Key Achievements

• Consistently schedules 400 insurance appointments, per month
• Reduced call reluctance and urgency by systematizing outreach
• Launched Smart Calls offering appointment-setting services to fellow agents
• Developed duplicatable system to help Knights of Columbus insurance agents succeed

Hector Montalvo had a successful career in the construction industry until a diagnosis of Stage 3 cancer brought his life to a halt. Shortly after, he joined The Knights of Columbus and was introduced to their insurance arm. His discovery that he (and his family) was underinsured in terms of life insurance gave him an idea to bring his story and talents to an underserved market, with a company that aligned with his faith. Within 6 months, Hector was working with the Knights as an independent insurance agent.

Challenges and Objectives

Starting a new job is never easy. Hector was launching a brand new career, in a relatively unfamiliar industry. And he was staring down a book of business with over 800 contacts requiring regular communications.

Dialing by hand proved to be a slow, repetitive process. “So little of the time I devoted to calls was actually spent talking to people,” Hector explained. Managing followup calls and emails proved difficult as well. To make matters worse, the urgency to schedule appointments made conversations stressful, allowing call reluctance to creep in.

When it became clear that Hector needed a more organized and efficient way to reach his contacts, he started his search for a dialer and sales enablement software.

The Solution

Hector was drawn to PhoneBurner's user-friendly platform, which allowed him to quickly ramp up outreach. By automating post-call workflows and leveraging oneclick voicemails and emails, he was getting through calls faster, with a lot more conversations to show for it. Despite being new to the industry, he was surpassing his Knights of Columbus peers in short order.

“It's not because I had more knowledge… but because I was able to connect with more of my book of business than they were.” Over the next 20 months, Hector systematized his approach even further. He implemented an intelligent foldering system to organize phone and email follow-up, auto-populate call lists, and prospect without call reluctance or urgency - all using PhoneBurner.