Two hands clasping

Partners and relationships have never been more important. What advice do brokers have for building and maintaining relationships with partners, vendors and peers, and what are some potential pitfalls? 

Less collecting, more cultivating

George Bernard Shaw said that the single biggest problem in communication is the illusion that it has taken place. I would expand this to include relationship-building. Fishing for prospects with tone-deaf, cut-and-paste sales messages doesn't create any real connection. Neither does collecting stacks of business cards, repeating the same tired 30-second elevator pitch, or putting someone on your email list.

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

  • Critical BenefitsPRO 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 events
  • Access to other award-winning ALM websites including and

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.