Do you have a lead in product? Is there a shoulder product you could counter with to see if their broker handles it?
is your cold call pitch any more intricate than "we wanted to know how often you put out bids for your insurance" (or anything like that)?
In my head...thats basically all you can say on the cold call...
...imo the selling begins when youre face to face w/ the prospect.
So now im using a rapid fire approach just to see whose interested...and then I take it from there.
I would love to hear anyone elses take on this.