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As a wholesale broker, all leads lists are crap for me. My clients are all insurance agents themselves, and getting lists of those tends to be an excercise in futility given the sheer number of captive agents on those lists (waste of my time and theirs since they can't deal with me by contract) and the small agencies that don't have the kind of business that I tend to write (I average around $40,000 in premium for GL accounts and probably about the same for Umbrellas). I have to create my own leads.
That said, my clients do a number of things. Some of the more successful ones don't buy leads but do employ marketing companies (one of my biggest clients is using one for a program I created for them). I have no idea how the L&H side of things works (I don't deal with it at all), but on the P&C side the majority of the new business opportunities (new business for my client) is generated by referrals. Like wraithhibn said, the secret is talking to people. Which is what my goal is for today, especially since I just lost 2 huge renewals for February with no replacements in sight.
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"They that can give up essential liberty to obtain a little temporary safety deserve neither liberty nor safety." - B. Franklin
"There ought to be limits to freedom." - George W. Bush
"We have met the enemy and he is us." - Pogo
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