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Broker/Conultant looking for your prospecting advice
Benefits & Compensation
Broker/Conultant looking for your prospecting advice
Exchange ideas about health plans, retirement, work/life benefits, and employee assistance.
I am an Employee Benefits Broker/Consultant seeking advice and help from Benefits Decision makers.
What method do you respond to best when being contacted for prospect meetings? I am interested in
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Forums » Topic Forums » Benefits & Compensation » Broker/Conultant looking for your prospecting advice
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Broker/Conultant looking for your prospecting advice
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Broker/Conultant looking for your prospecting advice
posted at 1/27/2009 7:39 AM EST
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Posts: 2
First: 1/27/2009 Last: 1/27/2009 |
I am an Employee Benefits Broker/Consultant seeking advice and help from Benefits Decision makers.
What method do you respond to best when being contacted for prospect meetings? I am interested in what gets you to return that call or take the meeting. I promise I won't try it on you! |
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Broker/Conultant looking for your prospecting advice
posted at 1/27/2009 11:27 AM EST
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Posts: 2146
First: 2/15/2006 Last: 9/14/2011 |
Honestly, a personal relationship with another client who recommends you. The two that I use are: (1) a long term broker relationship that we had and (2) a short term relationship between my CEO and a new broker.
Last time I did an RFP, I did the following: (1) number 1 above (2) current property insurance broker (at the time) (3) CEO friend from church/men's group I actually chose #2 during the RFP in 2006 for the benefits part of our business but have since switched to #1 end of 2007 because they did a bait and switch...they sent in their heavy hitter and then assigned a rep who knew less than me. I made no switches in 2008 or 2009. That broker suggests vendor relationships whenever I need something outside what the insurance companies provide (for example POP preparation, COBRA admin, etc) To me, a phone call or a visit is going to do nothing but waste my time and yours. In my mind it truly is about who you know. The only thing that MIGHT get you on my list for consideration is depending on what good information/research you have provided me. Something that I need but haven't found time to find out for myself. For example the current #2 relationship offered a free seminar about discrimination issues and FMLA. I went for the FMLA. Honestly it wasn't worth my time. Now I know that I can't trust that firm with FMLA questions (since they got quite a few things wrong in their presentation and in "correcting" me on something I knew to be correct) which leads me to believe that their benefits area isn't as strong as they suggest -- when again their "expert" knows less than me and has been administering FMLA longer. You have to build up a trust factor with me...and that means making my job easier without wasting my time. |
Forums » Topic Forums » Benefits & Compensation » Broker/Conultant looking for your prospecting advice
