Holiday Season - Incorrect Assumptions

Modified on Mon, 1 Dec, 2025 at 2:14 PM

Setting Demonstrations During Holiday Season

When you call an advisor and you'll say: “I am looking for a financial professional who has the capacity to help people in area code xxx with their investment and insurance needs in the next 7 days,” you'll start to hear the following.

“Call me after the holidays.” They say this because

They don't listen. People often listen to what's in their brain rather than to somebody speaking to them. They already have this idea in their brain that you can't prospect and get new clients during the holiday season. They think that the period between Thanksgiving and December 31 is dead time for new business.

That's an incorrect assumption. If they say, “call me after the holidays” ask them one additional question which is, “is that because you don't have time to work with people and take on new clients, or is that because you think there are no people looking for help?”

Even though you said we have prospects in your area, they do not listen to you and listen to the ideas already in their brain. Specifically, their incorrect idea that five weeks of the year is no good for new business.

You may need to repeat this simple explanation “I called you because we DO have prospects in your area code making requests for assistance with life insurance and investments. In the next seven days, would you be able to help them and accept new clients?

You are not trying to convince these advisors to take a demonstration; you are not trying to twist anybody's arm.

You want to correct the fallacy of their thinking, which is the misconception about these five weeks of the year.

The reality, when we look at the data, about 40% of the population in America does not celebrate traditional holidays. They may be of different faiths. They don't have family, or they live alone. They can't travel to go see family. There's a huge chunk of the population that is not sidetracked by the fact that it's between Thanksgiving and Christmas.

Additionally, it never occurs to some financial professionals that these 5 weeks of the year, they will have little competition This is the best time of year to be talking to prospects and gaining new clients because the other advisors have gone into hibernation because those other advisors believe the fallacy that they cannot gain new business during the holidays season.

Bottom line: we have prospects seeking assistance with their insurance or investments and we get these requests 365 days/year. We get just as many requests on Christmas day as any other day. We are always looking for financial professionals who can help them.

This is a HUGE country with 350 million people. Just because everyone you know celebrates "the holidays," there are millions of people for whom this season is no different than any other season.

Note about health insurance agents

If anyone you call mentions that they sell health insurance, do not put them on the calendar until after January 1st. even if they sell other items, the agents who sell health insurance are far too busy during the October 15th through December 31st as that is the period where they sell most of their insurance. They call this Open Enrollment Period (OEP) or Annual Enrollment Period (AEP).