Published on 8:51 pm by in Blog


Randy Boruff is a long-time agent and had been one of the leaders in his industry for many, many years. Randy is also well-known for his success in coaching winning Babe Ruth baseball teams. In a conversation last week, he made a very good comparison of our business to the game of baseball. We talked about two main points: 1) if you’re losing big-time, you need to change your game and 2) sometimes you have to grind it out with a bunch of singles, bunts, squeeze-plays, etc. to get the runs in. At the end of the day, they all add up.

Why this seems very relevant to me today is that I hear from nearly every agent in the field how things seem a lot tougher lately. Whether it’s the “economy”, summer vacations, poor home office support, etc., excuses won’t pay the bills. Perhaps it’s time to re-think the way we are prospecting and whom we are prospecting to. The time has come to roll up the sleeves and be willing to accept doing more, smaller transactions. By doing this we also establish relationships that we can convert into additional business down the road when things return to normal.

In the end it can be frustrating but remember, if this job were easy, everyone would be doing it! If you’re looking for some simple prospecting ideas, please feel free to call.



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