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Practice Management > Building Your Business

Prospect among second-line managers

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Doing business with corporations, partnerships and sole-proprietors is both demanding and very rewarding.

Successful attempts to penetrate this market generally are aimed at the owner/president, the decision maker. This undoubtedly is the approach to take in order to bring to fruition the concepts and ideas the agent is presenting. Agents can, however, apply a significant multiplier to the rewards of working in this market simply by cultivating second-line management. Treating them with respect, encouraging their participation and ideas during discussions and, by all means, following up with letters and personal contact to develop close relationships with these future decision makers and/or owners of businesses does nothing but good.

The additional support from second-line management never hurts in accomplishing sales to the existing business owner. What is neglected or overlooked is the opportunity for working with second-line managers who spin-off to start their own companies. When this occurs, if agents already have relationships with second-line managers and have done a good job for the previous employer, these agents are the first ones who come to mind for the second-line managers’ startup needs. This second-line management propagation of prospects is endless. The rewards can be great and the prospecting easy.

Take a controller to lunch!

Editor’s note: The preceding Million Dollar Sales Idea was originally published in the June 1990 issue of Life Insurance Selling.