Insurance Agency Telemarketing Case Study – $75,000 Commission Revenue in 4 Months

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June 9th, 2011


For over 30 years, Marvin Johnson & Associates has provided the trucking industry with specialized insurance knowledge and exceptional personal service. Company founder, Marvin Johnson, has invested in developing the expertise necessary to consistently meet the unique needs of the constantly evolving trucking industry. By providing clients with 24 hour claims service and loss prevention seminars, Johnson has created a long-term approach to controlling insurance costs. This high level of service and expertise has generated substantial growth over the past three decades.

Maintaining that growth trend in today’s challenging economic times is a challenge for even the best run organizations. Prospect lists often become outdated and agents struggle to keep their pipelines full as they service their current clients. Marvin Johnson & Associates looked for specialized expertise to help ensure their continued growth and found a partner, StartUpSelling, who could assist with their lead generation and marketing effort.

Marvin Johnson selected StartUpSelling because of their deep lead generation knowledge and extensive insurance agency experience. StartUpSelling refined Marvin Johnson’s telemarketing pitch, leveraged their industry expertise and delivered their value proposition to thousands of targeted prospects. StartUpSelling also updated and appended the target prospect list and collected hundreds of new emails.

When StartUpSelling’s well trained appointment setters were unable to reach a prospect, they left a compelling and effective voice mail message, further expanding the agency’s messaging. StartUpSelling was able to generate immediate and positive results for Marvin Johnson, scheduling over 100 appointments in the first four months of their project engagement.

Marvin Johnson & Associates wanted to rapidly update their prospect list and increase pipeline activity. They turned to StartUpSelling to get the job done fast.

Telemarketing Results through Week 15

  • 4,300 calls made
  • 26 calls made per hour
  • 122 conference call appointments set
  • 24 requests for additional, detailed information
  • 1 request for info or meeting per hour
  • 5 sales closed (App. $75,000 in Commissions)
  • Many sales pending
  • Over 140 emails gathered for future campaigns

“We gave StartUpSelling our coldest, out of date prospect list – they cleaned up the list and deluged us with appointments. We’ve already closed 5 new clients ($75,000) and expect many more…” Mark Thayer, COO, Marvin Johnson

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