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.