​Happy New Year!

As we turn the calendar to January, we enter what we often call separation season — that critical stretch when agents either get focused about their marketing and growth… or fall back into reacting instead of planning.

This is the time to map out your marketing, your activity, and your goals, so the rest of the year has direction and a focused goal. As my father, Ray Ohlson, has always said:

"Activity leads to APP-Tivity!"

Looking back at 2025, we couldn’t be more proud of what our agents and team accomplished together. Our Lead Program continues to deliver at a high level, generating millions of dollars in annuity premium. At the same time, our Elevate workshop program has grown — a proven no-dinner workshop program mentored by a $50M FIA producer.

None of this happens by accident!

Behind every lead, every appointment, every case, contract and every funded policy is an incredible staff working tirelessly to support our agents. From contracting and case design to marketing, operations, and service — our team shows up every day with professionalism, heart, and a genuine desire to see agents succeed. I can say that The Ohlson Group has the best back-office in the industry.

And to our agents: thank you. You are the engine of everything we do. We never lose sight of the fact that this business only works when you help a client make a good decision. Your trust in us, your effort in the field, and your commitment to serving families are what make The Ohlson Group what it is.

As we step into this new year, our hope is simple — that 2026 brings you clarity, momentum, prosperity, and fulfillment both professionally and personally. We’re excited about what’s ahead, and we’re honored to be in your corner as you work toward what could be your best year yet.

From all of us at The Ohlson Group, Happy New Year — and here’s to a strong start and an even stronger finish!

​Getting the attention of prospects can be tough. It requires offering something of value. Promotional offers or free quotes can be effective ways of getting engagement quickly.

Promoting new rates can effectively raise interest among potential customers. For example, one carrier offers a discount for current tobacco users trying to quit. The other guarantees coverage for those with diabetes. Both can often be objections postponing and preventing the person from being insured.

• ​Agents should lead with promotional details to address objections.
• Emphasizing the protection of family from rising costs can motivate discussions.
• Example script includes informing prospects about new rates and their benefits.

Free quotes are a powerful tool for generating interest and facilitating sales.

• Agents can offer free quotes with no obligation to encourage engagement.
• Quotes can be delivered via email to streamline the process.
• Confirming email addresses and follow-up dates helps maintain momentum in the sales process.

Multiple calls are often necessary to close sales in the insurance industry.

• Follow-up calls should check if prospects reviewed sent information.
• Open-ended questions encourage prospects to engage in conversation.
• Agents can offer to walk through information together to clarify details.

Establishing credibility and setting a clear agenda is crucial in closing calls.

• Agents should explain their role and the company’s offerings upfront.
• Providing a state license number builds trust with prospects.
• Highlighting the benefits of final expense plans can alleviate concerns.

Understanding customer situations helps tailor insurance solutions effectively.

• Agents should ask about existing policies and reasons for considering new options.
• Questions about financial concerns and family protection reveal customer priorities.
• Gathering information on health history aids in assessing eligibility for coverage.

Effective rebuttals to common objections can help maintain customer interest.

• Scripts should address lack of interest by emphasizing urgency and promotional offers.
• Agents can counter claims of existing coverage by discussing potential gaps.
• Acknowledging busy schedules and offering quick solutions can keep prospects engaged.
• Paint a picture of success in their mind. Whether it’s not leaving a financial burden for their family or a desire to leave a legacy for children or grandchildren, let them know what they are doing is a very good thing!

Call us, sorting through all the options can be exhausting, we have the resources and tools to make this much simpler for you to deliver the protection your clients deserve! Now is the time. Let’s talk soon!