Prospecting for new business: It’s a lot like dating

Jake Smith of Judy Diamond Associates asked Kareim Cade, Elsa Glorioso and Amy Evans to share their strategies for prospecting and making the sale.

If there’s one topic that’s sure to draw a crowd at the BenefitsPRO Broker Expo, it’s prospecting. It’s a pain point that tops the list for nearly every benefits broker, and there’s a reason for that: It’s not an easy thing to do. Prospecting, much like dating, is about finding and connecting to people with whom you are compatible, striking up a relationship and then nurturing it.

“Relationship building to me is everything,” Amy Evans of Colibri Insurance Services told attendees. “When we talk about prospects, new opportunities, many think of that as a company that they want to do business with, but it’s people. I get excited by a person I connect with, in a business sense, a person I want to date.”