Agents Get Started On 2003s Business
With the hustle and bustle of closing year-end sales behind them, agents working on commissions find themselves in a familiar place: starting all over again.
Aside from their renewal accounts, these agents are forced to “start over” with zero sales generating zero new income. This can be quite unsettling for even the most experienced sales professional.
“Its always a little bit scary at the beginning of the year,” says Robert Buxbaum, a partner and estate-planning specialist with Bay Financial Associates, LLC, Waltham, Mass.
Even after 30 years in the business, Buxbaum faces the same uphill climb all sales professionals face at the start of a new sales period–finding new clients, servicing current ones and setting goals for the coming year.
But many agents come back to work in January with a full schedule, a result of planning done in December.
“I rarely make appointments that are less than a week in advance–most are two or three weeks ahead of time,” says Buxbaum.
James Grooms, a Mass Mutual representative from Knoxville, Tenn., takes a similar approach to planning his schedule. He strives to have 12 to 15 appointments in his schedule all the time. “Usually, Ill have seven to nine appointments in a week,” he says. If Grooms completes five appointments by midweek, hes busy hitting the phones, “trying to stay 15 appointments ahead.”
Lining up these new people to speak with is a continuous process all agents must carry out, but veterans like Buxbaum and Grooms usually start off the year with a few extra irons in the fire.
“My prospecting is done exclusively through referrals from existing clients and centers of influence,” Buxbaum says, adding that this helps ease some of the stresses the new year brings about. “It takes a little bit of the scariness away.”
Working referrals from existing clients is a great strategy for producers who have built a large book of business.