You are looking at it wrong.
There’s a super old book called the One Card System (which I highly recommend) and it’s all about follow up, CRM, etc but it’s also about 20 years of this guy doing the numbers. It’s 10-3-1 (at your point in the game). For every 10 people you talk to, you’ll get 3 appts and 1 sale.
You do not want to a build a book based on AEP sales. You want to sell 10-20 policies per month, 12 months a year. Your marketing plan should include handwritten thank you cards immediately (Helllllloooo referrals) and again in January. How are you touching each client 4x a year? How are you getting in front of enough people to get 10-20 new clients each month?
This is an incredibly tough business to start but it kicks major ass later
What methods are you using to connect with clients 4x a year ? I do b day cards, thank you cards for new business and referrals, and one phone call a year, but am always looking for ideas to improve retention and most importantly grow referrals ?