If you’ve been around Medicare for any time, you’ve probably heard the term First Looks. But what exactly are they? Why do they matter? And how can you use them to your advantage?
Let’s break it down and ensure you’re fully equipped to hit the ground running this AEP.
What Are First Looks?
“First Looks” are early previews of Medicare Advantage (MA) benefits for the upcoming plan year. Carriers share these sneak peeks with their contracted agents before the official public marketing window opens on October 1.
Think of them as your behind-the-scenes pass. They give you a head start on understanding what’s new, what’s changing, and where opportunities lie in your markets. It’s a game-changer for your strategy. They’re a key part of your pre-AEP preparation process. If you need help and want to schedule a strategy call, contact your Sales Development Manager, who can help you get on the right track.
Why First Looks Matter
You wouldn’t show up to a client meeting without doing your homework, and AEP is basically a series of client meetings on overdrive.
First Looks allow you to:
- Compare plan changes year-over-year
- Spot benefit enhancements that could help you retain clients
- Identify market shifts where a new plan could beat out competitors or where a plan is leaving an area
- Refine your lead strategy based on competitive products
- Sharpen your carrier talking points to educate clients and earn trust
If you’re contracted with multiple carriers, First Looks lets you compare offerings in advance, so you won’t have to scramble to digest everything that happens before October 1.
Where to Find First Looks
If you’re contracted through NCC, we make it easy! You can access First Looks through our First Looks link on Certification Central page. This is your centralized hub for plan previews from top carriers.
We update this page as soon as carriers release their materials, so check back frequently throughout the summer. You can also bookmark the page or set a reminder to review it weekly.
Pro tip: If you don’t see a carrier listed yet, don’t panic. Carriers release First Looks at different times. Updates will continue into late summer, so check back with us often!
Using First Looks
Getting a First Look is one thing; knowing how to use them strategically is where the magic happens. Here are some ideas to help you:
Get Yourself Organized
Knowing what is happening in your market is key, and you need to have a way to understand what’s happening. Consider starting a spreadsheet or Google Doc to track the following:
- Plan names and counties
- Premiums and MOOP (Maximum Out-of-Pocket)
- Key benefits like dental, vision, and OTC
- Notable changes from last year
When you can compare apples to apples, it will help you quickly spot what stands out and doesn’t.
Identify Any Retention Risks
Use your existing book of business to flag any clients who might be affected by:
- Premium increases
- Reduction in benefits
- Plan exits from the market
Do this before AEP so that you can have proactive conversations during AEP. Retention is just as necessary (and often easier) than new sales.
Spot New Sales Opportunities
Are plans entering your area? Are others providing richer benefits or improved networks in certain counties? That’s your cue to pivot. Use that intel to:
- Focus marketing in those zip codes
- Adjust your lead budget
- Revisit old leads that maybe didn’t convert last year
First Looks are like scouting reports; they tell you where to play offense.
Train and Prep Your Talking Points
Use the plan previews to build or update your scripts. Focus on:
- Carrier differentiators
- Unique benefits (like flex cards, grocery, or Part B givebacks)
- Target audiences (e.g. chronic health issues, veterans, diabetics)
Knowing the specifics of each plan means fewer awkward silences and more confident closes.
Avoid Potential Compliance Pitfalls
Even though you have early access to First Looks, you CANNOT share them with beneficiaries until October 1.
That means:
- No marketing
- No plan-specific conversations
- No showing benefits or materials to clients
You can use First Looks for your internal prep, sales planning, and product comparison. Just keep them off your social media and out of client meetings until the marketing window officially opens.
What If You're Not Contracted Yet?
If you haven’t contracted with an insurance carrier whose First Looks you want to view, now’s the time. NCC can help you get appointed with top insurance carriers and guide you through certification requirements so you’re ready to go when those materials drop.
Contact your Sales Development Manager or visit our Contracting Page to get started. The sooner you’re contracted and certified, the sooner you can begin drafting a game plan to shape your AEP into the best ever!
