“We're really focused still on proving the value in production and proving the return on investment with existing clients and with new clients”

The Leadership in Insurance Podcast - Insurtech & Innovation · Alex Ley, Scrub AI: Specialist AI, Human Judgment and the Future of Underwriting

Play from 38:23

38:23

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What was described

Prioritize proving ROI in production with existing and new clients instead of building shiny demos

“Do a cost versus benefit analysis... estimate of the return on investment of doing a ground up new process versus retrofitting an existing one.”

Jim Moran

The ISO Review Podcast · 2026-10-13

Why it worked Share this moment

“In 2026 financial year, I will say at least 55, 60% of our business were from existing clients or existing client referrals.”

Tony Xia

The Adviser Podcast Network · 2026-10-20

Why it worked 60% of business from existing client referrals in FY 2026 Share this moment

“If you get a 25% conversion rate… if I want one new client… I just have to call… four clients. If I need 10 new clients… 40 potential clients.”

Preston Lee

Freelance to Founder · 2026-10-16

Hard number 25% conversion → need 4 calls to land 1 client; 40 calls for 10 client… Share this moment

“We just ran a webinar for one of our clients and we had about 250 signups and they booked 30 demos. So that's over a 10% conversion rate.”

♫

Said on The Dave Gerhardt Show (from Exit Five)

2026-10-26

Hard number 250 sign-ups, 30 demos, 10% conversion rate Share this moment

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