Summer of 2021 Might Be Looking a Little Different
Each year we warn agents to fend of the impending “summer slump” – that time of year when it seems like everyone is on vacation and it’s too difficult to conduct business as usual. As the country inches closer to “normal” following the current pandemic, avoiding the summer slump this year may be especially difficult for some agents, but it may also be easier than ever for others!
Don’t forget the lesson’s you learned in “lockdown”!
During the 2020 lockdown many agents adapted their business to work remotely and shifted away from meeting their clients face to face. We recommend you use this mentality to continue to work even though you’re not at the physical office. There are even agents we’ve talked to who continue to take phone calls from clients while sitting on the beach! That’s right! With agents becoming accustomed to doing business remotely and over the phone, taking a phone call while away from the office allows them to capitalize on those calls from referrals even while on vacation. Of course, we always encourage our agents to take a break, but don’t be afraid to work remotely. Remember, the same lessons agents learned about working at home can apply to the condo at the beach instead of the office. This even may allow you to extend your time away without putting your business completely on hold.
‘Ride the wave’ back to normal
As vaccination numbers increase and COVID-19 cases decrease, more state restrictions are being lifted. Many people are attempting to return to “normal” after such a time of uncertainty. Some people may be excited to get back to doing routine activities that they’ve had to avoid for so long. Others may be anxious or unsure about their future and have concerns regarding their health care coverage. Either way, you can help out with that! Capitalize on this pent-up energy and let your clients know you are there to help them however they need.
Continue reading for some of our other tried and true tips and tricks for avoiding the summer slump!
Set a Goal for the Summer Months
Setting annual goals are always a great idea when you want your business to grow, but setting smaller goals can be more digestible. Reflect on your past sales from the previous year to compare how much you wrote (while not living through a pandemic-filled environment) and compare that to what you have done this year. Add the number of missing policies to your sales goals for June through August. Focus on these newly established short-term goals. Staring at an annual goal you set for yourself may feel incredibly overwhelming, especially if you’re a little more behind than you’d like to be. Focus on short term monthly or weekly goals to stay on track and avoid getting discouraged. Are your annual numbers all over the place from the chaos of the past year? Set a short-term goal based on something else, like selling enough policies to cover the cost of your upcoming vacation! Ultimately, the amount of money you want to make is up to you and your sales. But don’t fall short of your personal goals due to misconceptions of the summer months along with dealing with after effects of businesses being shut down.
Look At What Carrier Benefits You
Take a look at what carriers are in your portfolio to see what benefits these carriers have for you as the agent. One benefit from some carriers offering senior supplemental products is their adaptation of utilizing eApplication (eApps) and rapidly improving the process of submitting applications online. Hearing some of the problems agents and clients faced during lockdown, some carriers have adjusted their signature process, making it easier to collect a voice or email signature from the client. With some clients still not comfortable being face to face, make sure you work with a carrier that offers an easy to use eApp process to help your client.
Besides improving the eApplication process, another benefit carriers are offering are even bigger cash bonuses for underwritten applications, which can help boost your income for the summer. Make sure to check out what’s available through the agent portal of the carriers you’re contracted with to see if there are any cash bonuses for the summer. Or check out our Agent Incentives page to see what’s available right now! Reaching out to your current clients and helping them find a better Medicare Supplement rate is a welcomed savings for them and a boost to your sales goals and income.
Reach Out To Your Existing Clients
This is always something we recommend with every agent. COVID-19 aside, you should always reach out to your clients at least once a year for a policy review to offer new or additional coverage that will benefit them. With pandemic restrictions changing at a rapid pace, it is a good idea to reach out to your clients to let them know how you will continue your business operations safely and their options for continuing to do business with you in a way in which everyone is comfortable. Send a letter, email, or a newsletter (or email newsletter) stating that you are available through the summer months and include how you will safely conduct business. Regardless of how you work with your existing clients (face to face or remotely) helping them find a better rate may be a way to quickly shake off the dust and build up some momentum to get you back on track to reach your sales goals. If you find that people are still enjoying the summer, then offer to schedule a meeting in September and get a jumpstart on your sales and your competition!
Start Marketing Your Business
Let your clients and prospective clients know you are open for business this summer! The easiest (and most inexpensive) way to do this is through social media. To stay engaged online post content daily on your Facebook business page such as an interesting blog, quote, or daily greeting to get a conversation started with others. Another popular feature are Stories – available on Facebook and Instagram. Here, you can post something about your business that will be available to view for 24 hours. Some agents like to post their business hours, links to new posts or status updates, or even poll questions where your clients can cast their vote, anything to get a dialogue started with current or potential clients.
Other ways you can reach out to people are through emails, email newsletters (as previously mentioned), your own blog posts, or even a simple letter or postcard out to new prospective agents asking them if they would like a FREE policy review. This is a great way to let potential clients know you are available, local, and “reopened” for business. While other agents might be continuing their summer traditions (and making up for some lost time last year), allow yourself to stand out and be available for those who might need your insurance services.
We’re Here to Help!
Don’t forget that we’re here to help! Our offices are open and operating on our normal business hours (Monday-Thursday: 9am – 5pm EST, and Friday: 9am – 3pm EST). Feel free to contact our Marketing Department for more information on what carriers we offer or CLICK HERE to see what we offer our Producing Partners.