A new way of selling groups: 3 ways to really grow your book of business

Obtain a new client using a back-door strategy that increases your income

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By Mel Schlesinger
May 1, 2012

If you are like most of the group health insurance agents that I speak with you sell new groups one of three ways: 1) You wait for the occasional referral; 2) You call companies asking for a chance to quote on their health plan; 3) You call companies asking for an opportunity to stop by and introduce yourself.

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