Case Study
How Kody Skavara's Insurance Team Doubled Revenue Collected with AI Training
Top performers doubled their monthly production
Top Performer Revenue
Doubled monthly production
Saved Per Agent/Month
On wasted leads alone
Current ROI
And growing
The Problem
01
Veterans got little from training partners
Pairing new agents with experienced reps didn't work. The new agent learned, but the veteran got zero value. Top performers need to practice with someone better than them — and there was nobody better.
02
Manager spent 10+ hours daily just training agents
Kody was the only one who could train veterans effectively. With 20 agents needing practice, that meant half his day spent on 1-on-1 script training. Completely unsustainable.
03
New agents took months to become productive
The traditional onboarding process meant several weeks to months before new hires could perform at a productive level. This slow ramp-up delayed revenue and strained resources during the critical early period.
Ramp-up time went from weeks to days
This Rep's Revenue Collected Doubled After Using Kendo
Victor started training with Kendo in April and saw his production roughly double by May
Result: Victor reached ~200% of his baseline revenue collected by May
"Relative performance" compares Victor's monthly revenue collected to his own baseline — his typical monthly output before Kendo. We set 100% at the upper end of his normal range to stay conservative. By May, he reached roughly 208% of baseline, or about 2× his previous norm. Victor began using Kendo in April, with the major lift showing in May.
Kody notes Victor is an outlier, but the 5-20% improvement holds across the broader team.
For New Agents
- Start training on Kendo before they're even licensed
- Get familiar with scripts and objections during onboarding
- Hit the ground running instead of stumbling through first weeks
For Struggling Agents
- Use it as a warm-up tool (30 min before calls)
- Face realistic objections that mirror actual prospects
- Protect leads — better to mess up on AI than waste a $30-50 lead
For Waylon (Owner)
- No longer doing individual script training
- Can monitor usage and scores
- Software investment = increased business valuation
The Interview
Answers are paraphrased. Some explanations are ours, not direct quotes.
The Bottom Line
Timeline Context: Kendo launched in beta January 2024. Cody was one of the earliest customers. As of this interview (late May): ~5 months of use. Product has evolved from transcript-only → call recordings, scoring system, improved UI. Gamification features in development.
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