Building for Scale
When L&T Agency Group partnered with Next Call Club in September 2023, the agency was already thinking big. L&T was looking to scale aggressively and was using a mix of lead sources to create enough opportunity for a large sales operation.
Increasing lead volume, however, also meant increasing the amount of prospecting and follow up needed to turn those leads into conversations. L&T needed the outbound capacity to keep pace with the volume it wanted to generate without adding that entire workload to its sales team.
L&T started with both NCC’s Lead Buying Service and SDR support. NCC managed lead volume while dedicated callers worked those opportunities and generated live transfers for the agency’s sales team. With lead generation and outbound calling working as part of the same strategy, L&T could focus its internal resources on the conversations that moved opportunities forward. Both services have remained part of the relationship since the beginning.
A Partnership Built to Adapt
As the relationship developed, NCC gained a deeper understanding of L&T’s business and what the agency needed from its lead strategy. At different points, monthly volume ranged from roughly 2,000 to as many as 5,000 leads, changing with L&T’s production goals and priorities.
Managing that kind of volume required more than adjusting the number of leads. NCC worked with L&T on filters, pricing, and targeting, making changes as the agency navigated different conditions across Illinois, Indiana and Wisconsin. The strategy was shaped around where L&T was seeing opportunities and what made sense for the business at the time.
That ongoing work gave NCC a much better understanding of L&T’s operation. Conversations expanded beyond individual campaigns and lead volume, and L&T began turning to NCC when new questions and challenges came up across the agency.
Over time, the relationship became increasingly collaborative. NCC had the context to understand what L&T was trying to accomplish, look at the challenges with the agency, and help determine how the lead and outbound strategy should respond. That level of trust allowed the program to keep changing as L&T’s priorities changed.
The Results: More Than $6.6M in Premium
The scale of the program is clearest in the numbers.
From April 2024 through September 2026, L&T’s program with NCC delivered 125,320 leads and 23,461 live transfers. During that same period, the program recorded 7,734 items sold and more than $6.6 million in written premium.
Lead cost averaged $7.45, while cost per item was approximately $121 before SDR costs and $165 with SDR costs included. Each item represented an average of approximately $855 in premium.
The economics at the transfer level provide another view of the program’s performance. Cost per live transfer averaged approximately $40 before SDR costs and $54 with SDR costs included. Across the same two and a half years, L&T generated approximately $7.10 in written premium for every $1 spent on leads.
The results also reflect a strategy that was never static. Monthly lead volume moved between roughly 2,000 and 5,000 as L&T’s goals changed, while NCC continued adjusting targeting, pricing, and outbound support around the agency’s needs.
By September 2026, more than three years after the relationship began, NCC had become an established part of L&T’s growth operation. What started with leads and SDR support had developed into a long term partnership built around understanding the agency, adapting to its needs, and supporting the lead volume and outbound capacity behind its growth.
