Whether you’re just getting started or you’re ready to scale to the next level in your insurance career, there are 7 focus points that will absolutely change the game for you. These come directly from David Price, founder of The Price Group (TPG), a multi-figure IMO committed to agent success. Here’s the exact roadmap his top earners follow.
1. Know Your Why
Everything starts with clarity. What brought you here?
For David, it was the desire to build something scalable—something that would generate freedom, not just income. Whether your reason is to escape a job, earn your first six figures, or shift from field to phone sales, you must remember why you started. Keep it front and center.
2. Mentorship
Your mentor is one of your most powerful tools. But it’s up to you to build the relationship. Call your mentor. Ask questions. Take notes. And most importantly, implement their guidance.
“If you’re asking your mentor questions and not taking action, you’re not a student—you’re a pest.”
David reminds us that successful people value mentorship in all areas of life, not just business.
3. Attitude
You will not win in sales with a bad attitude. Period.
Be positive. Be coachable. Let go of ego, anger, and grudges—they slow your progress. Kindness, humility, and energy always outperform bitterness and negativity in this industry.
4. Activity
Want to get good at sales? Do more of it. There are no shortcuts.
• 200+ dials a day
• 5+ presentations daily
• Massive referral gathering
• Conversations with everyone you meet
Activity builds skill. Skill builds income. Income builds freedom.
5. Leads
If you’re not talking to new people each week, you’re falling behind. David emphasizes:
• Get 40 leads per week minimum
• Invest in yourself: spend money to make money
• Master referrals so every sale becomes two
Leads are the engine of this business. Without them, you’ll stall.
6. System
There are a lot of gimmicks out there. Bingo nights. Mall tables. Senior expos. David’s advice?
“I’ve never done any of that. I’ve built everything with one system: Get leads. Make calls. Do presentations. Repeat.”
Follow the system. Make your first call by 9 a.m. Dial 200+ times. Shoot for 6 presentations. Connect with your manager. Rinse and repeat.
7. Virtual Call Center (VCC)
TPG’s Virtual Call Center is the most underutilized game-changer in the agency.
You get:
• Real-time collaboration with high earners
• Instant support on calls
• Peer mentorship (even outside your team)
If you’re skipping the VCC, you’re likely sabotaging your own success.
Final Thoughts
These 7 points are non-negotiable for any agent who wants to win. They’re simple, powerful, and proven. You don’t need a new trick. You need relentless focus on the basics.If you want support from a team living these principles every day, check out The Price Group or visit weareinsuranceagents.com to join the community.
