Does it seem like the fourth quarter got here way too fast? For some reason, 2025 has felt like a blur. One minute you were following up on January renewals, and suddenly it’s almost time for the Annual Election Period (AEP) for Medicare and the Open Enrollment Period (OEP) for individual plans again.

If the last nine or ten months seemed to fly by, the next two or three will go by even faster. That’s because there’s way too much to do and not nearly enough time to do it.

Brokers who aren’t prepared and don’t manage their time well will miss opportunities, not because they don’t have leads or clients, but because they simply can’t get to everyone.

So, let’s fix that. Here are a few tips to help you maximize your time and, in turn, maximize the number of clients you’re able to help during the busiest season of the year.

1. Start with Your Existing Clients

It’s tempting to chase new business right out of the gate, but your current clients are your priority.

  • Review their plans for 2026 and flag anyone who must make a change.
  • Send a short “review appointment” email or text to get on their calendar before you’re booked solid.
  • Remember, it’s easier, faster, and less expensive to retain a client than to replace one.

2. Don’t Overlook ACA Reverification

  • If you work with individual ACA clients, remember that many will need to reverify their subsidy eligibility during Open Enrollment. This is not optional. If they miss it, they could lose financial assistance or even their coverage.
  • Prioritize reaching out to these clients early. Send them a checklist of documents they’ll need, explain the deadlines, and book time to walk them through the process. The smoother you make it, the more likely they’ll stick with you year after year.

3. Batch Your Work

Cal Newport, who writes about “Deep Habits”,  says that “context switches gunk up your brain.” He’s right: switching between tasks all day is a productivity killer.

  • Dedicate specific time blocks to quoting, application submissions, client calls, and follow-up.
  • Use appointment scheduling tools so you can control when meetings happen, instead of letting them scatter your day.

4. Get Your Materials Ready Now

We’ve all heard the quote “Proper prior planning prevents poor performance.” This is good advice to remember as we head into the busy season. Don’t waste precious hours in October hunting down documents or printing marketing pieces.

  • Update your fact-finding forms and scope of appointment forms.
  • Have comparison charts, quoting tools, and carrier brochures in one place, physically or digitally, so you can grab them in seconds.

5. Use Technology to Your Advantage

If you’re still working everything from email and a legal pad, you’re going to lose time.

  • Use a CRM to track leads, notes, and follow-up dates. Yes, it’s probably too late to purchase a new CRM at this point, but if you already have one, make use of it. It’s much easier to update it as you go than to try to catch up later.
  • Automate appointment reminders and follow-up emails.
  • Save common explanations (e.g., Part D deductible changes) as templates so you’re not typing them from scratch each time.

6. Protect Your Prime Hours

The middle of the day is your peak client time; don’t waste it on admin tasks.

  • Return calls, run quotes, and do enrollments during your high-focus hours.
  • Push paperwork, data entry, and email cleanup to early mornings, evenings, or weekends when distractions are fewer.

Final Thought

AEP and OEP will be over before you know it, and you’ll either be celebrating a record-breaking season or wishing you’d been more organized. The key is to plan now, work your plan, and protect your time. Do that, and you’ll be able to help more clients, write more business, and finish the year strong.