Case Study
How The Globe Life Team DOUBLED Their Close Rate with Kendo AI
2x
Close Rate Increase
33% → 60%+ for new agents
Hours
Saved Per Leader/Day
No more random role plays
Early Adopter
One of Kendo's earliest customers
The Problem
01
Leaders spending hours on role plays
With a big sales team, leaders were spending hours every single day doing random role plays with individual reps instead of focusing on their own sales.
01
02
New agents weren't prepared
Brand new agents were starting with only around 30-33% close rates — they weren't getting enough repetition and practice before hitting live calls.
02
03
Hard to diagnose problems
When seasoned agents struggled, leaders had to spend time figuring out where the problem was instead of having clear data on what needed fixing.
03
After Kendo
Close rates nearly doubled for new agents
"Our closing rate for brand new agents has been almost close to double with the use of Kendo just because they're getting that repetition, they're getting the rebuttals, they have the practice."
— Jess Chang, Partner at Globe Life
— Before Kendo (45+ days)
— After Kendo (14 days)
Result: New agent close rates went from ~33% to over 60%
For New Agents
•Role play every piece of the script from intro to referral collection
•Practice booking appointments, rebuttals, cementing, and more
•Get graded on performance — gamification drives improvement
For Struggling Agents
•Plug them back into Kendo to role play the problem area
•See problem areas clearly — fix their script and presentation
•No more guessing what's wrong
For Leaders
•Hours saved every day — no more random role plays
•Focus on making their own sales instead
•Track minutes logged to predict performance
The Interview
Questions We Asked Waylon
The Bottom Line
Timeline Context: United Insurance Pros joined Kendo about 3 months before this interview. Waylon describes himself as a "slow mover" who needs to see something work before implementing at scale — once he saw results, Kendo was added to literally everything they do and became required in their SOPs.