December is a hidden goldmine for insurance agents. Most agents slow down during the holidays, but the sharpest ones know this is the best time to protect their book and boost their revenue.

Cross-selling isn’t just about more sales. It is about building deeper trust. When a client has two or more policies with you, they are 60% more likely to stay with you long-term.

Here is your 3-phase plan to win the month of December.

You cannot sell what you haven’t identified. Look at your current client list and look for these three common gaps:

Medicare Advantage only: These clients likely need Hospital Indemnity or Dental/Vision/Hearing (DVH).

ACA only: These clients often lack Life Insurance or Critical Illness coverage.

Final Expense only: These clients may need a review of their health coverage.

Pro Tip: Use your CRM to tag clients who only have one policy. These are your “Blitz” targets.

The holidays are busy. Do not lead with a hard pitch. Lead with a “Service Check-In.” Use this simple framework:

1. Wish them well: “Happy holidays to you and the family.”
2. The “Gap” mention: “I was reviewing your file and noticed we haven’t secured your dental benefits for 2026 yet.”
3. The “Why”: “Most of my clients are adding this now to ensure they have no out-of-pocket surprises in January.”
4. The Easy Ask: “Would you like me to send over a 2-minute comparison?”

As the year winds down, people focus on their “New Year’s Resolutions.” Position insurance as a way to “Check a Box” for their peace of mind.

Use these specific “Blitz” scripts:

• The Hospital Indemnity Script: “I want to make sure your 2026 plan doesn’t leave you with a big bill if you have an overnight hospital stay. We can bridge that gap for less than $30 a month. Should we set that up?”
• The Life Insurance Script: “Many of my clients use the end of the year to make sure their family is protected. If something happened today, would your current plan cover everything? Let’s do a quick check.”

Instead of a download, follow this simple schedule:

• Week 1: Send a “Year-End Checklist” email. Mention dental benefit resets and holiday safety tips.
• Week 2: Call your Top 20 clients. Ask about their families and mention one ancillary product that fits their needs.
• Week 3: Post on social media about “Setting your 2026 safety net.”
• Week 4: Send a “Last Call” text or email for any plans that need to be active by January 1st.

The “Blitz” works because it focuses on current clients who already trust you. By filling their coverage gaps now, you protect your renewals and start the new year with a higher income floor.

Ready to dominate? At IAD, we provide the tools, carrier access, and sales training to make cross-selling second nature.