X

Thank you for sharing!

Your article was successfully shared with the contacts you provided.
Confused woman with hands in air I marvel at the number of excuses producers come up with as to why they don’t spend more time doing the cornerstone activity of their job. (Photo: Shutterstock)

Hardly a day goes by when I don’t discuss the most common problem faced by producers: Not enough opportunities in their pipeline.

There are only so many prospecting ways of putting new opportunities in your pipeline, so we start going through the checklist to evaluate their situation. Prospecting and marketing are two different activities. Marketing is about keeping pipelines filled over the long-term. Prospecting is the ability to put opportunities in the pipeline now.

Complete your profile to continue reading and get FREE access to BenefitsPRO.com, part of your ALM digital membership.

Your access to unlimited BenefitsPRO.com content isn’t changing.
Once you are an ALM digital member, you’ll receive:

  • Critical BenefitsPRO.com information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and BenefitsPRO.com events.
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com

Already have an account?

BenefitsPRO Broker Expo 2021Event

The premier educational and networking event for employee benefits brokers and agents.

Get More Information
 

BenefitsPRO Broker Expo 2021Event

The premier educational and networking event for employee benefits brokers and agents.

Get More Information
 

BenefitsPRO

Join BenefitsPRO

Don’t miss crucial news and insights you need to navigate the shifting employee benefits industry. Join BenefitsPRO.com now!

  • Unlimited access to BenefitsPRO.com - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com
  • Exclusive discounts on BenefitsPRO.com and ALM events.

Already have an account? Sign In Now
Join BenefitsPRO

Copyright © 2021 ALM Media Properties, LLC. All Rights Reserved.