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How an insurance and loan brokerage grew quote requests 7x with cold calling.
The brokerage was paying for shared internet leads that every competitor called too. Skillfi built a trained calling team that reached business owners before their policies renewed and spotted financing needs on the same call. It's how our outbound sales team works: the right list, real conversations, appointments for your producers.
Paying for leads that five other brokers called first.
The brokerage places commercial insurance, including general liability, commercial auto and workers' comp, and arranges business loans such as equipment finance and working capital, mostly for construction and trucking companies.
Outside of referrals, new business came from shared internet leads sold to several brokers at once. By the time a producer called, the owner had already heard from four competitors. Producers spent hours chasing poor leads, and insurance and loan clients were handled separately, so nobody spotted when an insurance client needed financing.
We were paying top dollar to be the fifth call a business owner got that day.
Managing Principal, client
Call the right owners at the right time, and listen for both needs.
Instead of buying leads, we built the brokerage its own list and a calling team that reached owners before renewal season. Calling rules and call recording were reviewed with our legal & compliance team.
18,000 owners, timed to renewal
Construction and trucking companies built from public registrations and filings, with likely renewal dates and fleet size added, and every number checked against do-not-call lists.
A trained calling team
Five experienced callers on a power dialer, with scripts for each industry and objection handling built from real calls, reviewed and coached every week.
Insurance and financing, one call
Callers asked about new trucks, equipment and growth plans, so a single conversation could lead to a quote, a loan application or both.
6 months, step by step
From bought leads to a calling program the brokerage owns. Here's how the engagement unfolded.
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Week 1–218,000 businesses
Target market & list
Best clients analysed, construction and trucking chosen, and the list built with renewal timing and fleet data.
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Week 2–3Compliant from day 1
Compliance & setup
Do-not-call scrubbing, recording notices and calling hours agreed, with the dialer connected to the CRM.
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Week 3–45 callers trained
Scripts & training
Openers, discovery questions and objection handling written for each industry, with insurance and financing prompts.
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Month 2900 conversations
Calling live
Calls focused on owners 60 to 90 days from renewal, with appointments booked straight into producers' calendars.
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Month 3–460 quotes/month
Coach & refine
Weekly call reviews, script updates and a callback system for owners whose renewals were further out.
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Month 5–685 quotes/month
Full pipeline
Quote requests and loan applications at target, with bought leads cut back to almost nothing.
From cold call to closed policy
Four steps that turn a list of business owners into quotes and loan applications for the brokerage's producers.
Call before they shop
- 60–90 days before renewal
- Fleet & payroll size known
- Do-not-call checked
Real conversations
- Industry-specific scripts
- Discovery, not pitching
- Objections handled
Both needs, one call
- Coverage gaps
- New trucks & equipment
- Cash flow & growth plans
Appointments with notes
- Booked into calendars
- Details captured in CRM
- Follow-up if not ready
Six months after launch
Cost per qualified lead
And every lead is exclusive, so producers aren't racing four other brokers.
Our producers now spend their day quoting, not chasing. And because callers listen for both needs, half our new loan clients came from insurance conversations.
Managing Principal, clientTired of buying the same leads as your competitors?
Our outbound sales team will build your own list, run a trained, compliant calling program and book appointments for your producers, with every lead tracked in your AI CRM. Want follow-up on autopilot? Add marketing automation.
- Your own targeted, timed list
- A trained, compliant calling team
- Scripts that uncover every need
- Appointments booked for your team
30 minutes. No obligation.
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