Marshall Madil is the sales manager at Integrity Insurance Agency in Topeka, KS. They offer a full range of property and casualty insurance, plus consulting services. Marshall and his wife, Jan, started Integrity Insurance Agency in 2011. In that brief time, the agency’s book of business has grown to over 1,500 clients. Plus, Marshall’s database includes thousands more prospects. Pretty impressive for a small business that’s less than a decade old!
But Marshall and his team had a problem. They didn’t have the technology or sales process in place to effectively capture all those leads. They needed a system that would allow them to pitch and follow-up on rate quotes, without spending countless hours on manual data entry. “We’ve tried for years to do manual campaigns and it was a mess,” Marshall says. “We didn’t even get to the second round to send out!” It was time for something better.
Marshall knew that he needed a true sales strategy that would allow him to capture and nurture inbound leads, improve Integrity’s 30% closing ratio, re-engage lost opportunities, and communicate regularly with clients. After researching various technology products, he decided that Zywave’s Integryl tool was the perfect solution.
With Zywave’s help, Marshall has every quote request from the agency’s website flow directly into Integryl. “We’re getting a lot more ‘at bats’ because of the website and Integryl integration,” he says. “If I can maintain the same closing ratio, but with more leads, I’m happy.”
Since implementing Integryl, Marshall and his team no longer have to manually enter their leads into their database. Integryl does this automatically. What’s more, the agency is able to automatically email each new lead and re-engage lost opportunities. They also nurture their current clients with value emails.Thanks to Integryl, the agency is now able to send over 6,000 emails per month to both prospects and current clients. Every contact gets the right message at the right time.
In a 6-month period, Integrity Insurance Agency sent out nearly 41,000 emails using Integryl. These campaigns averaged an impressive 19.3% open rate! And because of the new sales capabilities offered by Integryl, Integrity bought its first commercial prospecting list. With the help of their Zywave partner relations consultant, Christine, they were able to immediately upload all of these contacts into Integryl and start pitching right away. “Christine is awesome,” Marshall says. “I claw and scratch to get this kind of support from other technology vendors. Never have I felt like I was going without support from Zywave.”
Since signing on with Zywave and implementing this tool, Integrity’s business has grown exponentially. Marshall says, “Three years ago today, I had three phone lines and a fax line. Thanks to Zywave and Integryl, that fax line is history, and I’ve added a total of seven lines. There are times that four or five of those lines are lit up constantly. When I look down and see all the lights, I am confident those are prospects, and confident it’s because of Zywave and Integryl.”