Challenge
Dozens of reps with separate systems
Voluntary Insurance Partners is the fastest-growing voluntary benefits brokerage in the US. It has teams across the country selling benefits in the field.
“We’re you’re one-stop shop for voluntary benefits. You can be guaranteed the best value for the lowest prices in the country,” said Denise Forconi, Executive Partner & Director of Operations.
VIP’s business is built on relationships. The team works with business owners and serves their employees while making sure partnerships with brokers and existing agents remain strong.
With dozens of agents operating across the country, maintaining organization is crucial to ensure sales growth. Reps used “spreadsheets and notes” to keep everything organized, according to Denise. As the team grew, VIP needed a better way to help reps organize their books of business, prepare routes, manage reminders, and increase field activity around scheduled visits.
Solution
Organizing operations
For VIP’s field team, the relationship-driven model depends on organization and consistency. Reps needed to know which accounts to visit and which follow-ups were due. They also needed to identify nearby opportunities and how to make the most of each day in the field. Beyond making sure reps keep visits high, leadership wanted to make the next step follow-ups were easy as possible.
They found the answer with RepMove.
Results
More follow-ups & growing books
VIP’s field sales representatives are self-driven professionals. Setting them up for success was step one.
“RepMove is there to guide them. We’re not micro-managing people,” said David Goddard, National Enrollment Director.
VIP’s reps make 30 to 40 stops daily. Success depends on staying on top of these large books and maintaining order.
“RepMove helps reps stay more organized with their book,” Denise said.
Planning the optimal route to make the best use of their time was also important. RepMove helps reps identify “accounts they want to see” and “get mapping ready the night before,” Denise said.
The step after completing each visit us where RepMove truly shines for VIP. “It really helps reps with follow-ups and reminders,” Denise said.
With stronger time management, RepMove also increased new prospecting opportunities. “Door knocking around visits have increased,” according to Denise.
“Our team loves RepMove. Every single one of them uses it. A few of my people are quite addicted to RepMove and can’t function without it,” Denise said.
The result is a field team that is more organized, more prepared, and more consistent in its daily sales activity. Reps use RepMove to plan ahead, stay on top of follow-up, and identify new opportunities in the areas they are already working.
The impact shows up in account growth.
“The folks engaged with RepMove are seeing account openings increase,” said Founding Partner Britton Johnson.
