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.
Challenge
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.
Goals
- 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
Solution
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
Students
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
Testimonial
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.
