Insurance Sales Group Unlocks New Sales Model and Accelerates Growth

Innovative Financial Group needed to reach more leads

Innovative Financial Group (IFG) helps customers with life insurance and Medicare products. Like many insurance sales teams, its growth depends on reaching prospects quickly and consistently.

The team had leads and room to grow, but their manual dialer was slowing them down. Agents couldn’t dial leads fast enough to keep the sales pipeline full.

Zach Helton, IFG’s Dialer Admin, saw the problem clearly: IFG needed a better way to connect with prospects. 

Manual dialing capped growth

Before Convoso, IFG relied on its CRM’s built-in manual dialer. For each lead, agents had to click, dial, and wait for an answer. 

The process was slow and repetitive, with long ring times and frequent voicemails. Agents struggled to build momentum and stay sharp between calls.

On a good day, agents could only get through about 100 leads, often calling each one multiple times just to try to connect.

Low contact rates meant those efforts didn’t generate many appointments. “We just couldn't reach enough people,” Helton said.

Field reps had open time in their schedules, and the team wasn’t getting good value from their lead investments.

Higher contact rates boost appointments by up to 4x

After switching to Convoso, IFG started reaching more people faster. The team also gained the flexibility to match its dialing strategy to the campaign.

For speed-to-lead and scale, Helton’s team uses predictive and power dialing to move through lists quickly. 

For smaller, higher-touch lead sets, preview dialing gives agents time to review customer information before the call.

“When we switched over, we saw a much higher contact rate and a lot more efficiency, like how fast we were able to call through the leads,” Helton said. 

As more conversations happened, more opportunities followed. IFG went from booking 25 to 50 appointments a day to more than 100, consistently filling more of its sales pipeline.

Increased demand leads to new sales strategy

The added productivity driven by Convoso was a game-changer. 

But it also opened IFG’s eyes to the limits of its existing sales model. The surge in appointments meant field reps couldn’t fit all the new closing opportunities in their schedules. 

With the Convoso system in place, the fix was simple: have the field reps close sales over the phone. 

Getting rid of the ceiling on their sales numbers, IFG saw explosive growth. 

Growth pushed the team to scale headcount

The marketing team had been proud of the 100-plus appointments they were setting with Convoso, but with the new sales strategy in place, they doubled their output yet again. 

“We were maybe getting 100 transfers on a good day,” Helton said. “Now we’re at 250 transfers from our marketers alone.”

Convoso’s blended contact center capabilities also enable IFG closers to take inbound calls as well. 

To handle all this increased demand and turn it into revenue, the organization’s headcount has exploded, with the number of closers growing from 12 to over 90.

Better visibility makes performance easier to manage

As IFG scaled, Helton needed a clear view of agent performance, campaign results, and lead quality. With real-time reporting, he can see who’s performing, where issues are showing up, and what needs adjusting.

That visibility also helps him see which lead sources are working and which ones are wasting money, helping the team put more budget into higher-performing data.

Instead of relying on gut feel or waiting for results to slip, he can use the data to make faster, clearer decisions. “The numbers don’t lie,” Helton said.

Caller ID reputation management protects contact rates

Dialing more leads only matters if those calls connect. For IFG, maintaining strong contact rates means staying ahead of flagged and underperforming phone numbers.

Without that visibility, contact rates can drop quickly—and it’s not always obvious why.

With Convoso’s caller ID reputation management, Helton can see which numbers aren’t performing and take action automatically before they impact results.

That reduces manual work and helps the team stay focused on conversations instead of troubleshooting issues behind the scenes.

Smoother workflows improve agent performance

Convoso also changed the day-to-day experience for agents. 

Instead of losing momentum between unanswered calls and manual steps, agents stay active and ready for the next live conversation.

“You’re always getting connected to somebody,” Helton said. “You’re always on your toes. You know what you’re going to say, rather than waiting and forgetting.”

That steady pace makes it easier to stay focused throughout the day. Agents spend less time resetting between calls and more time doing what they’re trained to do: talking to prospects.

Giving agents what they need to succeed 

The system also simplifies how agents work through conversations. 

Instead of relying on static paper scripts, they’re guided in real time with prompts that update based on the interaction.

“From an agent standpoint, it’s just night and day. Because you don’t have to do anything. Convoso just does it for you. It’s just so much nicer,” Helton said.

Managers can also step in and coach agents as calls happen, helping new hires ramp faster and improving performance across the team. “The training efficiency just goes through the roof,” he said.

Struggling with low contact rates or too much manual dialing? See how Convoso helps sales teams reach more leads.