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Pushing Past the “No” in Voluntary Benefits Selling
One of the biggest challenges that brokers face in implementing voluntary benefits today is the owner shutting down the opportunity for the employees before they ever hear about the products. Brokers hear an owner tell them, “My employees don’t want those benefits – besides they cannot afford them anyway!” If not responded to properly, the [...]
Prospecting – Group Clients: Don’t miss the easy opportunities!
As a commissioned salesperson, one major challenge is finding new prospects to fill your pipeline. One thing I have discovered over my time in this business is that when I have a new sales idea or product to promote, my best prospects are the brokers who already know me and believe in me as a [...]