Let’s get right to it. There’s one thing—one simple, unglamorous, often-ignored truth—that separates agents pulling in average income from those crushing it with consistent, scalable, and life-changing revenue.

And no, it’s not a secret script or a magic lead source.

It’s time.

Not sexy. Not trendy. But real.

It’s the one variable that, when added in abundance, almost guarantees a jump in income. If you’re in the insurance game—whether you’re brand new or been at it for a while—you’ve got to understand that activity drives everything. And activity takes time.

Let me explain.

High Producers Work LESS Than You Think… But That’s the Problem

We’ve got agents on our team right now—killers. I’m talking about people who are selling 10, 12, even 15 policies a week. From the outside, you’d think they’re putting in 60, 70 hours a week, grinding the phones like their life depends on it.

But guess what?

Some of them are only working 20 to 25 hours.

Yup, you read that right. A couple long afternoons and a few half-days and they’re out. And I’m not knocking them—if they’re hitting their personal income goals and enjoying life, that’s awesome. For real.

But here’s the kicker: they’re leaving so much money on the table.

Imagine doubling that time. Imagine what 10 more hours could do. 20 more hours. If they’re already writing 10 policies in 25 hours, they could easily be at 20 policies with more focused time. That’s a huge leap in income, just by increasing their hours.

This Business Is Built on Time and Activity—Period

This business is beautifully simple. It’s not about being the most charismatic closer or the smoothest talker. Sure, those skills help, and we absolutely want you to work on them. But at the core, this is an activity-based business. That means more dials, more conversations, more quotes, more follow-ups.

More doing.

If you want to earn more, you don’t necessarily need to get smarter. You need to get more active.

Here’s the truth I learned after a couple of years in this industry—and it hit me like a freight train: if I just put in more hours consistently, my income went up. Every time. Without fail.

I didn’t need to overanalyze or outthink it. I just needed to outwork.

The Compound Power of Just Showing Up

I’m not trying to sound like a motivational poster, but sometimes clichés are true. Showing up early. Staying late. Working when others aren’t. That’s the edge.

I’ve been in this business long enough to say this with full confidence: I am not some sales genius. I don’t have superpowers. I didn’t walk in here as the best closer or the sharpest tool in the shed.

But I outlasted. I stayed in the game longer than most.

And guess what? That made all the difference.

Not because I was lucky. Not because I had insider info. But because when most people quit, I kept showing up. And when most people slowed down, I leaned in.

Why Consistency Wins Over Talent Every Time

Here’s what I’ve learned after watching agent after agent crash and burn—or crush it and build a career:

• The ones who survive put in the time. 
• The ones who make it sustainable stay consistent. 
• The ones who thrive combine both. 

Don’t get me wrong—learning to open strong, handle objections, and close confidently matters. You should study that stuff. But what I’m saying is this:

If it’s between someone who’s “naturally gifted” and only works 15 hours a week and someone who grinds 50 hours a week with average skills… I’ll bet on the grinder every single time.

Because time + activity = growth.

Think Long-Term, Not Just Paycheck-to-Paycheck

This is where it gets real. If you want to build something—like an actual business with a legacy, a future, a plan—you’ve got to start treating your time like an asset.

Every hour you put into meaningful activity compounds.

When you make the dials. When you book the appointments. When you get the no’s and keep going. You’re building momentum. And momentum leads to mastery.

If you do that long enough, with enough volume, something starts to happen: your skills sharpen, your confidence grows, and your income reflects it.

But none of that happens without the hours.

The Harsh Truth: Most Agents Just Don’t Work Enough

I’m not trying to be harsh, but we have to be honest here. A lot of agents don’t make it because they never really tried. They dip their toe in. They call a few leads. They book a few appointments. Then they wonder why they’re not rich yet.

This is a profession. A career. A business. It demands effort.

And the bar isn’t even that high—because most people aren’t really trying.

If you’re willing to do just a bit more than the average agent, the rewards are insane.

Make “Time on Task” Your North Star

No matter what agency you’re with—ours or someone else’s—the real secret isn’t hidden. It’s right in front of you.

Be the one who:

• Shows up first. 
• Leaves last. 
• Works when no one’s watching. 
• Puts in the hours when it would be easier to coast. 

Time on task is your unfair advantage.

Not charisma. Not some perfect marketing funnel. Just plain, unfiltered effort over time.

Let that sink in.

You Don’t Need to Be the Best—Just Be the One Who Lasts

If you’re watching this thinking, “Man, I don’t know if I’ve got what it takes,” let me tell you something.

You do.

Because what it takes isn’t magic. It’s not a personality type or a hidden skill. It’s just the willingness to show up, work hard, and keep going even when it’s tough.

That’s it.

The longer you stay in the game and put in meaningful hours, the more inevitable your success becomes. And I’m not talking about surviving—I’m talking about thriving. Living. Building something that lasts.

Final Thought: If You Remember One Thing, Make It This

There are a thousand little tactics and strategies you can learn in this business—and we’ll help you learn them all. But the one driver, the one lever you can pull right now to make more money, is this:

Put in more time.

Not just “busy” time. Not scrolling LinkedIn and calling it work. I mean focused, dialed-in, activity-driven hours.

Do that—and do it consistently—and you will win.

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.