A nationwide survey of insurance producers of all disciplines, with books of business from $300,000 to more than $1 million, produced some disappointing results. According to the survey from Rainmaker Advisory LLC, 64.3% of producers do not manage a pipeline—a prospective customer base—at least once per week, and nearly 16% do not employ any pipeline management system, which are designed to help track prospects and sales cycles. Thirty four percent of producers reported “sometimes” using a pipeline system.

Even more grim, the survey results indicated that 97% do not use technology to stay current on prospect base changes in purchasing officer status, changes in business operations or new product announcements made by those businesses in order to take advantage of “agents of change,” which could lead to converting those prospects into clients.

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