Reach-Out Marketing: Warming-Up Cold Calls
Prospecting for new business is a job that you will have to do. As long you are in business, it is the lifeblood of any successful producer and firm. You may be able to delegate other activities within your business, but not prospecting. The prospecting sources and methods that you develop for acquiring new clients will become your most valuable asset, and with the help of the law of averages, prospecting will deliver a steady stream of clients and revenue for years to come. Top insurance professional Walter Shields once said, “You earn 90 percent of your commission for finding the person and 10 percent for selling them.”1 Prospecting for new business is the most challenging task for both new ...
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