Networking, prospecting & sales
“If a conference attendee I want
to meet makes a relevant comment or asks an interesting question during the session, I write down their name and the comment or question. This gives me an ice-breaker to use when I introduce myself.”
—Gregg Golson, J.S. Held
“It may seem counterintuitive, but give the prospect some work to do. It may be as simple as an article to read or a self-assessment. When they become invested in the process, they are much more likely to move forward with you.”
—Kevin Trokey, Q4intelligence
“Often in chess, a player will sacrifice a pawn or another critical piece to set up a more important move later on. In the insurance business, the pawn can be referred to as ‘the give,’ or the employer client’s nonessential employee benefit plan items. Before going into a benefits discussion, know what the low-value ‘gives’ are and be prepared to exchange a ‘give’ for an employer’s high-value priority.”
—Brian Freeman, Mployer Advisor
“The more formalized and marketing-like a meeting feels, the less credible it is to me. Take three minutes and learn about your subject and I promise you will stand out.”
—Steve Watson, TrendBreakers
“Get your ‘social pitch’ right. Have a 45-60 second response to ‘Who are you and what do you do?’ that is concise, credible and compelling. It’s harder than you might think, but it makes all the difference.”
—Christian Harris, The SAFER Portal
“If I see you in an article, I will cut that article out, handwrite a letter, congratulate you on what you’re doing, and then next time I see you, I’m going to stand out from the other 2,000 people who congratulated you on LinkedIn.”
—Kareim Cade, Great Lakes Benefit Group
“I very affectionately recommend the concept of reciprocity. I’m a radiant fan of the women in my group and they, in turn, are fans of me. That has become my marketing strategy.”
—Amy Evans, Shorepoint Insurance Services
“Brokers have to show clients they’re listening to them and reinforce the notion that they are a trusted resource. This starts by reaching out to clients to ask about their needs and challenges and helping provide a realistic solution tailored to their needs.”
—Stephanie Shields, Equitable
“The best way to connect with CFOs is to align with their priorities. The more that you can align your message with the CFO’s priorities, the more likely they will engage with you in a conversation.”
—Steve Watson, TrendBreakers
“Successful brokers need to recognize the dynamics at play and gain a sense of what the client’s employees value most. What are their must-haves? What are they willing to trade-off? The better you pair options to employees’ top priorities, the more effective the solutions you recommend.”
—Alan Cohen, Centivo
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