Thanks for all the responses guys. I probably don't do as good of a job as I should've keeping in touch with clients. Our agency mails out an Rx questionnaire right before AEP every year that offers to do a complimentary analysis for their PDP to see if it makes sense for them to move PDP's for the next calendar year. All they have to do is fill out their drug list (drug name, quantity, dosage, etc.) and we do it for them. Other than that, I haven't established a system yet where I send out birthday or Christmas cards, haven't created a newsletter, etc. I'd say with the majority of my clients this annual PDP questionnaire has been the only contact they've had from me or our agency.
That's the key word "offers". Nope. You need to touch every client. Most of them will take about 30 minutes. Run the PDP. The goal is that they don't talk to another agent. They don't need to. They are already done, because they talk to you. Plus, remind them that you are growing your business and would love some referrals.
As far as adding people, I don't add a lot of new people at AEP. (I only do Med Supp). There will be a list of people who I spoke with throughout the year who were on MAPD plans who want to switch that I contact in September, but other than that, its T65's/Retirees for 4th quarter. Just like the other 3 quarters. Chasing the 10% isn't going to get you anywhere.