“Being a good human being is good business.” – Paul Hawken
Ah, the holidays. That magical time when everyone’s stressed, overbooked, and under-caffeinated. You and your clients are juggling year-end pressures, endless to-do lists, and the general existential dread of trying to wrap up 2024 successfully while worrying about what fresh chaos awaits in January.
It’s the perfect storm for you, the insurance and risk management professional, to shine—not by being pushy or salesy, but by being, well, human.
This season is your chance to help clients de-stress, refocus, and feel like they’ve got a partner in their corner. And when you do that, guess what? Your success will follow.
So, let’s make it happen with these three strategies:
1. Gratitude (a.k.a., Stop Being a Grinch)
Look, gratitude isn’t just for those "live, laugh, love" types who decorate their bathrooms with inspirational quotes. It’s your secret weapon.
Think about your clients’ GPS—Goals, Passions, and Struggles. What are they trying to achieve? What keeps them up at night? Now, show them you get it. Maybe it’s a small gift, a handwritten note, or just an email that says, “Hey, I see you. You’re absolutely crushing it this season! I appreciate all that you do.”
The magic of gratitude is that it shifts your focus. Instead of obsessing over your own year-end chaos, you start seeing the abundance around you. Plus, people remember the person who made them feel valued during the busiest time of the year.
2. Pay Attention (Seriously, Put Down Your Phone)
We’re all guilty of autopilot mode during the holidays. You’re in meetings, nodding along, while secretly thinking about whether you remembered to buy Aunt Kathy’s gift. But here’s the thing: When you truly listen, you uncover opportunities you didn’t even know existed.
Your clients and prospects are dropping hints all the time. Maybe it’s a throwaway comment about a concern they have for 2025 or an offhand mention of their business plans. If you’re tuned in, you can spot ways to help them succeed—and differentiate yourself from the competition.
Pro tip: Active listening works wonders on Zoom too. Just make sure your camera’s on, your mic’s unmuted, and you’re not secretly checking Instagram.
3. Build Relational Capital (The Fancy Way of Saying, “Be Someone People Like”)
Here’s a fun fact: People do business with people they trust. And trust isn’t built by pitching your services—it’s built through what author Ed Wallace calls Relational Capital.
Relational Capital has three pillars:
- Credibility: Be someone whose expertise speaks for itself. Know your stuff, and let your results do the talking.
- Integrity: Do what you say you’ll do. Every. Single. Time.
- Authenticity: Be real. People can smell fake a mile away, and it reeks of desperation.
When you focus on being credible, trustworthy, and genuine, people want to work with you. And the holidays are the perfect time to double down on those connections.
Why This Works
People don’t remember the products you sell or the policies you pitch. They remember how you made them feel. If you show gratitude, pay attention, and build genuine relationships, you’ll not only help your clients finish the year strong—you’ll set the stage for an incredible 2025.
So, take a deep breath, pour yourself an eggnog (or a double espresso), and remember: Success during the holidays isn’t about grinding harder. It’s about showing up as the best version of yourself.