Once trained, as a new agent you are building a book of business from scratch. You are selling a product that everyone needs, yet the customers that are upstanding citizens with assets you are trying to insure/write policies on have existing insurance and the only reason to switch to Farmers is price. Other than that, you are chasing after smaller customers for legal minimum coverage on auto policies and possibly renters insurance. Same as above: It truly is a numbers game, you have to keep cold calling from good or bad leads.