If you are like most of the group health insurance agents that I speak with you sell new groups one of three ways: 1) You wait for the occasional referral; 2) You call companies asking for a chance to quote on their health plan; 3) You call companies asking for an opportunity to stop by and introduce yourself.
Of the three, the last one is the absolute worst, since it is more of a visit than a sales call. The first is generally not really a referral but more of a prospect who received a premium increase and complained to one of your clients. Bottom line: Looking for opportunities to quote is no longer a viable strategy. If you really want to grow your book of business, you will have to develop new approaches to the business community.
Register or login for access to this item and much more
All Employee Benefit Adviser content is archived after seven days.
Community members receive:
- All recent and archived articles
- Conference offers and updates
- A full menu of enewsletter options
- Web seminars, white papers, ebooks
Already have an account? Log In
Don't have an account? Register for Free Unlimited Access