Spring is the time for new beginnings. New flowers blooming, new baby animals, the kids are starting to finish up school…what are you doing? AEP is long over, SEP is well underway, and we still have several months ahead of us to prepare for the next AEP season. This is the perfect time of year for you to really hone in on your sales strategy.
Start by looking at your habits. You may have even developed some new habits over the past year without realizing it. Did you stop tracking your leads in a CRM system? Did you stop calling people back to check in on their plan satisfaction? Tracking leads and following up are just two examples of great habits that you should try to keep.
Do you have a step-by-step sales process? If you do, now is a great time to analyze your success rate and see if there are any modifications you can make. If you don’t, this is the perfect time to create one. Have a documented process for how you generate leads, how you track and organize your leads, how you close the sale, and how you follow-up after the sale.
Take a look at your sales. Are there clients you need to follow up with from AEP? Are there leads who refuse to call you back that you need to clear out of your schedule? If you have leads that aren’t worth spending time on anymore, take them out of your “call back” list. If there are leads who you haven’t seen or spoken with in awhile, move them to your “call back” list.
Additionally, take a look at your data from a marketing standpoint. Is there a specific neighborhood or town where you close more sales? Maybe you should focus your lead generating efforts on that area. Are your clients starting to get older? Maybe it’s time to start selling Final Expense policies.
Take advantage of this “down time” to really clean up your sales strategy so that you can have an even more successful year and be even more prepared for AEP.