IMO agent recruiting power dial playbook: blocks, cadence and KPI ranges

The call block, in two shifts

Recruiting licensed agents is closer to B2B sales than to consumer calling. The list is smaller, the conversation is longer, and the decision is driven by economics and process friction rather than by emotion.

Daytime, new agent outreach. License lookups filtered by line of authority, referrals from current agents, and event signups. Referral calls should be first in the block because they convert at a fraction of the effort.

Late afternoon, agent service and contract follow-up. Existing agents with contracting questions, agents who took a comparison, and agents who signed but have not written business yet. That last group is where most IMOs quietly lose recruits.

List hygiene

Every record carries the license status, line of authority, current carrier relationship where known, and the source. A referral from an agent who is willing to be named is a different call from a cold license-lookup record.

Refresh license data before a block. An agent whose license lapsed or moved to another state is not a live prospect for the products you are recruiting for, and calling with stale information costs credibility immediately.

Screen the internal suppression list before the block loads, and honor every stop request across all recruiting campaigns. Agents move between organizations and can appear on several lists.

Attempt cadence

Five touches over three weeks, then park for a quarter.

• Day 1 product and carriers: line of authority, current contracts, book size and renewal mix.
• Day 3 carrier sheet and comparison: send it and set the contracting conversation.
• Day 7 contracting timeline: when can an agent actually get appointed, and what the release process looks like.
• Day 12 contract conversation: walk through the comparison and the terms.
• Day 21 close-out question: “Should I check back when you are next evaluating your contracts?”
• Then park for a quarter.

Business-to-business calls fall mostly outside the FTC Telemarketing Sales Rule under 16 CFR 310.6(b)(7), but TCPA restrictions on autodialed and prerecorded calls to wireless numbers at 47 CFR 64.1200 still apply to the mobile numbers agents use, and a stop request is absolute.

Dispositions by contracting stage

• Contract conversation: meeting date.
• Send carrier sheet: delivery date.
• Callback: named window.
• Renewal later: dated check-in.
• Stayed put: long callback.
• Not licensed: remove or route to the licensing path.
• Do not call: permanent.

Working three lines on an agent list

DialBreeze rings up to three numbers per recruiter and the recruiter takes the live answer, with a recorded voicemail dropping on the rest. Agent lists are cell-heavy, and agents are working the phone themselves, so the connect rate is decent and three lines mainly buys more conversations per hour.

Recording feeds the AI summary, and several states require every party to consent before recording a call, so disclose when you record. TCPA rules on autodialed and prerecorded calls to wireless numbers at 47 CFR 64.1200 apply to those numbers, and the business-to-business exemption does not remove them. DialBreeze applies your internal lists, quiet hours and attempt caps; the eligibility decision on a specific number is yours.

Where the AI summaries go

The summary should let the contracting conversation start from the agent’s situation: product focus, current carriers, book size and renewal mix, the friction point raised, the specific objection, and the next step. The renewal question is the objection that appears on nearly every record, and the follow-up should answer it in writing rather than verbally.

Move the carriers in play and the contracting stage into the CRM with the meeting date. Those two fields determine which comparison gets sent and who on the contracting team needs to be involved.

KPI targets as ranges

Reference points measured in DialBreeze production use (last 90 days to 2026-09-26, three-line sessions, one operator per session): median of about 85 dials per active calling hour, about 600 dials per operator day, and a 17.8 percent person-connect rate. Those are aggregate measured values, not a promise.

For a recruiting desk:

• Dials per recruiter day: 300 to 600 on three lines.
• Contract conversations per 100 dials: 2 to 8 depending on list source.
• Contracts written per recruiter-month: the volume metric.
• Agents activated over contracts written: the onboarding health metric that most IMOs underreport.
• Referral share of contracts: a healthy recruiting engine produces a meaningful share from referrals.
• Disposition completeness: 100 percent, with carriers in play on open records.

Review the funnel stage by stage each week, because the leaks are not where most recruiters look. A desk with strong contract conversations and weak activations has an onboarding problem, while a desk with plenty of conversations and few contracts written usually has a comparison problem. Both are fixable, and neither shows up in a raw dial or connect count.

Commission terms, carrier standards and the parts that belong to compliance

Commission schedules, release terms and contracting language come from the contracting documents and from carrier relations, and should be reviewed before anyone quotes a figure. Carrier conduct standards and state insurance rules govern what may be represented about products and compensation, and state licensing governs who may sell where.

On the calling side, keep the suppression list current, honor stop requests, and disclose recording where all-party consent applies. Route contracting, commission and carrier conduct questions to compliance and counsel rather than to a script. This playbook is an operating guide, not legal advice.