To help insurance agents better qualify leads, carriers should provide access to the data and business intelligence that they have available. (Photo: iStock)

 Insurance carriers and their agency partners struggle more than ever to attract and retain the right policyholders because customers have more choices than ever before. It's not unusual for policyholders to switch carriers several times — a behavior that fatigues agents and erodes profitability. It's much more profitable to retain and defend existing clients than acquire new ones.

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