The fourth quarter of the year is a busy time for insurance professionals as the annual enrollment period (AEP) and Open Enrollment Period (OEP) take place.  This time of the year is spent meeting with as many clients as possible and sometimes agents get tunnel vision and miss new opportunities.  Don’t let that happen to you.  Here are three ideas to help you have a successful 4th quarter.

Continue Learning – If you didn’t have an opportunity to learn how to incorporate ancillary sales in either the over 65 or under 65 market or need a refresher... don’t worry.  Training opportunities are still available.  Spending 30 minutes learning a new concept might help increase your revenue per client, which is worth the time investment.

Evaluate Your Meetings – If you are having issues closing the ancillary sale don’t give up.  Evaluate the objections and write down how you will respond the next time.  Practice your response with a co-worker, family member or in the mirror, so you are comfortable in the next meeting.  If you still experience issues reach out to your Surebridge Sales Director for additional ideas.

Watch an Expert – Do you know an agent that is having success selling ancillary products?  Ask them to let you sit in on a meeting.  Watching someone sell ancillary products in person is a great way to learn and replicate something that is already working.