Once you identify a target firm and internal contacts, figure out who can help to increase your chances of getting in and getting an appointment.

As a benefits professional, you are in a unique position to help employers attract and retain employees. Here are eight ways to deepen your relationship with your clients by helping them drive employee loyalty.

There are certain steps you can take – align to a prospect's timetable, cultivate influencers or maintain a stellar online presence – that make it easy for prospects to seek you out.

Because you take an interest in a client's business, they want you to succeed in your business too. That's why you need to make them aware of the ways they can help you build your book of business.

To find new businesses that will be hiring and staffing up – and in need of employee benefits – just takes some ingenuity.

As life returns to normal, you might wonder if it's a whole new world, when it comes to business attire, but think about this: Looking like you can buy what you are selling reinforces the perception you understand your product.

Why not make efficient use of those small segments of time – like a client running 10 minutes late – that drop in our laps throughout the day? Then you've "created time" for later use.

As a benefits professional, you are in a position to help employers attract and retain employees. They need help in telling the story of their benefits package in as compelling a way as possible.