The $60K a Month Sitting in Your Quotes-Not-Sold Folder
Every independent agency I’ve ever looked inside has the same forgotten asset: a stack of quotes that never closed.
Somebody called in, you ran the numbers, they said “let me think about it,” and that was the end. Multiply that by a few years and you’ve got hundreds, often thousands, of people who already raised their hand once.
Here’s the math I walked through on the Canopy Connect blog a while back, and it still holds.
The numbers
Say you have 1,000 quotes not sold. You start texting and calling them in a structured way, oldest to newest, with a simple “rates changed, want me to re-run this?” message.
- Reach enough of them to re-present 50 quotes a month. That’s about six hours a week of follow-up work.
- Close 25% of those. That’s conservative.
- Average household premium of $5,000. Also conservative for most of the country right now.
That’s roughly $60,000 in new written premium every month from work nobody in your office currently has time to do.
Why nobody does it
Because it’s tedious. Your producers want fresh leads, not a spreadsheet of people who said no eighteen months ago. Your CSRs are buried in service work. So the folder sits there.
This is the perfect job for a trained virtual assistant. It’s repeatable, it’s measurable, and it doesn’t require a license to re-engage someone and book them with your producer. A VA working ten hours a week on nothing but quotes-not-sold will out-produce most lead sources dollar for dollar.
How to set it up
- Export the list. Every quote in your management system with no bound policy, with phone, email, and the original quote date.
- Write the script. Three touches: a text, a call, and an email. Keep them short and about the client, not about you.
- Define the handoff. When someone says “sure, re-run it,” the VA books a 15-minute slot on the producer’s calendar and attaches the old quote.
- Track three numbers. Contacts made, quotes re-presented, policies bound. That’s the whole dashboard.
- Run it weekly, forever. New unsold quotes enter the list every week. The folder never empties, and that’s a good thing.
I’ve watched agencies add six figures a year doing nothing but this. It isn’t glamorous. It’s just money you already paid to generate once, sitting there waiting for a second ask.
Tyler Woodall is the founder of ScaleOps and Agency Aid. Read his story or browse more articles.