Welcome to Selling Season!
Whether you are Product Manager, National Sales Manager, Wholesaler or Advisor the four month period of time from July thru October is the time you make your numbers for the year. Employers are most inclined to improve their company retirement plan for January 1st, 2016 at this time of year we call the Selling Season. Employers seem to be conditioned and comfortable discussing a retirement plan improvements now for the 1st of the year implementation.
Plan sponsors with a calendar year end plan are more aware of their company retirement plan at this time of year because Form 5500 is due by July 31st, (unless a 2 1/2 month extension is sought). And if the plan has over 100 participants the plan audit is being finalized to attach Schedule H to their Form 5500.
This is the time of year for all prospect facing sales professionals to continue to be in contact with plan decision makers. Hopefully you have been in communication with plan prospects over the past months and possibly years leading to this selling season. Those numerous communications prove your determination and make it easy for the decision maker to remember you. Prospects will still vacation over summer, but as each day progresses your persistence and timing can be most rewarded.
July 2nd, 2015