Insurance agencies and brokers often struggle to develop a list of in-profile suspects and prospects. Agency executives consistently share the same list generation complaints: our list is outdated, inaccurate and has no email addresses.
These criticisms are often followed with: "but at least we got a great price." The problem is a great price does not create great value. Outdated and inaccurate information offers no value – even when it is free.
To develop an effective prospect or suspect list that will have a positive and immediate impact on producers, the following key criteria must be met:
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