Case Study

Darr Schackow Insurance

Licensed in 32 states, Darr Schackow Insurance (DSI) is an independent insurance agency that provides business and personal insurance solutions for tens of thousands of customers. Leveraging its extensive network of insurance carriers, they offer home, auto, life, flood, watercraft, annuity, health, workers’ comp, trucking, and employee benefits looking for competitive rates the best in customer service.



In the insurance industry, cold-calling is an effective strategy to generate new qualified business leads. However, agencies struggle to find the time, talent, and resources needed to make cold-calling a daily activity. Because of this challenge, agencies spend countless dollars on marketing, social media ads, or sporadic networking events that don’t produce results.   

DSI sought a solution to generate fresh leads in their trucking insurance division. Due to time and resource constraints, their agents’ primary focus was on closing deals and maintaining customers rather than producing new leads. Additionally, recruiting new agents to build a book of business through cold-calling is challenging. 

DSI launched a campaign with The Selling Factory because each year we hire and employ hundreds of motivated, well-spoken, and intelligent college students from top U.S. universities.  Our native English speaking college students are eager to get on the phone, generate new leads for agencies, and learn the insurance industry.  


  • Reach out to trucking companies regarding their trucking insurance 
  • Target leads based on upcoming policy end dates
  • Entice prospects to receive a follow up call and quote from a licensed insurance DSI agent
  • Implement The Selling Factory system to show future pipeline of contacts and opportunities for prospects whose contracts will expire in future months and years


The Selling Factory built a team of college students to generate trucking insurance leads for DSI. The team called a list of thousands of trucking companies (provided by DSI), who were in operation for over two years and had upcoming expiration dates within 90 days. Our student team’s goal was to collect the necessary information to qualify business. This included confirming their current policy end date, the size of business (number of trucks & drivers), and necessary personal information. With this information, the agent could start the quoting process.  

Beyond the day-to-day calling, our leadership team activated our seamless CRM setup so that the DSI agents could manage their prospects, follow up with quotes, and close deals. Additionally, we implemented our process for automating tasks, so that meetings with agents could be immediately scheduled and new deal opportunities could be automatically created. This minimized the workload and increased the productivity for agents.

Outline Project Specifications

Identify Talented

Deploy Team on
Outbound Calls

Collect Necessary Information 

Transfer to Agent
to Close

Results to Date (4 Months)

  • 10,698 calls made to trucking companies with upcoming expirations within 90 days 
  • 273 companies requested a quote and/or to speak to a licensed agent
  • 2.55% conversion rate from cold call to qualified trucking company lead
  • Cost per qualified trucking company lead: $96


John Darr

We’ve partnered on several insurance campaigns over the past few years.  The Selling Factory’s model of training and managing college students to do outreach in a team format has shown incredible results.  Their leadership team is collaborative and trustworthy, and they have created a very exciting model that gives college students exposure to the insurance industry by making cold calls.  They feed our sales agents with high-quality leads, allowing my agents to focus their time on closing deals rather than making cold calls.  I highly recommend The Selling Factory.

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.