Summer often brings a slight change of pace, making July the perfect time to step back and evaluate your business. Between prospecting, client meetings, proposals, and closing orders, it’s easy to stay focused on what’s directly in front of you. But the most successful media sellers know that growth doesn’t happen by accident, it comes from being intentional.

As we reach the halfway point of the year, ask yourself one simple question:

Is my account list ready for the second half?

The best sellers don’t wait until September to start thinking about fourth-quarter revenue. They use July to review their accounts, reconnect with clients, and uncover opportunities before the busy season begins.

🔍 Review Your Current Accounts

Take a fresh look at every account in your territory…active, inactive, and everything in between.

Ask yourself:

• Have they advertised yet this year?
• Did they only run one campaign?
• Have they gone quiet over the past few months?
• Have you talked about their plans for the fall?
• Is there a prospect you gave up on too soon?

Remember, your next sale doesn’t always come from a brand-new prospect. Sometimes it’s an existing relationship that’s simply waiting for a fresh conversation.

💬 Five Questions Every Seller Should Ask This Month

Instead of leading with a proposal, lead with curiosity. Ask questions that help you better understand your clients’ goals and challenges.

• What’s your biggest business goal between now and the end of the year?
• What’s working well that you’d like to build on?
• Do you have any new products, services, or events planned for this fall?
• What’s your biggest challenge attracting customers right now?
• How can we help you finish the year stronger than you started?

These conversations shift the focus from selling advertising to solving business problems and that’s where long-term partnerships are built.

✅ Mid-Year Account Scorecard

Set aside just 15 minutes per account and review your relationships.

• ☐ Have I spoken with this client in the last 30 days?
• ☐ Do I know their goals for the second half of the year?
• ☐ Have we discussed back-to-school, football, fall, or holiday promotions?
• ☐ Have I introduced a new marketing idea this year?
• ☐ Is there an opportunity to increase frequency or add another platform?
• ☐ Have I asked for a referral?
• ☐ Do I already have my next meeting scheduled?

If you answered “No” to several of these questions, you’ve just identified your next opportunity.

As you head into the second half of the year, remember that your greatest opportunities may already be on your account list. A simple check-in, a thoughtful question, or a fresh idea can reopen doors, strengthen relationships, and uncover new business that might otherwise be overlooked.

Don’t wait for the busy fall season to start planning. Use July to be proactive, reconnect with clients, and position yourself as a trusted business partner. The sellers who finish the year strong aren’t necessarily the ones with the biggest prospect lists, they’re the ones who consistently invest in the relationships they’ve already built.

Take an hour this week to review your accounts, schedule a few conversations, and look ahead. Your fourth-quarter success starts with the actions you take today.

Good Luck & Happy Selling