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Agency Acceleration Lab is the podcast for insurance agents and agency owners who want to scale smarter, not harder.
Hosted by Alex Branning, each episode breaks down real growth strategies, marketing systems, and client retention frameworks that help you attract better clients, increase lifetime value, and build a more predictable agency.
If you're serious about building a high-performance insurance business, you're in the right place.
Episode Transcript
Agency Acceleration Lab – Episode 10
The Plug-and-Play Recruiting System Growing Rob’s Agency Nationwide
Alex Branning:
Hey, what's up, guys? I am here with Rob. This man is catching fire on the internet with these hiring events where the room is jumping. It is packed with people. Rob, you're growing your agency nationwide with this. Man, let's talk about these hiring events. What are you doing?
Rob:
Man, well, first of all, Alex, absolute pleasure to have you on. Man, one of the legends. If you guys don't know, you make sure you know Mr. Branning and the team. I appreciate all of you guys.
Man, what we're doing right now is, I found out how I was hired. I remembered how I was hired and brought into the industry. I said, okay, of course we should always be prospecting and talking to people, but how about if we were able to do massive outreach and spend some money?
The reality of the situation is, if you want to grow and scale how we're scaling, you need to spend some money. That's why it's so important as an upcoming agent, manager, or owner that you need to be performing at a high level when it comes to sales so you can fund your business.
If we're talking about these hiring events, Alex, to have hiring events, you must be funding those hiring events. That's why it's so important as an agent to have a proper plug-and-play system and incredible software like Agent CRM in order to scale and fund these hiring events.
Alex Branning:
I love that. Yes, start with production. Too many people skip that and just start growing a team.
So your rooms are full. How are you doing that? You're getting people excited about joining the insurance industry. What is the secret?
Rob:
The secret is this, man. First thing is, whether anybody believes or not, I always got to say, first of all, I thank God. I'm super grateful for everything that's happening, and I was asking for wise counsel.
But besides that, what we're doing is we are putting ads across the nation, and we are sending people information of what we do alongside a video of myself letting them know the three aggressive structures that we have where we can almost guarantee success for an agent from going A to Z.
On top of that, every time we hire somebody, it is very crucial and important to let those agents bring five to 10 people in the next seven days.
So imagine I hired just 10 people, but each of those people brought anywhere from three to five more people. So instead of me hiring 10 people, I just hired 30 to 50.
Now we know the statistical data. About 66% will fall off. A third will actually write. So if I hire 40, I'll have about 13 that will actually write. And if I do that month after month after month, it compounds and I start to form a community within the community.
So what we're doing is massive outreach. I have admins, staff, and recruiters putting these ads out and bringing people in. In order for you to get hired, we want to see if you can bring three to five people in the next seven days.
If an agent says, “I'm just waiting to get better before I bring people in,” we tell them, “Hey man, nobody is that special, including myself, where we have to wait to see how good we are before we let people know about the opportunity.”
We almost have a duty and obligation to let people know there's an industry not based on interest rates or the economy. It's based on people.
We're getting hires, then we're going warm market, warm market, warm market, filling local rooms.
Also, we're getting with local mayors and city councils. If you guys are in a community, go to your local city council and let them know, “Hey, we want you guys to send an email blast or text campaign out letting people know we have telesales positions available.”
Then we funnel people into a webinar. I'm on camera. I let them know the vision, the good, the bad, and the ugly, and how we can make something happen. We get them contracted right there.
If they're not licensed, we supply the study material. We also have admins on the backend that help guide them through the process so they can get licensed fast and start helping families.
Alex Branning:
That's amazing. So as soon as somebody comes in, you're already having them recruit more folks to join the team. Incredible.
Let's talk about the nitty gritty. You bring people in, run an event, and get around 25 agents?
Rob:
Yeah, we're looking at about 25. Sometimes even 10, but overall about 25.
Alex Branning:
Okay, so you get 25 people in. I'm assuming none of them are licensed yet. How much staff do you require to get those people moving forward, and how much of that process is automated?
Rob:
We have about two people doing that alongside our managers. Managers have to have skin in the game if they're going to have agents direct to them.
As far as automation, we use Agent CRM.
We're having all these people funneled into Agent CRM with calendar links and automated messages. We were even able to send out videos through Google Drive integrations and blast thousands of messages every few days to unlicensed hires.
So the software we're using alongside the customized drip campaigns you guys helped us with is through Agent CRM.
Alex Branning:
That's awesome. So you get these agents in, they’re excited, you talk about the good and bad of insurance so they know what to expect.
How many of the 25 actually start writing?
Rob:
About a third will actually stay in. You can hire 10 people, but only three will actually sit, go to boot camp, and sell.
But we're very confident in bringing agents into the system and getting people paid in their first 72 hours. You need to get these agents paid immediately so they can feel momentum.
If you can't get agents paid fast, you need to slow down recruiting until you have systems in place. Because at this point, it’s about the agent, not about us.
Alex Branning:
Are you using a free leads model or are they investing money into leads?
Rob:
We get them paid first. My thing is, we're going to make you $1,000 your first week.
Our goal is to get them paid in 72 hours. We give them free leads first. Then after they make $1,000 or $2,000, they start using house money to buy leads. Technically they never came out of pocket.
Alex Branning:
Brilliant.
Let's talk about chargebacks because that's a huge fear for people growing big teams. How do you work around that?
Rob:
Chargebacks, to a certain extent, are inevitable, but they can almost come to a point where they barely happen.
The most important part of the sale is not opening the sale. It's the end of the sale.
You have to communicate properly. I tell clients:
“Mrs. Smith, if this policy cancels, I get in trouble.”
Then I have them grab a pen and paper. I give them my number, their policy number, and tell them to put my information on the fridge.
I tell them when the time comes, I’m the one helping their family.
Then we ask for referrals. Referrals create community.
You want to become “their insurance guy” or “their insurance girl.”
Alex Branning:
I love that.
Let's close this out. Talk to the agency owner thinking about doing their first hiring event. What should they do first?
Rob:
First thing is you need staff. You're not really an owner until you have staff.
You shouldn't be doing minimum-wage activities forever. There needs to be delegation so the owner can focus on growth.
Hiring events should be delegated to somebody else eventually.
Next thing is you need a confident social media platform. If people are going to join you, they need to trust you.
Increase your skill and knowledge level so you can confidently take somebody from A to Z.
Then get involved with your community, city council, town halls, and local events. Start local first, then scale from there.
Alex Branning:
Amazing. Rob, thank you so much for the time. This is going to help a ton of agency owners.
Rob:
Thank you, brother. Also, one thing I forgot to mention — you guys created a customized system for us inside Agent CRM.
Every time an agent finishes a sale, they enter the carrier, client name, and draft date into Agent CRM, and then automated drip campaigns go out for nine months, thanking the client, reminding them about payments, holidays, and follow-up messages.
That's been a massive factor on top of the training.
Alex Branning:
I love it. As soon as a recruit comes in, bring others with you. As soon as you sell a policy, bring others with you. Brilliant, man.
Rob:
Go forward hard and smart. That's it.
Alex Branning:
That's it. Rob, thank you so much for your time, man. This is going to be a killer episode. I appreciate you.
Rob:
Always here, bro. Thank you.