The final weeks of the year are a natural time for reflection. Clients are reviewing their finances, thinking about next year’s goals, and making plans for their families. This mindset creates the perfect opportunity for an insurance agent to step in as a trusted advisor.

Key benefits of a year-end check-in:

• Retention: Clients who hear from you regularly are far less likely to switch to another agent. 
• Cross-selling: You can identify coverage gaps and offer solutions before the client goes elsewhere. 
• Referrals: Happy clients during the holidays are more likely to refer you to friends and family. 
• Momentum: Lining up Q1 business now means you start 2026 at full speed. 

You can’t realistically call every client before December 31, so it’s important to focus your efforts where they’ll have the most impact.

1. Segment by Policy Type & Renewal Date 
   • Start with policies up for renewal in the next 90 days. 
   • Look for high-value or high-risk accounts that require more personal attention. 
2. Identify Cross-Sell Potential 
   • Pull reports from your CRM to see which clients only have one product with you. 
   • Focus on policies that pair naturally, such as Medicare + Dental or Life + Long-Term Care. 
3. Flag At-Risk Accounts 
   • Look for clients who haven’t engaged with your emails or missed a renewal conversation.

You don’t need an overcomplicated system , just a repeatable process you can use year after year.

Step 1: Personalize the Outreach

Avoid generic holiday blasts. Use the client’s name, reference their current policies, and acknowledge life events if you know them.

Example:
“Hi Jane, as we wrap up 2025, I wanted to make sure your Medicare and dental coverage are still meeting your needs. If you’ve had any changes this year, now’s the perfect time to review.”

Step 2: Provide Value Upfront

Clients respond better when they feel you’re bringing something useful.

• Share updates about policy changes. 
• Offer a quick coverage review. 
• Provide a checklist of insurance to-dos before the new year.
  

  Step 3: Review Coverage Gaps

  Ask targeted questions to uncover needs:

  • “Has your household income or size changed this year?” 
  • “Have you purchased any new property or taken on new responsibilities?” 

  Step 4: Plant Seeds for Q1 Opportunities

  Even if the client isn’t ready to make a change today, set up an appointment for early January.

  Step 5: Follow Up Promptly

  If they request changes or information, don’t let it linger. Quick follow-up shows professionalism and builds trust.

By the time you shut down your computer for the holidays, you should have a clear picture of your Q1 pipeline, stronger client relationships, and fewer at-risk accounts. Remember, the agents who finish the year strong are the same ones who start the new year ahead.

Next Steps:

• Pull your December client list today. 
• Block two hours a day for outreach. 
• Track every conversation in your CRM.