From Pilot Program to Top Producer- How Tom Ellefson Mastered Lighthouse Leads.docx

From Pilot Program to Top Producer: How Tom Ellefson Mastered Lighthouse Leads

When Tom Ellefson first started with Digital Lighthouse Leads, the experience felt a little shaky—like driving an old Pinto. He was part of the pilot program, and while the leads showed promise, the system was still finding its footing. But Tom stuck with it. Over time, both the leads and his process evolved—and today, Lighthouse is not just a part of his business; it’s the foundation of it. Tom protected families and generated $185K APV in the first seven months of the year, including $85K across the two months of June and July.

“Oh my gosh, it’s really cool, it’s humbling,” Tom said. “When the first leaderboard came out after I upped my lead order, I thought, I can’t back down now. Lighthouse has been a huge part of my success.”

The Turning Point

About eight months ago, something clicked. Tom noticed a dramatic improvement in both the quality of the leads and in how he was working them. “I think it was both,” he said. “When your process gets better, the leads get better, too. It gave me time, freedom back, and obviously, money in my pocket.”

The key lesson? Consistency and commitment. “If you really want to do this, nothing will stop your success. But if you’re just testing it out, you won’t be consistent, and that’s when the process shuts down.”

The Secret: Fast Engagement

If Tom had to boil his Lighthouse success into one word, it would be engagement. “You have to engage quickly—as quickly as legally possible. That’s the secret.”

His approach follows the official playbook in LMS:

Double dial immediately within the first hour.
Send a text after the second dial (“Hey, just reaching out—will follow up later”).
Follow-up calls and texts at staggered intervals (30 minutes, 2–3 hours, the next day, etc.) within TCPA guidelines.
Adjust the timing to avoid calling at the same time every day—“meet the client where they are.”

“I don’t add a special sauce,” Tom explained. “I just follow the cadence. The system works if you trust it.”

Handling Overnight Leads

Leads don’t always come in at convenient times. Tom’s advice: schedule a human-sounding text for the moment it’s legally allowed in the morning. “Something like: Hey, I’m your agent. This came in overnight, just wanted to make sure I didn’t drop the ball on it.”

That simple, honest touch makes all the difference. “If you can separate yourself from sounding like a robot, people open up. Be human.”

Building a Pipeline That Snowballs

Tom’s weekly structure looks like this:

Orders ~20 Lighthouse leads per week (in smaller batches of 5 for better rotation).
Books 4–5 appointments from that week’s leads.
Books another 3–4 from prior weeks’ leads.

By week two, he’s stacking appointments from both new and older leads, creating a snowball effect. “It’s not a get-rich-quick. It’s get-rich over the long haul,” Tom said. “Stay consistent for 4–6 weeks, and you’ll see momentum build.”

He also emphasizes bonus leads to balance out appointment volume in the early weeks.

Staying Human Through Stops and Stalls

Not every lead answers right away, and some even hit “STOP.” Tom treats those just like older analog leads—he continues to call and even sends an email when possible. “I’ll say, Hey, I tried to call and saw you opted out of texts. I just want to make sure I didn’t drop the ball on you. Taking ownership opens the door.”

He also adapts to client schedules, even writing policies at 6 a.m. for third-shift workers. “It’s about meeting people where they are.”

Advice for New Agents

For those just starting out with Lighthouse Leads, Tom offers clear advice:

Check with your upline and lean on their experience.
Dive into training—the Leads Learning Hour, the Deep Dive call, & LMS cadence training are essential.
Follow the system—don’t tweak it until you’ve mastered it.
Use bonus leads early to stabilize appointment flow.
Order in small batches (multiples of 5) for better lead rotation.

“Engagement is everything,” Tom stressed. “If you truly want this, nothing will stop you.”