Agent Interview: Gloria Kravetz Shares The Secrets Of A Top 10 Producer

San Antonio, TX – Gloria Kravetz has struck the perfect formula since she started up Affordable Family Health Insurance almost two decades ago. In just four short years she’s ditched the home-based operation for a fully equipped office, added three staff members (including her son with 20 years experience himself), increased gross income by $35,000 and most recently was named a UniCare Top 10 Producer.

How did she do it? Gloria recently took time out of her busy day to share the secrets that have helped make her a Top 10 agent:

Norvax: What were the first steps you took to begin using the internet to sell insurance?
GK: I met you all at the UniCare Expo in Las Vegas, I think the first one you did, approximately four years ago. I had my own website, and was purchasing leads, but didn’t know anything about Norvax. You were going around the country explaining the new method of prospecting and increasing your business to the next level, and that’s when I got involved in the age of computers. I’m a good salesperson, but was a novice when it comes to computer and internet marketing.

Norvax: What were your biggest frustrations before you automated your agency?
GK: Keeping track of leads. Emailing and cutting and pasting was taking maybe 3-4 minutes of our time. UniCare is the only company I quote, but with multiple options. Putting packets together and putting it out in the mail took a couple of hours each day.

Norvax: How did that change when you started using a quote engine?
GK: It was like a lightning bolt of the 20th century…it made this old broad computer literate. Unbelievable. Quoting dropped down to seconds. We were able to quote and contact more people and our productivity increased.

Norvax: How many more quotes were you able to run a day?
GK: I was running 25-30 a day, when it was just me. Now it’s 100 or more per person per day.

Norvax: How else have you been able to save time?
GK: We stopped using the U.S. mail for proposals and have incorporated the BrokerOffice system. I was paying approximately $10,000 in postage and now have been able to take that money and put it into marketing and purchasing leads.

I wish Norvax would buy out my contract with Pitney Bowles. When you use the internet, you cut down on postage and don’t need to enter into a contract with them.

Norvax: What are you doing with all your extra time each day?
GK: My staff is able to spend more time marketing to new prospective clients, and it has allowed me as the owner of the agency to spend more time working on my business instead of in my business. It’s allowed me to move out of a home-based office to an office with 5 computer stations and room to expand.

Norvax: Has your closing ratio improved?
GK: Yes. It’s increased my gross income $35,000 a year. And that’s just with one provider.

Norvax: Has using autoresponders to follow up your leads improved your closing ratio?
GK: Yes. We can contact the consumer instantly and close right then and there.

Norvax: You’ve been buying internet leads for awhile. How have they worked out for you?
GK: I’ve found that Norvax leads were of high quality, and my close ratio was higher with Norvax leads than with any other company.

Norvax: How has having a website changed the way you market?
GK: Having a website let me drop my yellow page ad. I had a big ad and was spending $900 a month. I was able to expand my marketing area outside of San Antonio; I was limited to just that area before. Now I sell in all UniCare states. You have to have a website today in order to do business. You have to roll with the punches and the day of yellow pages and postage machines is now obsolete. Everything is internet.

Norvax: Do your customers appreciate the convenience of your site?
GK: Yes. The consumer doesn’t want to do any more work than they have to. They like to see everything in front of them and have an agent walk them through the whole process.

Norvax: Are people open to working with an agent that’s not in their state?
GK: We do lose a couple, but not very many, to a local agent. We pride our agency on service and are available seven days, 24 hours. A staff member always takes the phone after hours. We can access their information any place that has a computer. I tap into my computer from home quite often. I just love it.

Norvax: You recently made the top 10 UniCare agents for the first time. How has Norvax contributed to your success?
GK: I would say it has enabled me to get to that growth level and achievement. The speed of communication, the quality of the lead, the real-time response to a client opening up a responder letter – all three have contributed to my success. And the service you all provide.

Gloria: The Norvax team wishes to salute you on becoming a Top Producer! Congratulations, and keep breaking those barriers!