7:00 a.m.

The morning begins with checking my smartphone and going through LinkedIn and Twitter. I then check emails and respond accordingly.


8:00 a.m.

In the office, I continue to review voicemails, emails and social media, and create my goals list for the day. I Tweet and re-Tweet pertinent information as it relates to health care reform, wellness, compliance and trends. My Twitter account is linked to my LinkedIn profile so my current and future connections can view my activities and discussion postings.


8:30 a.m.

I have a new business sales meeting where our team shares success stories and we review our 'six degrees of separation' with prospects. The team leaders provide industry updates, and we discuss strategy for a particular prospect. By collaborating with sales and operations, we are able to brainstorm ideas and develop a solution that will help to effectively address their business issues.


9:30 a.m. - 12:00 p.m.

I reach out to existing clients and review their strategic plans. I firmly believe USI wins new business because at the core we are able to provide advice that yields a measureable ROI.

I review social media again, and send out Tweets and invitations to connect with my targeted audience. I then call on new prospects and schedule meetings. Prospecting, as I see it, is like dating. Being a good listener and creating a positive synergy are key elements to getting your phone calls returned so you can meet again. But it doesn't stop there - just like dating and eventually marriage, you must continue to work at your client relationship and never take your customer for granted.

I set up a meeting for later in the day with my mentor to go over some plans and ideas that I have. I believe everyone should have a mentor to provide you with objective guidance and to help you further grow as a professional and as a person.


12:00 p.m.

I meet with a prospect over lunch. I usually schedule meetings with prospects during lunchtime because it enables me to get to know them better in an informal setting and takes some of the pressure off everyone.


2:00-5:00 p.m.

Back on social media, Tweeting and checking to see if my invitations to connect have been accepted. I send a thank you note to the people who have accepted and mention I look forward to meeting them in the near future. I have a strategy meeting with my internal partners on renewals that are at least six months away. Clients can't plan for surprises, so it's our goal to eliminate any potential surprises at renewal time for every client.


5:15-7:30 p.m.

I have a board meeting at the Central Connecticut Area Health Education Center. The core mission is to eliminate health disparities for the communities we serve through health education, career opportunities and health care services.


8:00 p.m.

Back home with my wife and son. I respond to emails one more time and view social media, which never seems to stop. I cross off my completed goals for the day and begin thinking of my new list for tomorrow.

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

Don't have an account? Register for Free Unlimited Access