One of the most common questions we get from new agents is this:
“Should I start with free leads and then move into the broker program later?”

It’s a totally fair question. Makes sense on the surface — save money, reduce risk, learn the ropes first, then take on more responsibility once you’re comfortable.

But here’s the thing: that question assumes a few things that just aren’t true for most people.
And if you make decisions based on faulty assumptions, you’re setting yourself up to fail before you ever dial your first number.

So let’s hit pause and really dig into this — because how you start your career here matters. Not just a little. A lot.

Two Programs, Two Purposes — And You Need to Pick the Right One

At The DIG Agency, we offer two distinct programs:

1. The Free Lead Program 
2. The Broker Program 

Both are powerful. Both can lead to success.
But they serve very different purposes — and are built for very different types of agents.

The Broker Program is for true entrepreneurs. People who have already succeeded in high-stakes environments. Maybe they’ve run a business. Bought leads before. Made payroll. Managed budgets. Pushed through stress. Taken risks. Pulled profit.

This person isn’t intimidated by buying leads because they’ve already lived through the pressure of spending money to make money.

On the flip side, we’ve got the Free Lead Program — built for the vast majority of new agents who don’t come from that background. People who are sharp, motivated, ready to sell — but not necessarily experienced in budgeting or business ownership.

And you know what? That’s not a weakness. It’s just a different profile — and one we’ve built a very successful system around.

The Reality: Free Lead Agents Often Outperform Brokers

You might assume that agents who step straight into the broker role — buying their own leads, running their own show — would crush it compared to free lead agents.

But here’s the shocker: on average, our free lead agents are more successful.

They close more cases. They earn more commission. They stay more consistent.

Why?

Because they’re not weighed down by lead buying decisions, stress about budgets, or the psychological burden of wondering, “Am I wasting my money?”

They just show up and sell.
No drama. No distractions. Just results.

Why You Might Be More Successful in Free Leads (Even If It Doesn’t Feel Like It)

I’ll be honest with you — I used to resist offering free leads. I’m a broker at heart. My family is full of entrepreneurs. I’ve built businesses from the ground up. I love the thrill of risk and reward.

So for years, I pushed the broker path. Thought it was the only “real” way.

But I’ve changed.

Because I’ve seen too many good agents struggle — not because they couldn’t sell, but because they couldn’t handle the lead side of the business.
It caused tension at home. Anxiety. Burnout. Missed opportunities. And ultimately, failure.

When we finally rolled out the free lead program, something amazing happened:
Agents started winning.

Not all of them, of course. This business is still tough. But far more agents were succeeding than before. More consistency. Better morale. Higher retention.

Turns out, removing the mental gymnastics around marketing lets people focus on what really matters: getting good at the art of selling final expense.

Still Want to Be a Broker? Make Sure It’s for the Right Reasons

If you’re sitting there thinking,
“Yeah, but I’m doing the math. I could make more if I bought my own leads…”
— slow down.

That line of thinking is a trap for a lot of agents. It sounds logical — but it ignores the hidden costs.

Buying your own leads adds weight. Stress. Decisions. Mental overhead.

And the average agent who transitions from free leads to broker?
They end up selling less.

Their performance drops. They’re juggling more decisions. Their focus gets split.
They had momentum — and they lost it.

We’ve seen it over and over again. Not just here, but in conversations with owners of other multimillion-dollar agencies across the country. Same pattern, every time.

So don’t make the leap based on fantasy math.
Make the leap because you know you operate better when you’re in full control — and you’ve done it before.

Want to Start as a Broker? Here’s When It Makes Sense

If you’ve owned a business before…
If you’ve already bought and managed leads…
If you thrive under pressure and like having your back against the wall…
Then yeah — start as a broker.

Skip the free leads.
You’re probably wired for the risk. And the faster you get started on your own terms, the faster you’ll build your book and scale.

But for everyone else?
There’s zero shame in going with the free lead program.

In fact, it might be the smartest decision you make in your first year.

A Word About Commitment (And Why It Matters)

Because the free lead program works — and because it requires a serious investment on our end — we ask for a 12-month commitment from new agents who choose it.

That’s not to trap anyone. You can still request a release if it’s not a good fit.
But we want people who are in. Who are ready to focus. Who aren’t dipping their toes — they’re diving in.

Why?

Because we know that committed agents perform better.
And that’s what we’re after — real success, not just surface-level effort.

Your Decision Now Shapes Your Success Later

Look — there’s no “one-size-fits-all” answer. This isn’t about ego. It’s not about pride.

It’s about knowing yourself.
Your strengths. Your past experiences.
How you handle pressure.
Where you shine, and where you struggle.

If you’re a grinder, but not an entrepreneur?
Go free leads.

If you’ve already played the high-stakes game and want the control?
Go broker.

Just don’t fall into the trap of thinking you’ll “start small” with free leads and magically grow into the broker model. For many, that path creates more friction than flow.

Make the right decision now — and give yourself the best possible shot at winning early and winning big.

Final Thoughts: Get Clear Before You Jump In

Choosing how you enter The DIG Agency is one of the most important decisions you’ll make in this business.

It sets the tone. It sets the structure. And it absolutely impacts your performance.

So take a moment. Reflect. Be honest.

Don’t choose based on hype or ego.
Choose based on who you are, how you operate best, and what environment will help you thrive.

We’ll support you either way.
But we can only set you up for success if you choose the right foundation to build from.

If you’re ready, apply now. Let’s get you started on the right foot. See you on the inside.

Thank You For Reading

Thank you for reading. In addition to growing our team, my company also offers products and services to help independent insurance agents increase their production and profitability.

If You’re Looking to Join an Agency

The DIG Agency specializes in helping agents become top producers selling final expense life insurance 100% from home using our free lead system. We provide high-quality training, expert coaching, and the technology tools you need to succeed — whether you want to work part-time or build a full-time career.

As your skills grow, you’ll have the option to transition into a broker role, where you can buy your own leads, earn higher commissions, and even build your own team — all without any forced recruiting or MLM gimmicks.

If you’re serious about building a real career in final expense sales, visit https://www.davidduford.com to learn more. Watch the Overview Video on the homepage to see exactly how our system works.

If You’re Already an Agent and Want Better Leads and Tools

Whether you’re independent or already working with another agency, we can help you get more high-quality leads and streamline your sales process. Here’s what we offer:

• FE Leads Direct
  Order exclusive final expense leads at wholesale pricing through our done-for-you lead management system. These are the same leads our top producers work every day. Learn more at https://www.GetFELeads.com. 
• DIG Dialer
  Designed for insurance agents selling any product, the DIG Dialer helps maximize your calling efforts. It’s the same dialer we use at The DIG Agency and has boosted our presentation rate by up to 300% compared to other dialers. If you want more presentations and more sales, visit https://www.digdialer.com for details. 
• Final Expense CRM
  If you’re a final expense agent looking for a field-tested CRM to manage your leads and clients, check out Final Expense CRM. Designed specifically for remote sales, it features Grace AI to help pre-set appointments and automate follow-ups to increase your sales opportunities. Try it for free for 14 days at https://www.finalexpensecrm.com. 

Wherever you are in your career — new agent, experienced producer, or independent broker — we’ve got the tools, training, and resources to help you sell more, earn more, and build the business you want.