Table of Contents
Key Takeaways
- The off-season is the perfect time to strengthen client relationships and improve retention.
- Educating clients can increase plan utilization and open doors for upselling.
- Small improvements to your pitch and materials can yield big results.
- Building a referral network during the slow season leads to future leads.
- Exploring new markets can uncover underserved industries that need vision care.
- Investing in your skills and business systems sets the stage for long-term success.
Every broker knows the year’s rhythm — some months are buzzing with client meetings and new enrollments, while others are noticeably quieter. But just because things slow down doesn’t mean your momentum has to.
Your off-season is more than a break in the calendar. It’s an opportunity to pause, reflect, recalibrate, and implement systems to set you up for success during the next busy cycle.
Here are six clever, actionable off-season tips for brokers to use this downtime to strengthen business, build a pipeline, and grow client base — all with the support of Vision Care Direct.
Reconnect with Existing Clients
When things are quieter, there’s finally time to check in — without the pressure of renewals or urgent requests. Contact your current clients and ask: How are their employees experiencing their vision benefits? Are they happy with plan carrier access? Have they encountered any plan use, appointments, or payment issues?
These touchpoints don’t just help with retention — they position you as a partner, not just a vendor. Use the feedback to note any improvements you can make to their next plan or suggest ways to improve employee education and usage. It’s a win-win: you nurture trust, and they get a better return on their investment.
Pro tip: VCD plans are built to offer simple, flexible, and affordable solutions that are easy for HR to explain and employees to use. Remind clients that choosing VCD means fewer headaches and more satisfied employees.
Educate and Upsell
Let’s face it — vision benefits can be confusing. Many employees don’t fully understand how their plan works or how to take advantage of it. That’s where you can add serious value.
Use the off-season to provide quick education touchpoints: a short webinar for HR managers, a downloadable FAQ for employees, or even a simple email campaign that discusses how to use their benefits. You could also introduce options like VCD PLUS, which boosts value with additional features.
When you educate, you empower — and when clients are empowered, they’re more likely to increase plan summary, add dependents, or bundle plans. Education becomes your tool for both customer satisfaction and growth.
Polish Your Pitch
When running at full speed, pausing and evaluating what’s working — and what isn’t — in your pitch process is tough. The off-season gives you the breathing room to step back and ask some honest questions:
- Are your proposal templates clear and compelling?
- Is your slide deck still current?
- Do you clearly explain how VCD is different from traditional plans?
Take time to refine your messaging and rework your materials. Highlight what makes Vision Care Direct a stand-out offering: level commissions, no rate cuts, nationwide access, and real value for employees.
Even a few tweaks to your proposal or demo script can significantly increase the speed with which prospects say “yes.”
Grow Your Referral Network
Word of mouth is still one of the most powerful growth tools in the industry — but it doesn’t happen by accident. The off-season is a great time to be intentional about growing your network.
Reach out to other brokers—especially those in health, dental, or life benefits—and explore cross-referral partnerships. Bundling vision care makes life easier for clients, so why not make it easier for your fellow brokers, too?
You can also join local chambers of commerce, industry LinkedIn groups, or small business associations to get your name from potential partners and clients. Even a few strong new relationships can lead to long-term success.
Explore New Markets
During your busiest times, staying in your comfort zone is easy — selling to the same industries and regions with the same approach. But the off-season is ideal for thinking bigger.
Are there industries in your area you haven’t tapped into yet? For example, vision care often overlooks hospitality, retail, remote-first teams, or gig economy platforms. These groups may not get the attention they deserve from other brokers — which puts you in the perfect position to offer a tailored solution.
Vision Care Direct’s flexibility and affordability make it an excellent fit for diverse clients, from startups to established businesses, contractors to full-time teams.
Invest in Your Growth
Remember: your business is only as strong as you are. The off-season is the perfect time to build your skills and strategy. Take a short course on sales psychology or marketing automation. Attend a virtual conference or industry panel. Set aside time to audit your current systems and find ways to streamline operations.
You can also connect with other Vision Care Direct Broker Partners to share strategies and success stories. There’s strength in community — and no shortage of inspiration when you surround yourself with peers who are also thinking ahead.
Set goals for the coming year. Review your commission strategy. Identify your biggest wins and where you can improve. Then, put a plan in place to make your next season your best one yet.
Stay Ready and Stay Ahead with Off-Season Tips for Brokers
A quiet season is never wasted if you use it right. Whether deepening client relationships, sharpening your sales pitch, or exploring untapped markets, the off-season is your springboard — not a setback.
For brokers, we offer a vision plan that has a higher rate of commission that doesn’t decrease based on volume or on the renewal of groups. We also offer a Broker Partner Program that gives brokers resources to help them build their business, free marketing dollars based on groups they sell, and finally, leads for new accounts from our doctors (providers). You can go on our website at brokers.visioncaredirect.com and sign up to view one of our Broker Partner Webinars presented by our CEO to learn more.
Ready to turn this season into a growth opportunity? Become a VCD Broker Partner and see how far you can go.
FAQs
What is Vision Care Direct, and how is it different from traditional vision plans?
Vision Care Direct offers nationwide access to flexible, affordable, prepaid vision plans. Unlike traditional plans, these plans have predictable costs, level commissions, and no rate cuts, making them a smart choice for brokers and clients.
Why should I call my clients during the off-season?
Calling during the off-season helps build trust, resolve issues early, and position you as a proactive partner — not just someone who shows up at renewal time.
How do I grow my client base when things are slow?
Use our off-season tips for brokers and focus on building referral partnerships, joining industry groups, and exploring untapped markets that may need vision benefits, such as the gig economy or hospitality industry.
What resources does VCD offer to help brokers during the off-season?
Vision Care Direct offers marketing materials, webinars, FAQs, and dedicated support to help educate clients, streamline proposals, and grow your business book year-round.
What is VCD PLUS, and how can it help me upsell?
VCD PLUS is an enhanced plan offering more features and greater value. It’s perfect for clients seeking broader plan summaries and helps brokers boost their commission while meeting client needs.
