Work SMARTER: Tips to Increase Sales and Stress Less This Summer

Danae Branson
Jun 11
2 min read

I’ve had the pleasure of working with external wholesalers and regional vice presidents for the past 16 years, and one thing I’ve learned is this: they’re a hardworking, high-performing group! Their drive and dedication to serving clients is unmatched, but all too often, that passion leads to burnout.

While most wholesalers excel at sales, many feel stretched thin when it comes to the other demands of the job. If that sounds familiar, keep reading for practical tips to help streamline your summer, reduce stress, and boost your results.

Get Your Calendar in Order

Take time to organize your calendar—include vacations, conferences, golf meetings, and family time. Create loops or travel rotations that maximize efficiency and sales potential throughout the summer.

Rank Your Clients and Prospects

Save yourself time by ranking your contacts now. Whether you use A/B/C categories or personalized codes, define your client tiers:

A: Top clients you want to meet again and expect continued business from.

B: Promising contacts who could still close deals with some effort.

C: Those who’ve shown little potential—don’t waste time here.

This system is especially helpful if you work with a scheduling assistant—they’ll know who to prioritize and who to skip.

Build Smart Lists

Each week, create lists to guide your outreach. Examples include:

Top Clients
Top Prospects
New Selling Agreements
Clients with no activity in 60 days
Clients you haven’t met with in 90+ days

These targeted lists are perfect for dialing or delegating to your assistant to secure appointments.

Develop a Strong Hook

Advisors are overwhelmed with meeting requests. What sets you apart? Craft a compelling hook that highlights:

A hot new product
Time-sensitive opportunities
Strong recent performance
National recognition or media features

Lead with what makes your product (and you) worth their time.

Use Door Opener Gifts

Creative gifts can help get you in the door, or show appreciation. Think summer-themed: flip flops, golf balls, beach towels, koozies, Yeti coolers, sun visors, and more.

Add Value to Their Business

The best way to deepen relationships? Help your advisors solve problems. You could:

Co-host a client appreciation event (golf outing, picnic, beach day)
Offer marketing support or business-building ideas
Contribute to the cost of a virtual assistant

Not only does this support your advisor, it can also lead to more business for you.

Set Clear Goals

Goal setting is essential. Define what you want, outline how you’ll achieve it, and revisit your plan daily. When you stay focused and intentional, success follows.

Remember: Work hard. Play hard. It is summer, after all!

Hire a Professional Assistant

You should consider hiring a scheduling assistant if:

You're too busy selling to manage everything else
You dislike setting appointments
You struggle to ask for follow-ups during meetings
You want to expand your territory and deepen relationships
You need to increase sales, but are spending too much time on admin

A professional, experienced assistant can manage your calendar, book appointments, plan events, handle expenses, write thank-you notes and holiday cards, schedule travel, even send flowers to your grandma. Seriously.

I hope these tips help you boost your productivity and protect your time this summer!

—Danae Branson