Want to Make Over $250K a Year in Insurance? Here’s What You Need to Know

Let’s get real. If you’re selling Final Expense life insurance, you’re working with a ceiling. Most agents don’t crack six figures. A select top 10% might pull in $100,000 to $150,000 a year, but if you’re aiming for a quarter-million or more, you need to look at agency building. That’s the truth.

Medicare cross-selling might sound like another option, but it’s a tougher path than most think. The turnover is high, clients flip plans, and there’s little long-term passive income. It’s inconsistent and less secure than it once was.

So what’s the better path?
Agency building.

You build a team. You build a system. And you get out of the grind. Not instantly, but eventually. When it works, it really works. Think beyond $250K. Think $500K, $1M, or more.

But don’t get it twisted—this is not a “sit back and relax” kind of business. It takes years, sacrifice, and a system that actually works. So let’s break it down.

Recruiting Isn’t Complicated, But It’s Not Easy Either

If you boil agency building down to its core, it looks simple:

1. Find good people.

2. Plug them into a duplicatable sales and marketing system.

3. Repeat that process at scale.

Sounds simple, right? But here’s where people screw it up:

Most agents don’t know how to spend money on leads. They get emotional, make bad decisions, and burn out. That’s why I shifted from recruiting agents to buy leads to providing free leads. Yeah, it’s more expensive upfront for me. It’s riskier. But it’s way more scalable, more recruitable, and far more profitable long term.

It’s been about 18-19 months since I made that shift. And I haven’t looked back.

Want to Build a Real Business? Think About Equity Events

There’s a side to agency building most people never consider: exit potential.

Private equity money is flowing into this space. If you build a clean, predictable, revenue-generating agency, there are buyers out there offering high multiples. I know people who’ve cashed out big. We’re talking life-changing exits.

This is one of those rare models where you can build something with real enterprise value, not just a hustle. If you do it right.

The Sacrifice Comes First: More Hours, Less Income (At First)

Here’s the downside.

Recruiting will distract you from personal production. In the beginning, you still have to sell to keep your income coming in while also training, supporting, and managing agents. It splits your time, your energy, and your focus.

I worked 6-day weeks for years. That’s what it took. Only by 2016 did I get to 4-day weeks. So if you’re not ready to hustle harder, don’t start an agency.

You will lose income unless you increase your work ethic.

Not Everyone You Recruit Will Make It (And That Hurts)

You will pour time and energy into people who never pan out. That’s just the game.

This business isn’t for everyone. Even with the best training, many won’t succeed. And that’s frustrating as hell. It can lead to resentment if you’re not emotionally prepared for it.

Identify your winners fast. Don’t chase underperformers.

The Hidden Cost: You Co-Sign on Their Debt

Let’s talk about the one thing MLM recruiters never tell you.

When an agent writes business and it chargebacks, you are responsible if they don’t pay. You’re co-signing on every deal they write. Most of the time it’s manageable. But when fraud happens? It’s catastrophic.

I’ve eaten $100K+ in losses in a single year due to fraudulent agents. I’ve seen one agent three levels deep rack up $320K in debt that someone else had to pay off.

This is why I’ve become extremely cautious. The fraudsters always want the highest contracts and are rarely interested in a structured free-leads model. That’s why my shift to free leads was also about reducing fraud.

How to Protect Yourself From Con Artists

Here are a few hard lessons I learned the expensive way:

1. Monitor production daily. If something seems off, it probably is.

2. Use VAs and spreadsheets to track policies. Know what your agents are writing.

3. Pull advances quickly when red flags show. Don’t wait.

4. Be cautious with experienced agents jumping around. If they owe another IMO money, don’t bring them in.

5. Assume every new broker could cost you money. Paranoia is survival.

The fraud risk is highest with brokers buying their own leads and aiming for big contract levels. The free lead model weeds a lot of those bad actors out.

Why Recruiting Isn’t for the Faint of Heart

I’ve seen it all: fake apps, business written on dead people, stolen advances.

One guy conned multiple carriers with fake apps and got approvals—on deceased people. Racked up $1.5M in chargebacks across two companies. That was the worst case I’ve ever heard of. The Feds eventually came for him, but that didn’t help the uplines stuck with the debt.

Carriers won’t help you recover losses. They won’t go after fraudsters. You’re on your own.

This is the ugly side of agency building. It exists. And you need to know about it before you jump in.

So Is It Still Worth It? Yes—With the Right System

After all of this, you might be wondering: Why even bother?

Because if you build it right, with the right people and the right systems, it’s life-changing. I don’t sell anymore. I have time freedom. I make more money than I ever did as a solo agent. And I love what I do.

But I want you to go into this with your eyes open. No sugarcoating. It takes sacrifice, risk, and strategy.

How to Start Without Burning Yourself Out

Here’s what I’d recommend if you’re thinking about building an agency:

• Don’t quit your job yet. Build on the side.

• Work more. You’ll need extra hours to support new agents.

• Have a system to find agents. Not ZipRecruiter or Indeed—those leads are trash.

• Build a brand on social. Create content. Build trust. Attract quality agents.

• Keep capital on hand for chargebacks. There’s no magic number, but more is better.

The best recruiting system? One where agents already like and trust you before applying. That’s why I preach content marketing over cold recruiting.

Final Thoughts: You Need to Know the Good, the Bad, and the Ugly

Agency building is powerful. Done right, it can change your life.

But if you’re expecting passive income on autopilot, walk away now. It’s work. It’s risk. It’s emotional and financial volatility. And no one’s going to save you when things go wrong.

Still, I wouldn’t trade this path for anything. I get to help agents win. I get to build something that lasts. I get the freedom most people dream of.

If you’re ready to build—really build—just know what you’re walking into. And build with your eyes wide open.

Let me know if you have questions.

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.