“You defeat the learning curve by outworking it.”
Massive action is the cure to fear, confusion, and inconsistency.
If you do 50 dials a week, you’ll struggle for six months.
If you do 300–500 dials a week, you’ll struggle for six weeks.The learning curve is not emotional. It’s mechanical.
Run enough reps and fear has no oxygen left.
Resolve every lead. YES or NO. Fast. Decisive.
Success isn’t magical. It’s predictable — when the activity is consistent.
Lap 1 — Book Appointments
Contact ➝ Appointment Ratio (Talk-to-Set)
Goal: 1 appointment set for every 3 contacts
Activity Standard: 300–500 dials/week • 30–40 dials/hr
Lap 1 is where 80% of your fear lives — on the phone.
This isn’t rejection — it’s math. The only people who lose are the ones who stop dialing.
Your entire business begins with conversations. No conversations = no business.
30–40 dials an hour isn’t ‘grinding.’ It’s normal.
You don’t rise to your thoughts — you rise to your standards.
Your only job in Lap 1: find the YES and find the NO. Resolve 80–90% of your leads. Quit babysitting maybe’s.
If you do 300–500 dials a week, the learning curve bows to you. If you don’t, the learning curve beats you.
Lap 2 — Appointments Show Up
Set-to-Sit Ratio
Goal: 50% show rate
People show for leadership, not logistics.
If they don’t believe in YOU, they won’t believe the appointment matters.
Confirmation calls are not optional — they’re leadership.
Most no-shows aren’t disrespect. It’s normal human chaos. Your job is to reduce chaos with clarity.
High energy, high clarity equals high show rates.
If you book 12–15 appointments, 6–8 will sit. That’s enough to make $3–5k a week — even if you’re new.
Lap 3 — Write Applications
Sit-to-Close Ratio
Goal: 50% close rate
(1 app for every 2 sits)
People buy certainty. If you aren’t sure, they won’t be either.
Stop trying to sound smart. Be clear. Simplicity closes.
Your questions matter more than your presentation.
If you present like an order-taker, you’ll lose. If you present like a leader, you win.
Don’t chase the perfect product — solve the simple problem in front of you.
One lap at a time: if they sit, they can buy. If they buy, you protect their family and provide for yours.
Lap 4 — Apps Approved & Placed
Submit-to-Issue / Net Placed Ratio
Goal: 80% or higher
This lap is where amateurs lose money and professionals build businesses.
You’re not done when you write the app. You’re done when the policy is issued and paid.
You must be the project manager of your own business.
Follow-up is not annoying — it’s service.
Keep clients warm. Keep communication tight.
Clean apps, good carriers, and good expectations = high placement rate.
The learning curve is a lap system.
You don’t skip laps. You run them.
The agents who treat this like a profession win fast.
The agents who treat this like a hobby never finish lap 1.
Run your laps. Run them with pace. Run them with leadership.