What are you doing to prospect for new business? When I pose this question to brokers and agents, I usually don’t get a concise response. I usually hear a laundry list of things that agents are trying to do or would like to do, but no actual plans.
I understand why and can’t help but sympathize. I started working in sales when I was 18. That impulse to try anything and everything that might work is strong, but after all my years working in the trenches, I can tell you one thing for sure—having a real plan to prospect for new clients is much easier and has a much better rate of success.
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