just about signing clients up—it’s ensuring they stay properly covered year to year.

Why This Mistake Keeps Happening Every Year

Every fall, enrollment season kicks off with urgency. You field calls, emails, and appointment requests, each one presenting another opportunity to help a Medicare annuitant make the right decision. But beneath the rush lies a recurring, costly mistake—overlooking the Annual Notice of Change (ANOC).

Clients receive this document from their current plan by September 30 each year. It outlines changes to premiums, deductibles, drug formularies, copayments, and provider networks for the upcoming year. If you don’t thoroughly review the ANOC with your clients, they might end up enrolled in a plan that no longer serves their needs. Worse, they might assume nothing changed and miss the only window to switch.

As their trusted resource, failing to flag these updates not only affects their financial and healthcare stability—it chips away at your professional reputation.

Enrollment Timelines You Can’t Afford to Overlook

To protect your clients—and your standing—you need to own the calendar. Here are the critical windows you must keep front and center:

Medicare Open Enrollment Period

• October 15 to December 7: This is when most clients can make changes to their Medicare Advantage or Part D plans.

Medicare Advantage Open Enrollment Period

• January 1 to March 31: Only applies to clients already in a Medicare Advantage plan. Allows a one-time switch to another Advantage plan or back to Original Medicare.

Special Enrollment Periods (SEPs)

• Triggered by events like moving, losing coverage, or qualifying for extra help. These happen throughout the year but require documentation.

Mid-Year Notifications (New in 2025)

• Between June 30 and July 31, enrollees receive a personalized letter detailing unused supplemental benefits in their Medicare Advantage plan. Clients might want to switch plans based on what they’re underutilizing—this can guide conversations heading into Open Enrollment.

The Real Cost of Ignoring the ANOC

Too many agents underestimate the impact of small changes in a client’s plan. But consider this: even a $10 increase in copayments for a frequently prescribed medication can lead to hundreds in added annual costs. More dramatically, if a preferred provider or essential drug is no longer covered, clients may delay or forgo care.

And when they do, the blame doesn’t land on the plan—it lands on you.

Risks to Your Clients:

• Higher drug or medical costs

• Network changes causing provider loss

• Loss of plan features like dental or vision

• Coverage no longer aligning with health needs

Risks to You:

• Erosion of trust

• Higher client churn

• Negative referrals

• Potential compliance issues if changes weren’t properly communicated

What You Should Be Doing Instead

This isn’t about reinventing your enrollment strategy—it’s about tightening the process.

1. Schedule Annual Plan Reviews in Advance

Don’t wait for clients to reach out. Reach out to them. Contact existing clients by early September, ideally before they even receive their ANOC. Let them know you’ll be reviewing any changes together.

2. Use a Standardized Checklist

Make sure you cover:

• Any premium increases

• Deductible and coinsurance changes

• Drug formulary updates

• Provider network changes

• Any lost or added benefits

3. Ask Proactive Questions

Go beyond plan specs. Ask:

• Are you still seeing the same doctors?

• Have any medications changed?

• Are you using all your plan’s benefits?

• Are you traveling more or less this year?

These questions reveal shifts that may necessitate a different plan.

4. Stay CMS-Compliant

In 2025, marketing regulations continue to emphasize documentation and transparency. Make sure you:

• Log all communications

• Confirm understanding when discussing changes

• Provide clients with appropriate CMS materials

Addressing Misunderstood Plan Features

The other trap during enrollment season is assuming clients know what they have. Many Medicare beneficiaries confuse Original Medicare with Medicare Advantage. Some believe their Part D automatically covers every prescription. Others think dental and vision coverage is a given.

Take time to re-explain key plan types:

• Original Medicare (Parts A and B): Does not include prescription drugs, dental, vision, or hearing.

• Medicare Advantage (Part C): Often includes supplemental benefits but has network restrictions.

• Part D (Prescription Drug Plans): Varies widely in formularies, costs, and pharmacy networks.

Your goal is not only to help them make an informed decision—but to make sure they still understand the decision they made last year.

What’s Different in 2025?

If you’re repeating the same script from 2024, you’re doing your clients a disservice. Here are notable updates to watch for in 2025:

• Medicare Part D Out-of-Pocket Cap: Drug costs are now capped at $2,000 annually, thanks to federal reform. This changes the value proposition of high-cost drug plans.

• Medicare Prescription Payment Plan: Beneficiaries can now spread drug costs over the year. Clients may need guidance enrolling in this option.

• Reduced Availability of Supplemental Benefits: Fewer plans are offering transportation or over-the-counter benefits in 2025.

• Greater Emphasis on Mid-Year Engagement: The June–July notification of unused benefits may spur mid-year plan reconsiderations. Be ready.

Using Enrollment Season to Strengthen Retention

Done right, this season isn’t just about compliance—it’s a growth strategy.

Here’s how you can turn Medicare enrollment into a retention powerhouse:

Personalize Every Interaction

Use client history to tailor conversations. Did they mention knee pain last year? Bring up physical therapy coverage.

Offer Value Beyond Plan Changes

Send monthly email tips about using their plan benefits. Share seasonal health reminders. Position yourself as more than just a once-a-year agent.

Track and Reward Loyalty

Consider sending handwritten thank-you cards post-enrollment. A simple gesture can dramatically improve long-term client retention.

Document Everything

Use CRM tools to track plan changes, conversations, and personal notes. This saves time in future seasons and ensures nothing falls through the cracks.

The One Mistake That’s Entirely Avoidable

Failing to review the ANOC is not a complex error—it’s an oversight. But in a field where details define trust, even small oversights can create big consequences.

Make this the year you ensure every client understands what’s changing before it changes. Make this the year you show up before they need to call.

At BedrockMD, we help professionals like you streamline compliance, automate reminders, and access intuitive client management tools so you can focus on what matters most—relationships.

Sign up with us today to see how our platform can sharpen your Medicare enrollment season and protect your clients from this easily avoidable mistake.