2013 Issue 2
Featured Articles
Don't Like Cold Calls? Make Them
The Story: Bob absolutely detests cold calling, and when he is in a sales slump, like he is this month, he'll do just about anything to avoid the phone.
Sales 101 Begins Face to Face
There's a simple reason why in an economy and industry where many are struggling Mike Forney is closing 95 percent of the policies he writes and has grown from zero to a $1.2 million book of business in just over a year-and-a-half. "Face-to-face cold calling," says the owner of Insure All, LLC in Stanley, Va, "Is still the most effect sales tool the independent agent has. In this business, you cannot simply sit in your office and expect the business to come to you."