15 Tips for 4Q2013 Success:

1. Review all closed proposals for ‘wait to do’ items.
2. Spend 2 days on your calendar closing lingering pipeline proposals.
3. Offer options the prospect can chose from. Two options, one good and 2^nd one better.
4. For all proposals closed through the year, go back and up-sell add-ons you thought would inflate your original solution. Did you leave off Employment Practices Liability Insurance (EPLI) or Cyber?
5. Sell one more policy to each household or account.
6. Conduct a review meeting with your top 8 clients. Schedule the 8 appointments for one focused week and if time allows, schedule the next tier of 8 top clients over one additional week.
7. Look for clients with remaining budgets. Don’t leave anything on the table; clients are considering taxes and their 2014 budgets.
8. Remind clients you welcome referrals; then ask for them.
9. Call every client you haven’t talked to in the last 90 days. Offer your assistance as they plan for 2014.
10. Call all the prospects that have been pushing you off – start a conversation – ‘has anything changed?’ or ‘checking in with you for yearend updates.’
11. Review your forecast and identify the steps to close everything – then execute!
12. Enlist you manager’s support with roadblocks holding prospects back.
13. Enlist collaboration partners’ support with closing tough prospects.
14. Prospect hard through OCTOBER. (focus 1 day each week)
15. Stay your goal – don’t stray or be distracted. Take tings off your plate and delegate to staff so you can find and close more business.