In this episode of Ask the Experts, Andy Arter sits down with Matt Ricker, Channel Sales Manager at EverQuote, to break down what actually makes lead generation work for insurance agencies.

Matt shares his journey into the insurance space, what he has learned from nearly a decade in lead strategy, and why most agents misunderstand how to measure success when buying leads.

This conversation gets into the real mechanics of profitable lead buying, including contact rates, quote rates, bind rates, cost per acquisition, and why consistency matters more than most agents realize. Matt also explains why agencies need to stop treating lead generation like a one month experiment and start building a real system around it.

• Why most agents give up on leads too early

• The difference between high volume low cost leads and lower volume higher cost leads

• How to think about cost per acquisition the right way

• Why contact rate and follow up cadence matter so much

• What metrics agencies should actually be tracking

• How telemarketing and after hours staffing can improve lead performance

• Why newer agents often overspend or overmarket too fast

• How AI and transparency are changing the future of lead generation

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