I have spoken to several insurance agents that have told me that the Internet does not work for insurance lead generation.
I know it is not correct because I was a business insurance lead that turned into a sale for my agent. I had trouble finding business insurance from a local vendor and the one I finally found had an OK site and was high in Google for my search on Ohio business insurance.
Qualified leads are people that have a need and seek you out. When your website looks ok and has a clear call to action, you can generate insurance leads every day from the web.
Think about it. Progressive does some nice insurance leads online.
You do not have to be big to use the Internet to generate regular insurance leads for your company. You simply have to focus on local, niche topics (very specific types of insurance) and blog regularly about why the insurance you are offering can help your lead. This stuff does work, but you need more than a 5 page website.