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Holidays

title: How to Handle the "Holidays". description: [AFW S.12.27] Securities Objection #27 published: true date: 2026-06-30T08:12:13.602Z tags: editor: markdown dateCreated: 2021-11-17T02:29:52.863Z

Watch Holiday Tip VIDEO


  • Holidays can be a challenge to set up appointments. People often use the excuse that the holidays are too busy and try to push things off to the beginning of next year. This tip is to encourage and empower you, the adviser, to push through and get the appointment scheduled.

  • Often times it is not the potential client that is the problem but instead you the adviser. Don’t be part of the problem. Make sure you have a sense of urgency in setting up appointments and not using the holidays as an "avoidance behavior". In reality, between Thanksgiving, Christmas and the New Year there are only seven days of holidays. Unfortunately, advisers and potential clients often view the holidays as two months.

  • If you want to be above average work hard during this time period. Chances are your competitors are not so if you can set appointments during the holidays you and your business will succeed.

  • By working during the holidays you are getting things rolling so that when January arrives you and your clients are already in the mix of things. Again, encourage and lead your clients to getting things started now, not waiting until January to get started when instead January could mean you’re already rolling along towards your goals.

  • “Never set an appointment to make an appointment”. Instead, even if they aren’t ready ask them to pencil in an appointment (this may get changed) but by doing so there is a form of commitment.