Learn How to Become An Insurance Agent With Duford Insurance Group!


Thanks for your interest in the Duford Insurance Group!

Please review the most Frequently Asked Questions list below to answer many of your questions on partnering with Duford Insurance Group to sell final expense, Medicare Advantage, or annuities.

Before You Begin Reading…

Please watch this short video for a quick explanation of how to get the most out of this FAQ page (and what steps to take if you’d like to join Duford Insurance Group):


Once you review how Duford Insurance Group works, follow these directions:

  1. Are you a new or aspiring insurance agent considering joining Duford Insurance Group?
  2. Are you an experienced agent in final expense, Medicare, annuities, or any insurance product?
    • Let us know here and you’ll get a direct scheduling link to speak one-on-one with David to ask all your questions.

How do the insurance products DIG sells work?

Final Expense

Final expense is a simplified issue whole life insurance product designed to pay money to an insured’s beneficiary to cover final expenses like burial and cremation costs.

Further, whole life insurance provides peace of mind to our clients in the following ways:

  • Policies never cancel due to age or health as long as premiums are paid.
  • Premiums remain level, never increasing due to age or any arbitrary reason.
  • If the client medically qualifies, coverage may start fully from the first premium payment for the entire coverage amount. If not, there are likely policies that will partially cover the client from the policy issue date. Or, worse case, provide guaranteed issue coverage with no health questions.

Also, “simplified issue” refers to how our insurance carriers underwrite the final expense product.

With final expense, there are:

  • no medical exams,
  • specimen collections, or,
  • detailed medical information.

Instead, a simple Medical Information Bureau check and Prescription check is done electronically at the time of sale, with our favored insurance carriers providing an instant decision of approval or decline.

The benefit to your client is easier-issuing coverage without the frustrating weeks – if not months – of waiting for a decision as with fully underwritten policies.

This means your client gets coverage fast (and you get paid fast).

You can learn more about selling final expense insurance in my informative article here, or watch the video below:

Medicare Advantage

Medicare Advantage are private-sector health insurance plans that take the place of Original Medicare.

The number of people with Medicare Advantage plans has doubled from 10.5 million in 2019 to 22 million in 2019.

Medicare Advantage “rearranges” Original Medicare benefits in a way that may better suit its policyholders. For example, Medicare Advantage policyholders enjoy low monthly premiums, low co-pays, low prescription costs, and strong physician networks.

At Duford Insurance Group, we target the “Special Election Period” market. This market consists of low-income seniors who qualify switching out their Medicare Advantage plans at any time during the year, given they qualify due to a special election.

We believe this is an under-served, highly lucrative market, of which we use our proprietary sales and marketing system to target.

You can learn more about the Medicare Advantage market in my detailed article here, or watch the video below:

Annuity Sales

Annuities are life insurance products that eliminate the risk of principle loss on an insured’s money while exposing his money to gains in the market.

At DIG, we primarily market retirees for this using what’s known as a fixed index annuity, granting the retiree upside market gain potential while guaranteeing no risk of loss due to a bad stock market.

Interested in learning more about selling annuities with DIG? Visit this webpage here for a detailed overview of how our annuity sales and marketing system works for agents new or experienced in selling annuities.

Who is our target market?

Our target market for final expense, Medicare, and annuities is the Senior Citizen demographic.

Roughly, this refers to people 50 and older who have low to moderate levels of income. The vast majority of our market is either:

  • Disabled and cannot work, or,
  • Retired and chooses not to work.

We love this demographic because of its long-term fundamental strengths, and believe there exists decades of sales opportunity for agents who commit to it.

Some benefits of the Senior Citizen market include:

  • 11,000 people turn 65 each DAY between 2020 and 2030.
  • The 65 and older population will increase 50% from 2020 to 2040 (from approximately 50 million to 75 million).
  • Social Security pays our prospects no matter what the economy does, providing sales opportunities to prospects with less income sensitivity compared to working people.
  • Medicare supplemental insurance companies invest millions upon millions of dollars to promote purchasing Medicare Advantage and Medicare Supplement policies, which conditions Medicare recipients into thinking buying an additional Medicare policy is a must-have purchase.
  • Social Security and Medicare are political third rails. Few politicians will risk their careers attempting to reform either program as voters in older age brackets will vote them out if either program is even threatened.

Here’s a video on why I am “all in” on selling insurance to Baby Boomers:

Which insurance carriers do we offer?

Since DIG is an independent broker, we offer a variety of insurance carriers for agents to select from.

In most cases, agents start with 3 to 5 carriers.

You can see a (nearly) complete list of all the carriers we represent here.

How is Duford Insurance Group different from other insurance agency opportunities?

Duford Insurance Group is unique relative to other insurance sales opportunities for the following reasons:

1. Belief In The Independent Model Of Insurance Sales

We teach agents to sell multiple insurance carriers as opposed to a single carrier.

More carriers means more options, providing us better opportunities to help our clients with better premium rates and underwriting standards.

2. Producer-Oriented, Not Recruitment-Oriented

Bottom line, DIG is NOT an insurance MLM.

Our passion is in training you on the craft of SELLING insurance, and not recruiting agents.

Not to say we do not support agents recruiting (we do, agents need experience selling first), but our focus is on developing you into an insurance sales machine above all else.

3. Designed For The Entrepreneurial Agent

Duford Insurance Group is not right for everyone.

To succeed, you must possess higher levels of self-responsibility and self-discipline than the average agent.

You MUST be a self-starter. This is NOT a babysitting, micromanaging agency. You truly run your own insurance sales business and are treated as an independent business owner.

4. Top Commissions

Since DIG is not an MLM agency with 10 people between you and the top of the company feeding off your production, DIG is able to extend more commission to its agents than the vast majority of its competition.

This means agents are actually paid VERY good commissions relative to most agencies with the ability to grow commission rates with production history. Commission levels discussed in detail more below and on our Weekly DIG Q&A calls.

5. Top Quality Leads

DIG has relationships with top-quality lead vendors, connecting you to lead providers already proven to work.

Our preference are for vendors that sell you EXCLUSIVE and FRESH leads, not old and resold. This means fresher leads with more interest in buying.

6. A Fair And Balanced Agent-Agency Relationship

DIG founder David Duford knows exactly what it’s like as an agent. And the last thing he wants is to screw you over like so many other agencies do.

As an agent with DIG, we promise to do the following:

  • Release upon request as long as you do not owe chargeback money.
  • Fully vested 100% from the first day. You own your own book of business and continue to get paid into the future no matter your long-term working arrangements with DIG.
  • You are paid directly from the insurance company.

7. Support For BOTH Face-To-Face And Telesales Agents

Whether you want to sell face-to-face or over the phone, Duford Insurance Group can help!

We have many agents successfully selling in both and can teach you the inner workings of which ever you choose is best-suited for your goals.

What kind of results do Duford Insurance Group agents get?

While results vary, we have documented dozens of success stories on agents:

  • Selling final expense face-to-face
  • Final expense sales by phone
  • Medicare Advantage sales face-to-face,
  • Selling Medicare Advantage over the phone, and,
  • Successfully selling annuities.

Your success is our primary directive, and we want you to know many have come before you who have experienced success.

Please review our many Agent Success Stories here and below for more context on how we help agents become top producers.

I have the honor and pleasure of working with David Duford since 2015 to present. David has done what no other Mentor/Friend has done since ontaining my license back in 2004 in teaching me how to really be a top producer. David gives 110% support in being independent and if I choose to build an agency the right way. Now I am going 100% On-line and not have to drive to see my clientele. This has been possible since teaming up with my Mentor David Duford. If you are looking for a real mentor that will help you to become a top producer then look no further and book an appointment to talk to him and see if you are a fit to joining his Agency. You will not regret your decision.
Alejandro Chetto
Alejandro Chetto
16:35 22 Nov 21
Teresa Weber
Teresa Weber
20:21 20 Nov 21
Michael Siler
Michael Siler
13:55 19 Nov 21
13:46 17 Nov 21
The most complete turn key system to sell Final Expense and build an Agency that I'm aware of!
Kurt Foulds
Kurt Foulds
13:16 17 Nov 21
Dave Duford is a straight shooter and straight to the point! No B.S. from Dave. He helps his agents get the job done. He knows the final expense business backwards and forwards! He's got the tools to help agents succeed.
John Washo
John Washo
01:43 17 Nov 21
One can tell easily that Dave is very professional and passionate about his role to help new upcoming agents. Very grateful for the ease of his accessibility for questions and guidance. His materials and YouTube videos are very organized and understandable. He also does podcasts, Q&A sessions. Thank you Dave for your mentorship. Look forward to understanding this field with your help.
monica strazzeri
monica strazzeri
19:13 16 Nov 21
David and his team are all very professional when teaching new people about this business. Even seasoned veterans can enjoy learning new tips and tricks for carriers. Dave has easy to use websites with links to get the job done when out in the field. He and his team are only a phone call away if you are out with a client and need advice.
Mary Borden
Mary Borden
18:32 16 Nov 21
As a new agent I was looking for a proper training to be successful. I decided to be part of David's team because, his methods to train new agent has been the best for me. I received great value and tips on my training with David. He is a great mentor, teacher and great individuo. If you are a new agent I highly recommend David.
Judith Maldonado
Judith Maldonado
15:33 16 Nov 21
Actually cares
Darryl Haynes
Darryl Haynes
23:45 15 Nov 21
Very informative, real, and detail oriented. Thanks for all you do David!
Jazworker tribe
Jazworker tribe
23:22 15 Nov 21
Dave is SO knowledgeable, thorough in his teachings, and encouraging. A great insurance mentor. Highly recommend.
Nikkita Nguyen
Nikkita Nguyen
21:19 15 Nov 21
Edgardo Fuentes
Edgardo Fuentes
20:26 15 Nov 21
Cami Cache
Cami Cache
19:32 15 Nov 21
Seth Essien
Seth Essien
16:34 15 Nov 21
It took me awhile to really get going in David's group due to personal reasons. David never acted upset and was extremely patient with me despite not making money on me right away. He tells you the honest truth about the business and how to succeed. Tons of educational material and he personally teaches multiple times a week. Give him a try and you will quickly see why joining the Duford Insurance Group is a great idea.
donald mcknatt
donald mcknatt
16:23 15 Nov 21
Barbara Sullivan
Barbara Sullivan
16:07 15 Nov 21
Excellent forthright guidance.
Jason C
Jason C
16:00 15 Nov 21
The thing about being a new agent is there are so many moving parts and you don’t know what you don’t know. David’s training and resources addresses and handles new agent jitters and uncertainty. No matter what question you ask David will take the time to get you the answer, no matter what it is. He is sooooo patient. He doesn’t dismiss you. On the contrary he will seek you out to see what you need.
Eva Jean
Eva Jean
14:44 15 Nov 21
There is a reason you can't find any negative comments on David Duford's agency online....it nothing if not fantastic! David has a consistent, honest, no nonsense approach to assisting you be successful.
West H
West H
13:53 15 Nov 21
After dealing with another IMO that was ultimately a shady MLM IMO I was 2nd guessing the biz all together until I found David. He was and continues to be upfront about everything, nothing to hide, honest opinions, doesn't try to push you in any direction that you don't want to go. No kind of MLM whatsoever and he knows the biz inside and out. I'm in the biz less than 1 year and I broke 6 figures within my 1st 5 months onboard with David.
Anthony B
Anthony B
13:50 15 Nov 21
This company will give you the tools you need to succeed. The rest is up to you!
stephen schmitt
stephen schmitt
13:40 15 Nov 21
You couldn’t ask for a better knowledgeable person in this industry.. great training videos and live training. He is always a text ,email or phone call away and quick response back. I look forward to learning and growing as an agent with him.
julia bassett
julia bassett
13:20 15 Nov 21
Robert Pleasant
Robert Pleasant
13:09 15 Nov 21
Jay Welch
Jay Welch
13:07 15 Nov 21
True training and business knowledge
John J
John J
13:03 15 Nov 21
I am newly licensed and just getting ready to start selling final expense. I have looked at many opportunities to sell insurance and David's agency makes the most sense by far.
James Young
James Young
14:45 08 Nov 21
One of the better places for agents to work. Compensation is amongst the highs in the industry and David is always there to answer any agents questions to respond to call/text. Two thumbs up, cant complain
Gurdip Singh
Gurdip Singh
14:43 07 Nov 21
This is an excellent agency to partner with. The training is exceptional and you have access to all the tools you need to be successful.
Fred Palffy
Fred Palffy
20:23 27 Oct 21
Duford Insurance group is such a great mentorship program.David shares very relevant knowledge and expertise every week on his training calls.He Displays positivity and enthusiasm always.David doesn't shy away from providing honest and constructive feedback.He has great listening skills and is always willing to go above and beyond to got you answers via email etc. You can also schedule calls with him as well when you are feeling stuck.I so appreciate what I've learned from him and his training has made me a more confident agent in the field.Look no further !
Valora Mattison
Valora Mattison
00:25 26 Oct 21
This is a great agency to work for. You won't be disappointed. Great training and support.
Shronda Birch
Shronda Birch
15:43 25 Oct 21
For a self starting independent, Duford Insurance Group is very easy to work with. They are very responsive. I get emails about how to improve my business or how they can add value to my business. Their youtube and intenal video content is amazing. Most other IMO's email me their incentive trip details and try to push my production to them. There is no shortage of IMO's in the final expense space. His focus on finding the best value and solution for the client. That makes it easy to build a business for long term
Tunc Tanin
Tunc Tanin
04:55 24 Oct 21
I like all the training we have access to. Plus the live training weekly.
Melissa Schoenung
Melissa Schoenung
00:34 23 Oct 21
Working with David Duford is simple and "no contracts", vested in your production day one! David, an author & experienced in Life, Medicare, and Annuities, was why I sought him out. I did have a few years experience prior to going Independent, but his training and tools, and updates on marketing, helps any agent. It's all remote, but that is the way business works now in recruiting. Listen to what David teaches before you make a mistake of signing a contract with any IMO/FMO.
Michael Lewis
Michael Lewis
00:26 23 Oct 21
David has a wealth of information. Very helpful for me.
Jerry Trost
Jerry Trost
21:37 22 Oct 21
I have worked with other agencies in the past almost leaving the industry all together for lack of support and training. David Duford is the most transparent agency owner I have ever met. His trainings are the best I have ever experienced. After working with David, I am excited again about the industry and my new skillsets. Highly recommend his agency especially for new agents. He tells it like it is and doesn't sugar coat anything.
Debra Heap
Debra Heap
16:47 22 Oct 21
Steve Sturnick
Steve Sturnick
16:40 22 Oct 21
Michael Siler
Michael Siler
16:29 22 Oct 21
David is a great person to partner with. He offers great training and insight and has been very helpful to me and others in getting our businesses headed in the right direction. 100%!
Mike Luna
Mike Luna
15:20 22 Oct 21
I can't imagine there is a better agency to work with whether you are a seasoned agent or new to the insurance business. I would highly recommend the Duford Insurance Group to further your insurance career.
Craig Barnes
Craig Barnes
14:51 22 Oct 21
The Duford Insurance Group is a very professional agency with all the tools you need to be become a successful agent.
Gabe Alvarado
Gabe Alvarado
14:26 22 Oct 21
J- Rod
J- Rod
14:09 22 Oct 21
Duford is a great agency and David really does a great job. He truly cares, which is a rare trait.
James Howarth
James Howarth
13:43 22 Oct 21
David Duford’s insurance agency has changed my life! If you are looking for a place where you can grow at a rapid rate, increase your bank account beyond your imagination, learn from an expert who is fun, loving, exciting and thoughtful, look no more.David is an insurance expert and you will become one too, he provides everything you need from the best commission rates to the best insurance carriers especially if you want to do telephone sales from home, the best telephone and in home scripts he will teach you everything you need to say Word for Word to close the sale. He also will teach you how to close the sale in the client’s home at the kitchen table.And if that’s not enough he provides live training via zoom where you can hear live telephone calls of other agents closing sales and allows the group to critique the closer…it is unprecedented.I could go on and on and on but in closing reach out to David Duford you won’t regret it!Tracy O. Johnson aka the insurance lady!
Tracy O
Tracy O
12:43 22 Oct 21
Theresa Klingenberg
Theresa Klingenberg
12:23 22 Oct 21
Anton Gonch
Anton Gonch
12:12 22 Oct 21
Chris Topping
Chris Topping
12:09 22 Oct 21
I think David is one of the most honest and upfront people I know. His training is great. There’s plenty of carriers with nice contracts, plenty of training, and he is available for one on one sessions for whatever you need. I couldn’t think of a better group to be part of.
Anthony Nelson
Anthony Nelson
12:01 22 Oct 21
Adam Merlino
Adam Merlino
11:56 22 Oct 21
Knowledgable and objective!
Reinhard “Ryan” Hermes
Reinhard “Ryan” Hermes
11:50 22 Oct 21
David is a top notch leader in the insurance industry. He is one of the few agency owners who takes personal interest in each and every one of his agents. I highly recommend working with Duford Insurance Group!
Stephen Littleton
Stephen Littleton
11:14 22 Oct 21
Jo Nazario
Jo Nazario
18:40 05 Dec 19
the guy has integrity. the fact that he likes to help share knowledge with insurance agents that are not even in his agency speaks for itself.
Ric Craig
Ric Craig
23:03 01 Oct 19
His expertise in final expense and mentor ship no nonsense approach to helping new agents
Michael Dvorak
Michael Dvorak
01:50 28 Mar 19
Training in Final Expense.
Michael Benninger
Michael Benninger
05:49 07 Mar 19
David Duford is an incredible asset to the Final Expense Industry. As an insurance agent, and internet community leader to thousands of agents, I can appreciate how well David embodies a marketing model that consistently delivers a value first content approach. This has truly earned the respect of myself, and thousands of other agents in this industry who have learned something from watching David.

From your friends in the Tips, Tricks and Closers Group Community- Keep up the great work!
Ryan Saridakis
Ryan Saridakis
12:23 27 Sep 18
There are very few people in the industry with as much knowledge as Dave. Couple that with truly having the heart of an educator and you've got a valuable resource in Mr. Dave Duford.
Kahl Steele
Kahl Steele
15:10 18 Sep 18
I have known David Duford for approximately 5 years. I have nothing but good things to say about David and his level of commitment to seeing his agents succeed.

Honesty, transparency, and mentorship is what you will get when you work with Dave!
James Campbell
James Campbell
15:06 18 Sep 18

How Does Onboarding Work For Agents New To DIG?

There are two different paths available for agents who join Duford Insurance Group.

Standard On-Boarding Process: From the time you submit carrier contracting, our goal is to have you “Sales Ready” within 15 to 20 days.

You’ll have access to every imaginable resource to help you learn the craft of selling insurance, including classroom modules, up to 14 hours weekly access to live training conferences, detailed sales scripts, and more.


Once you review how Duford Insurance Group works, follow these directions:

  1. Are you a new or aspiring insurance agent considering joining Duford Insurance Group?
  2. Are you an experienced agent in final expense, Medicare, annuities, or any insurance product?
    • Let us know here and you’ll get a direct scheduling link to speak one-on-one with David to ask all your questions.

How has Covid-19, Recessions/Depressions affected selling the Senior Citizen market?

Believe it or not, little to none!

In fact, some agents’ sales results have only improved since the Covid-19 pandemic began.

Here’s a few reasons why pandemics, recessions, and Depressions have less impact in our market than others:

  • Guaranteed Income. Almost all our clients receive Social Security income payments. The US Government has never been late paying Social Security at any time since its inception nearly 100 years ago. And this means when the economy goes bad and workers lose their jobs, our prospects continue to get paid, on time and without reduction. This translates into a business model with less swings up and down and more consistency.
  • Gaps In Medicare Coverage. When a senior turns 65 and starts Medicare, most feel additional coverage is necessary to fill the gaps in their coverage. And naturally, being older and closer to life’s end, there is more concern (especially as we’ve seen during the pandemic) about having quality health insurance coverage than in earlier years.
  • Business Model Flexibility. For final expense and Medicare, we can successfully sell either face-to-face or over the phone. If there is some sort of lockdown or restrictions face-to-face, it is within reason to sell over the phone with similar success.

What kind of experience is required to join Duford Insurance Group?

First, if you are a NEWLY licensed insurance agent, we welcome you to consider joining DIG.

In fact, David Duford has always focused on recruiting and training new agents into top producers.

Experienced agents are welcome, too =).

Other than that, pedigree, resumes, and work history DO NOT MATTER.

All we care about is the following:

  • Coachability
  • Humility
  • Focus
  • An appetite for action
  • Ability and willingness to invest in leads
  • A can-do attitude
  • Not a whiner/complainer
  • Passion for helping people
  • Significant work-ethic

If you possess these traits, it’s likely Duford Insurance Group is a perfect fit, no matter your work history.

All About Commissions

How does compensation work?

When you sell an insurance policy, most of our carriers pay you several days after the policy is approved.

Some will wait until the first draft is collected to pay your commission.

Generally, expect to get paid on average within a few days to a few weeks after the sale.

How does commission advancing work?

“Advancing” is another word for a loan.

When you sell an insurance policy, you are advanced money with the assumption the policy does not lapse.

Typically, your major carriers advance 75% of your entire first year commission. Some advance 50%, while only a handful pay “as-earned,” or only when the premium is collected for that month’s commission.

If a policy lapses, then you owe the part of the advance that was not collected.

For example, if the insurance company collected 3 months of commissions and you were advanced 75% (9 months) of your first year commission, then you owe back 6 months as a chargeback.

The good news is that you do not have to immediately pay back a chargeback.

Most companies give you enough time to either (a) write a new policy to cover the chargeback, or (b) cut a check to cover the advance.

What are DIG’s final expense agent commission levels and how do they work?

Duford Insurance Group prides itself on offering strong commission levels to both new and experienced agents WITHOUT the need to recruit like most insurance MLMs.

Generally, agents new to final expense start between 100% to 110% first-year commission, with experienced agents starting between 110% to 120% first-year commission. Renewals pay in the 4% to 7% range between years 2 through 10.

For top-level producers, we have the ability to increase commissions up to 130% based on hitting production goals.

And for those interested in agency building, we have commission levels up to 140% based on production goals.

We are more than happy to clearly explain what the expectations are in hitting these levels on our Weekly Live Group Q&A Calls.

Here’s a helpful video explaining more about final expense commissions:

All About Leads

How do leads work with DIG?

Leads are the lifeblood of your insurance sales business and are an absolute requirement for you to invest in joining Duford Insurance Group.

Without leads an agent has no business and no way to succeed.

Here’s a breakdown on what to expect with insurance leads partnering with DIG:

  • DIG doesn’t sell leads. We make recommendations to quality third-party lead vendors proven to work for other agents. DIG does NOT make affiliate commissions for these recommendations. This is NOT the case with most insurance agencies as lead sales is another income stream for the agency, which may cloud their recommendation as the agency is posed for profit on the sale of the leads, regardless of whether or not they are quality.
  • How many leads should I get? For part-time agents, we recommend 15 to 30. For full time, 25 to 50+. The large range depends on lead type and whether not you’re selling face-to-face or over the phone.
  • What can I expect to pay for leads? Roughly, we ask DIG agents to commit to investing $250 to $800 weekly in one of our lead recommendations. If you can’t make the minimum, you must be willing to do our seminar marketing strategy that generates cost-free, high quality leads. Ask me about how it works on our New Agent Q&A Call. If you need funding for leads, check out Fundwise to apply for a line of credit to invest in leads.
  • How long does it take to become profitable? Most agents who do well will see success within the first week or two, selling enough policies to cover their investment and profit. It is HIGHLY likely you’ll experience profitability between the first 4 and 6 weeks of selling, which is why for new agents we ask you to give this business at LEAST a month to determine if it’s right for you or not.
  • I can’t afford the weekly lead investment, are there other options? Beyond doing seminar marketing, no. However, get creative. While not right for everyone, consider borrowing money from family. Do you have a credit line you can utilize? Have you considered contacting Fundwise to apply for a line of credit? Do you have collectables you can sell? We’ve seen very successful agents (including David Duford) choose to finance leads in this manner, and without making one of these tough choices, never would have made it long-term.

How Does Fundwise Work?

We have partnered with Fundwise to help agents interested in securing lines of credit to finance their insurance lead programs.

Fundwise is a lender-matching platform dedicated to getting you the best credit lines available to you. Fundwise takes 60 seconds to apply, and applying has zero affect on your credit to see how much you can get.

There are some basic requirements you need to meet to make Fundwise worth doing. You need:

  • 650+ credit score. Anything less than that is usually declined.
  • No recent late payments or derogatory marks on credit report.
  • 2 years of credit history with $3k+ limits on one or more credit cards

Learn more about Fundwise here, and click here to begin the application process. Please note that I am an affiliate for Fundwise, and receive a commission on any line of credit you’re approved on.

What previous career paths work well with selling final expense, Medicare, and annuities?

Literally, everything and anything.

We do not recruit on work experience, instead focusing on character first and foremost.

Do I need a license? If so, what kind?

Yes! You do need to get licensed to sell insurance.

Here’s a breakdown on what’s necessary for each type of product we offer:

  • Final expense: All you need is a life insurance license, although it’s recommended to test for the health and accident license, too.
  • Medicare: First, you need a health and accident license. We recommend also testing for the life license, too. Second, you’ll need to take the AHIP Medicare Training test to sell Medicare Advantage products.
  • Annuities: For the annuities we sell, in most states, all you need is a life insurance license. Some states require additional testing. You do NOT need a financial advisor certification as we do not sell variable annuities.

Click this link to get more specific directions on how to get your insurance license, and where to get pre-licensing started.

NOTE: Get $150 off of your pre-licensing exam for life and health here.

Expect this process of licensing to take 2 to 3 weeks for the average person.

More information on preparing and passing your insurance license exam here:

What are the expected costs of licensing?

Expect to invest somewhere between $200 to $400 to become a licensed insurance agent.

This number consists of paying for pre-licensing, testing, finger-printing, and background checking.

Average income of a producing agent?

We hate to say it, but understand most insurance agents fail within their first 12 months of getting started. So average incomes aren’t that great.

However, for those that follow our system and work hard, we believe a first-year income of $50,000 to $75,000 is possible selling final expense, with the definite possibility of earning $100,000 to $200,000 in income in either the second or third year of selling final expense.

For Medicare sales, since the product is renewal-driven, the first few years pays less income than final expense. However, with consistent sales for the first 5 years, many times Medicare commissions far exceed final expense commissions.

For example, it is conceivable for an agent to have 1,000 Medicare Advantage clients in 3 to 5 years, which would pay $270,000 each year FOR LIFE, as long as the clients stay on the books.

What can a top producing agent make in the first 12 months? Long-term?

We’ve had top agents write $300,000 to $500,000 in their first full 12 months in the final expense business.

Long-term, coupling either agency-building or selling Medicare Advantage, it’s possible to earn incomes even higher.

Is this MLM, pyramid scheme? 

NO, this is NOT a multi-level marketing pyramid scheme. You NEVER have to:

  • Recruit other agents
  • Sell your friends and family, or
  • Attend annoying Kool-aid rah-rah conferences.

If anything, the Duford Insurance Group is the “anti-MLM” agency.

How do I grow in my career?

The vast majority of agents with Duford Insurance Group start their career selling final expense.

As time progresses, they either:

  1. Choose to build an agency, or,
  2. Cross-sell Medicare Advantage plans and the occasional annuity to their clientele.

Either way, we support whatever direction you want in your insurance career, and will help you grow as big as you want!

Can I recruit from Day 1?

No. While recruiting is great, it does not make sense until you’ve developed “street cred.”

We recommend 6 to 12 months of consistent success selling insurance before recruiting.

Newly recruited agents require your attention and wisdom, and if you cannot provide it, they will understandably leave.

However, if you have existing experience selling insurance when you join DIG, then recruiting is OK.

How does residual income work?

Both final expense and Medicare products pay a renewal/residual income. This is income that’s paid to you well after your first year commissions are paid.

This is nice as you are paid on work you completed sometimes years ago.

However, understand that while both products pay a renewal income, final expense is NOT geared towards significant renewal income, while Medicare Advantage IS.

What happens with most agents is that they start selling insurance with final expense, then around a year in, start cross-selling Medicare Advantage.

This provides the best of both worlds, with a high first-year commission selling final expense, along with a long-term renewal income stream developed from selling Medicare Advantage.

Hours In the Field Weekly?

We want you working as much as possible.

Selling our products is primarily a game of numbers, meaning the more time in the field with prospects, the more likely you’ll make sales.

Nevertheless, this is YOUR insurance sales business, so you have full discretion over how many hours daily and days weekly you want to work.

David Duford’s recommendations are for full-time agents new to final expense to work 5 to 6 days with a few of those days late nights, and part-time agents to work multiple days during the week and all-day Saturday.

Do you work with part-time agents?

Yes! DIG founder David Duford started selling final expense part-time in 2011.

Part-time DEFINITELY works, but you need to have a FULL-TIME mentality to make it work optimally.

All About Numbers

How many sales presentations weekly should I do?

We recommend full-time face-to-face agents strive for 15 COMPLETED appointments weekly, and telesales agents strive for 20 COMPLETED appointments weekly.

Part-time agents should start with cutting those numbers in half.

What’s the average closing ratio?

For each completed presentation, we expect 50% to buy. Some agents only sell 40%, which is typically workable.

The best agents consistently sell 65% to 70% of completed presentations.

Return on investment goal?

Our goal for our final expense agents is to return a minimum of $3 in commission for every dollar spent on marketing.

Optimally, we want to see a 4:1 return on investment or better. In other words, if you invest $50,000 into your final expense lead generation, we want you to commission between $150,000 to $200,000, giving you a net income of $100,000 to $200,000.

What’s the average case size? 

The average final expense case pays a monthly premium of $50. Agents who implement DIG’s sales strategies have seen average case sizes higher in the $65-$75 per month range.

What’s the average commission per case?

Generally, between $400 and $700, depending on what type of product sold.

Quality of business?

If you follow our sales training advice while offering multiple insurance products, we expect 80% or more of your final expense and Medicare clients to stay on the books after the first year.

How does DIG’s sales and marketing training work?

Here’s how training works at Duford Insurance Group:

  • Interactive Training Website. We have a training website that houses every conceivable training resource you’d ever need to master final expense, Medicare, and annuity sales. Scripts, classroom training modules, live sales call analysis recordings, carrier cheat sheets, quoters, and on and on. If anything, there are TOO MUCH training resources.
  • Daily Live Training Conferences. We host daily training calls on all sorts of different subjects including script role-playing, live sales call analysis, carrier training, new agent onboarding, agency building, etc.
  • One-on-one coaching. You have access to David Duford and can schedule a coaching call anytime with him to discuss anything at all you need help with.
  • Field training opportunities. We have a network of agents nationally that are willing to take new agents on 1-day ride-alongs to learn more and observe how the business is done.
  • In-person boot camps. We host boot camps in various parts of the country on final expense, annuities, Medicare, and telesales.
  • Direct access to David Duford. As a DIG agent, you’ll get David Duford’s personal cell phone whenever you need help with anything. Just call and/or text and David is at your service.

How do agents scale up to make $250k+ annually?

Bottom line, they buy a LOT of leads, and run a LOT of appointments. Our highest income-earning agents regularly buy 80 to 120 leads WEEKLY, running 30 to 40 appointments weekly. We’ll teach you how to get there =).

I’ve read everything above and am interested in joining. What happens next?

Once you review how Duford Insurance Group works, follow these directions:

  1. Are you a new or aspiring insurance agent considering joining Duford Insurance Group?
    • Join a live Group Q&A call with David Duford here. You can ask David questions about joining and seek further explanation about how DIG works. Once you attend the Q&A call, you can schedule a 1-on-1 call with our New Agent Onboarding Specialist.
    • Can’t make the available live Q&A times? Let us know here and we’ll send you alternative steps to move forward.
  2. Are you an experienced agent in final expense, Medicare, annuities, or any insurance product?
    • Let us know here and you’ll get a direct scheduling link to speak one-on-one with David to ask all your questions.

NOTE: BEFORE you attend the Live Q&A session or schedule a meeting with David, please make sure to review ALL the content in the links above for the specific insurance sales and marketing program you’re most interested in. That way you are well prepared and understand how everything works =).