The steps

  1. Identify the top 10 plan managers in your service area
  2. Email each with a one-page service summary including coverage, capacity and rates
  3. Offer to meet (15 minutes) and discuss participant fit
  4. Bring case studies or testimonials from similar participants
  5. Ask explicitly about their referral process
  6. Follow up monthly with capacity updates
  7. Maintain the relationship with quarterly check-ins

Common mistakes to avoid

  • Generic emails that read like spam
  • Lying about capacity (kills the relationship)
  • Failing to follow up after the initial meeting