Keys to a Record-Breaking Fourth Quarter

September 29, 2025

Published by: Christy Downs

Finish Strong: Emin's Keys to a Record-Breaking Fourth Quarter

The fourth quarter is a critical time for life insurance agents, often accounting for 40-50% of the industry's annual business. But for top producers like Emin Adjemian, it’s not just a busy time—it's the season for record-breaking success. On a recent Coffee with Closers episode, Emin shared his playbook for finishing the year strong, and his strategies can help any life insurance agent meet and exceed their goals.

The 3 Pillars of a Successful Fourth Quarter

Emin’s philosophy can be boiled down to three key principles: focus, urgency, and execution. He explains that human nature, for both agents and clients, is to procrastinate. This creates a natural urgency as the year-end deadline of December 31st looms. This is a powerful motivator that can be harnessed to drive unprecedented activity.

He and his team use this momentum to their advantage, treating the last three months of the year like a “12-week year.” This intense, focused period is when they ramp up their efforts to hit their annual goals.

The Playbook for Success

So, how do Emin and his team put these principles into action?

1. Set Big Goals and Stay Accountable. Emin believes that setting a clear, ambitious goal is the first step. He and his team write down their goals, such as closing 100 applications in a month, because he knows that putting a goal out there makes the subconscious mind start working toward it. He also emphasizes daily tracking and visualization to keep the goal top of mind.
2. Conduct Mandatory Annual Reviews. Emin's team doesn't rely on random calls. They systematically contact their existing clients to conduct annual policy reviews. This is a dual-purpose strategy: it strengthens client relationships by ensuring their protection is up-to-date and reveals opportunities for additional coverage. Emin notes that most families are not fully protected and that these reviews often lead to cross-selling other products like annuities.
3. Get Excited by the Product. Emin recommends that agents read product brochures and become genuinely excited about the value they can offer clients. This passion is contagious and helps them create a compelling and valuable conversation. He notes that clients often have money sitting in bank accounts that aren't working for them, and it's an agent's job to show them how a life insurance product can offer a better solution, especially given the current economic climate.
4. Community and Networking. Emin is a big believer in community involvement. He suggests joining non-profit organizations and attending networking events and galas. This not only builds trust but also creates a natural opportunity for people to ask about what he does, leading to new prospects.

The Best Time to Start is Now

Emin emphasizes that you cannot wait until December to make things happen. The preparation for a record-breaking fourth quarter begins now. He encourages agents to "be an employee of your business" and to work overtime, putting in 14-16 hour days if necessary.

The fourth quarter is more than a deadline; it’s an opportunity to achieve your goals, secure your financial future, and set yourself up for an incredible start to the new year. By following Emin’s lead, you can make this your best quarter ever.

If you’re a life insurance agent looking for an IMO, BGA, or new agency that provides the coaching, training, and weekly motivational podcasts to help you achieve your own record-breaking success, contact FFP Insurance Services to learn how we can support you.