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Map pinpoints Start by “landing” in a place that feels safe for the buyer and then focus on the next area to expand the conversation or relationship. (Image: Shutterstock)

Perhaps the most significant ongoing challenge for producers is keeping their pipeline filled with the right number of the right opportunities. A close second is to keep moving those opportunities through the pipeline to close.

The combination of challenges with the pipeline and buyers’ reluctance to make a change is potentially deadly for producers who need to continue selling new business. It’s time to take an approach that removes as many of the obstacles as possible: the challenges that exist from prospecting all the way through to delivering the client experience. It’s time to embrace the idea of “land and expand.”

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