For this year’s ProVisions issues, I created animated banners that brought a fresh sense of movement to our marketing visuals. This project was especially meaningful because it was my first time working in After Effects. Learning the tools while figuring out how to translate our designs into smooth, engaging motion pushed me to think differently about timing, layout, and visual impact. It was a rewarding challenge, and the finished animations added a polished, dynamic touch to our digital issues.
Getting the opportunity to sit down with an industry veteran like Darryl Thomas was an amazing experience. His stories, his pride, and the chance to talk about the evolution of the medical professional landscape was fascinating, especially as someone who is still so new. Darryl taking the time to sit down and have that conversation for “Passing the Torch” was a top three highlight of my work this year.
Over the past year, one of my favorite pieces that I had the opportunity to write was “An Update on Phyllis, Eastern’s AI-Powered Associate: Two Years of Success,” because it allowed me to revisit an early case study of enterprise AI adoption. At a time when organizations everywhere are grappling with how to responsibly scale AI, this article provides a real-world example of how it can drive efficiency while still supporting—not replacing—the people behind the work.
Art directing the July 2025 issue of ProVisions inspired by the classic board game Operation, using its familiar visuals to highlight our Claims management was especially satisfying—I’ve wanted to use this concept for a cover for years. The final illustration brings a playful twist to a serious topic.
At my immediately pre-NORCAL position, I cultivated an interest in user experience from a cybersecurity and network perspective. I brought this interest with me to NORCAL, then ProAssurance, and began contributing content on user experience as applied to healthcare, aka, patient experience. “The Impact of Healthcare Consolidation on Patient Experience” is my latest on the topic.
I enjoyed revisiting “Private Equity in Healthcare Today” for our November issue. This is an interesting and relevant topic we covered a few years ago. I found the research process to be very satisfying and would love to write more informational, long-form pieces that cover a variety of MPL industry topics.
I passed the Certified Trade Show Marketer (CTSM) exam, which is part of a two-step process for earning the CTSM certificate. The certificate is helpful when managing the many events my team handles. In 2025, we managed 18 state level exhibiting conferences, seven national conferences, and 13 social events.
The ASHRM planning team had a custom wrapped racecar in our exhibit booth for the ASHRM 2025 Annual Conference in Charlotte, NC. The ProAssurance branded car acted as a photo op spot and got attendees excited to attend our Customer Appreciation Event at the NASCAR Hall of Fame. When the car came up originally in a planning meeting, it was a "half joke/half not" kind of idea, so it was great to see it actually come to life.
I developed the graphics for the ASHRM 2025 Conference trade show booth—including the car wrap, booth backdrop, and a range of supporting materials. This was an exciting project because I had never designed for a vehicle before. Working with irregular surfaces and scale forced me to rethink how the graphics flow and interact in real space. The challenge was enjoyable, and a hit in the booth!
Being part of the planning and execution of our ASHRM Annual Conference efforts is always something to be proud of. ProAssurance consistently shines as the star of the exhibit hall, and our after-hours events never fail to impress. That success comes with plenty of hard work—challenging yet rewarding and fun. After all, how many people can say they’re on a team that brings a deer decoy, a dancing shark, or even a real racecar to an insurance conference?
We revamped our promotional strategy for Risk Management content in 2025—swapping from specific promotions per piece to a weekly email digest (sign up on the homepage!). Not only has this provided us a much better venue for showcasing the incredible library of content the team has created, it gave us a space to experiment with more unique promotions like our Speakers Bureau, custom Wordle games, and video. The response has been great, and I’m excited to grow our campaign next year.
We created this page to showcase the Rapid Risk Review podcast right here on our own site rather than linking directly to the Spotify app. By hosting it on our Risk Management website, we ensure we can fully capture and analyze the web analytics data to better understand how users are engaging with the content. Our goal was to make the podcast more accessible and visually appealing, while gaining valuable insights into audience behavior. It’s my favorite newly launched webpage!
Tawny played a pivotal role in managing all Marketing & Communications responsibilities for the internal State of the Region meetings. This included reviewing and deploying communications, designing and formatting event print collateral, and overseeing the inventory and distribution of promotional items. Notably, this was one of the first projects Tawny managed independently—a complex, months-long initiative with many moving parts. Tawny excelled in ensuring every task was completed on time and with precision.
I feel proud of my recent webinar series project, which involved eight webinars, four panelists/speakers, and four additional practice webinars, all within two weeks. The intended audience was our agents and brokers and we had a fair amount of interest and registrations, with multiple agents asking for a recording.
I was able to channel my inner Sherlock Holmes during the transition from the “Treated Fairly” logo to the current ProAssurance brand. I designed and implemented a Brand Tracker database in Airtable [the department’s project tracking software] to help uncover where the logo “bones” are buried. Over the past year, this tool has served as a centralized record documenting logo locations, departmental ownership, contacts, and replacement status, making it easier and quicker to update assets in the future.
Beth took the lead on redesigning the Producer Guide—taking this document from an interactive PDF to a page on our agent website. The final version is much easier to navigate, share, and keep updated so it can serve as a key resource for our agency partners as they manage their business relationship with ProAssurance.
Macey helped streamline our thought leadership article process for medical association distribution. With the new process and the Knowledge Center, medical associations can access our materials quicker, which lets them publish our Risk Management team's content more often.
Our Creative team produced a third photoshoot capturing hero images of medical professionals in hospital-style scenes. The goal was to highlight doctors and advanced practitioners in moments of focus, collaboration, and patient care. The project was especially satisfying to produce because it allowed us to shape authentic, high-quality visuals that truly reflect our brand. The resulting images strengthen and expand our proprietary visual library, reduce reliance on stock photography, and support more targeted marketing across the company.
What professional accomplishment from this past year are you most proud of?
I am proud to have continued building The Women of Influence Initiative with our Elite women trading partners and key ProAssurance women leaders. We had our second meeting at Leadership Elite Cabo in September.
I became part of the Alabama direct business development team in 2025, and it has been a great experience. Having the opportunity to contribute to the team, serve our existing clients, and bring in new business has been an amazing accomplishment this year. Participating in many Tier 1 Leadership That Works [ProAssurance’s internal leadership program] training classes has helped me learn more about ProAssurance and provided me with an in-depth knowledge of medical professional liability insurance.
I have two—I completed my RPLU certification and I was promoted to Senior Underwriter.
I am proud of launching the next-gen portal and then the subsequent 2.0 enhancements.
I am going out on a limb and sharing what I am most proud of from a personal perspective because I believe that the outcome absolutely transcended personal achievement and impacted my professional life and accomplishments. It definitely made me more balanced and self-assured. In July, I hiked Mount Rainier with my daughter. It was not an easy climb, but I did it! It took a couple of weeks for the pain to stop afterward, LOL, but it was absolutely worth it.
My top accomplishment was earning my Certified Professional in Healthcare Risk Management (CPHRM) certification.
The professional accomplishment I’m most proud of this past year was developing a clear, enterprise-ready vision for our end-to-end automated platform. Along with my teammates on the Automated Business Unit team, we defined a customer-centric digital experience seamlessly blending manual and automated decisioning, and established the path for further automated opportunities. This achievement not only aligned cross-functional stakeholders around a unified future state but also positioned the organization to modernize automation at scale.
I am proud of the educational accomplishments of the Custom Physicians team. In the last year, six team members have received various designations from PLUS and several have completed Leadership that Works Tier 1 (ProAssurance’s leadership training program).
I’m glad to have met and oftentimes exceeded the daily expectations of file setup while answering calls with claims reporting and other issues that may be transferred to our department. This may seem a simplistic accomplishment, but it takes a great deal of balance and hard work to do.
I am proud I earned my RPLU designation. I have been working on this designation for two years.
This past year I earned my PLUS Certificate in PLI as I continue to work toward my RPLU designation.
I’m proud I became more familiar with processes and am building more confidence in my role.
I completed and received my Registered Professional Liability Underwriter Plus (RPLU+) designation this year, as well as few certificates related to the MPL industry such as Certificate in PLI, Certificate in Medical Professional Liability, Certificate in Executive Liability, and Certificate in Cyber Liability.
I’m most proud of our team integrating the use of frictionless underwriting to Wisconsin and working to enhance the value of our ISMA sponsorship in Indiana. I love the way the Midwest Business Development team and the Midwest Regional Executive team work together to bring value to our insureds and business partners.
I am most proud of earning my Registered Professional Liability Underwriter designation.
I’m proud that we accomplished all our departmental goals in 2025. Notably, generating quotes and binding coverage without human intervention for small groups is an amazing feat!
I’m proud of the strong relationships I’ve continued to build this year with my team members, agents, and insureds. Together, we’ve worked as a collaborative team to deliver excellent service while balancing the needs of the business. It’s been a true team effort, and I’m grateful to have played a part in making it happen.
There was a wide release of the new Knowledge platform (ProAssurance’s digital library of resources and instructional content) in August 2025. I created 26 new articles between August and October that were approved and published on the platform.
I am just proud of how far I have come this year and am enjoying learning new things every day.
Professionally, I am so proud of my team. They are wonderful! They respect and take care of each other. That brings me a lot of joy. WGSD! Personally, I am proud of myself for reaching my milestone goal of 250,000 meters in rowing class this year. I am also happy I was able to make time to volunteer at The Goodie Two Shoes Foundation. The organization provides new shoes to disadvantaged children and kids in crisis. I have been doing this for a couple of years now but was finally able to dedicate some real time to the group. It is a heartwarming experience for both the volunteer and the recipient of brand new shoes—sometimes the first new pair they have ever had. The organization was introduced to me by a former employee, Brian Kern, who passed away in 2024. I think of him every time I am there.
I took part in many interdepartmental work activities, so I feel like I've made a lot of new friends at ProAssurance this year.
I’m most proud of my completion of ProAssurance’s leadership training program, Leadership that Works Tier 1, as well as my promotion to Senior Claims Services Technician.
I’m most proud of my promotion to the leadership team of my division.
A year ago, I brought the idea of Tabletop Exercises to the Risk Management department’s yearly meeting. The team jumped in with proposals, scenarios, and suggestions for me to make this initiative come to fruition. A year later we have a suite of these new resources available on our website. I'm so proud of how this group all contributed to help get this idea off the ground!
I was honored to receive the Core 4 Award (ProAssurance’s quarterly team member recognition) for Integrity.
Through our ongoing collaboration efforts across the organization, the ABU team made significant strides in enhancing our user experience within our rate, quote, and bind platform. We also now provide our partners with the ability to access small group policies through our automated platform, in addition to making additional states available.
What this team has been able to accomplish in such a short period of time is truly remarkable. The dedication, hard work, and collaborative efforts have laid a solid foundation for even broader automation possibilities, which we are eagerly anticipating in 2026.
While I am incredibly proud of the product this team has produced, it’s the collaborative spirit and teamwork that have been evident through the entire process that I take most pride in. This accomplishment would not have been possible without the vital contributions of our key internal partners whose engagement and dedication were crucial in helping us realize success in achieving these goals. The unique expertise and perspectives, collectively, made a significant impact. I truly believe this ABU team does an exceptional job of fostering collaboration across all our teams. It has been an absolute privilege to lead such a dedicated and inspiring group of individuals.
I am proud that I was able to complete Leadership that Works Tier 1 in 2025. Sometimes it was difficult to schedule the instructor-led classes due to my travel schedule, but I completed the final course last month!
My proudest accomplishment this year was cracking the code on how to get Foxit to open with the text tool instead of the hand tool. It may not be glamorous, but when you’ve wrestled with a PDF enough times, it feels like winning an Olympic event.
I am proud to have joined the ProAssurance/PICA Claims team.
I am proud to have led the Risk Management department during a period of significant change and opportunity. My promotion to Assistant Vice President has allowed me to strengthen collaboration with colleagues across the organization and foster deeper partnerships than in previous years. I have witnessed meaningful improvements and the delivery of valuable services both internally and externally, benefiting insureds and agents.
I was promoted to Northeast Underwriting Supervisor and also completed the Leadership that Works program.
I earned a CPHRM certificate and spoke on telemedicine at the joint Pennsylvania Medical Society and Pennsylvania Bar Association’s annual conference.
This year, two of my files went to trial and both received defense verdicts. The first was a very challenging birth case against one of the best plaintiff’s firms in Alabama. The second should have been a very defensible extravasation case, but unexpected and challenging testimony developed during the trial. Due to having very great defense counsel and superior comprehension of the medicine, we were able to win both cases.
I am proud to have adopted and incorporated a myriad of system changes in job performance.
Finishing up my RPLU+ as well as my CPLP felt really great! The RPLU is something that has been a goal of mine, so I am thrilled to have accomplished that.
I am proud that I learned a new software system so I can assist the Credentialing department with triaging email requests.
I am proud to have participated on the Implementation team to develop a new Annual Baseline Self-Assessment application with SureMed. We’re in the final days of development and planning for a soft launch in December. The new application will automate the process of administering the practice self-assessments.
For me, I was most proud of getting the Q4 Risk Management webinar completed and presented with my teammates Barbara Hunyady and Joanne Simmons. We worked very hard to make it very interactive and had an extremely dynamic speaker interview. It was one of the most rewarding and fun projects I have worked on at ProAssurance.
When I was hired in 2012 as an Underwriting Customer Service Representative, my ultimate goal was to be a Senior Underwriter. After obtaining the RPLU designation in 2019, P&C license in 2020, my degree in 2022, and the RPLU+ and CPLP designations in 2023, that goal was finally met earlier this year. I am proud to be part of the Midwest Underwriting team and look forward to continuing to work together with our agency partners to provide outstanding service to our insureds.
Creating risk resource content and speaking at the Kentucky Society for Healthcare Risk Management (KSHRM) this year was wonderful. I just started working with ProAssurance in August 2025, and I am very proud to already be so deeply in the work and adding value!
I am most proud of the accomplishments and positive attitude of my team: the Rate-Makers! This year our team faced two primary challenges: increasing efficiency and improving the quality of communication regarding indications with other departments. Each team member embraced these challenges with a smile, demonstrating high energy and actuarial ingenuity throughout the process. Through dedicated research, hard work, and genuine enthusiasm for change, our team made significant strides. As a result, colleagues in Underwriting, Business Development, and other areas now have a much clearer understanding of developments in medical professional liability loss costs across various states. Also, special recognition needs to be given to artificial intelligence. AI played a crucial role in the team’s success. With the assistance of AI, each Rate-Maker enhanced their coding skills, produced professional-grade presentations, and created email communications that rival those written by seasoned professionals.
I am most proud of being promoted to Lead Claims Specialist.
I am proud to have earned my RPLU+ and my ExecPLP designations this year.
Defense verdicts never get old! I was proud to have helped in obtaining a defense verdict in a trial involving an alleged bowel injury during surgery. The look of elation and relief on the doctor’s face after the verdict is such an incredible motivator!
I am proud of meeting my production goals.
I play train dominoes with the family the night before Thanksgiving.
One of my favorite holiday traditions is decorating the Christmas tree with my family. We make it a fun event each year with a breakfast of cinnamon rolls, sausage balls, and raspberries while we decorate the tree. With the collection of handcrafted, gifted, and purchased ornaments over the years, I reminisce about how our family has grown and how God is good.
Our family gets together every Christmas Eve and we have a white elephant exchange and eat tamales.
I love going to pick out our Christmas tree and the smell of the tree in the house for the next month.
I have so many great memories of getting a live Christmas tree! For years, my fellow ski racing coach colleagues and I trekked my dad’s property looking for that perfect tree, and when we found it, we celebrated with peppermint schnapps snow cones—a wonderful tradition replaced with an even more special one: my daughter and I picking out our tree and then decorating it with multiple generations worth of ornaments. Each one is special and carries with it a holiday memory to recall, share, and hold dear.
I love our annual cookie bake day with my siblings, nieces, and nephews. No matter how old the kids get, they still love decorating cookies together.
Without a doubt, my favorite tradition is our Christmas Eve family gathering—good food, quality time with the most important people, lots of laughs, and some late night caroling.
Having grown up in South Texas, tamales at Christmas have always been a favorite.
I love to sing and the fact that it is such a beloved tradition to sing Christmas songs during the holidays warms my heart every year. There have been numerous occasions to participate in this festivity like delivering fruit baskets to our elderly and shut-ins for church, visiting nursing facilities and hospitals to sing, or participating in chorale events. There are definitely special memories tied with this tradition.
My favorite holiday tradition is watching all the iconic Christmas movies. My favorite Christmas movies are Elf, Christmas Vacation, and The Christmas Story.
My favorite holiday tradition is on Christmas Eve when, as a family, we read the Christmas Story and poem “The Night Before Christmas.” After that we set out cookies and our “Santa Key.” My daughter is 16 and no longer believes in Santa, but she still insists that we do all these things each year.
Every year, I’m forcing my family to watch at least two versions of A Christmas Carol with me.
I love getting together with the family for Thanksgiving.
My favorite tradition is going to church on Christmas Eve followed by spaghetti dinner and watching A Christmas Story. It is a bit different now that we are empty-nesters, but we generally have the company of one of the kids or the other and their companions.
My favorite holiday tradition is using my grandmother’s old recipes to make Christmas dinner with my daughter.
My favorite tradition is the Feast of the Seven Fishes (a traditional Italian-American Christmas Eve dinner) on Christmas Eve.
Every year my cousin and I set aside a day for holiday baking, a tradition we started back when we were both newly married, long before kids came along. Now that we both have daughters, they’ve joined in and made it even more special. Our families look forward to the treats we create each year. While many recipes stay the same, we always make sure to try something new.
My favorite tradition is going to a Christmas tree farm with our manual saw and selecting our tree, then bringing it home and decorating it. Also, I love singing Christmas carols at local nursing homes with our church group.
I let each of my boys pick out a Christmas ornament every year. My Christmas tree is full of different ornaments from Skittles candy to ice cream cones.
My favorite holiday tradition is doing absolutely nothing!
My favorite tradition is the Christmas tree décor.
My favorite holiday tradition we have had since I was a child is putting up the Christmas tree and all the decorations on Thanksgiving Day. My grandchildren love it, especially seeing their artwork from school preserved from years before, along with their parent’s artwork and their Noni’s (me) artwork is always a huge laugh.
My favorite tradition is spending time with family and friends.
We do a one-night local staycation with our two kids (now 11 and 14), where we visit Santa (those days may be gone), get all the warm, wintry drinks, look at holiday lights, listen to carols, and take in the season with gratitude.
My favorite is our annual family trip to Callaway Gardens Fantasy in Lights. It started years ago with just five of us, and now it’s grown into a lively crew of 14. It’s one of my favorite reminders of how our family keeps growing, changing, and showing up for each other.
We tend to have more downtime during the holidays with the kids having a break from school, so our favorite holiday tradition is definitely family time playing games and working puzzles. As my husband loves to say, “It’s puzzling season!”
My favorite tradition is going into San Francisco each year in December. We do some shopping, see the holiday decorations, and enjoy a delicious dinner. Holiday time in the city is truly magical.
My favorite holiday tradition is my family’s annual trip to Gulf Shores. Christmas at the beach might seem strange, but we’ve fully embraced “sunscreen over snowflakes” as our holiday vibe.
Christmas Eve dinner and games with family are my favorite.
My favorite holiday tradition is baking cookies for Santa with my three boys. I used to make gingerbread cookies with my mom, and now it’s great to pass the tradition down in my own family.
My favorite tradition is Christmas Eve with my huge Italian family. We all gather at my brother Paul’s house. Santa comes for the smaller nieces, nephews, and cousins. We all bring food and drinks and have a huge celebration. Once the extended family leave, my immediate family (brothers, sisters, and nieces and nephews) turn up the music and dance, drink, and play games.
My favorite tradition is making homemade pizza with the whole family on Christmas Eve—we’ve been doing it since we were children.
Decorating the Christmas tree is my favorite holiday tradition. Our family collects Christmas ornaments from all the places we visit. The day after Thanksgiving we buy an eight-foot Fraser fir tree. We bring the tree home, rearrange furniture, and struggle to get the tree up and straight. Then we turn on a Christmas movie while the whole family decorates the tree. Pulling out the Christmas ornaments from our past family trips brings back great memories.
My favorite holiday tradition is Thanksgiving Eve meal at a Mexican restaurant in preparation for four days of leftovers. Then, Thanksgiving Day morning, making green onion biscuits with my family while watching the Macy’s Thanksgiving Day Parade. We get our Christmas cookie cutters and make amazingly yummy treats as a kickoff to the Christmas season. Kiddos are now 27 and 24, and this is an activity we still enjoy. Then, after “lupper” (lunch/supper), we further kick off the Christmas season watching Christmas Vacation.
Some of my favorites include baking cookies and decorating them, finding a nearby ice rink to skate, and hopping in the car with hot chocolate in hand to check out holiday lights.
I love fireworks on any holiday, but if I had to choose, the Fourth of July is my favorite.
I love cooking a big meal and having all my family and friends over.
My favorite tradition is making Christmas tamales. When living in San Francisco, Tracy and I would make them to pass out to our family or friends. We didn’t leave much for ourselves; we enjoyed passing them out. If you were lucky, you also received a pint or two of “Mexican Gravy,” as my wife likes to call it. Now that we live in Phoenix, we enjoy gathering with family to make tamales. It doesn’t take nearly as long as it used to take with just the two of us!
I like going around to the neighborhoods in our town that are known for light displays, and they never disappoint! Winterhaven is a big one here in Tucson.
I wouldn't say it is my favorite tradition, but my father made oyster stew every Christmas Eve.
My favorite holiday tradition is spending quality time with family and friends and giving back to our community.
I love picking out specific holiday ornaments for my children each year based on their current interests. Then we look through all the ornaments from years past and reminisce.
My best friend and I, with the occasional addition of our husbands, make an annual trip to experience the best holiday light displays. We started in 2015 with the lights at Callaway Gardens in Georgia. The following year was the Oglebay Festival of Lights in West Virginia. Those two still rank among our all-time favorites. After those first two trips, we were hooked. The excitement of discovering new displays and sharing these moments cemented a new annual tradition. If you ever find yourself riding a trolley through a Christmas light display and hear some strange women burst out singing, “It’s a Holly, Jolly, Trolley,” be sure to come and say “Hello!”
Our children are grown and out of the house, so it is difficult to think of a current holiday tradition. However, I do still fill Christmas stockings for all our children and use the same stockings they have had since they were born. They all still love opening their stockings more than their presents.
I buy my kids and grandson Christmas PJs to open on Christmas Eve, along with a family gift like a board game or movie that we enjoy together. Then on Christmas morning, we all open presents still wearing our PJs.
Mallory Earley, AVP of Risk Management, lives a few doors down from us. Our families always get together on Christmas Day so all the kids can display the goodies Santa brought them.
I enjoy reading the story of the birth of Jesus during the family get-together.
.png?width=300&name=MicrosoftTeams-image%20(28).png)
The Most Overlooked Sales Skill in December
(And How It Sets You Up for a Strong 2026)
During my medical rep days, I used to dread the holidays. Not because I’m a bah humbug kind of guy. I love the lights, the food, the energy—and yes, anything eggnog flavored.
But I hated the disruption to my business.
Right around Thanksgiving, something strange happens inside practices, clinics, and hospitals. Healthcare doesn’t necessarily slow down—but decision-making does. Attempts to conduct business slip into that familiar black hole known as “Check back after the New Year.”
I hated that feeling of the year’s momentum slipping away. Suddenly, physicians who were accessible are impossible to reach. Product discussions disappear. Early in my career, I’d go with the flow and wait until the celebrations were over. Then I learned how to keep December productive: Close pending business whenever possible, and launch follow-up plans for January.
Follow-Up: A Key Strategy. Not an Afterthought.
Follow-up is one of the most overlooked and underdeveloped skills in healthcare sales. Too often, sales reps and agents treat it like an afterthought:
- “I haven’t talked to Dr. Smith in a while. I should probably email him.”
- “I sent the quote three weeks ago. Maybe I’ll try again.”
That’s not a strategy. That’s sales guilt disguised as good intentions!
When you’re selling professional liability insurance—something that requires analysis, documentation, and decision-making—follow-up can’t be optional, random, or reactive. It must be intentional and built into every client interaction.
If you can follow up effectively during a month when nobody has time, you’ll have a skill that carries you through the entire next year.
A Follow-Up Strategy Built for the Holidays
Here’s a simple framework you can implement immediately.
1. Start Follow-Up Before the Conversation Ends
Every customer encounter or contact should end with an agreed-upon next step. Try something like: “Since December is hectic, I’ll send you a short summary this Friday, and we can reconnect the week of January 5th to continue the conversation. Does that work for you?”
This turns “follow-up” into a continuation, not a chase.
2. Use a December-Friendly Approach
Keep communications short, clear, and value-driven:
- A recap of key points.
- A small value nugget (claims trend, regulatory update, renewal reminder).
- A light touch: “I’ll follow up again after the holidays unless you prefer sooner.”
You stay visible without becoming a holiday-season nuisance.
3. Pre-Heat Your January Follow-Up in Advance
Most agents wait until January 2nd when they could be warming their pipeline now. If going after the big close feels awkward, go for micro-commitments instead:
- A January review call
- A proposal delivery date
- A coverage check after year-end numbers finalize
These provide momentum while your competitors wait to ramp up in January.
4. Frame Follow-Up as a Service to Them
Doctors and healthcare administrators aren't ignoring you—they’re overwhelmed. Your follow-up should reduce their mental load, not add to it.
Say things like: “Here are the three items you requested—all in one place so it doesn’t get lost this month,” or "I’m sending this now so it’s waiting for you when you're ready after the holidays.”
You’re not chasing them; you’re helping them.
Turn the December Slowdown into the New Year Advantage
A lot of healthcare service providers coast in December. It’s easy. But the ones who use this month to stay ahead? They’re the ones smiling in Q1. I’ve lived both versions. I’ll take the win every time. Enjoy the holidays!
_______________________
Congrats on another great year, and thank you for allowing me to share some thoughts on effective selling throughout 2025. Wishing you a successful year ahead!
|
Written by Mace Horoff of Medical Sales Performance. Mace Horoff is a representative of Sales Pilot. He helps sales teams and individual representatives who sell medical devices, pharmaceuticals, biotechnology, healthcare services, and other healthcare-related products to sell more and earn more by employing a specialized healthcare system. Have a topic you’d like to see covered? Email your suggestions to AskMarketing@ProAssurance.com. |
Risk Management Updates
NEW RISK OFFERING:
Resident Rundown Podcast
This podcast series hosted by Barbara Hunyady, JD, CPHRM, covers the medical malpractice insurance concerns on the minds of residents, fellows, and other early-in-career doctors. These six episodes cover topics such as when and how to get malpractice insurance, how premiums are calculated, what happens when you’re in a lawsuit, how to protect your personal assets, and how to avoid getting sued in the first place.
In this episode of Rapid Risk Review, host Brad Byrne and risk management professional Joanne Simmons discuss the complexities and risks associated with ketamine therapy. They explore the importance of understanding FDA approvals, provider qualifications, emergency preparedness, patient screening, and thorough documentation.
Read the issue
Medical assistants can enhance patient care but also pose liability risks if tasks exceed their scope. Proper delegation, supervision, and ongoing competency assessments are essential for patient safety and reducing malpractice exposure.
Read the issue
The allegation: Failure to diagnose cardiomyopathy in a 19 MOM resulting in cardiac arrest, permanent hypoxic injury, and need for heart transplant.
Read the issue- Communications
- Design
- Digital Marketing
