By Freedom Marketing Group · Published
New agents often try to do everything at once: several carriers, several lines and too many leads. A focused first 90 days usually works better.
Days 1 to 30: foundations
- Pick one primary vertical. See choosing your first vertical.
- Learn one basic sales process: open, discover needs, present, close and follow up
- Set up a CRM with lead source and disposition fields (CRM basics)
- Complete carrier appointments and any required certifications
Days 31 to 60: test leads carefully
Start with a small, defined lead test rather than a large order. Track every lead, then work out your contact and close rates. Build the budget with your first lead budget guide.
Days 61 to 90: build a rhythm
- Set fixed daily call blocks (daily workflow)
- Follow up every lead with a defined sequence
- Review your numbers every week (metrics to track)
Avoid overbuying lead volume
Buying more leads than you can work quickly is one of the most common early mistakes. Unworked leads lose value fast. Only increase volume when your contact rate holds steady.
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Educational information only; not legal, tax or financial advice. Confirm regulatory requirements with qualified counsel and current official guidance.