Build A Stronger Book—Without Breaking Your Captive Agreement

You'll keep more clients, quote more often, and look like the trusted advisor you are—using a proven outreach system that's carrier-compliant, predictable, and built for captive P&C agencies.

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Used by top captive teams

Agreement-safe process

Predictable quote flow

Backed by agent results

Million Dollar Agency Book Cover - The Property & Casualty Owners Guide To Selling Millions In Premium Every Year by Craig Pretzinger & Jason Feltman

Who This Is For

You're a captive P&C agent who rejects "one-size-fits-all" pitches—and wants to protect your E&O while serving clients better.

Your team can sell; you just need more clean, compliant at-bats.
You care about retention, remarkets, and lifetime value, not one-and-done policies.
You want a framework (not a "silver bullet") that fits your carrier's rules.

Who it's not for: dabblers, gamblers, or anyone hoping to skirt a carrier agreement.

The Truth No One Tells You About Agency Ownership

We weren't building a business. We were drowning. And nobody was coming to save us.

Houston, We HAD a Problem

We tried everything. Both making WAY more before we became "owners."

Now? Trapped in a prison we built—drowning in growth strategies, hiring, sourcing, people, clients, financials—while our kids wondered where Daddy went.

This "ownership dream"? A pig with lipstick. And we were the idiots who bought it.

Every decision felt wrong. The carrier lied. "Approved vendors" lied. Bottom of the rankings. Month after month. Watching everyone else win while we bled out.

Dawn to dusk. Chained to the office. Too scared to leave. Too scared to go home.

Because going home meant looking our wives in the eyes and admitting—again—we'd gambled everything on a nightmare we couldn't escape.

That 3am pit in our stomach? We lived there.
That weight crushing our chest? Every. Single. Day.

The Death Spiral

Sales meetings felt like public executions. District managers with whiteboards—"Here's the math to hit bonus"—while we nodded along, knowing the math was fucking broken.

We'd dump $500, $1,000, $2,000 into leads that went nowhere. Buy "premium" live transfers that dried up mid-month. Watch our savings bleed out while "experts" sold us the next miracle cure.

Our producers were drowning too. Buried in service calls, renewals, fires. The follow-up that closes deals? Never happened. Great prospects would quote, then vanish while direct writers hammered them 10 times in 48 hours.

We knew what was happening. We just couldn't stop it.

So we kept grinding. Dawn to midnight. Weekends. Holidays. Missing our kids' games. Lying to ourselves that the next strategy would be the one.

It never was.

That voice at 2am? "We're not good enough. Everyone else figured this out—why can't we?"

The panic when the phone didn't ring. The dread when it did and we couldn't help.

The shame of realizing we spent more on leads than we made in commissions.

We couldn't even quit. Too far in. Too much invested. Too proud to admit we'd bet everything on a dream that was killing us.

The lie we told ourselves every morning: "Today will be different."

We stopped hoping. We started engineering.

The Breakthrough

So we committed to winning.

Not "try harder" winning. Real winning. We did the actual math—not "Sales Leader Math"—and figured out every single obstacle at each stage of the funnel.

We tracked what killed leads. Then we fixed it.

Leads are crappy? Buy more. No one answers? Dial more. Producers afraid of rates? Train differently.

We put the right people in the right seats—often going against what everyone (including us) thought was "the right way."

Then we measured everything. Not millions of dials. Tens of millions. Until we KNEW—not guessed, KNEW—the real metrics that mattered.

When your life is on the line (ours was), these details become everything.

We built the recipe. The exact steps to move a lead closer to a sale at every single stage. And when you have that? You stop hoping. You start believing again.

That spark we felt when we first opened the doors? We got it back. And then some.

Breathing room. Eating lunch without a headset. Hitting the restroom without panic. That's the difference between owning your business and being owned by it.

That's what we'll teach you in the book.

The system. The metrics. The real math. Everything we learned drowning so you don't have to.

Ready to stop bleeding?

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What You'll Master

Flip the 80/20: cut passive busywork; scale active, trackable moves.

Internet leads that work: real‑time vs co‑opt vs aged vs raw—contact rate wins.

CPS vs LTV math: invest where lifetime value beats cost‑per‑sale.

The Telefunnel™ stack: callers → transfers → quotes → closes—measured daily.

Scorecards & coaching: daily huddles that create hitters, not hopers.

Retention that matters: the Core Three—cancellations, pre‑renewals, reviews.

How the Telefunnel™ Works

Five stages that transform scattered leads into predictable quoted households—without breaking your captive agreement.

Leads

Turn every list into book equity. Your data stays active—not disposable fuel.

Dials Contacts

Frontline Callers

Multi-touch cadence that climbs contact rates and feeds your producers clean conversations.

Transfers Appointments

Quoted Households

Your producers quote, close, and track—not chase. Scorecards keep everyone accountable.

Quotes Follow-ups

Scripted Sales Call

Assumptive handoffs with proven language that moves prospects to decisions.

Closes Objections

Client LTV & Retention

Protect your book with systematic remarkets, reviews, and cross-sell timing.

Renewals Reviews

Compliance Note: This system enhances your client conversations and documentation. No conflict with your captive agreement—ever.

Speed + volume + accountability = scale

See the Telefunnel™ Difference

Stop guessing and see the math. Plug in your agency's numbers to see how installing the Telefunnel™ playbook can lower your Cost-Per-Sale (CPS) and boost your ROI, based on real-world conversion improvements.

Shared Inputs

Monthly Leads

Avg. Annual Premium

1st Year Commission %

Scenario: Typical Agency

Avg. Cost Per Lead

Contact Rate 20%

Quote Rate (of contacts) 25%

Close Rate (of quotes) 5%

Total Sales

Cost-Per-Sale (CPS)

$3,200.00

Scenario: With Telefunnel™

Avg. Cost Per Lead

Contact Rate 40%

Quote Rate (of contacts) 50%

Close Rate (of quotes) 10%

Total Sales

Cost-Per-Sale (CPS)

$300.00

Shared Results: The Payoff

1st Year LTV (per sale)

$450.00

Typical Agency 1-Yr ROI

0.14x

Telefunnel™ 1-Yr ROI

1.50x

Inside the Book

Lead Acquisition

Core offer, 80/20 focus, and direct‑response plays that make phones ring.

Lead Activation

CRM, dial sequences, number hygiene, and contact‑rate tactics that stack wins.

Sales Conversion

Four‑part script: Opener → Collect & Connect → Presentation → Objections.

Sales Optimization

Scorecards, daily meetings, and coaching systems that scale reliably.

What You'll Experience

You'll own the follow-up window so fewer good households leak to direct writers.

You'll quote more, faster—because your producers spend time quoting, not chasing.

You'll protect retention with clean remarket triggers and cross-sell timing.

You'll see the math: lower cost per sale, higher premium per household, steadier bind ratios.

You'll look like the pro you are—a trusted advisor with options, not a product pusher.

Our Story: From Bleeding Out to Breaking Through

Sales Leaders and District Managers would roll into our offices, whiteboard out the math: "Here's how many quotes you need to hit bonus."

Those meetings left us crushed.

Why? Because it didn't add up.

We'd buy 5, 10, even 20 leads a day—only to get zero traction, barely talk to anyone. We kept thinking, "We need better leads..."

One of us bought a struggling book. Overpaid for it, obviously. Then we got screwed by expensive live transfers—unreliable, thin supply, impossible to scale.

That's when it hit us: It wasn't the leads. It was the process behind working them. We didn't need better leads—we needed a system that made ALL leads better.

So we built our own system the brutal way: millions of dials, obsessive daily metrics, and a handoff script that stopped asking for quotes and started assuming them.

The result? Predictable pipeline. Consistent contact rates. Sales that didn't crater when the market went sideways.

While other agencies froze, the ones running this cadence had their best months ever.

We packaged it for captive agencies because you shouldn't have to choose between growing your book and keeping your agreement.

No rebellion. Just execution that actually works.

Proof & Peer Signals

"Quote volume doubled, morale up, and our remarket conversations got easier—because we were actually reaching people."

— Captive Agency Owner, Midwest

"We wrote $14k in a day with a clean handoff pipeline. My producers finally stopped babysitting the dialer."

— Agency Principal, Southwest

The Experience Behind the Playbook

1M+

Downloads

850+

Podcast Episodes

500+

Guest Experts

10k+

Community Members

25+ Yrs

Combined Experience

$10M+

Written During COVID

Listen to The Insurance Dudes Podcast

850+ episodes, 1M+ downloads, and real conversations with top insurance professionals.

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What Agents Are Saying About the Book

A MUST Read For Agency Owners

Craig and Jason don’t just talk the talk. They’ve walked the walk. ... This is the most valuable book for personal lines agency owners ever written.

Very helpful especially if you're just getting started

...giving away the key to insurance agency success in this short and entertaining read. ...I came away with a good sense of understanding how to build a personal lines focused agency...

well done!

Great read! Definitely gives me exactly what I need to scale up my agency!! Excited to implement some changes and ignite my growth.

Lots of good info

As I am entering the world of working for myself... this gave me a lot of good insight and information. From lead generation, to how to act on those leads, it covered a lot of bases.

THIS IS A FANTASTIC READ!!

This was an amazing book that helped me learn some important sales skills to help me earn more business!

A must read!

A must read for anyone wanting to learn how to develop a Million-Dollar Agency!

Great read!

Great read to help you think differently about the opportunities in front of us and really scale my P&C business

A good read

Good book which inspires you to think for yourself and aspire for more

great book

Great book! has lots of learning opportunities to help your selling

FAQ

Will this work if I'm captive or independent?

Yes. The Telefunnel™ is channel‑agnostic. You’re installing process, not a carrier‑specific trick.

What if my team hates dialing?

Then your process needs a win system. The book shows how to structure callers, scorecards, and coaching so effort becomes outcomes.

Do I need a giant budget to start?

No. Start with lead sources you can measure. Scale once CPS > LTV makes obvious sense.

Is the Telefunnel™ compliant?

It focuses on process, accountability, and lawful contact‑rate tactics. You still follow your carrier and state regulations.

How fast until I see data I can act on?

Immediately. The first week of scorecards and daily huddles surfaces what to dial up—or shut down.

Compliance & Risk

Is this compliant with my captive agreement?

Yes. This is client communication + follow-up discipline layered onto your existing workflow. We don't replace your carrier's systems; we enhance them with trackable outreach and clean handoffs.

Will my team be overwhelmed?

No. Your producers stop chasing and start quoting. Outreach duties move to a defined role, while producers handle quotes, binds, and remarkets.

How fast will I see ROI?

Most agencies see a payback in one or two renewal cycles as contact rate and quote volume stabilize. (We show the math so you can track it.)

Ready to protect your book and boost quotes—without risking your agreement?

Get the proven system that keeps you compliant while scaling your captive agency.

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Agreement-safe. Agent-tested.