If you’re tired of feast-or-famine cycles in your insurance agency, you’re not alone. For most agents, consistent lead generation feels like chasing a moving target. One month, your calendar’s packed. The next? Crickets.
But there’s a reason top-performing agents rise above the chaos: they have a system.
In this blog, we break down the “Three-Pillar Prospecting System” shared by agency owner Kody Houk during a powerful training inside our Agent CRM community. This system helped him scale from $30K in revenue to over $500K—and it can work for you too.
Once you’re done reading this article, check out Kody’s training on “Revenue Per Client“
Pillar 1: Cold Outreach Mastery
Cold calling may not be sexy, but it’s still one of the most direct ways to start conversations.
✔ Effective Cold Calling Strategy
Kody’s advice: Don’t overthink it. “When I started, I picked a niche—contractors—and made 30 dials a day, every day.”
You don’t need a fancy script. You need:
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A solid introduction
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A clear value proposition
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A defined call to action
“Hi, my name is Kody. I work with local contractors to save time and money on their insurance. I’d love to offer you a second opinion on your current coverage—when’s a good time?”
✔ Time Management for Cold Calls
Kody blocked out 90 minutes every day just for outbound dials. Rain or shine.
“Thirty calls a day,” he said. “That’s 150 a week. At a 3–5% conversion rate, I knew I’d get 1–2 good leads consistently.”
✔ Realistic Expectations
Cold outreach isn’t about instant results—it’s about building pipeline momentum.
Stay disciplined, track your numbers, and trust the math. The results will follow.
Pillar 2: Strategic Social Media
Most agents have social media, but few use it strategically. Kody emphasized that social media isn’t for random posts—it’s for intentional prospecting.
✔ Platform-Specific Tips
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LinkedIn: Great for commercial lines. Connect with business owners, post about industry trends, and comment on their updates.
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Facebook: Use local groups to share stories and build relationships. “I post wins and tag the business. People message me asking for quotes.”
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Instagram: Use stories and reels to humanize yourself. People buy from people they know and trust.
✔ The 100-Day Social Media Challenge
Kody challenged agents to post every day for 100 days. It’s not about going viral. It’s about being visible.
Post ideas:
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Client wins
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Common mistakes
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Quick tips
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Day-in-the-life updates
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Testimonials
“Post every day and your ideal clients will start finding you.”
✔ Avoid These Mistakes:
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Posting only about products (boring)
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Inconsistent activity
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Ignoring comments or messages
Pillar 3: In-Person Networking
Kody’s third pillar is all about proximity. Getting in the room with the right people opens doors that cold outreach never will.
✔ Where to Network
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Chamber of Commerce
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Local contractor associations
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BNI (Business Networking International)
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Industry-specific meetups
“Find out where your ideal client is and show up. Not once. Every time.”
✔ The Power of Mastermind Groups
Kody runs a local mastermind where contractors come together to share best practices.
“I bring pizza and value,” he said. “They see me as a trusted advisor—not just another insurance guy.”
✔ ROI of Networking
Face-to-face connections shorten the sales cycle. People remember you, trust you faster, and refer you often.
Integrating the Three Pillars
Success doesn’t come from one channel—it comes from consistency across all three.
✔ Build a Daily Prospecting Routine
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☎️ 30 Cold Calls
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📱 1 Social Media Post
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🤝 Attend 1 Networking Event Weekly
Use Agent CRM to track your activity and follow-ups. Automate what you can, and show up for what matters.
✔ Measure What Matters
Track:
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Calls made
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Replies received
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Appointments booked
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Sales closed
Review weekly and make small adjustments to improve over time.
Overcoming Common Prospecting Challenges
💥 Rejection
It’s not personal. Move on. One “no” is closer to your next “yes.”
🧠 Motivation
Create a habit. Put prospecting on your calendar. Block time. No distractions.
📉 Plateau Periods
Switch up your strategy. Try a new post format. Test a new cold call script. Attend a different group.
The point is: keep moving.
Conclusion: Discipline Over Everything
The top agents don’t have better leads. They have better discipline.
Kody’s success came from showing up—every day—for three years. You can learn more about his system at http://therealresources.com
If you commit to this system, you’ll create a pipeline that never runs dry.
Want help implementing the systems Kody uses? Agent CRM is packed with automation tools, Branning Bundles, and built-in accountability systems.
