To further that example:
Let’s say you sell 60 policies from those “free leads.” This is costing you $6,480.00 EVERY YEAR. Those 60 policies say on your books for 4 years. Those “free leads” cost $25,920.00.
Even if your marketing costs are more than the $108 in the example above, they fall off after year one and you will receive full commission for year 2 and beyond.