Federation of Regulatory Counsel Journal
Fall Journal, Vol 32, Ed 3, Atcl 1

Lead generation in the insurance field has become a robust business over the last decade as competition increases and the marketplace remains stable or shrinking. The advent of sales on an electronic platform, cross marketing opportunities and the concept of paid advertising based upon the level of interest received as a result of adverting, tied to a per click, lead, quote, application or even policy transaction raises regulatory concerns as to unlicensed activity or the sharing of compensation derived from insurance sales with an unlicensed person or entity. Ramifications for both lead generators and those who purchase leads are clear in the event of non-compliance with applicable laws.

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