As financial advisors, we know that the way we close the year often sets the tone for the next year. For me, the fourth quarter is not just about meeting year-end numbers but about laying the foundation for a strong first quarter for the next year and beyond.
Schedule client reviews
I begin with proactive client engagement. The final quarter is when I reach out to every key client to review their policies, align them with any changes in income, expenses or life stage, and ensure tax-saving opportunities are maximized. These conversations not only strengthen trust but also often open doors for new recommendations, particularly around retirement planning and children’s education goals.
Build pipelines
Another focus area is pipeline building. Many clients postpone decisions until the last quarter for tax planning purposes, so being visible and available helps me convert interest into action. Simultaneously, I seed first-quarter opportunities by discussing upcoming financial resolutions, which naturally transition into early-year business.
Analyze business performance
Equally important, the fourth quarter is when I turn the focus inward through an internal business review and goal setting. I analyze my past year’s performance, such as conversion rates, policy mix and marketing effectiveness. This data shapes my strategy for the year ahead.
Invest in skills
The end of the year is also when I invest time in skill enhancement, using the holiday season to sharpen knowledge of new products or tools. Finally, I set SMART goals — specific, measurable, achievable, relevant and time-bound — such as generating 10 new, high-value leads by hosting a tax planning webinar in January.
This dual approach of both client-centric planning and internal reflection ensures that when January arrives, I’m not starting from scratch but from a position of momentum and clarity.
Priti Chadha is a three-year MDRT member and a Top of the Table member. See more from her in the video “Leveraging social media to connect with clients.” (MDRT member-exclusive content)
For more ideas about goal setting for a prosperous new year, read
- “Hit the next year running: Set annual goals sooner”
- “Setting goals to steer your business growth” (MDRT member-exclusive content)
