You want to finish the year strong. After all, you may have numbers to hit — for instance, qualifying for MDRT!
Clients also want to finish the year strong. They have deadlines to consider, such as for Required Minimum Distributions, retirement plan contributions and tracking of capital gains distributions from mutual funds. These all have cutoff dates. Put a different way, you can’t travel back in time if you failed to take action. Put your effort in now and experience momentum to carry you into a productive 2021.
5 simple focus-sharpening strategies
1. Call clients for a quarterly review. The end of the year is weeks away. This can focus their attention on what needs to get done before the holidays and the year’s end. It tells them you are paying attention.
2. Follow up with prospects. You’re not a pest, but you want to give each one at least one more try before the end of the year. Coming up with new information is usually a good reason to call.
3. Build a list of your leads. You have some that went cold. You stopped calling when they lost interest. It wasn’t the right time. A lot happened during the year, though. Is this the right time now?
4. When do bonuses get paid? Theirs, not yours! Clients often are ready to make decisions when they have money in hand. Many businesses hand out bonuses at the end or beginning of the year. Are your clients expecting one? When? You will be tactful, of course.
5. Options for seeing you. Does your office have a hybrid schedule that includes Zoom appointments and in-person meetings? Or are you offering new webinars in the upcoming year? Make sure your clients know. It makes sense they know what options are available for seeing you. It’s a good reason to call. Now that you have them on the phone, you can ask questions or transition to business.
It’s traditional for agents and advisors to try finishing the year strong. This year should not be an exception.
Bryce Sanders is president of Perceptive Business Solutions Inc. His book, Captivating the Wealthy Investor, can be found on Amazon.
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