The Formula for Success: How Insurance Agents Can Maximize Their Productivity and Results

In today’s competitive market, success doesn’t happen by chance—it’s the result of consistently following a proven formula. If you’re an insurance agent or advisor, it’s crucial to structure your day-to-day activity around the habits and practices that lead to success. So, let’s break down a formula you can start using immediately to boost your productivity, generate more leads, and close more deals. 

1. Hold a Minimum of 10 Appointments Per Week 

At the heart of your success is how many people you meet with. You should be holding at least 10 appointments per week—that’s just two per day. This is non-negotiable. Why? Because appointments are where relationships are built, trust is established, and opportunities are created. 

If you’re not consistently having conversations with prospects, your pipeline will dry up. Holding 10 appointments per week ensures that you’re always engaging with new and existing clients. The more appointments you set, the more opportunities you have to close business and build momentum. Remember, activity breeds results. 

2. Get at Least 10 Referrals a Week 

Referrals are the lifeblood of any successful insurance agency. Your goal should be to gather at least 10 referrals per week. Why? Because referrals are warm leads—they come with built-in trust. If you’re not actively asking for referrals, you’re leaving money on the table. 

Agents who make referrals a key part of their strategy often find that referred clients are easier to convert, leading to faster growth. Plus, when you receive referrals, you’re demonstrating to your clients that you value relationships and service beyond the sale. 

3. For Advisors: Conduct a Minimum of 4 Fact Finders a Week 

For financial advisors, doing the analysis and market research is critical. On top of your 10 appointments, you should aim to hold at least four fact finders per week. Fact-finding allows you to deeply understand your client’s financial situation and uncover hidden needs or concerns. 

The more thorough you are in this step, the more precise your solutions will be, leading to higher client satisfaction and a greater likelihood of closing. Fact finders are your opportunity to provide value, establish yourself as a trusted expert, and set the foundation for long-term relationships. 

4. For Agents: Present at Least 2 Solutions a Week 

Agents, your version of a fact finder is the solution presentation. You should be presenting at least two solutions per week to your clients. The reason? Presenting solutions demonstrates that you’re actively working on behalf of your clients’ needs, and it’s where you get to show the value of your products. 

By consistently presenting solutions, you increase your chances of closing deals. It’s not enough to identify a problem—you need to offer actionable solutions that meet your clients where they are. 

5. Close at Least 2 Pieces of Business Per Week 

This one is crucial: You should be closing at least two pieces of business per week. Whether it’s life insurance policies, rollovers, investment accounts, or annuities, the goal is to always be closing something. 

Why is this important? Because consistency in closing business leads to growth. Even small wins add up over time. The more you close, the more momentum you build, and that success compounds. By setting this goal, you’re ensuring that you’re always moving forward and driving revenue. 

6. The Perfect “Good Day” 

Let’s talk about what a “good day” looks like in this business. Based on insights from top professionals, a good day includes: 

• Running three appointments 

• Setting three future appointments 

• Conducting at least one fact-finder 

• Making one ask to buy 

• Obtaining five referrals 

While not every agent or advisor achieves this level of productivity every day, this should be the standard you strive for. Having a clear, measurable daily goal keeps you focused, productive, and on track to hit your weekly, monthly, and yearly targets. The agents and advisors who experience this type of day consistently are the ones who excel in this industry. 

7. Always Have 12 Booked Appointments for the Next 5 Days 

The last piece of the puzzle is ensuring that you always have a full pipeline. You should have at least 12 appointments booked for the next five days at all times. Why is this critical? Because it keeps you proactive instead of reactive. 

When you have a full calendar, you’re always working towards something. It gives you momentum and ensures that you’re consistently meeting your activity goals. A packed calendar means you’re staying in front of clients and prospects, and that constant contact is what drives results. 

By following this formula, you’re setting yourself up for success. Remember, consistency is key—it's the daily, weekly, and monthly activities that lead to growth. If you’re serious about scaling your business and reaching new heights, it all starts with a structured approach to your activity.