As the year nears its end, many agents feel the effects of the dreaded “holiday cooldown.”
Team members and customers alike start focusing on holiday plans, making it tougher to keep sales momentum going.
But the holiday season doesn’t have to mean a slowdown for your agency.
With the right strategies, you can keep your agency thriving and even set the stage for a strong start in the new year.
Here are a few proactive activities you can implement to adapt and overcome the holiday cooldown:
Take Advantage of Higher Contact Rates
The holiday season brings with it an increase in travel, which can lead to more prospects being available and reachable. With more people visiting family or taking time off work, they’re often more responsive to your calls.
This increased contact rate can improve your chances of catching prospects at the right moment, making them more likely to engage and buy.
Lean into Relationship Building
The holiday season is a perfect time to strengthen relationships with clients.
Lean into connecting with your customers in a personal way (not everything needs to be about selling).
Send personalized holiday cards or give a quick call just to wish them well.
These small touches can lead to greater loyalty and may spark opportunities for additional coverage discussions when the time is right. Building rapport now will create a foundation for success in the new year.
Get the Team Aligned with Clear Daily Goals
During the holidays, focus and productivity can decrease if the team doesn’t have a clear game plan.
Sit down with each team member and help them create achievable daily goals that align with overall agency targets. Breaking bigger goals into manageable daily actions keeps everyone engaged and helps prevent that end-of-year slump. Hold your team accountable, but make it fun, like introducing a holiday-themed contest to keep the energy high.
Make Roleplaying a Holiday Habit
A slowdown in customer interactions provides the perfect opportunity for your team to sharpen their skills through roleplaying.
IF this occurs, create scenarios around typical holiday objections, like “Let’s talk after the new year,” and practice responses that focus on the customer’s long-term security and needs.
Roleplaying can help your team stay confident, agile, and ready to convert conversations even during this slower period.
Boost Energy with Team Incentives and Celebrations
Keep your team energized by introducing incentives that are motivating and fun.
Create a sales competition with holiday-themed rewards, such as extra time off, gift cards, or a team lunch. Recognize achievements, both big and small, with daily shoutouts or a “win of the day” board.
These types of incentives help keep the team focused and excited about their goals.
Also, consider hosting short, energetic team meetings each morning (or join CWC’s Morning Huddle) to set a positive tone for the day.
Use these huddles to share updates, celebrate wins, and ensure everyone knows their daily targets. This kind of consistent engagement keeps the team aligned and motivated.
Thrive This Holiday Season
The holiday cooldown doesn’t need to put a damper on your agency’s progress. By leaning into relationships, maintaining a focus on value, engaging your team with clear goals, boosting energy through incentives, and encouraging skill development, you can ensure a strong finish to the year and build momentum for the year ahead.
Remember, success during the holidays is not just about driving sales today—it’s about planting seeds that will grow in the future. Keep your team inspired, keep your clients engaged, and keep showing up, and you’ll find opportunities in every season.
If you’re ready to take your agency to the next level and need support overcoming challenges like the holiday cooldown, consider joining our program. We provide training, tools, and resources designed specifically for insurance agents to help you grow your agency and achieve your goals.
Let’s make every season a season of success, together.
