A new lead arrives at your insurance agency from one of your web-based campaigns. It could be the result of a social media post, an email campaign or perhaps a published LinkedIn article.

What happens with this lead at your insurance agency? What is your lead-handling process?

Have you spent much time thinking about the process, establishing a plan, a workflow and tracking system? Is the lead distributed to producers by territory? Does your lead-handling process vary by type of lead, product or prospect? For example, are commercial leads separated by large and small business, by industry or product? Are benefit leads parsed by groups over and under 50?

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