Top Medicare Brokerage Embraces A Digital Mindset

Elite Insurance Partners saved $100k in ad spend over 12 months after adopting Salesforce. Full case study.

Meet Elite Insurance Partners

Founded in 2014, Florida-based Elite Insurance Partners specializes in finding the most affordable products for the senior market. Thanks to its innovative leadership, the Elite team has grown from three to more than 80 strong. “Fast growth brings new challenges, and technology is a big part of that,” says Co-Founder and CEO Jagger Esch. “If you don’t have the right tech and marketing, you won’t be able to really grow your company.”

Jagger and his team partnered with Accelerize 360 when the firm first adopted Salesforce. “Working with Accelerize 360 has made our lives a million times easier,” he says. “We’re able to focus on what we do best, which is finding new team members, marketing and working with our carrier partners.” Since those early days, Accelerize 360 has delivered more than 50 projects for Elite.

A growth mindset and a commitment to digital transformation at Elite have been critical to their success. “That’s why we’ve been able to stand out above and beyond some of the players that have been in the industry for 15, 20, or 30 years…because we could adapt.”

The Challenge

Standing out in an industry dominated by big players can be tough. Elite wanted to improve efficiency and accomplish more with less. Here were the challenges:

Simplify the lengthy quoting process
Customize the agents’ telephony platform
Automate manual NIPR paperwork
Reduce ad costs while streamlining reporting
Improve marketing automation

This short video gives an overview of the digital transformation process:

The Transformation Roadmap

Speed quoting time

Elite saved agents loads of time by implementing a quoting tool. The firm’s agents each typically dial nearly 200 people every day. “Previously, we had to go into another third-party application, run the quotes, and input the compliance information,” Jagger explains. “Now, we just click a button to compare different options with the client on the phone—and click another button to send an email off.” The result: a process that used to take about five minutes now takes 35 seconds.

Create a high-performance telephony system

As a call brokerage, it’s critical for Elite to have a high-performance telephony platform.
Both sales and agent satisfaction hinge on a solid system. “We landed on NewVoiceMedia [now Vonage]—but out-of-the-box, it wasn’t what we were looking for. Accelerize 360 customized it the way we wanted,” Jagger says.

Automate time-consuming NIPR updates

Before partnering with Accelerize 360, one or two agents had to check in with the National Insurance Producer Registry on a monthly basis, dedicating anywhere from 15 to 30 hours. All this manual heavy lifting—which included updating Excel files—was a big burden for Elite. “Now, it’s all automated, and we don’t have to do anything else,” explains the CEO.

Take marketing automation to the next level

After the team outgrew Pardot, Accelerize 360 helped Elite make the move to Marketing Cloud. “From what we’ve seen so far, we think it’s going to get us to that next level,” says Jagger. The CEO also reveals which tool excites his team most. “For us, Journey Builder is the end-all, be-all. Marketing Cloud is smart enough to know when to re-engage with a client. As we’re starting to get into it, we’re loving every piece.”

Save time while improving campaign performance

Elite wanted to make a big impact through its advertising but found it difficult to keep track of its many campaigns. With Datorama, the firm can view multi-channel ad information in one place and make sense of campaign performance. Datorama also helps keep costs low by flagging Jagger if a cost per lead or per acquisition gets past a certain threshold. “We should save between $100k to $150k in the first 12 months using the program—and it’s costing us a lot less,” he says.

Digital transformation isn’t easy. Get a glimpse of what it was like for Jagger’s team to work with Accelerize 360 on a regular basis: