How This Insurance Agent Tripled His P&C Sales

Trent Finley runs one of the fastest-growing Farmers agencies in Oklahoma.

He’s grown his P&C Premium sales from $500k/year in 2023, to being on track for $3.5 million in 2026.

Trent runs a tight ship now, but that wasn’t always the case.

When Trent started his agency in 2017, he didn’t know how to hire. Or market. Or track KPI’s.

He started as a protege in his family’s agency. After killing it as a sales producer and graduating the Farmers protege program, Trent moved to open his own agency.

He encountered a massive obstacle: marketing.

Trent trained at his dad’s established agency, with community relationships going back thirty years. It ran on referrals and partnerships. They didn’t need to market or buy internet leads.

In Oklahoma, he was in an entirely new market with no contacts and no relationships. Learning to market meant learning how to run internet leads, sell over the phone, and set realistic KPI’s.

In Trent’s words, he spent a lot of money on different coaching programs “to figure out what didn’t work.”

Then, he found Insurance Sales Lab. He started using the 6-Step Script To A One-Call Close, and saw a major shift in his team’s numbers as their sales skills improved. For a little while, using the script was enough to keep his agency afloat.

In 2023, Trent made a tough call.

With increased underwriting restrictions, Trent’s cash flow was tight. He needed to cancel his ISL subscription to save everything he could.

Vlad invited Trent for a visit to the agency.

Together, they went through the Agency Growth Checklist.

The Agency Growth Checklist maps out 32 major systems to help any agency scale profitably. It covers everything from marketing, to team culture, to technology.

Trent left with a clear plan for scaling his agency.

That year, he had his first million-dollar year. The next year, he did a million again.

Last year, he doubled and hit $2.2 million.

This year, Trent is on track to sell $3.5 million in P&C premium.

The kicker? He’s kept the same number of team members the entire time. Trent hasn’t been growing his staff. He’s been making them better.