A prospect nest is a group of people to whom you have access, but which is too small to be considered an ongoing market. Typical prospect nests include social, civic or religious groups, or the employees of local companies. Your objective is to gain access to these groups, build rapport and trust, generate as much sales activity and get as many on-profile referrals as you can.

Try this! Generally, you will discover prospect nests through your work with someone in the group. For example, your prospect works for an advertising firm in your town. As you're developing business with the prospect, get to know and be known around the office. If you make a sale, the other employees or businessowners who fit your profile, and their families, will become a nest of prospects for you.

With a copy of the company's employee benefit booklet, you can become an expert in the firm's fringe benefit plan(s). Then, when you meet with on-profile employees you can explain (in effect):

- "Here's what you have."
- "Here's what many in similar situations want."
- "See any gaps?"
- "Let's discuss some options to fill those gaps."

You may eventually be seen as the company's "insurance agent." Pretty soon the words: "Who is that?" will be music to your ears!