Tips for Success in Wave Season
By: Sandy Saburn, CTIE

In years past wave season was defined as January, February, and March. Now it has extended into April and even May for some agents. Regardless of exactly how long wave season lasts, it is certainly an active period that you want to make the most of. So today I have a few tips to help you ride the wave!


Specifically, there are three things to do and three things not to do. Let’s start with the positives and what you should do.

  1. No matter how busy you are, qualify the client. When you are so busy you don’t know how you can possibly get everything done, it is super tempting to skip the qualifying process and jump right to booking – especially if the client seems to be in a hurry. But you still need to ask questions of the client about what they want so you make the best recommendations. So, no matter how tempting it is, don’t skip qualifying!
  2. Ask clients about their timeline. It is so important to make sure you are on the same page as your clients. They may be “in a hurry” to book and that means they want to get booked within a week. Or to them they may think “in a hurry” means by the end of the day. You need to know what their timeline looks like so you can follow up in a timely manner and so that you make sure you can meet their needs.
  3. Follow up, follow up, follow up. One of the top complaints I have heard from clients is that the agent never followed up after the quote. The client interprets that as you not being interested in working with them. Meanwhile you might think you have given the client everything they need and they will call if they want to book. Don’t wait on the client to call you! Call them after the quote. Expect the booking!


As a counterpoint to these suggestions for what to do, here are 3 things not to do!

  1. Don’t assume your clients will remember to call you in the first place. If you have been sending out a weekly email newsletter (or ezine), you have been prepping your clients to book with you. But if you aren’t regularly communicating with your clients, don’t assume they will remember you and call. Marketing in the first quarter will make sure you are top of mind.
  2. Don’t be seduced by “easy bookings” outside your specialty. Quick and easy bookings often turn out to be not so quick, not so easy, and not so profitable. Don’t take the booking if it’s not a fit. By referring the client to someone else you will make space for your ideal client!
  3. Don’t overwhelm your clients with too many offers. Your inbox is probably exploding with wave season offers from vendors. Don’t share all those deals and promotions in your social media or via email. You will overwhelm and confuse your audience. Even worse, you may inadvertently push the client to book direct.


I hope that these suggestions help you make the most of this wave season!