Build your agency reputation for service and value-added benefits by hunting for coverage gaps and overlaps in a prospect’s coverage when they ask you to submit a quote. Advice and counsel that saves an unaware prospect money or  serious loss is a surefire way to get and hold the business---and generate favorable “word of mouth” advertising and referrals. 

Chances are, your competition is simply quoting to an existing coverages on the prospect’s “dec” page.