Insurance agents of old knew what far too many have forgotten in the Internet age: Quality — not quantity — is what matters when seeking new business.

Before the digital age, most leads arrived at your desk via a customer referral or a direct call (on your rotary phone). You’d set up an appointment with the lead, followed by a few question-and-answer meetings, and eventually make an in-person sale. Hands were shaken, backs were patted, and you closed up your Main Street office to get home for 5 o’clock supper.

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