Today I had to have a hard talk with one of my clients.

He’s an owner of an insurance agency and one of the clients who I have on a monthly retainer. We manage his website, PPC campaigns and do CRO work.

I recently met with his marketing coordinator like I do every two weeks to check in, update them on changes and to get feedback on the quality of leads we’re generating.

For the last three months the feedback has all been positive. 

But on the last call she said they’ve only had ONE lead that’s been in their ideal account size. She didn’t make a big deal about it, sort of said it in passing. So I could have let it go. But I didn’t.

I didn’t because I was shocked! For three months I’ve been hearing, “Yes, the leads are good.”

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