Jake Smith of Judy Diamond Associates asked Kareim Cade, Elsa Glorioso and Amy Evans to share their strategies for prospecting and making the sale.
If there's one topic that's sure to draw a crowd at the BenefitsPRO Broker Expo, it's prospecting. It's a pain point that tops the list for nearly every benefits broker, and there's a reason for that: It's not an easy thing to do. Prospecting, much like dating, is about finding and connecting to people with whom you are compatible, striking up a relationship and then nurturing it.
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Emily Payne
Emily Payne is director, content analytics for ALM's Business & Finance Markets and former managing editor for BenefitsPRO. A Wisconsin native, she has spent the past decade writing and editing for various athletic and fitness publications. She holds an English degree and Business certificate from the University of Wisconsin.
