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Category: Sales · 3 min read

4 Tips to Finish the Year Strong

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on October 10, 2019

author profile photo

on October 10, 2019

Professionals staying focused in a meeting

Can you believe it? 2019 is almost over. We’re in the final business quarter of the year, which means it’s time to wrap things up and prepare for a new year. But, don’t throw in the 2019 towel yet. There are still three months left, and you can do a lot of business in that amount of time. 

Yes, the holidays are coming up. Yes, you deserve a break. But I want to encourage you to finish strong. Don’t let up on the gas pedal. Keep pushing and striving to hit your goals and grow your business. A lot of sales can happen at the end of the year, if you go about it the right way. To help you, here are four ideas to keep engaging prospects and clients. 

A lot of sales can happen at the end of the year, if you go about it the right way.

Host a Holiday Party 

Embrace the holidays by throwing a get-together with your clients. This is a good way to re-connect with them and show them you appreciate their business. The holidays are one of the best times to reach out and make your clients feel valued. Decorate the office, or rent a space, and bring some holiday snacks and drinks for everyone. If you’re feeling really generous, have them bring along their family, too. Ultimately, this can help drum up some repeat business and referrals, just by inviting them to a party and talking with them. Before you plan the event, just make sure you review your state’s gifting guidelines to make sure your party isn’t against any regulations.


Don’t Slow Down

Sometimes it can seem like the year ends before December 31. Don’t let it! Don’t slow down. Keep calling, networking, prospecting, and reaching out. You’ve been working hard all year long, so why stop now? Odds are, your competition may be taking time off and using the holiday season to relax and regroup for 2020. Even though the holidays are time for family and recharging, find time to keep your business moving forward. That doesn’t mean working on Thanksgiving or not taking any time off. It simply means don’t get complacent. Keep your sales fire burning. 


Focus on Your Communications

This is a good time to up your communications strategy. While many financial professionals may be winding down their calls and emails, you can wind up. Hone your pre- and post-meeting client communications, and maybe even see if more or fewer emails helps with your sales process. Are you sending reminder emails before the meeting? Are you following up with a thank you email? If not, you should be. These are two important touchpoints where you can show that you’re different than other financial professionals, and help improve your overall client experience. 

Another communication idea is to send out a holiday email or card. Thank your clients for their business and wish them happy holidays. 

The holidays are also a good time to reach out to clients you haven’t talked to in a long time. Even if it’s been a year or two, offer a quick apology for the lack of communication and then continue the conversation. Let them know you’re thinking of them, haven’t forgotten them, and want to meet again. 

Going into 2020 with a well-honed communications strategy by fine-tuning your process now can help drive more business and lead to more satisfied clients.


Get Creative With Your Client Meetings

A lot of clients travel during the holidays, visit family, or go to their winter homes. Usually, you’d wait until they come back to meet with them, but with the technology available, you don’t have to. Instead, see if they want to set up a Skype or FaceTime meeting. Meet with them where they’re at, instead of waiting until 2020. 

Going into 2020 with a well-honed communications strategy by fine-tuning your process now can help drive more business and lead to more satisfied clients.

The last quarter of 2019 can be your best, if you keep pushing yourself and not letting your foot off the gas. Accelerate past your competition by finishing strong and continuing to reach people during the holidays. 


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Written By

Mark Williams

President and CEO

Mark Williams is the President/CEO of Brokers International. Over his more than 25 years of financial services experience, Mark has been both a producing independent agent in the field and a home office leader consulting to agencies and field marketing organizations. Currently, Mark is focused on the future of the insurance industry, from the disruptions of InsurTech and robo-advisors to the changing demographics and needs of customers. He also is an avid mentor, helping financial professionals navigate the industry.

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