From the October 2011 issue of Benefits Selling:

Some people in the industry call it "big game hunting." Or they might refer to it as "reeling in a big one."

No matter what it's called, selling a benefits package to a large employer isn't as easy as it sounds. Developing a business around big clients can be time consuming, labor intensive and cost real money. And once the client is signed up, brokers have to continue working closely with them to make sure they stay clients. Remember, there are other brokers out there looking to gain business from large employers, too. It can be hard on industry rookies. Sales can take years to complete. Sacrifices will have to be made.

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