Many dental insurance brokers notice a dip in business during certain times of the year, with summer being one of those quieter periods. But it doesn't have to be that way.

Plenty of successful brokers keep the momentum going and even boost their earnings during the summer months. They achieve this by staying focused and consistently providing value—both potential and actual. Here are some friendly tips to help you maintain your sales momentum during the summer slowdown.

Key Takeaways:

• Refocus on your unique advantages and the range of dental programs you offer.
• Differentiate yourself by building trust and comfort with clients.
• Utilize effective marketing strategies, including social media and personal contact.
• Explore new demographics and lead generation opportunities during the summer.
• Schedule reviews with current clients to ensure their coverage meets their needs.
• Participate in community events for networking and visibility.
• Prepare marketing materials in advance for a successful fall and winter season.

Get Back to Basics

Refocus on why your clients buy from you. What advantages do you offer? Make a list! Your list is going to include such points as the range of dental programs you can provide, the costs and benefits of each plan, and how each plan is geared towards a client type. You might separate them into group and individual plans, state-regulated insurance or managed care. You know the range you offer, so focus on them. 

Know the benefits provided and the risks avoided by each product type. A business owner or companies providing dental coverage for employees have needs that differ from a single person or family. Make your lists so you are clear about the details you intend on selling.

This exercise will help you decide which products and which client areas you want to focus on for the summer.

Think About What Sets You Apart

People buy from people they like, know, trust, respect and feel comfortable with. Some of your prospective clients lean more toward “trust and respect” while others lean more toward “like and feel comfortable with.” So, remind yourself of what you, personally, bring to each client meeting and what it is about you that encourages clients to sign up for the programs you recommend.

Be your best and couple that to the product offerings you want to focus on in the next few months. These steps give you your motivation and your message.

Focus on Effective Marketing

The world does not beat a path to your door; you have to go out to the world. Today, marketing is easier to do in many ways. Your marketing medium is broad. Focus on the avenues you have in place, many of which are at your fingertips.

Facebook and LinkedIn—plus personal contact—are the three most effective ways to contact prospects and to encourage them to want to stay in contact with you.

Remember it takes about seven contacts, or “touches” before someone is ready to make a buying decision. You likely have many prospects but perhaps they haven't bought one of your plans because the time isn't right yet, they haven't seen a plan that appeals enough or they haven't actually decided they should have a dental plan.

People need useful and relevant information that will solve a problem or that will deliver a benefit. The problems and benefits must be real, personal to them and timely. Your marketing will encourage them to learn, enable them to relate what they learn to their own situation (in this case, business) and cause them to make a decision.

The best decision is that they buy from you, but equally useful decisions are that they want to keep learning about you and what you can offer, and want you to provide the specific info they need. Those decisions lead to them buying from you.

Find a New Demographic

Whether you're in the business of selling dental, health or life insurance, summer is a fantastic time to explore new leads. While many folks might not have finances at the top of their minds, there are still plenty of people out there looking to switch carriers for a better deal. There are lead generation sites that can keep you busy and thriving during the summer. Consider reallocating a bit of your advertising budget to finding leads.

Set-Up Reviews with Current Clients

Schedule some time to catch up with your clients at the start of summer, before their schedules fill up. You might take the opportunity to wish them a happy Fourth of July or simply check in to see if they’d like to review their current insurance policies. Spend a little time going over the details to ensure they’re fully covered with their existing plans. You can suggest additional products they might not have, like vision or hearing insurance.

Follow Up on Past Leads

Got a to-do list of people to follow-up with? Summer is the perfect time to dive in. Whether it's going through your email inbox or bringing an idea to life, tackling your to-do list can spark changes in your business. You might even discover a whole new group of potential clients by reaching out to an old lead or finally setting up that social media profile you've been thinking about.

Get Involved in Your Community

Summer is all about having fun. So, why not take a break from work and get involved in your community? It's the perfect time to sponsor a local event. There's nothing like the value of good old-fashioned face-to-face networking. Plus, you can join in on parades and barbecues. With so many folks out and about, it's a great opportunity to get your business noticed.

Preparing for the Busy Season

Summer is a great time to get ready for an even more successful fall and winter. Start by preparing your marketing materials, like email newsletters, social media posts, and blogs. Take a look at how your past marketing efforts performed to see what worked well and what might need a little tweak. By getting a head start, you'll have everything you need ready to go when the busy season arrives.

The summer may usually be associated with slowing down, but it can also be enjoyable. Taking some of the steps shared can lead to great results. Just keep in mind—if you stick to the plan, the plan will work for you. You know how many new clients you’re aiming for this summer, so jot that number down. Best of luck!

Any questions about your current Solstice products? Login to your portal on  https://www.solsticemarketplace.com/ 

Want to start selling Solstice? Visit solsticebenefits.com, call 877-760-2247  (Option 3) or email us at sales@solsticebenefits.com