What support do you have in the process of developing and nurturing your leads? Working with an insurance agent association can help you create better connections with your leads.
What does your email insurance marketing system do for you? You might consider your marketing system to be an outstanding tool for wrangling your contacts and communicating with those contacts.
When it comes to building a client base, lead generation is only half the battle. Once you have made an initial connection with a lead, you must convince that lead to "convert," or become a client, before you will bring in any revenue.
It is considerably easier to convert an inbound prospect into a client than doing the same with a cold or outbound prospect.