Prospecting for Group Health

[ABC]

Do you use a certain process when doing this? Meaning...do you send a letter, then phone call/stop by office, then make appointment?

Also, do you find it being easier to work with a group that has existing benefits vs. a group that doesn't have anything in place?

I am using 3 different avenues of marketing to get the contact name. Then I screen them to see what they are currently providing. Look, 90% of groups are happy with their broker. So when you are marketing the groups that show interest have problems. It is my job to try to solve those problems and save money. This is no easy task.

If they have current group benefits then they should know what to expect from the process. If they don't then price is a huge factor. If a company is not offering benefits what type of employees are they going to have? Most of the time they are low compensated and if they have to pay a portion of the premium it difficult.