Last month, I put the Microsoft plan under a microscope and pulled out some of the key items a plan advisor or broker can glean from their form 5500 filing. One of the most important items was the policy renewal date.
You can call a potential prospect at any time of year to get on their radar, but the best time to get in touch is when they're already thinking about renewing their existing contract. That's when you can start implanting doubts as to whether their current benefits provider is the best one suited to their needs.
The bulk of this action takes place in December, when 61 percent of all health policies were up for grabs in 2009. That's why, among other reasons, Autumn is generally considered the "busy season." Oddly, November is the lowest volume month for renewals, representing only 1 percent.
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