Success is directly tied to activity.
It’s simple: more calls lead to more quotes, and more quotes lead to more policies.
Yet, too many teams struggle to hit their production goals because they aren’t tracking and optimizing their activity levels.
If you’re serious about growing your book of business, you need to know your numbers, increase your daily output, and fine-tune your process for maximum efficiency.
Why High Activity in Calls and Quotes is Non-Negotiable
Think of insurance like a funnel.
At the top, you have your calls and outreach efforts.
In the middle, you have quotes.
At the bottom, you have closed sales.
The more you put in at the top, the more policies you write at the bottom.
Let’s say your numbers break down like this:
✅ 80 calls → 10 quotes → 2 policies sold
If your goal is to sell 10 policies per week, you now know you need to:
📞 Make at least 400 calls per week (80 x 5 days)
📑 Generate at least 50 quotes per week
If you aren’t tracking these numbers, you might feel like you’re “busy” without actually making enough activity to hit your goals.
High activity ensures that even when you face rejection, you have enough volume to create wins.
How to Determine Your Correct Activity Levels
Every agency and producer will have different conversion rates. The key is to track your own numbers consistently and use them to set targets.
Here’s how:
1️⃣ Track Your Activity for Two Weeks
- Log the number of calls made, quotes completed, and policies sold daily.
- Identify patterns in conversion rates.
2️⃣ Calculate Your Ratios
- How many calls does it take to get a quote?
- How many quotes does it take to close a sale?
3️⃣ Work Backward from Your Goal
- If your goal is 50 policies per month and your quote-to-close ratio is 5:1, you need 250 quotes per month.
- If your call-to-quote ratio is 8:1, you need 2,000 calls per month.
4️⃣ Set Daily & Weekly Activity Targets
- Break it down into manageable daily and weekly goals.
- Adjust as you improve your skills and processes.
Best Practices to Increase Calls and Quotes
🔹 Time Block for Power Hours – Set aside specific time slots to focus solely on making calls.
🔹 Use a Strong Opening – The first 10 seconds matter.
🔹 Ask for Referrals & Cross-Sell – The best leads come from existing customers. Every call should include an ask.
🔹 Follow Up Relentlessly – Most sales happen on the 5th or following touches.
🔹 Role-Play & Improve Your Scripts – The best producers practice their calls daily.
Activity is Everything
If you’re not hitting your sales goals, the first thing to check is your activity.
Are you making enough calls?
Are you quoting enough people?
Tracking and increasing these metrics will result in higher production and more revenue.
Success in insurance sales isn’t about luck, it’s about volume, consistency, and constant improvement.
Put in the activity, track your results, and adjust as needed.
The more calls you make, the more quotes you generate, and the more policies you sell.
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As always, the team at Craig Wiggins Coaching is available to partner with you and your agency towards new heights and greater accomplishments.
Reach out to use and let’s see how we can fast-track your development by working together.
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