How to stay successful throughout the holiday season....
By: Adam Brsan
Many people in the Insurance business are under the impression that December is a slow month – that people don’t want to be bothered around the holidays. In my 15 years in the Final Expense business, I have never had a slow December. I have always felt like this is a mindset issue more than anything. If we feel like December is going to be a slow month, well than it’s going to be a slow month. I could also take off on days that it’s sunny out because it’s too nice out - people are probably out running errands so they won’t be home. I could also take off on rainy days because it’s just too nasty out - People won’t be in a good mood to talk to me on days like that. I don’t want to work on Friday’s either because people are getting ready for the weekend. Monday’s are bad too because people are recovering from the weekend. We can come up with many excuses why it’s probably not a good idea to work. What we need do is be coming up with more excuses why we should be working.
“Call me after the Holidays” – This is nothing but an excuse and an easy-out for the client to get out of having to talk with you. This is how I handle it – “I know, Mrs. Jones, the holidays are a busy time, but this will only take 10 minutes. If money is an issue, the nice thing about our program is that we don’t need any money up front. Can I come in?” As you can see in the quote, I put “Can I come in?” I don’t recommend calling and trying to set up appointments in December. People are programmed to say “Call me after the holidays.” It is much easier to get in the door when we are running leads and we are already there.
The most important thing I recommend to you though is to not change anything. If it’s not broken, there is no need to try and fix it in December. Keep doing in December what you have done the rest of the year and you should have a successful month. Set a goal to have your best month ever. Prove people wrong that have the mindset that they can’t be successful in December. I have had some of my best months ever in December and I know that you can do the same.