How 'cold calling' helped one adviser boost his pensions business

Andy Sheppard, investment adviser with Edinburgh firm Rowanbank Financial Consultants, said he has returned to cold calling as a method of generating business as auto-enrolment (AE) into company pensions approaches. “I used to work for Edward Jones where we regularly knocked on doors in residential areas, and it was not very efficient,” Sheppard said. However, in a corporate setting, the old-style method can be much more effective, he added. Sheppard said he had been visiting an existing corporate client for whom he had set up a group personal pension (GPP). Having driven a conside...