The aforementioned business plan is the cornerstone of the agency. We worked the business plan to death so that we could really focus our direction. And, not surprising to anyone who has talked to Glenn for even a few minutes, he doesn't believe it's ambitious enough. We've had some good initial success. The business plan goes on to discuss how these core strengths will be used to continue the growth, but also makes it clear that the agency has no intention of resting on its laurels.
Telemarketing pays off New business is, of course, a key ingredient in growth.
The Horton Agency has tried many different approaches to developing new business, but keeps returning to telemarketing. He points out that sales and marketing are separated at the agency. We found that the task producers had the most difficulty with was getting leads. So we don't ask them to do that. We use professional marketers who specialize in developing leads to do that and then the producers go out and sell.