--- title: Fishing and the Self-Funding Sales Cycle | Concierge Blog description: The self-funding sales cycle mirrors fishing—strategy, patience, and persistence are key to reeling in long-term value and high-trust client relationships. --- [Skip to content](https://success.ctpa.com/blog/self-funding-sales-cycle#main-content) [![Company Logo](https://success.ctpa.com/hubfs/Website%20Images/logo.svg)](https://ctpa.com/) - [Services](https://ctpa.com/services) - Who We Serve - [Members](https://ctpa.com/members) - [Employers](https://ctpa.com/employers) - [Providers](https://ctpa.com/providers) - [Brokers](https://ctpa.com/brokers) - [About Us](https://ctpa.com/about-us/) - Resources - [Member Resources](https://ctpa.com/resources/) - [Partner & Provider Resources](https://ctpa.com/partner-and-provider-resources/) - [Concierge Blog](https://success.ctpa.com/blog/) - [Compliance Updates](https://success.ctpa.com/compliance-updates/) - [Contact](https://ctpa.com/contact/) - [Secure Upload](https://us2.hostedftp.com/~secure@cbscas.com/) - Login - [Members Login >](https://cng.vbagateway.com/) - [Employers Login >](https://cng.vbagateway.com/) - [Providers Login >](https://cng.vbagateway.com/) # Concierge Blog April 30, 2024 ## Fishing and the Self-Funding Sales Cycle Todd Archer, Concierge President Picture it: you’re standing on the shore of a calm lake, fishing rod in hand, the sun dancing on the water’s surface. That familiar feeling of anticipation fills you as you cast your line into the cool water. You’re hoping for a nibble or maybe even something more. **You’re on a mission to hook something valuable.** It’s a bit like diving into the world of Self-Funded sales cycles, isn’t it? Whether you’re looking to catch a trophy bass or a loyal client, it’s all about strategy, timing, and adding a bit of fun. **Your strategy matters.** Just like in fishing where you bait the line to attract fish, in a self-funded sales cycle, you’re offering something of value (the bait) to attract new clients (the fish). The best fishermen AND salespersons have a process in place to ensure they won’t go home empty-handed; do you? **Patience is key.** If you went fishing with your dad when you were young like I did, you’ve heard this one at least a dozen times: “If you have something worth biting, eventually the fish will find you.” Waiting for a tug on the line isn't just about luck; it is about having the juiciest worm on the hook, the perfect lure that catches the attention of your prospective dinner. Similarly, in the world of sales, it's not just about casting a wide net and hoping for the best; it's about offering something so irresistible that potential customers can't help but take notice. **Be expectant.** Fishermen aren’t just patient—they are armed with experience telling them that the right time will come if they’ve offered good enough bait. Every tug on the line is met with a surge of excitement because each moment brings them closer to the ultimate catch. In the world of sales, it's no different. Armed with experience and expertise, sales professionals navigate the Self-Funded sales cycle with a sense of expectancy, knowing that if they've offered something truly valuable, the perfect opportunity will present itself. Just as fishermen trust in the allure of their bait, so too do salespeople trust in the quality of their offerings, confident that **success is not a matter of if but when.** **Are you Catching and Releasing?** In fishing, you have the option to catch and release fish or keep them. Similarly, in a self-funded sales cycle, you may encounter leads who are not ready to buy, and *that’s perfectly okay.* Keep those small fries in your lake of prospects and allow them to grow, just like you would a fish that doesn’t meet regulated size requirements yet. In other words, nurture these leads and keep them in your sales pipeline until they're ready to convert. **Success WILL Come** Whether you're casting a line or launching a product into a competitive marketplace like ours, remember to have your strategy ready, be patient, be expectant, and above all, have faith in the value of what you bring to the table. After all, as any seasoned fisherman will tell you, the thrill of the catch is always worth the wait.       ## Subscribe for Updates #### [July 2026 IRS Announces 2027 HSA Contribution Limits](https://success.ctpa.com/blog/2027-hsa-contributions) #### [May 2026 Steady Hands in a Shifting Industry for Better Outcomes](https://success.ctpa.com/blog/steady-hands-in-a-shifting-industry) #### [April 2026 Why Human-Centered Self-Funding Works](https://success.ctpa.com/blog/why-human-centered-self-funding-work) #### [March 2026 Data That Moves the Needle](https://success.ctpa.com/blog/data-that-moves-the-needle) #### [March 2026 Trump’s “Great Healthcare Plan” Framework](https://success.ctpa.com/blog/compliance-updates/trumps-great-healthcare-plan) #### [March 2026 How the Supreme Court Ruling on Section 1557 Impacts the Catholic Benefits Association](https://success.ctpa.com/blog/compliance-updates/supreme-court-ruling-section-1557-catholic-benefits-association) #### [March 2026 Enforcement Delay of the 2024 Final Rule on Mental Health Parity and Addiction Equity Act](https://success.ctpa.com/blog/compliance-updates/mhpaea-2024-final-rule-enforcement-delay) #### [March 2026 What Employers Need to Know: The One Big Beautiful Bill Enhances HSAs and FSAs](https://success.ctpa.com/blog/compliance-updates/unwritten-rules-in-healthcare-benefits-concierge-tpa) #### [March 2026 Primer on the Federal IDR Process for Surprise Medical Billing](https://success.ctpa.com/blog/compliance-updates/primer-on-the-federal-idr-process-for-surprise-medical-billing-december-2024) [![Company Logo](https://success.ctpa.com/hubfs/Website%20Images/logo-footer.svg)](https://ctpa.com/) **OKC Office** 13900 N Portland Ave., Suite 101 Oklahoma City, OK 73134-4017 **Bartlesville Office** 300 SE Frank Phillips Blvd Suite 200, Bartlesville, OK 74003 **Claims** P.O. 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