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

It's actually a genius sales technique. But it's alsosubtle.

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

Read: How to build your book of business

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

2. You get paid faster. Enrolling Earl's BaitShop will definitely be easier than enrolling Google. In fact, I'vebeen 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 biggroups by yourself.

3. If you lose a wabbit, it doesn't ruin yourday. If Earl's payroll lady, Ms. Edna, get upset andcancels, you lose three policyholders. If the Google lady getsmad, you're selling your beach house and sending the kids topublic school.