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Yes he sounds naive but what do you expect when the lead company sells you on the fact these are people that went out and actively searched for life insurance quotes but the reality is they wanted x number of points for Farmville and have no interest in the quote.
FYI: We rarely see this anymore. I think with TCPA compliance & the industry working hard to clean up the garbage, that this is not the large issue it used to be. At least we don't see it at my company.We want leads that have intent...not leads that were looking for points/freebies.