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.

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