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Agent to Agent: Is It Possible to Make Cold Calls a Thing of the Past?

That's certainly a common question pondered by sales professionals at AIMS education sessions, where our mission is to provide the marketing and sales tools any property/casualty insurance agency might need to generate sufficient incoming sales so cold calls are no longer necessary...
October 17, 2014

That's certainly a common question pondered by sales professionals at AIMS education sessions, where our mission is to provide the marketing and sales tools any property/casualty insurance agency might need to generate sufficient incoming sales so cold calls are no longer necessary. One agent seems to have a real answer.

"We do a lot to make the phone ring," says Gordon Wenner, president and chief executive officer of Jones & Wenner Insurance Agency, Inc. in Fairlawn, Ohio. "People arrive at our door ready to buy. All we have to do is convince them we're the right fit. How we've created that interest certainly isn't brain surgery, but it does require a dedicated approach."

Wenner explains that the growth his firm enjoys today followed a deliberate decision made around 2010, when the economy stalled and insurance sales suffered. Wenner knew then it was time to evaluate how to move the agency forward.

Read the rest of this article by Donna Gray here:
Is It Possible to Make Cold Calls a Thing of the Past?



Like this article? Want more like it? This article originally appeared in the 2014 PIA Agency Marketing Guide. PIA members can read all of the marketing tips in this year's Agency Marketing Guide on PIA National's website: www.PIAAgencyMarketingGuide.com.

PIA National wishes to thank the sponsors of the 2014 PIA Agency Marketing Guide: Allied Insurance/Harleysville Insurance, EZLynx, ITC and Rough Notes.

PIA's Agency Marketing Guide is published as part of the PIA Branding Program, PIA's agency marketing program (www.piabrandingprogram.com). Funding for the PIA Branding Program is provided in part by PIA's Pinnacle Partners: Encompass Insurance, Erie Insurance, Harleysville Insurance, Progressive Insurance, State Auto Group, The Hartford, The Motorists Insurance Group and Wright Flood.

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