Elmer Fudd always said: “Shhh. Be vewy vewy quiet, I'm hunting wabbits.”

It's actually a genius sales technique. But it's also subtle.

We all want to be the big game hunter in the office. The numbers are large and the commissions are larger. So why does it make more sense to hunt rabbits instead of elephants?

Read: How to build your book of business

1. Easier access to the decision maker. If you walk into Earl's Bait Shop, guess who makes decisions about benefits? And guess who is likely behind the counter? And guess how long it takes him to say yes? Try walking into the Google HQ, ask for “whomever is in charge of benefits,” and see what happens.

2. You get paid faster. Enrolling Earl's Bait Shop will definitely be easier than enrolling Google. In fact, I've been to Earl's, got the OK and was enrolling 5 minutes later. Google will take months to coordinate and more months to enroll. You'll also split a LOT of commissions because you don't write those big groups by yourself.

3. If you lose a wabbit, it doesn't ruin your day. If Earl's payroll lady, Ms. Edna, get upset and cancels, you lose three policyholders. If the Google lady gets mad, you're selling your beach house and sending the kids to public school.

Instant Insights /

3 reasons it's better to hunt for smaller clients

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