Automate. Integrate. Track Everything.
T65 Healthcare – Accelerated Scaling
T65 Healthcare is a Medicare Advantage and Medigap Insurance Sales client whose income was only limited by their lack of awareness of how technological creativity could improve their business process.
This chart reflects the impact of applying automation-driven workflows to T65 Healthcare’s sales process had on monthly production. T65 was an extreme case of being severely limited in the volume of business they could facilitate due to the number of manual tasks associated with closing a deal from lead through fulfillment.
We can follow the exponential growth they experienced from the beginning of our relationship onward and conclude that T65 had been leaving a substantial amount of money on the table due to inefficiency. When we met Mike and Kyle in May of 2019 they closed 56 deals that month. We began the initial implementation of various automation workflows to high priority tasks in May and by July they closed 360 deals in a single month. After the full implementation of their automation build in October they would go on to close 735 deals that month and set the stage for their new norm.
In the first 90 days they grew monthly sales by 554%, and for the 6 month period between May and October they increased month-over-month production by a staggering 1,214%.
According to research gathered by Nicole Lee at Workato, “lost productivity and poorly managed leads cost companies at least $1 TRILLION EVERY YEAR, and employees spend 20% to 40% of their time searching for documents [data] manually.” She goes on further to show that professionals spend 50% of their time searching for information and take an average of 18 minutes to locate each document [data].
This statistic perfectly expresses a major problem T65 experienced that seriously suppressed their earning potential relative to their marketing and lead generation efforts.
Mike and Kyle needed two full-time employees just to manually delegate live leads to sales agents. When we started their build in May they struggled to manage the 317 leads generated that month. After full implementation of a customized CRM that deployed automation-driven workflows, they successfully increased the number of leads they could facilitate by 2,316%.
Their marketing efforts were incredibly successful, but leads were coming in faster than they could distribute to agents by hand. The process was highly disorganized and inefficient, but by automating this function we transformed the lead management process into a well-oiled machine.
This image illustrates an example of the type of automation-driven workflows that produced the exponential results we see in T65’s lead management and corresponding sales production.
What you’re seeing is a sequence of tasks that are executed automatically with no human-intervention to delegate leads and lead follow-up for agents. This is only a small sample for all the workflows they now execute on a daily basis, but in this example we can see there are 15 action items being completed between 11:53 am-11:54 am – a total of 1 minute. The overlap you may notice in a few of these tasks indicates actions that are being simultaneously executed. In total, we were able to automate over 250,000 sequential tasks T65 employees previously did by hand, which translated into the reduction of $350,000 per year in total operating expenditures.
For Medicare Advantage and Medicare Supplement Sales
Research conducted by the Lenskold Group revealed: “63% of companies outgrow their competitors with marketing automation.”
This information is critical if you are an owner or manager of a Medicare Advantage or Medigap Insurance Sales Businesses with 10 or more employees generating at least $20k in MRR and seeking to scale your business exponentially.
You’re struggling to scale successfully because your operating expenses continue to grow at the same rate as your sales, but you can’t get a good handle on the exact problem because you don’t have the right systems to accurately track your business metrics to implement any type of strategy with confidence.
You’re frustrated because you know you’re leaving money on the table, you know in this technologically advanced age there should be a better and more profitable way, but you’ve yet to find that scalable solution. You’ve explored different CRM platforms, but they were either too generic to fit your sales process or too expensive to justify trying them.
You’ve been forced into a limiting belief system for what’s possible for your business from a technology perspective – be it functionality or cost – for making creative enhancements to your sales and operational processes.
It’s not your fault, and the truth is you’re not alone in how you feel. The majority of automation-based CRMs have only been available to large enterprises and corporations with huge budgets, and alternative “out-of-the-box” CRMs are designed to suit the masses without addressing the specific concerns of your business.
It doesn’t matter how much smarter you are or how savvy your sales staff is, you simply cannot achieve the same level of production as your competitor can in the same workday with the same number of people. Their agents spend more time selling than yours, they’re more profitable since it costs them a fraction of what it costs you and they have total visibility into every aspect of their business for making informed strategic decisions to take market share from you.
Here’s the reality – until now, Medicare Advantage and Medigap Insurance Sales Businesses had to accept using poorly built CRMs or siloed systems that don’t communicate with each other to complete essential daily business functions and track overall performance.
CRMs that can streamline and integrate all these various systems through automation on one shared platform have historically only been available to large enterprises and corporations due to their cost.
An affordable customized CRM option now exists that is uniquely suited to Medicare Advantage and Medigap Businesses. This type of platform can reduce operating costs by at least $250,000 annually by Automating 1,000+ tasks per day AND track your commission and retention rates by agent, closer, carrier, and State.
Who are we?
My name is Zack Lewis and I’m the Solutions Director at Stackboost.io. I previously worked as a Senior Marketing Strategist for financial services businesses. Part of my responsibilities was for research and selection of CRM platforms that would allow us to scale our sales activity successfully – systems that could better manage and automate our sales process, marketing initiatives, lead follow-up, data integrity, enterprise organization, and reporting, etc. I’ve interviewed SalesForce consultants and various “out-of-the-box” CRMs as a customer from a managerial perspective.
Overall my experience could be summed up as frustrating. What I needed was unavailable as a standalone product and too expensive to have custom-built. Most recently I worked as part of the highest producing mortgage teams in the country out of manually managed siloed platforms – this includes two different CRMs, one being SalesForce, an email marketing platform, MMS/SMS mass text service, event software, and more. It required significant hours to oversee all these various pieces of technology that did not speak to each other – we were successful, but it pains me to imagine how much was left on the table now knowing there’s a much more effective way.
Richard Schaeffer and I have been friends for many years before he started Stackboost.io. He’s a brilliant engineer who’s spent the majority of his career as an in-house CRM architect for various healthcare-focused sales businesess designing customized automation based CRM platforms.
A few months ago Richard shared with me that he’d found his calling. He described his years of first-hand observations for the disadvantages of Medicare Advantage and Medigap Insurance Sales Businesses faced when it came to scaling because there was no platform designed to suit their particular needs.
Richard went on in detail for exactly what he saw and how he’d built a solution to the problem that had generated profitable results for clients – including previous employers for a fraction of what he was paid on salary. What I felt was a relief. While I was not in the healthcare business, I empathized with the frustration – this was a systematic problem that transcended industries – and now a real solution was available.
We’ve been working together ever since to help expose our clients to their true potential by leveraging the benefits of technology for selling Medicare Advantage and Medigap Health Insurance on a grander scale.
It’s Not Your Place to Decide What’s Impossible
The barrier between your current state and the seemingly outrageous possibility we say you can achieve stems solely from the limited way of thinking forced upon you for what’s possible when it comes to technology. Simply put – ignorance.
When we say ignorance we do not mean stupidity, ignorance is simply your lack of awareness of this truth. You lack the awareness of this truth because the marketplace has preferred you come to accept limitations of their service in order to mass market scalable software that provides generic solutions to generic problems – not scalable for you, but for them to use a one-size-fits-all model to sell large volumes of licenses. When you asked for changes you were told no – either because it couldn’t be done, or because they wouldn’t do it only for you. As a result, you’ve become conditioned to believe that it’s just the way it is and your business would thus need to accept the limitations and work around them to leverage the nominal benefits associated.
T65 Healthcare was boxed into this way of thinking, and what ownership will tell you is that the greatest thing to happen to their business was coming to understand that they were never in the position to determine what was impossible to begin with – that once freed from this limited belief system and now having the resource for inquiring about their most seemingly far-fetched ideas only to have those ideas come to fruition, is what allowed them to achieve scale beyond their wildest imagination.
Before, T65 employed two full-time staff to delegate leads manually for sales agents to call every day. They would load these lead lists into Google Sheets and disburse them among sales staff. The only strategy employed for delegating these leads was to evenly distribute based on agent availability.
Every morning agents would log in, look at their lead list, and begin manually plugging in each contact through VanillaSoft (dialer) to start making calls. The outcome of each call would be logged by hand within their respective Google Sheet, and back-office staff would seek to reconcile the results from each individual agent’s spreadsheet at the end of the day. We can see how this process could become highly inefficient and terribly disorganized. A lot of faith was placed in the agent to notate calls properly and to conduct the appropriate follow-up in the future without any real accountability. Ownership felt like they were throwing leads into a black box with the hope that enough sales would come out the other side to keep the lights on. This can hardly be defined as a scalable process.
Mike and Kyle are very smart people and very savvy sales professionals, they merely weren’t aware that a better alternative was equally affordable as it was possible.
The onset of our relationship was predicated on consolidating all external systems into one centralized platform employees could work out of seamlessly. As time went on both Mike and Kyle were in constant communication with our Solutions team asking questions to better understand how they can make more efficient changes to their process through better use of technology.
What they found was every time they inquired about a problem they were greeted with a solution.
This began to have a profound impact on their view of their business as they could now expand on their thinking for engineering more creative sales strategies. It was very clear to them now that they lacked the credibility to determine what was impossible and proceed accordingly – identify inefficiencies, then without hesitation consult with us to determine if their solution was possible without making their own assumptions. This has since become a fundamental component for training all managerial staff.
This first ah-ha! experience is what leads to the code you see in this image.
T65 has a true talent for lead generation, but they knew they weren’t maximizing the benefits of their efforts – there was a lot of meat being left on the bone. In their ideal world technology could assist in delegating leads based on highly specific sets of criteria for what leads would be assigned to which agent at a specific time. Then after the initial call was made, remove the reliance on the agent to follow-up by implementing a set of automated workflows whereby the agent would be tasked with a follow-up call at a designated date and time in the future, and custom templated emails and texts would be sent out in a particular sequence at specific times after the initial call. Ideally, this would be done automatically every day with hundreds of leads.
The image you see here is a partial snapshot of the code Stackboost.io wrote to accomplish this objective.
This automation-based workflow now imports all of T65’s new leads through their CRM, sorts them by a particular set of attributes, then uploads each sales agent leads into their dialer to call automatically at predetermined times in the day. Criteria include:
Setting a tier system based on agent seniority;
Defining limitations ownership places on the number of leads each agent can take based on tier;
The State where the lead lives in order to appropriately assign according to agents licensing;
Time of day the lead requested to be contacted
Assign leads to agents by tier based on the number of times the lead has been contacted ranked from New to Exhausted.
Sales agents went from manually setting up their daily tasks and organizing their calls to simply logging in to the computer and putting on their headset.
The rest was on autopilot, and the ability to effectively track and report on all activity became a bi-product of the process which we will discuss in more detail later on.
Everyone now operates at their highest and best, including Mike and Kyle. They remain 100% focused on creating new ways to sell insurance without the self-imposed limitations from making their own determination for what can or cannot be done.
The result is a rapid acceleration of scale.
You May Be Asking…
Why does my current CRM limit the level of customization for achieving this same task?
Out-of-the-box CRMs are designed to satisfy the generic needs of a particular industry in mass form. They seek to address the most common functionality of businesses in that niche to include tools such as template reports, organization of data, categorize contacts, assign tasks, template email reports, etc. The goal is to build something that offers enough value to satisfy the more common features of their client base by assuming all of their clients do the same thing. Customization adds specificity, which is the opposite of their objective for scaling sales on a fixed product.
Are you a consultant or a CRM provider?
Both. We configure CRM’s built by Jira Core, a highly recognized CRM technology platform with the same power and functionality as Salesforce, tailor-made to your business. We provide ongoing consulting as part of our service to assist in expanding your thinking about the relationship between technology and selling, then build out those visions and apply them to your daily process.
Consolidate All External Systems, Track EVERYTHING:
In the famous words of CNBC’s Marcus Lemonis, “If you don’t know your numbers, you don’t know your business.”
In the case of Medicare Advantage and Medigap Health Insurance businesses, most of you don’t truly know your business – but it’s not your fault.
When you have the appropriate technological infrastructure, reporting becomes a bi-product of your business process instead of a standalone process in and of itself.
What we’ve come to understand through our ongoing conversations with leaders within the Medicare Advantage and Medigap Insurance Sales industry is that none of them could state with certainty what their commissions for the year should be, nor their sales and retention by a carrier. One of our clients owns a smaller Insurance Sales Company and told us he received 13 different 1099’s last year. He shared how all of the paperwork provided by each carrier is asinine to review and impossible to compare against his records for accurately determining what his income should be.
We spoke with another highly productive insurance sales leader who writes an average of $2mm in policies annually. He stated he’s had no idea what his retention rate is nor what his corresponding commission sales should be for as long as he’s been in the business. This year he came to find by luck that he had not been paid on his residuals from a down-line for the last two years. In his case this translated to hundreds of thousands of dollars in lost revenue due to the inability for tracking these metrics.
There is a systemic problem throughout the industry that results in a Blackbox style income structure – write as many policies as possible and hope the commissions paid are accurate.
After conducting research on this topic, we have yet to find an accurate dollar figure to reflect lost revenue annually to insurance agents for failing to be compensated as a result of this problem – though we can assume based on our research it’s significant. However, we have created a solution that now allows these same individuals to accurately track their business to compare against commissions for ensuring such losses are never incurred again. Our clients now monitor serviced policies and retention rates on an ongoing basis and can contest when necessary to the carrier with statistical evidence for recouping commissions.
What we see in this image is a snapshot of a reporting tool built into T65 Healthcare’s dashboard that allows owners to view all policies written by year, Sales Agent, Gender of the insured customer, and State of residency.
In this image we can see how Mike and Kyle can view specific details as to the success rate of each marketing campaign they deploy relative to other variables including Sales Agent and State of residency for year-over-year analysis.
In this image we see how T65’s management team can track the performance of each sales agent relative to all other variables for making appropriate adjustments as needed to distribute leads based on correlating factors.
At any given time, T65 management can assess the daily performance of their sales staff. This image reflects a living dashboard that updates as the business activity takes place – including but not limited to phone calls taken and ended, changed lead status, policies written, etc.
The image reflects how T65 can drill down into the success or failure of each particular marketing campaign across all states to make business decisions. Using this report Mike and Kyle can see how much business any particular campaign has generated by State and determine what demographics have responded positively or negatively in order to make strategic business decisions for ongoing investments or reallocation of resources to areas that deliver greater success.
There are no assumptions that need to be made when considering business decisions. Every action within T65’s day-to-day process can be tracked as a data point and reported on for analysis.
When all external systems are consolidated into one centralized location, all activity can be converted into trackable data points and reported accordingly. Reporting becomes a bi-product of the process instead of a standalone process in and of itself. We eliminate the need for assumptions or the subjective opinions of others based on observations – we simply report the activity as statistical facts to tell the story of a specific segment of your business.
None of our clients started with this type of transparency in their business. They came from a world of disorganization or generic reporting functionality that produced totally inaccurate information or incomplete reporting into the facts of their business. They were unaware of any other way, especially for such robust analytics such as those we just shared with you – in fact systemically across this industry, the ability to track such metrics in that level of detail is perceived to be impossible.
Blackhawk Media is a medical equipment sales client of ours whose tracking process we now refer to as a “rainbow of disarray”. Some of you may recognize or relate to the image we see here that reflects the Google spreadsheet Blackhawk employees all used to track leads and corresponding sales. While it served it’s purpose when Blackhawk first started as a company, it quickly proved ineffective as they grew and information became highly disorganized and inaccurate in accordance with the rising headcount. Additionally, management would have to run reports manually by creating charts and tables based on this disorganized information. In their pursuit of scale, this process would not suffice.
Blackhawk recognized how important it was to find software that could do a better job managing and reporting their data. They interviewed several “out-of-the-box” CRM companies and selected one that served a business model most similar to theirs. “Out-of-the-box” CRMs are typically no-code programs that aren’t customizable as their functionality is primarily geared towards the generalized client base they serve.
The decision was still a significant step in the right direction in that it allowed Blackhawk to consolidate their data in one location with a system that offered more intuitive reporting features. However as the owner of your business, you have greater knowledge into the specific activities that drive or suppress your production then the engineer creating the report. Blackhawk wanted to look at very specific data and needed customization in their reporting to show these metrics – but the platform they were using was for a similar industry, not the same industry, and wasn’t willing to take on the hours for completing this type of custom project since it didn’t serve the needs of the majority of their clients. This image is a snapshot of their reporting dashboard. We can see on the left-hand side of the pane the various templated reporting options available, none of which could fully satisfy the needs Blackhawk management had.
Ultimately they accepted the limitations as the norm and frustration later ensued.
Analyzing Blackhawk’s business model we observed the differences between their day-to-day functions relative to other healthcare-focused sales businesess for understanding the unique data points they wanted to track. To build out these customized reporting tools we integrated Tableau – the best reporting software on the market that was recently acquired by Salesforce last year for $16B- into their CRM. We wrote coded solutions that allowed Tableau to communicate effectively with the CRM that fed both live and historical data into a customized one-click reporting tool.
When I refer to live data I’m speaking about having visibility into all business activity as it happens. When an agent makes a call using the dialer we integrated into Blackhawk’s CRM, call information is logged automatically and fed into the lead management report for the Sales Director. As an example this report shows live insight into Blackhawks pipeline. When an agent makes a call they no longer manually input that action, the activity is automatically fed as a data point into Tableau as it happens. When the agent logs the outcome of the call, that outcome is then fed into the report as well. Having access now to all the raw data we simply needed to identify the particulars Blackhawk wanted to track and direct the system to pull the appropriate information and illustrate visually how management preferred – i.e chart vs table vs graph, etc.
As we compare this view to the previous templated reports Blackhawk was forced to use through an “out-of-the-box” platform it’s critical to note the differences. This view was designed to management’s exact specifications, it’s simple to navigate and makes the most critical data points viewable with one glance. In Blackhawk’s case the first thing they wanted to see when they logged in was the status of all leads by date, by product, insurance carrier, supplier, and sales agent. This is only the dashboard, additional reports are also available for visualizing the relationships between specific variables.
The ability to make these custom adjustments as needed additionally incentivized ownership to be more observant of their business activity knowing they can analyze other potentially critical data points for making strategic decisions.
This image serves as an additional testament to data integrity. With all aspects of T65’s business being tracked accurately, we custom-built payroll functionality into their system. This is how the wall between CRM and ERM gets taken down. The general understanding is that CRM systems are for client relationships and ERM platforms are for managing operational activity. With all data centralized and business activity being accurately tracked live, the appropriate tools can be created at will for managing all functions for both sales and operational purposes seamlessly within the same system.
This type of reporting is only possible when all external systems used for conducting business are consolidated into one centralized platform to communicate with each other harmoniously. The corresponding outcome is that all business activity is converted into data points that can be tracked and reported on with near-perfect accuracy. This allows you to get as granular as possible when it comes to analyzing the interconnected relationships within your business process. It frees your creative mind to engineer unique and exciting ideas by redefining what’s possible.
You May Be Asking…
What program can create those kinds of reports? Tableau is the best software in the industry. You can purchase it yourself, but Stackboost.io rolls it in with our offering as part of your CRM.
How do you know the information is accurate? Reports are generated according to the data, there’s no guesswork or assumptions made. With automation it simply takes that data and applies the appropriate calculations to present the information you want easily (charts, graphs, tables, etc.). Reporting becomes a bi-product of the process.
What activities can be tracked? Any business activity your company conducts using technology can be tracked and reported on once integrated into the CRM platform.
Apply Automation Workflows to all Repetitive and Redundant Tasks
Guardian Lifewatch is a client of ours that struggled with significant overhead expenses and wasted labor hours associated with closing a sale due to a high volume of redundant tasks being completed by hand.
In this image, we see a snapshot of the previous CRM they had purchased to streamline their sales process. The goal was to consolidate all data related to lead management, sales, and payment processing into one centralized platform accessible to all employees. While it was a step up from their previous methods using Google Sheets and they found value in its use, they had no idea they could eliminate the 1,000+ manual tasks daily that were still necessary to fulfill an order.
Many of you may relate to this story.
Guardian’s sales process involved working out of multiple siloed systems by hand to complete daily business functions. The day started with administrative staff manually loading leads garnered from various sources into their CRM and disbursing them to agents based on seniority. The sales agent would then manually upload those leads into the dialer and begin their daily calls. After every call the sales agent was responsible for updating call notes in the system, changing the status of the lead, and organizing follow-up activity to work the lead through exhaustion. When a sale was made they would gather the customer’s pertinent information including payment method then send an e-mail or Skype message with all the details to back-office staff to be manually updated in the CRM. The call would then be transferred to that same back-office employee to confirm payment details, navigate multiple pages within the CRM to put the order together, and finally charge their credit card to complete the sale. Ownership estimates that the time to bill each order after the customer confirmed their information was approximately 7 minutes.
Guardian employees work a standard 8 hour day, and each employee thus has an inherent limitation on how many deals they can bill before having to hire additional staff to facilitate any increase in sales volume. If we account for one hour of lunch and typical breaks, we can calculate each administrative staff can fulfill a total of 60 deals per day.
When we reviewed Guardian’s business process we identified this particular scenario as an ideal starting point where automation could be applied to immediately relieve the limitations placed on growth by manual work.
What we see in this image is the new automated workflow we built for them to achieve that goal. First, we integrated all systems including their dialer, merchant software, lead management, delivery, processing, etc. into one centralized platform powered by Jira Core allowing them to work in unison seamlessly. Once all the gears were properly in place, we deployed a variety of automated workflows that could work harmoniously together at an exponentially faster and more efficient rate for managing order flow.
At specific times of the day all leads would be automatically fed into each agent’s dashboard and distributed according to specific criteria designated by Guardian management. All the agent would have to do is pick up the phone and click “dial” and the leads would load in automatically – it was on autopilot. After each call, the agent could quickly disposition the lead based on status, and for those statuses requiring follow-up, a set of automated rules would execute to send text and email reminders in addition to scheduling tasks for that sales agent to call again at a predetermined day and time in the future.
When an agent transferred the call to an assistant to finalize payment, the system would push the customer’s information into the CRM automatically, the agent would click a single button in the dashboard that would send off the order including all pertinent details, and administrative staff would receive an alert within the same system that the deal was ready for processing. The next step is what we see in this image. Once the staff confirmed payment details with the customer, they click “Process Order and Payment” to complete the sale and end the call.
The application of this one-click solution on both sides of the transaction reduced the total time to create a ticket and complete the sale from 7 minutes to 15 seconds. The total number of deals a single agent could now facilitate in a given 8-hour workday increased from 60 to 1,680 – a growth rate of 2,700%. As they continue seeking more creative ways to generate enough business to fill this new threshold, these employees are each free an average of 5 hours per day, or 100 hours per month, to spend on revenue-generating activity.
Guardian was previously restricted to a limiting belief system for what they could achieve and afford based on unfounded assumptions. They merely lacked the appropriate resource to help expose them to what’s possible, and expand upon their creativity for developing new ideas to increase sales without increasing the corresponding costs. With the support of automation, Guardian transitioned from growing to scaling.
Another example where automation exponentially increases efficiency by eliminating manual work involves one of our DME clients Blackhawk. We found that generating the paperwork specific to the sale of each product and faxing that package to the appropriate medical office was a highly redundant task necessitating hiring back-office staff to complete. This same series of tasks were required for each order to be fulfilled and receive payment. What we observed with their process was it took employees 30 minutes to complete this particular task for every order. 20-25 minutes to physically generate and organize the paperwork by hand, and 3-5 minutes to source the correct number and manually fax the package to the doctors.
Due to the limitations of manual work in conjunction with the total available work hours, there is an implied fixed number of orders each employee can facilitate within a single workday. As sales grow you have to hire proportionately, and overhead consistently increases corresponding to sales. We should note this is an ideal scenario because the reality is humans make mistakes – there can be typos or inaccurate information – in the medical world errors are unacceptable. Incorrect paperwork gets kicked back, and that same employee must redo the package for resubmission.
When we look at the chain of individual tasks that make up this process, we can see they’re redundant in nature – it’s the same steps repeated with only slight variation based on product. It’s a perfect example of what automation was designed for.
With Blackhawk we set out to address the problem leveraging automation to reduce the time for completion and increase productivity. We wrote a coded solution that consolidated each product’s paperwork into a drop-down list, and when an order was placed, the agent could select the product from that list and generate the associated paperwork with one-click. Now the total time to complete this same task was reduced from 25-30 minutes to a total run-time of 1.5 seconds. The package consistently came back with near-perfect accuracy of the information, and to date has not had any orders kicked back from doctors due to error.
We added color-coded arrows embedded in each location medical staff needed to sign, then added a second feature allowing the agent to fax the package in the same system with a “one-click” solution. In total we reduced the total time to complete this task from an average of 30-35 minutes to 3 seconds.
Another critical feature we set out to address involves the actual sale itself. Every lead needs to be qualified to determine eligibility through Medicare/Medicaid, PECOS, Same & Similar, or Noridian. We observed this task accounted for 3-5 minutes per live call to complete. The agent would have to go into the system and look up the customer information to confirm the lead qualifies and a sale was possible.
The nature of this task involves accessing a public database. Since we are pulling information from a fixed source we could code an automated workflow that consolidated those steps into one click. The agent would now click a single button within the same sales system they are working out to verify the eligibility of the customer. The total time to complete this task was reduced from 3-5 minutes down to 1.5 seconds.
If you know your conversion numbers you can do the math. For context let’s use a simple example with simple numbers – if your agents take 40 leads per 8-hour workday, and we eliminate the minimum 3 minutes for each call we free up 1 hour per day and 20 hours per month of selling time per agent. If an agent can talk to 5 people per hour that equates to 100 leads per month. Using a conservative 10% conversion rate, we’ve created an additional 10 closed deals per month per agent. We’ve maximized the total production per agent per day in the same work hours without increasing the cost to facilitate closing the additional volume.
As you consider these examples I would encourage you to ask yourself – “what aspects of my business could be exponentially improved if this type of technology was available to me?”
You May Be Asking…
How do I know what tasks I could be automating?
Nearly everything can be automated, most importantly we want to identify what is the most expensive and time-consuming day-to-day functions being done manually that are repetitive in nature.
Can you run verification and eligibility through other insurance providers?
The ability to pull information for comparison off of any static website is entirely possible and we’ve done this many times before. You have a couple of options here based on the how frequent their database updates information:
We could make the comparison “live” – whereby the system checks the website EVERY time a determination is made (3-5 second delay), OR
We could keep a “local” comparison copy that updates on a scheduled basis – daily, monthly, etc. This will make the comparison more or less instant.
How do you automate these tasks?
The right CRM platform can be designed and coded to automate each specific task with a one-click or no-click solution depending on the corresponding sequence of tasks being executed.
Own Salesforce Functionality Without the Price Tag:
Thus far we’ve found the biggest detriment to Medicare Advantage and Medigap Insurance Sales Businesses seeking to scale successfully is the siloing of functions across various inefficient platforms that necessitate human intervention.
It is clear that to efficiently and successfully scale a Medicare Advantage or Medigap Insurance Sales Business the three most critical functions you need involve leveraging an expert consultant to help expand your thinking for what’s possible for your business from a technology perspective, consolidate all external systems into one centralized platform to fully automate all redundant tasks and provide live in-depth reporting on all aspects of your business that allows for complete visibility into your day-to-day activity.
As an example we can refer back to both Blackhawk Media and T65 Healthcare who both recognized these issues early on. As many of you will find along your journey, there are three paths for solving these problems to achieve the desired state for your business.
Blackhawk started with Google Sheets because it’s free, and it’s easy to understand why during the earliest stages of your business the allocation of dollars to a perceived expense would be kept to a minimum. Google Sheets is free – it allows you to share data with all of your employees, provide basic tracking, and manually create various reports for analysis. This level of functionality allowed Blackhawk to achieve certain milestones but ultimately is not designed as a business management tool on a large scale. As they grew things got messy, everything was manual and disorganized overall. We can see this by looking at the example again of one of their original primary spreadsheets used to track product orders.
The functionality for Google Sheets is limited to data management only. In order to facilitate other aspects of the sales process like generating paperwork they needed additional programs and software. They were piece mailing their sales process and forced to silo each task into individual platforms that lack the integration capacity to communicate with each other. They used one system for dialing, one for creating product documentation, a fax machine to send packages to medical offices, Google Sheets for collecting and managing data, etc. Each function worked out of separate platforms that didn’t work in unison and ultimately created new, more challenging, and time-consuming problems that produced more mistakes.
Most business owners have heard of CRM or ERM software – but it’s important to address the common misconception of what they are – that they’re an expensive tool limited to data management.
When T65 entered into the next phase of growth they set out to identify the best tool for their needs and found that the majority of these CRMs are what we refer to as “out-of-the-box” platforms. This means that each platform is engineered to meet the general needs of a particular industry. There are platforms for real estate and mortgage, financial services, hospitality, retail, restaurants, etc. and the functionality for each is such that they cater to the generic needs of those industry participants. I use the term general deliberately. Most competitive businesses deploy a unique sales process that separates them from their competition, but the goal for that platform is to sell something functionally valuable to the masses. They offer a generic blend of tools and features most commonly needed by their client base – this includes pre-built email campaigns, pre-built reports, ability to assign tasks, scheduling calls, tags, etc. most of which still require human intervention, but some automation features are available on a surface level. This type of product is superior to the free alternative, it does offer a significant improvement to a business’s overall infrastructure but does not prove itself as a profit center. These platforms are inexpensively priced with upfront onboarding fees ranging from $0 to $2,500 and an ongoing monthly fee per user of $25-$100 depending on features.
The first red flag T65 confronted in their search was that no “out-of-the-box” CRM catered specifically to the Medicare Advantage or Medigap Insurance Sales industry. They would have to identify platforms that served the most similar sales model to theirs which offered some functionality to address their most critical needs.
T65 managed to identify a platform able to assist with certain functionality, primarily data management, but would still need to use additional systems for other aspects of their business that couldn’t integrate with the CRM.
Without this type of integration they would have to adjust their sales process around the new system and train staff accordingly. This made things difficult. They approached the engineering team requesting certain components to be customized to fit their particular needs and were willing to pay for those changes. Their request for customization was rejected. The company wasn’t willing to allocate the resources to build out functions that didn’t suit the majority of their clients. The CRM retained its reputation as an expense. It offered marginal improvements in certain areas but felt they had to accept the limitations and that their competition was likely faced with the same dilemma.
As an entrepreneur, business owner or type A sales professional with dreams of being rich, you lose the patience of having to accept drawbacks that suppress your ability to accomplish your goal. T65 had that same epiphany.
SalesForce is the biggest player in the CRM space – they service over 150,000 businesses including major Fortune 500 companies. They are a publicly-traded company generating Billions of dollars in annual revenue and own the tallest building in the San Francisco skyline aptly named Salesforce Tower.
The best way to illustrate Salesforce’s offering is to imagine them as the largest automotive parts warehouse in the world. They have everything you need to build a 1996 Honda Accord or a 2020 Ferrari Spyder – but, they don’t provide the tools or direction to build the metaphorical car. The cost of the platform is access to the warehouse.
When T65 approached Salesforce they were surprised to find they didn’t build the CRM for you, but would have to contract a third-party team of engineers known as Salesforce consultants to do the work. They pursued this direction and elected to meet with a reputable local team of consultants to become better educated as to what this option might look like.
Initially they felt both relieved and excited. The consultant listened to their problems and described how Salesforce was fully capable of providing a solution to every roadblock they were facing. There was one major caveat – the cost.
To build out a custom CRM capable of achieving T65’s objectives would require a substantial upfront investment and costly ongoing expenditures for support and future modifications. They were faced with a major and unexpected business decision – one for which the investment if it failed to live up to its promise, would have significant financial implications. Would it be worth the financial risk? Would they’re employees easily adapt to it? Would it prove to be the “magic pill”?
These were serious questions Mike and Kyle would have to ponder considering the associated cost for initial development would start at $75,000-$100,000 based on their current headcount.
The example shown here was taken from Denis Zhinko at ScienceSoft. Dennis demonstrated what it conservatively costs to build a customized automation-based CRM powered by Salesforce for a mid-sized company with 49 employees. Breaking down each of these itemized costs:
Lightning Enterprise Edition – this is the cost per user, at a monthly rate, paid annually to access your CRM.
Consulting – This is the fee to the Salesforce consultant for building the CRM. In this example he estimated a two-week job. (will vary by complexity)
Data Migration – This fee is associated with cleaning, organizing, coding, creating custom fields, and importing your data from your current system into the new CRM. (will vary by complexity of the job)
Integration – This fee reflects costs associated with integrating any external technology you might use such as a dialer. (will vary by the number of external systems)
User Training – This is the cost to train employees. In this case the company referenced as the example employed an in-house Admin (starting salary $100,000) and thus the cost associated is much higher than T65 would pay. However in all likelihood based on T65’s creativity they would end up needing one to keep up with the frequency of modifications they would require.
After-Launch Support – This is determined by the length of service and hourly rate of the provider. Dennis states on average needed support lasts 3 months post-launch, and the $45,000 figure reflects the typical cost for that 3-month period.
Before committing to this investment T65 continued due diligence in pursuit of other options. They understood that the ROI on this type of platform could be justified but wanted to consider all comparable options before making such a significant business decision.
Mike used to employ Stackboost.io founder Richard Schaeffer at one of his previous company’s as his CRM architect. He thought before making any major decisions for this type of technology Rich would be a great resource for getting some feedback.
After speaking with Richard, T65 learned that Richard had already been building customized CRM/ERM solutions equally as powerful to SalesForce at a fraction of the cost. If they could detach themselves from buying a brand name product, they could partner with a company that would treat them like a valued customer instead of another notch on their belt to achieve the same goals at a fraction of the price.
You May Be Asking…
How can you achieve this type of quality customization so much more inexpensively?
Stackboost.io is a highly specialized team of engineers and consultants necessitating a fraction of the overhead relative to our peers. We selectively leverage the highest quality technology and configure it to your specific requirements, thus the quality remains equal if not better due to customization, and the cost to produce is much lower allowing us to consistently beat all of our peers from a pricing perspective.
What happens if there’s a technical issue, do you have the infrastructure to handle the needs of large companies with 1,000+ employees?
We leverage the technology products of multi-billion dollar software company’s including Jira Core, Amazon Web Services, Tableau, and others in addition to employing engineers in every timezone throughout the United States. Your CRM is hosted through Amazon Web Services which handles Netflix, LinkedIn, Facebook, ESPN, BBC, and other major multi-national corporations. From an enterprise risk management standpoint you are in good company. In the event of any problem, you also have a direct line of communication with our engineers – you will never be treated as a number.
We can see that if your Medicare Advantage and Medigap Insurance Sales Business can:
Leverage the resource of dedicated solutions experts to overcome your limited belief systems for what technology can do for your business and allow you to think bigger and more creatively;
Apply automation to labor-intensive, time-consuming and expensive tasks currently being done by hand;
Feed live and historical data into one centralized location with automation tools for generating valuable reports on your business;
That’s customized to fit your specific business processes affordably;
You can reduce operating costs by at least $250,000 annually automating 1,000+ tasks per day AND track your commission and retention rates by agent, closer, carrier, and State.
Option 1 and Option 2
To achieve this objective you have three options:
Out-of-the-box CRM Platform:
None exist for Medicare Advantage or Medigap Insurance Sales specifically – you’re making a purchasing decision by guessing which one is designed for the most similar business model to yours.
No customization – you have to build your business around the technology instead of the technology being built around your business.
Accept limitations – these types of plug and play platforms are created based on assumptions for the general needs of their client base. Additional modifications specific to your business are typically rejected unless they fall into the overall needs of the majority.
Nominal improvement for a nominal cost – You’re only paying to solve part of the problem. The CRM remains an expense instead of a profit center. In most cases frustration leads to “CRM hopping” in search of a better fit or hiring an internal CRM administrator with a starting salary of $100,000+ annually.
The majority of CRMs are no-code solutions – this means that a programmer cannot do any custom work even if the company is willing to pay for it. This severely limits the platform in a modern business context.
Pay for a big-budget CRM like SalesForce:
Extremely expensive – significant upfront investment by paying for the brand name;
Extremely expensive – Between $150-$300 per user, per month and paid in full annually to receive support and automation features. Since user fees are paid as an annual contract canceling is almost impossible – I have personal experience with this;
Requires third party support – Must hire a Salesforce consultant to build and implement;
Very difficult to configure – requires expert assistance and ongoing relationship with third party consultants or in-house admin;
Difficult to use – employees must have the appropriate business and technical skills to navigate the platform successfully to maximize the benefits;
In-House Support – many companies ultimately have to hire in-house SalesForce administrators with an expected starting salary of $100,000+ per year.
3. Stackboost.io: Stackboost.io is the only CRM/ERM solution tailor-made for your Medicare Advantage and Medigap Insurance Sales Business and achieves the four most important objectives for scaling successfully:
Incentivizes creative thinking for devising unique strategies to increase sales and improve operational efficiency;
Fully automates all labor-intensive functions your business confronts daily with seamless “one-click” or “no-click” processes;
Consolidates all systems and software into one platform to provide live visibility for the factual data imperative for tracking business objectives;
Customizable, programable, coded, and affordable CRM solution designed around your business process. Designed with a simple user interface that allows all employees to maximize the benefits successfully and can be modified to meet your evolving needs to scale alongside you.
Who this is for:
This type of solution is specifically designed for Medicare Advantage and Medigap Insurance Sales business owners and managers who are motivated to scale your business successfully by exponentially growing revenue while reducing the corresponding costs associated with achieving that goal.
You’re an owner or manager that recognizes you’re not making as much money as you should be. You’ve identified that there are a number of labor-intensive tasks required to close a deal that could be automated, and you lack the technology for tracking the day-to-day activities of your business required for making strategic decisions.
Benefits and Outcomes
By working with us:
You will track every aspect of your business and make data-based decisions with confidence. We create customized reporting on metrics that allow you to make data-driven decisions to grow and scale your business. We remove the guesswork so you can make decisions based on the living facts of your organization.
You will automate all tasks your staff has been doing manually with a “one-click” or “no-click solution”; this in turn will increase your revenue and drive down CPA.
You will own a customized CRM designed to wrap around your business structure – the technology is yours, and it’s built around you instead of you having to adjust your process around it.
A fixed cost structure. If we underestimate the time to build we will not hold you, hostage, by halting production, nor bill you for additional hours. We will complete your build with pipeline priority through the entirety of the job.
You’ll have access to ongoing solutions services and tech support. If you have a question, call. If you want to assess how we can implement additional functionality based on the evolving needs of your business, we design a custom solution to achieve it. If we don’t have what you need, we build it for you.
Ultimately you will eliminate substantial overhead costs, increase revenue, and leverage automation to scale your business successfully.
Before your business potential was suppressed by your limited awareness of what was possible with technology. Now you’ve unburdened yourself of the responsibility for making costly false assumptions to freely observe, visualize and create new ways to transform your business.
Before you had no way of knowing what your commission and retention rates were by carrier or state, but merely had to trust your income was properly documented and fulfilled by each insurance provider.
Now you have the reporting functionality to know exactly how much business you’ve generated and retained to identify unpaid commissions and reconcile with the carrier when needed using hard data.
Before you used Google Sheets or “out-of-the-box” reporting tools to gain minimal insight into your day-to-day business activity.
Now you have full control and “one-click” access to view exactly what data you need to see on a daily basis for making strategic business decisions.
Before you couldn’t track the conversion rate of your sales agents accurately to appropriately delegate leads.
Now you have complete insight into every statistic related to your sales agents’ performance to determine the best lead management strategy for maximizing conversion.
Before you had no tangible way of knowing how successful your marketing campaigns were by State or customer demographic.
Now you can drill down into the micro analytics to track the performance of all your campaigns to determine how to better allocate resources for growing sales.
Before your only means for delegating leads were based on “who was up next.”
Now you can set exact criteria based on a host of variables including State of residency, agent production, time of day, and more to distribute leads accordingly automatically.
Before you had to hire a fleet of back-office staff to fulfill each order manually and had an inherent limitation to the number of deals you could close in a day before having to hire another admin.
Now you automate over 1,000+ tasks per day to alleviate hundreds of hours per month of wasted time employees now spend on revenue-generating activity. You’ve reduced your operational costs by at least $250,000 per year.
Before your “out-of-the-box” CRM provided access to basic IT support that could help you reset your passwords or other simple issues. If you used a big-budget platform you had to pay an exorbitant amount of money for meaningful assistance at their convenience.
Now you have a direct line of communication with engineers, ongoing IT support, and solutions consulting to ensure your CRM continues to fit the evolving needs of your business and grow alongside as you scale – technology is now your partner and a profit center.
Before, you found what you needed but couldn’t afford the investment required.
Now you’ve found what you needed to accomplish your objectives successfully at a price that fits your budget.
What choices do I have?
Let’s not mince words – there is a right and wrong way to scale your Medicare Advantage and Medigap Insurance Sales Business profitably.
We’ve laid out examples of multiple other businesses who initially trekked down the wrong path in order to illustrate what that journey looks like so you don’t have to spend any more time learning same lessons for yourself.
If you want to successfully implement a customized automation-based CRM into your Medicare Advantage and Medigap Insurance Sales Business business with a big-budget platform like SalesForce, SAP, Oracle, etc. you’re looking at spending at least $75,000-$100,000 in your first year to build.
Licensing costs per user for SalesForce Lightning Enterprise Experience start at $150 per user if you want access to automation features, and $300 per user to include support, and they bill on an annual basis requiring you to pay the full amount upfront (i.e. if you have 20 users*$150 per user *12mo. = $36,000 without support, $72,000 with support).
Third-party consultants are required to build out your CRM and they charge $150-$200 per hour.
Basic builds that involve some automation and integration with external systems will require a minimum of 100 hours for completion.
More complex sales processes that involve multiple external systems needing to be integrated can take substantially more time.
If your build takes longer than initially quoted, you will be billed for additional hours and all work will be halted until additional fees are paid.
Businesses that leverage Salesforce and similar “big-budget” platforms find that the program is complicated to use and necessitate ongoing assistance or onboarding a full-time administrator to assist sales staff.
Hiring in-house support staff salaries start at $100,000+ annually.
These figures represent only an initial build. As your business scales and you identify new ways to increase sales, modifications will be required to provide additional functionality and customization.
We see other insurance sales businesses invest over $1,000,000+ for a fully automated CRM over a 3-5 year period.
But even at that price they’ve still found the ROI justifies the investment comfortably.
With Stackboost.io we fix your costs to build upfront.
After reviewing your business plan and determining the best structure for achieving your business objectives we present you an “estimate” for total hours to complete and the cost associated. A typical build for a Medicare Advantage and Medigap Insurance Sales Business is $17,500 upfront to engineer automation features, import data, create customized functionality, integration with external systems, etc. If we underestimate the time to build we do not bill you for the difference, we continue working on your platform with pipeline priority until completion.
With us the cost per user is $100 per month paid monthly and includes ongoing tech support and solutions consulting. All in the total cost with us is 1/10th of our “big-budget” peers such as Salesforce, SAP, etc.
If your goal is to develop creative selling solutions for outpacing your competitors, substantially reduce overhead expenses, exponentially increase revenue, decrease CPA, streamline your business processes, gain total visibility into your business metrics and scale effectively then this is your solution.
The next step in your research to confirm this thesis is to set up a one-on-one call with me by clicking the link below. We can talk through your needs, what your process looks like, and see how significant this type of automation platform can help you achieve your goals.
You may be asking “what kind of assurances do I have if we work together?”.
We guarantee our work and firmly believe it will exceed your expectations in allowing you to scale your business successfully – but there are two particular assurances we absolutely guarantee:
We guarantee our estimate. After your consultation we will produce a proposal that includes an estimate for work. If we tell you it will take 100 hours and cost $17,500 to build, then that’s what it is – if it ends up taking 120 hours, we will not bill you for the difference and we won’t hold you hostage for additional money. Any additional time required to complete will be given pipeline priority.
You own the technology. If for whatever reason in the future you decide we are no longer the best solution for you, the technology is yours to continue using without us as your partner. We’ve seen other CRM companies who do not extend this type of professional courtesy which is why I address it here. We’re confident we are the best at what we do and you’ll never want to go with anyone else, but if you do that burden falls on us not you. We’ll export the program and show you what’s needed to manage it yourself going forward.
You Might Be Asking…
Now some of you may be asking:
How long will this take to get up and running?
A typical build can take 30-90 days depending on features and complexity. It varies based on need but we’ll talk those through you during our consultation call. It’s also possible to start using your CRM before it is 100% completed as certain functionality requirements are non-blocking.
How much does this cost?
Price is what you pay, value is what you get. By the very nature of specialization we can offer better value to Medicare Advantage and Medigap Insurance Sales Businesses because we’ve built a very specific solution to solve very specific problems thus allowing us to charge a fraction of the major big-budget platforms. Cost varies based on needs and functionality, after our consultation call, we’ll produce a proposal for you that includes turn-times, build costs, and monthly user fees that we guarantee.
How much will it cost to make additional changes in the future?
A fraction of the major big-budget platforms. Modifications and changes are determined in advance and are priced based on the complexity of what’s being done.
What if I want to do it myself and just hire In-House?
Definitely an option, anticipate salary requirements starting at $100,000+ annually plus the purchase of various licenses for software that have to be built into the platform, but it is an option. That’s how our founder got started in his career.
Can I have my current/historical data imported into the new platform?
Yes, we will scrub and import all of your data for you from any sources you’re currently housing them in.
How long will the system have to go down for if we need to make changes?
It won’t, we can remain fully functional regardless of modifications. Even during the build there are milestones that will allow us to get you up and running before it’s complete.
How can I test it out?
If you’d like a demo just click the link here and schedule some time, we’ll walk you through an example platform.
How many users can you handle?
There are no limitations to the number of users that can be set up to use the platform.
How easy is it to use?
It’s a very simple user interface, all of our clients have found it very easy to use and have had no difficulty getting their staff comfortable with the system.
Will you be able to adapt to the growth of my business?
We are built to scale with you, it is the foundation for our mission.
What technology do you use behind the scenes?
We use a handful of different industry-leading programs that we code to communicate with each other behind the scenes to produce ideal results. This includes Jira Core as the actual CRM, Tableau for reporting, Amazon Web Services for hosting, Zapier for integration, etc. Depending on what you need we can go into further details regarding what software powers which part of your business.
What happens to the technology if I decide to go a different direction in the future?
The technology is owned by you. We firmly stand behind everything we do and are confident you will want to grow together indefinitely, but if we can’t fulfill our mission we will export the entire platform to you directly you will just need to hire a consultant or IT professional to manage it.
To recap, by working with Stackboost.io you will get:
The freedom to be creative in identifying new ways to sell more insurance without perceived limitations for your technological capacity;
A customized automation-based CRM platform tailor-made to your business that automates all redundancies significantly reduces operating costs, increases revenue and drives down CPA;
Full visibility and tracking of all facets of your business with customized reporting functionality backed by the most powerful reporting software in the industry;
The power and capability of a big-budget CRM like SalesForce at a 1/10 of the price.
If after you become a raving fan of the results we deliver to you and let us use your logo, testimonial, and success story as a case study we’re offering a 15% discount on the cost of your build.
We are giving pipeline priority to those who allow us to use their success story as a case study, and can only do so many builds per month while providing the same level of high-quality service we’ve earned our reputation for.
If you’re ready to take your Medicare Advantage and Medigap Insurance Sales Business to the next level click here to schedule a one-on-one consultation with me, I’ll answer any additional questions you have, assess your needs and provide you with a guaranteed estimate for delivering results.
“StackBoost’s work tripled lead generation and increased customer stick rate by 10%. Their automated system increased workplace efficiency and helped cut expenses. The team was always intelligent, available, and responsive, while also willing to explore many avenues for success.”
Mike and Kyle are two sharp, marketing-minded operators who had just developed an incredibly effective marketing and sales process. They were getting great leads and closing deals through brand-new digital methods.
Operating the business was becoming agony. The success of their marketing was overwhelming their existing processes and it was becoming more backlogged every day.
The business required thousands and thousands of managerial clicks and tasks to keep the business churning. Lead assignments. Customer messages. List management. Lead management. Carrier communication. Policy submission. Agent calls. Agent on-boarding. Campaign maintenance. Everything done ad-hoc and by hand.
There were wide “cracks” in the CRM system, allowing leads to be lost, data to compile in the metaphorical cellar, enabled by pervasive mis-configurations and sub-optimal design. Oversight of agents was not feasible. Sales were lost. Accountability was difficult. Any kind of report was created by hand and the business as a whole was fraught with inconsistencies. Though they were succeeding in making sales, the administrative growing pains were plainly out of control.
And worst of all – there was a hard cap on how many leads could be reasonably worked. When we partnered with T65, they were at their limit.
Over the course of several months, we re-developed their IT infrastructure to accommodate modern automation, tracking, and reporting.
Increased Sales per Month from 120 to 750+
Increased Leads per Month from 317 to 7500+
Increased Customer Retention by 10%+
Automated $100k/Month of Labor (250,000+ Manual Tasks Monthly)
Executives Working LESS
Rigorous Oversight, Tracking, and Reporting
Managing external teams in real-time became a breeze. The tools were simple, effective, and training was automated. The data flowed upward to management in real-time. Most importantly – it was easy for everyone.
All with the same number of employees.
“Our number of leads generated has increased by 300% since we implemented the lead management software. It’s improved efficiency and marketing performance; our stick rate with customers has improved by 10% while also allowing us to handle more calls. We’ve also seen our expenses go down because we would’ve hired several full-time employees without their automated system.”
Manual payroll became a thing of the past. Complex commission structures, bonuses, post-dated deals, cancellations, refunds, escalations, all tracked meticulously.
Anywhere from 10-50 Automated tasks run every MINUTE. Each one would take at least a minute for a human to perform.
Licensed Insurance Advisors LLC
“The streamlining of business functions enabled by StackBoost has been an incredible asset to the company. Their team prioritizes understanding the business and the exact challenge that it is facing and then focuses on solving that problem rather than simply working within rigid software frameworks.”
As long-time Call Center veterans (20+ years), the owners were extremely savvy and had an excellent understanding of lead generation and sales. The problems and limitations began when they started to 10x their business.
LIA needed a system that could streamline and automate their business while still using remote agents. As it stood, they were unable to efficiently scale and needed direction, implementation, and maintenance of an IT automation infrastructure that could support their business model.
“Every day we have 12 different products, about 48 carriers and another 61 on the health side, and he [Richard] has streamlined all of the processes that they’re involved in and made a system that is very easy to use. I’ve never had anybody who started once we were using his programs who couldn’t understand and use it within less than a week.”
The priorities: Scalability. Ease of use. Automated. Full suite of tracking, reporting, and integration.
Licensed Insurance Advisors was able to scale from 10 agents to over 100 agents within one year.
Managing external teams in real-time became a breeze. The tools were simple, effective, and training was automated. The data flowed upward to management in real-time. Most importantly – it was easy for everyone.
“It’s been an incredible asset for our business. One thing I think Richard has got going for him is that not only does he do a great job, but he can go from business need to solution without making you deal with any of the technical drama in between. Some of our agents are 60–65 years old and the program he’s made has been the easiest thing for them to use.”
He is one of the few people I have ever met who can understand what we want from a business perspective and then just build it. He makes things very simple and absolutely intuitive for us to use.”
With all remote agents fully autonomous, Licensed Insurance Advisors finally had the administrative power to scale their business.
B.Sc. Computer Science at North Carolina State University
Founder, Call Nexus