Just 20 years ago, the answer was simple. Need an insurance agent? Pick up a phone book.

That five-pound yellow brick delivered to everyone's doorstep each year was the lifeline of new business growth.

Let's face it, it was the first place many customers would go–other than a recommendation from a friend or family member–to find an agency. In fact, the bigger your ad, the more likely you were to get a call.

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