Selling is a difficult, scary job, which is why so few succeed. And most salespeople find prospecting to be the scariest, most difficult part of all.

Producers come up with countless excuses to not prospect and get pulled into activities that have nothing to do with selling, much less prospecting. They rationalize, "The best ROI on my time is to protect clients I already have."

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.