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Sewer pipe If you don’t maintain prospecting activity for the last three months of the year, you are digging a hole that will make a successful 2019 much harder than it needs to be. (Photo: Shutterstock)

I hear benefits producers complain about the fourth quarter all the time. They talk about how crazy it is, there are so many renewals to handle, there just isn’t enough time for everything.

Suddenly, they have themselves convinced that there isn’t time to get everything done, and something has to go. Unfortunately, prospecting is usually the first thing to be eliminated. Seems like a legitimate reason to avoid the task they hate most, right?

 

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