Cold Call：From Zero to Hero in Insurance Sales
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When COVID-19 struck Hong Kong in January 2020, the government implemented a series of preventive measures to safeguard public health. By early February, travelers between Hong Kong and mainland China were required to undergo weeks of quarantine, causing a sharp decline in visitor numbers. While these policies undoubtedly helped curb the spread of the virus, they also dealt a heavy blow to many industries.
Facing a drastic reduction in their usual client base, many professionals turned to cold calling as a solution. While there are countless approaches to cold calling—each with its own merits—the reality is that the method your team excels at may not be the one you prefer, and the one you want to master might be outside their expertise.
My team encountered the same challenge. Having previously authored a book on securing high-value deals, I thought: Why not publish another book sharing proven cold-calling strategies? Yet, I knew my own experience alone wouldn’t suffice. So, I decided to collaborate with industry experts from diverse backgrounds, pooling their knowledge to create a comprehensive guide.
This book serves two key purposes:
- To offer a wealth of practical techniques—helping professionals at all levels refine their outreach strategies.
- To promote a powerful message: Competitors can also be collaborators. When we work together, the entire industry rises.
After extensive discussions, drafting, and countless revisions, "Cold Call" was finally published.
What’s Inside?
- 20+ real-world cold-calling success stories
- Coverage of 3 key insurance sectors: Long-term insurance, group insurance, and MPF (Mandatory Provident Fund)
- Insights from 14 authors across 4 major insurance companies
- 5 strategic approaches to cold calling, including:
- Commercial properties (offices, retail, industrial)
- Street booths & exhibitions
- Phone outreach
- Email campaigns
- Lifestyle-based networking
No matter your niche, there’s a method here that will work for you. Our goal? To transform your sales journey "from zero to effortless."
Special Thanks
We extend our gratitude to The Commercial Press (Hong Kong) for their support and to editor Mr. Cheung Yu Ching for his dedication.
Where to Buy
Hong Kong Readers:
Available at major bookstores, including:
- Commercial Press, Joint Publishing (三联), Chung Hwa Book (中华)
- Locations: Causeway Bay, Central, Yau Ma Tei, North Point, Tsuen Wan, Mong Kok, Sha Tin, Tuen Mun, Tai Po, Diamond Hill, Ma On Shan, Kwai Fong, Tseung Kwan O, Tin Shui Wai, and more.
International Readers:
Order through our official online bookstore (Note: Shipping costs may approximate the book’s price. Consider group orders with colleagues to save on fees. No shipping-related inquiries will be entertained.)
Part 1: Commercial Properties, Offices, Industrial Buildings & Universities
The Cold Call Queen – Florence Fung
1.1 The Making of a Cold Call Queen – No Retreat, Only Belief
1.2 Winning a Shop Owner’s Trust – How to Make Strangers Open Up
1.3 From 1 to 33: How Cold Calls Built a Vast Client Network
The King of Cold Knocking – Derek Lee
2.1 Finding Joy in Cold Calling – How Insurance Transformed a Life
2.2 The Tough Factory Boss Who Helped Secure His First MDRT
2.3 Handling Difficult Clients – The Power of a Financial Advisor’s Confidence
The Insurance Spider-Man – Eric Poon
3.1 A Restless Mind That Refused to Settle
3.2 A Professor’s Perspective on Insurance – The 10-Minute Icebreaker
3.3 One Sentence That Caught a Dried Seafood Shop Owner’s Attention
Part 2: Street Booths & Roadshow Strategies
The Street Signboard Queen – Susanna Chan
4.1 Small Deals, Big Results – How Simplicity Led to TOT Success
4.2 Never Underestimate Grassroots Clients – Keys to Street Survey Success
4.3 Outshining Sales Pros – Winning Clients with Sincerity & Expertise
The MPF Specialist – Vernon Cheuk
5.1 Cold Calls Expand Your Network – Big Clients Follow Naturally
5.2 The Policy That Came Back – Using MPF to Understand Client Needs
5.3 Never Judge by Appearances – The Sidewalk Prospect Who Turned Out to Be a CEO
The Mentor of University Students – Henry Tsang
6.1 Using Cold Calls to Overcome Family and Friends’ Doubts
6.2 Campus Surveys – Planting Seeds for Future Harvests
6.3 From Client to Director – A $70M Annual Business Connection
The Top Saleswoman – Karine Lam
7.1 Systemizing Cold Calls – Team-Based Strategies for Greater Impact
7.2 Soft Power Wins Over High-End Residential Clients
7.3 The Shopping Mall Socialite Who Was Actually a Corporate Executive
Part 3: Phone Cold Calling Strategies
The Persistent Strategist – Red Wong
8.1 Starting from Zero – All Thanks to Cold Calls
8.2 Strategic Phone Calls – The Most Efficient Cold Call Method
8.3 The $700 Opportunity That Led to Bigger Business
The Corporate Cold Call Master – Stanley Tse
9.1 Shifting from Retail to Wholesale – Mastering Company Clients
9.2 Landing a Global Corporate Insurance Deal – All from a Recruitment Call
9.3 Three Years of Networking – The Hard-Earned MPF Mega-Deal
The Insurance Sales Maverick – Alvin Tong
10.1 Breaking Into Blue Oceans – How Cold Calls Changed a Destiny
10.2 Gatekeepers & Decision Makers – Finding the Right Contact
10.3 The Rollercoaster Group Medical Deal – Why Adaptability Matters
Part 4: Email Cold Calling Strategies
The Email Marketing Expert – Henry Wong
11.1 Leaving a High-Paying Job for a Brighter Insurance Future
11.2 Cracking the Lawyer Market – Secrets of Effective Cold Emails
11.3 Earning Trust Through Professionalism
Part 5: Lifestyle-Based Cold Calling
A Reverse Thinker – Henry Wong
12.1 The First Rule of Cold Calling – Expect the Unexpected
12.2 Business Opportunities Everywhere – Even in Shared Dining
12.3 Cold Calling Requires Not Courage, But Serendipity
The Hall-of-Fame Salesman – Kanki Lam
13.1 Buying a Home in His First Year – Success Starts with the First Step
13.2 Clients Are Everywhere – Even in Clinic Waiting Rooms
13.3 The Bold Restaurant Owner Who Signed 10 Policies at Once
Closing Words by Mr. 100% MDRT – Wave Chow
"The Biggest Market Is Right in Front of You."