Super Agent

Beware of the “Hail Mary” Trap

We have entered the second half of 2014, and many Producers are not half way to their annual new business revenue goal. As a result, in the process of trying to catch up, we see Producers start chasing low probability opportunities and throwing “Hail Mary” passes toward the end zone. This pattern frequently repeats itself year after year and creates stress for the Producer and less than satisfactory results.

It’s tough to get off this treadmill, but at some point it is necessary to take the plunge. We encourage Producers in the last half of a calendar year to make certain they are positioned to open the next year strong. If a Producer can write 2 to 3 large accounts on January 1, the whole world changes for them. Entering a year strong allows the Producer to better select their prospects and gives them the “walk away” power with low probability prospects.

Typically you don’t open a new calendar year strong if you wait until 90 days before renewal to get engaged with prospects. Start now and sift through 10 to 15 suspects that renew on January 1. Determine which ones are the best fits to move forward, and gain agreements to do business before the holidays.

We encourage you to endeavor to avoid the “catch up” game. You may take a short term hit, but if you open the new year strong you can change the game for many years to come.

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