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Laser Prospecting 101

The Strategic CFO’s View Of The Healthcare Plan

For this episode, I sat down with Jeff Glick. Jeff is a strategic powerhouse. Thirty…
Laser Prospecting 101

Lost Sale or Next Time? The Follow-Up Mindset That Changes Everything

You made the cold call. You sent the email. You had the conversation.And then… nothing.If…
Laser Prospecting 101

Fire The Noise: Clients That Break Broker, TPA, and Stop-Loss Firms

We’ve all seen this situation up close. A friend - smart, capable, high-energy - ends…
Laser Prospecting 101

Five Signs of a Pick-Me Broker (And Why Serious Clients Walk Away)

There’s a strange paradox in the benefits, TPA, and stop-loss world.The more a broker tries…
Laser Prospecting 101

What Type of Prospects Are Best for Self-Funding Brokers?

When I was little, I heard a phrase over and over again:be careful what you…
Laser Prospecting 101

Change Trigger: Employee Noise

Change Triggers are early signals that a company is likely to make a benefits decision…
Laser Prospecting 101

Eric Dreyfus: It’s a lot of work to NOT do the “Status Quo” in Healthcare

 “It’s a lot of work to not do the status quo.” (Eric Dreyfus) And he’s…
Laser Prospecting 101

Broker M&A Insights: Run It Like You Sell It

Marsh McLennan → McGriff Insurance Services (TIH’s retail brokerage). Completed November 15, 2024. Purchase price:…
Laser Prospecting 101

How To Build A Top 30 List For Laser Prospecting

It’s truly the most wonderful time of the year for brokers. Nothing says “holiday magic”…
Laser Prospecting 101

The Game Behind The Game: What Big Insurers Know (And Hope You Never Learn)

Big insurers aren’t scared of small brokers barging into meetings and trashing them. They LOVE it.…
Laser Prospecting 101

Prospecting Calculator: The Math Behind Your Million

We're living in the golden age of motivation. Everyone's a mindset coach, every conference promises…
Laser Prospecting 101

Mastering the Beep: The Lost Art of the Broker Voicemail

"Hi, you've reached XYZ. I'm not at the office right now. Please leave a message."…