Jun 29, 2023
Medicarians 2023: SalesRiver Redefines Field Agency Management
Our founder and CEO, Koby Hastings, recently had the opportunity to share his wealth of knowledge and vision at Medicarians 2023, one of the nation's largest Medicare-centric conferences, held in Las Vegas. Taking center stage on the Product & Innovation track, Koby delved into the complex challenges of managing field agencies, highlighting the imperative role of visibility and technology in navigating these hurdles.
I. Overcoming Industry Challenges
Koby's talk centered on the crucial need for visibility and control in managing various aspects of field agency operations - from sales performance and marketing activities to individual agent performance. Recognizing the gaps in the technology currently available, he introduced SalesRiver, an all-in-one solution designed to streamline processes, increase efficiency, and promote growth in field agencies. This platform, the first of its kind, promises to revolutionize how field agencies operate and reach their full potential.
For those who would like to experience Koby's engaging talk firsthand, we've included the video below. Alternatively, this blog post serves as a comprehensive summary of the key points and insights from his presentation.
II. The Blindfolded Poker Analogy
Koby started his talk with an easy-to-understand comparison. He asked the audience to imagine playing a game of poker in a busy Las Vegas casino, but with a twist - they're blindfolded. All the things that make poker a game of strategy, like knowing your own cards, watching others, and following the game's progress, are suddenly hidden. Without being able to see, players have to rely purely on luck.
He then likened this scenario to managing a sales agency without clear insight into vital areas like sales, marketing, and the performance of individual agents. This lack of visibility can make managing an agency feel like a guessing game. The risks are high in both situations, and the chances of making mistakes are big when you're making decisions based on limited information or guesswork.
Koby's comparison struck a chord with many people managing field agencies who know what it's like to make important decisions without having all the information they need. This highlighted the need for a tool that can provide a clear view of all aspects of the agency, paving the way for more informed decision-making and strategic growth.
III. Identifying Current Technological Shortcomings
Koby went on to explore the limitations of the technology currently available to field agencies. He argued that existing tools often fall short, as they're designed and implemented in isolated systems rather than comprehensive solutions. These piecemeal technologies fail to provide the seamless integration necessary for effective field agency management.
Additionally, he noted that these tools aren't fully embraced or utilized by Field Marketing Organizations (FMOs) or carriers. More importantly, there's a clear lack of specific solutions tailored to the unique needs of independent agents. Koby emphasized that agents have been extremely underserved for far too long, and the disjointed technological landscape only exacerbates this issue. It's clear that the need for an all-in-one, user-friendly, and efficient solution is not just desirable, but long overdue.
IV. Introducing SalesRiver: An All-In-One Solution
Addressing the challenges identified in the field agency technology landscape, Koby introduced SalesRiver, an innovative platform specifically designed for these agencies. SalesRiver is the first all-in-one solution that seamlessly integrates various agency operations, serving agents from the top of the funnel (marketing) to the point of sale.
SalesRiver brings forward some groundbreaking features:
Real-time lead and call routing which are dispatched based on agent availability and past performance. This ensures that leads and calls reach the right agents promptly, and are intelligently routed for the best possible service.
Granular visibility into agent activity and performance which allows sales and marketing leaders to have a comprehensive understanding of each agent and overall team performance.
Easier management of co-op funds with the ability to track the ROI of every single dollar spent. This level of transparency helps leadership to make strategic funding decisions.
For over four and a half years, SalesRiver has served more than 25,000 agents from approximately 200 agencies and carriers, demonstrating its effectiveness and reliability. This innovative platform is a game-changer for field agencies seeking an integrated solution that can enhance their operations and promote strategic growth.
V. SalesRiver: Features and Capabilities
Koby then dove deeper into the innovative features and capabilities of SalesRiver, highlighting how it offers field agencies a significant competitive edge.
Real-time Lead Campaigns: SalesRiver empowers agents by allowing them to create their own campaigns in real-time. Agents can specify their requirements, such as wanting 15 exclusive Medicare leads within a 30-mile radius of Boise, Idaho. This level of customization and control ensures that leads are delivered to the right agent, in the right place, and at the right time.
Call Campaigns: Agents can also manage their own call campaigns, specifying their availability and preferred geographic locations. Calls are then directly sent to their mobile phones, providing a seamless process.
Marketplace: The platform offers a marketplace where agencies can host their aged lead inventory. This is a great resource for new agents or those who want access to additional opportunities at a lower cost.
Built-in CRM and Integrations: SalesRiver is flexible and can easily integrate with existing CRM systems. However, for those who prefer a more straightforward solution, SalesRiver also offers a built-in, mobile-friendly CRM.
Performance Visibility: A defining feature of SalesRiver is its ability to offer detailed performance analytics at all levels - from the overall company, down to individual agencies and agents. This level of granularity provides invaluable insights into different variables such as marketing sources and geographic performance, facilitating informed decision-making.
Co-op Fund Management: Lastly, SalesRiver offers an efficient way for organizations to issue and track co-op funds from the top level throughout their hierarchy. This feature ensures every dollar is accounted for and its ROI is measured.
These features combined offer field agencies a comprehensive tool that not only enhances operational efficiency but also significantly improves strategic decision-making.
VI. Success Stories: SalesRiver in Action
Koby brought to life the impact and effectiveness of SalesRiver by sharing two notable success stories:
National Medicare Carrier: This case is a testament to SalesRiver's ability to significantly improve performance and profitability. Initially, the carrier's cost per acquisition (CPA) was a steep $2,000. However, by leveraging SalesRiver's extensive data capabilities, the carrier could adjust their strategy and greatly boost their top performing agents. The result was a dramatic reduction in CPA to $492 - a transformation that underscores the potential of SalesRiver to optimize operations and drive growth.
AmeriLife: AmeriLife, a renowned brand in the industry, piloted SalesRiver and saw immediate benefits. Within just a month of implementation, their agents had access to a fully compliant, mobile-optimized platform for real-time leads, calls, and CRM. The platform's in-depth performance tracking capabilities enabled AmeriLife to make smarter, data-driven decisions, leading to robust business growth. These success stories underscore the transformative potential of SalesRiver. Whether it's refining business strategies or enhancing operational efficiencies, SalesRiver is empowering agencies to operate smarter and grow faster.
As these success stories above illustrate, SalesRiver is not just a platform but a catalyst for strategic growth. If you're ready to shed the blindfold and play your hand with a full deck, we encourage you to explore the possibilities with SalesRiver. Visit us at salesriver.com to schedule a demo and discover how our all-in-one platform can elevate your agency to new heights. We look forward to partnering with you on your journey to success.