Prospecting has not gone away. As a benefits professional, you need to have a steady stream of leads and prospects headed in your direction. You need to keep the pipeline filled. Because prospecting is often our least favorite activity, when things get busy or you are ringing the cash register, prospecting often falls off the list entirely. Where will new clients come from?

There is an educational component to benefit plans. Many employees do not understand what their employer is making available. The employer is paying a cost to provide these benefits. If you can identify professional organizations or service clubs composed of business owners, explaining the basics and components of a good benefit plan can be an educational topic of interest.

Everyone wants business to walk through the door. The only ways to make this happen are to be the low-cost provider or have a monopoly for the product you provide. That is not happening. You need to fill the pipeline yourself.

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

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

  • Critical 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

Already have an account?


© 2023 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.

BenefitsPRO Broker Expo 2024Event

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

Get More Information


Join BenefitsPRO

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

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

Already have an account? Sign In Now
Join BenefitsPRO

Copyright © 2023 ALM Global, LLC. All Rights Reserved.