How Much Should Insurance Agents Spend on Leads? The Key Number to Know

The agents writing $30K+ months aren't buying what you're buying. Their lead strategy looks different, and it starts with one uncomfortable question.

Craig and Jason break this down from hundreds of conversations with agents at every stage. Here's what moves the needle.

The 80/20 of Agency Work

Most agents: 80% of time on 20% of revenue. Admin, minimum policies, questions Google handles. Breakthrough: identify your 20% activities — closing commercial, building referrals, strategic planning — and protect time for them ruthlessly.

[INTERNAL: buying-insurance-leads-worth-it]

Asset vs Job

Test: stop working 30 days. Revenue continue? If yes, you built an asset. If no, you bought a job with no benefits and no PTO. Goal isn't working IN your agency forever — it's building something that works without daily involvement.

[INTERNAL: cold-calling-scripts-insurance-agents]

The Weekly Rhythm

Monday: team huddle, pipeline review. Tues-Thurs: revenue activities, client meetings. Friday: operations and planning. Protect this rhythm. When urgent overrides important — it tries daily — you stay stuck in operator mode.

[INTERNAL: insurance-referral-program-ideas]

One Change This Week

Don't overhaul everything. Pick one thing. Implement before Friday. Document a process. Make a call. Cancel a subscription. Momentum beats perfection. Great agencies aren't built in one dramatic move — one disciplined week at a time.

[INTERNAL: organic-marketing-blueprint-agents]

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🎙️ Listen to the full episode: You Can Spend More On Leads With This Number In Mind... - Insurance Agency Playbook Apple Podcasts | Spotify | YouTube

The Insurance Dudes — Separating the real from the BS in insurance sales since 2019.