$926,375 in commissions from just 14 clients in 12 months.

The challenge

Samuel had a full calendar and flat revenue. His model relied on writing roughly 400 small policies a year at around $3,000 average commission, on top of a bloated $300,000 annual marketing spend that only got more expensive each year. Lots of activity, very little leverage, and a ceiling he could feel.

What we changed

Fondako moved him off volume and onto a two-appointment process for corporate-owned life insurance, built around business-owner tax optimization. Instead of selling a product to individuals, he started selling a strategy to incorporated owners.

Appointment 1 · Discovery

Map the business structure, audit the tax position, and document the owner's goals. No pitching, no product. Just the diagnosis.

Appointment 2 · Strategy

Present a tax-efficient long-term plan, positioning insurance as the funding mechanism rather than the product. The owner sees the plan first and the policy second.

We supplied the qualified appointments; he supplied the close. Every appointment arrived financially qualified and intent-verified, so his hours moved out of prospecting and into strategy work.

The results, in 12 months

• 14 high-ticket cases closed at a $66,170 average commission
• $926,375 in new revenue from those 14 clients
• $1.885M total production, up 57% from $1.20M
• Marketing spend cut to $79.9K, down 73% from $300K
• 7× return on the $131,806 he invested
• 2nd place, President's Cup (Quebec)
• Top individual deals of $265K, $218K, and $137K in commission

In his words

“The biggest difference is predictability. I now meet qualified business owners every week.”

Results are individual and not typical. Individual outcomes depend on skill, effort, market, and follow-through.