Why ‘It’s the Holidays’ Is Just Another Lame Excuse

As the year winds down and the holidays creep closer, something strange happens in the insurance industry. Many agents start to ease up. They tell themselves, “No one wants to talk about insurance right now” or “I’ll hit it hard again in January.” The truth? This mindset is one of the biggest mistakes you can make.

This time of year isn’t the time to take your foot off the gas—it’s the time to floor it. While others are slowing down, this is your opportunity to stay motivated, stand out, and finish the year stronger than ever.

The Problem with "Holiday Mode"

It’s easy to fall into the trap of holiday mode. The excuses sound reasonable:

“People are busy with family and shopping.”
“Nobody’s thinking about insurance at the end of the year.”
“I deserve a break.”

But here’s the thing: The insurance industry doesn’t stop just because there’s a turkey in the oven or decorations on the tree. People still need policies, businesses still need coverage, and you still have goals to hit.

When you ease up, you’re not just losing time—you’re losing momentum. And the agents who keep pushing? They’re the ones who will be closing deals while you’re nursing your post-holiday regrets.

Why This Time of Year Is Critical

If you stay motivated and keep working now, you’ll set yourself up for success in the months ahead. Here’s why:

1. Clients Are in Decision-Making Mode

As the year ends, people and businesses are reviewing their finances, setting budgets, and making plans. This is prime time to talk about policy reviews, coverage gaps, and renewals.
Action Plan: Reach out to clients and offer to help them get a jump on next year’s planning. Position yourself as the agent who helps them get ahead.

2. Other Agents Are Tapping Out

Most agents are slowing down. That means less competition for you. If you stay visible, you’ll capture the opportunities others are leaving on the table.
Action Plan: Double down on your marketing efforts. Send targeted emails, make those follow-up calls, and show up where your competitors aren’t.

3. The January Effect

What you do now directly impacts your success in Q1. The groundwork you lay today will lead to the deals you close in January and February. Skip the work now, and you’ll be playing catch-up later.
Action Plan: Treat every interaction as a building block for future business. Follow up relentlessly and focus on setting appointments for the new year.

4. End-of-Year Deadlines

Many businesses and individuals have policies renewing or expiring at the end of the year. This creates urgency, which is your best friend in sales.
Action Plan: Identify clients with upcoming renewals or coverage needs and reach out with personalized offers to help them wrap up the year with confidence.

5. Building Relationships During the Holidays

The holidays are a perfect time to strengthen your relationships with clients. A thoughtful message, a quick phone call, or even a holiday card can go a long way in showing you care.
Action Plan: Use this time to connect on a personal level. Build goodwill now, and it will pay dividends in the months to come.

How to Stay Motivated

Motivation can be tough when everyone around you is winding down, but here are a few tips to keep you focused:

Set End-of-Year Goals

Define what success looks like for the rest of the year. Whether it’s hitting a certain number of policies or booking appointments for Q1, having a clear target will keep you on track.

Celebrate Small Wins

Every policy sold, every renewal secured, and every appointment booked is a victory. Celebrate those wins to stay energized.

Surround Yourself with the Right People

Avoid the “holiday mode” crowd. Surround yourself with driven individuals who inspire you to keep going.

Remember Your Why

Think about why you started in this industry. Whether it’s to provide for your family, build a business, or help others, reconnecting with your purpose will reignite your drive.

This time of year isn’t a time to slow down. It’s a time to push harder, dig deeper, and outwork the competition. While others are making excuses, you can be making progress.

So, keep your foot on the gas. Stay focused, stay motivated, and finish the year stronger than you started. Your future self—and your bottom line—will thank you.

Why ‘It’s the Holidays’ Is Just Another Lame Excuse