The No. 1 challenge I hear from personal lines agents is that the phone isn't ringing with new prospective customers.
The reason for that is obvious, most consumers initiate shopping online. Many agents try to generate or buy leads online, but the results are dismal so they give up. There are agencies who build big books of business from generating or buying online leads, but they don't treat that consumer like a yellow page or referral quote. The consumer changed so if you want to succeed online, you have to rally your agency to change as well.
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