This Agent Refused to Give Up…Now He’s on Track for
$150K in P&C Premium
Daniel Cochran is a Farmers Agent out of Georgia.
Before COVID, Daniel was in the top five Georgia agents.
Then, the pandemic hit.
Between underwriting restrictions and Farmers losing its appetite for…well, almost anything, the agency took a hit.
Daniel went from top five to scraping by.
He kept trying the same things with his team: encouragement, positivity, pushing the team to be hungry.
The issue wasn’t his leadership. It was the lack of a clear process.
The team couldn’t see Daniel’s vision, and, honestly… neither could Daniel.
Daniel realized if his agency was going to survive, it needed to change.
It’s Time for a Change
In June 2025, Daniel attended the Agency Operations Bootcamp hosted in Dallas, Texas.
At the Bootcamp, agents learned how to sustainably grow an agency with:
- Accountability measures (like the morning huddle)
- Proven technology
- Marketing and lead distribution systems
And more.
Most importantly, Daniel saw what his agency could look like if his team bought in.
“I came back completely on fire, like, what have I been doing as an agency owner?”
Daniel left ready to rebuild his agency.
Rebuilding From the Ground Up
Daniel came back from the boot camp on fire. Then reality hit.
His top producer resigned, and new underwriting restrictions made it hard to write business. He was, in his words, at the “lowest of the low.”
But Daniel didn’t make excuses.
He saw his team wasn’t ready to buy in. He knew that he had to get lean as an agency and rebuild from the ground up.
After making a hard decision to part ways with B & C players on his team, Daniel wanted to prove that the sales process worked for himself.
On top of his responsibilities as an Agency Owner, he started personally producing for 3 hours per day, using the 6-Step Script to A One-Call Close.
That month, Daniel sold over $35,000 in P&C premium.
The process worked. Now he was ready to scale.
A Path Forward
Fast forward to today, Daniel has three producers. His agency had a record month and crossed $125,000 in sales (without Daniel selling or servicing).
Five years ago, his producers couldn’t pass the $20,000 premium mark.
Last month, his newest producer sold $57K.
However, Daniel made it clear that the premium isn’t his biggest priority.
His priority is his people.
Now, Daniel has a path of growth for his team.
He doesn’t have to worry about what he’s going to tell his team after a hard day.
He can coach with clarity and set realistic expectations.
