Customer case study
A top performer reached about 2x baseline revenue
Kody Skvarla's insurance team practices against AI prospects instead of pairing up or burning leads. One rep roughly doubled his baseline revenue collected. The wider team's reported lift is 5% to 20%, and that distinction stays visible on this page.
Request a walkthrough of Kendo- About 20 sales agents on the team
- Final expense life insurance
- AI persona built in house, "Mary"
- About 5 months of use at the interview
The headline numbers
about 2x baseline revenue collected
One top performer
Victor's result. He is one sales rep on Kody's team, the strongest of them.
+5-20% change in production
The wider sales team
Kody reported this range across the rest of his sales team.
20-25% return so far
Reported ROI
Kody's estimate. In his words, "on top of recouping the initial investment", during a heavy hiring phase.
Before, loop, result
What changed
Same team, same leads, with the rehearsal moved off a human partner and off paid inventory.
Rehearsal ran on a partner or a paid lead
One side of every paired drill got value: the new rep learned, the veteran did not.
Weeks to months before a new hire produced, first attempts on $30-50 leads.
One trainer for about 20 sales agents, since only Kody could train veterans.
Rehearse against the prospect you get
One AI persona, "Mary", that both sides use, built in house for final expense.
New hires start right after the license exam, and veterans take 30 minutes of warm-up.
Scored sessions Kody monitors, instead of practice he runs himself.
What the team sees now
- Days to a week to a productive level, down from weeks to months, as Kody describes it.
- $10 for a practice call, instead of a $30-50 lead.
- About 2x baseline revenue collected for one rep, with 5% to 20% reported across the wider sales team.
The evidence
One sales rep's revenue collected doubled after using Kendo
And the rest of the team reported a 5-20% increase as well.
in April
Scroll the chart sideways to see January through May.
Victor is a sales agent on Kody's team, the rep behind the 2x figure above.
"My call on Kendo with Mary was the exact same as how my actual call just went. Literally almost word for word, the objection, the way they went about it. Then I closed the deal."
Victor, Sales Agent on Kody's team (1:29-1:56, 3:08-3:43)
The manager-capacity arithmetic
20 sales agents x 30-minute practice sessions = 10 hours of Kody's training time per day
- 20 sales agents
- 30-min sessions
- daily cadence
Kody works this out from his own assumptions. His estimate ranges to 20 hours across variations of the same calculation, and the arithmetic above grounds the 10-hour floor.
"Days. Easily tens of hours so far."
Kody Skvarla (4:30-5:28)
Kody's figures. The rehearsal stops running on paid inventory, which is the part of the change a veteran rep feels first.
The operating model
How the team used Kendo
Two groups, one practice layer. New sales agents rehearse before they are contracted, experienced reps warm up before live calls, and the scores those sessions produce are what Kody reads. The screens below are the Kendo surfaces that layer runs on.
Practice starts at the license exam
New hires go onto an assigned Kendo path as soon as they pass the license exam, before they are contracted.
- Scripts and objections get rehearsed during onboarding rather than on a paid lead.
- Days to a week to a productive level, down from weeks to months, as Kody describes it.
- The first live call is no longer the first attempt at the conversation.
A $10 warm-up, and scores instead of sessions
Veterans run a warm-up against the AI prospect before live calls, and Kody reads the scores those sessions produce instead of running the practice himself.
- Thirty minutes of warm-up, so the first live calls of the day are not the practice.
- $10 a session instead of a $30-50 lead spent hearing the same objections.
- Scored sessions across about 20 sales agents, in place of one-on-one script training.
"Even professionals - NFL, NBA, MLS, Premier League - they're always practicing. Even if they're at the highest levels."
Kody Skvarla, answering the objection that experienced reps do not need practice (2:26-3:08)
Summary
The bottom line
| Measure | Value | Basis |
|---|---|---|
| Top performer | ~2x baseline revenue collected | One rep (Victor), the strongest on the team |
| Wider sales team | +5-20% | Kody's reported range |
| ROI | 20-25% | Kody's estimate, during hiring phase |
| Practice cost | $10 vs $30-50 lead | Kody's figures |
Scale of the account: about 20 sales agents on Kody's team, selling final expense life insurance. Figures come from the recorded interview with Kody Skvarla.
"Kendo matches or beats a human practice partner. The objections are the exact same as real calls."
Kody Skvarla (1:05-3:43)
Run the same math on your own team
Practice cost, manager hours, ramp. Walk through the persona build, the scoring, and the manager view against your own numbers.
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