A NextGen Leads Case Study | January 2020

National General Turns To Nextgen Leads To Drive Medicare Leads

Background

National General Holdings Corp. (NGHC) is a publicly traded company with approximately $4.6 billion in annual revenue. The companies held by NGHC provide personal and commercial automobile insurance, recreational vehicle and motorcycle insurance, homeowner and flood insurance, self-funded business products, life, supplemental health insurance products, Short Term Medical, and other niche insurance products. National General Accident & Health, a division of NGHC, is focused on providing Medicare supplemental and short-term coverage options to individuals, associations, and groups.

Founded

1920

Headquarters

Winston-Salem, NC

Revenue

$4.6 billion annually

Challenges

National General wanted to increase its paid leads in Health, Medicare and Auto verticals, with a primary focus on growing its volume of Medicare leads.

The company had challenges with leads companies in the past. The quantity wasn’t there, and the quality of leads was lacking too. National General knew it needed a very high volume of quality leads to measurably grow its Medicare business. To accomplish this, National General required a highly skilled and responsive outsourced team that could quickly and effectively deliver measurable results, while being fully compliant with TCPA guidelines to confirm leads always conform with industry regulations and provide the protections consumers need. National General also sought a team that was current on the latest digital technology tools, had a deep knowledge of data analytics and was skilled in the use of warm transfers.

National General reviewed leads companies and found few offered the level of expertise it required in lead campaign development, marketing, call center personnel and account management support, except for NextGen Leads.

“We needed a true partner that would help us grow our Medicare business. We had a superior Medicare product, but needed a way to quickly get the word out to consumers during open enrollment and to drive quality leads into the top of our sales funnel,” says National General Marketing Director Kyle Ralph. “NextGen Leads really checked all the boxes for us, from volume, to quality, and technological skills to a superior team.”

We had a superior Medicare product, but needed a way to quickly get the word out to consumers during open enrollment and to drive quality leads into the top of our sales funnel. NextGen Leads really checked all the boxes for us, from volume, to quality, and technological skills to a superior team.
Kyle Ralph

General Marketing Director

National General Holdings Corp.

National General Insurance Vertical Mix

Solutions

NextGen Leads listened carefully to National General’s previous challenges with outsourced leads providers and gathered its team of marketers, leads experts, technicians and account managers to develop a plan for National General using the following steps:

  • Hosted the National General team in NextGen Lead’s downtown San Diego office to discuss challenges, goals, lead campaign concepts, and steps to achieve success
  • Developed a custom leads campaign and set up National General on NextGen Leads’ Buyer Dashboard
  • Conducted beta tests for National General’s newest products and features
  • Analyzed National General leads and sales reporting in order to optimize the leads source mix and maximize campaign return on investment (ROI)
  • Worked closely with National General’s direct distribution call center
  • Presented webinars and marketing strategies to National General’s downline of brokers and agencies, America’s Health Care Plan (AHCP)
  • Designed promotional offers for its direct agent distribution channel, Healthcare Solutions Team (HST)
  • Performed a direct integration with National General’s internal agent portal
  • Ensured all leads were validated with TCPA Guardian, which confirms each lead is generated in a compliant manner
National General Insurance Growth

Results

National General saw a significant uptick in its Medicare-focused business with September 2019 being the leading sales month for its Medicare products. The insurance leader saw growth in its Auto segment as well. The results led to National General making NextGen Leads a Top 5 Partner.

The current mix of National General Business from NextGen Leads is Medicare - 55%, Health - 30%, and Auto - 15%.

“NextGen Leads really listened to us and allowed us to work with them the way we wanted and needed to. They adapted to our processes instead of requiring us to adjust to set policies,” says Ralph. “They continually assess our campaigns to improve our leads campaigns, and because they are on top of the analytics, they know exactly where the best leads are coming from. It has been a great partnership.”

Ralph says he not only found the leads via NextGen Leads to be superior in volume and quality, but the service he, and his team, received was exceptional. “The professionals at NextGen Leads – everyone from the call center operators to the account managers and the technical and marketing teams–are all topnotch and highly responsive. When we send campaign changes, they work fast and are flexible. That’s key for us, as we are constantly analyzing leads and sales reports and need to make tweaks to campaigns quickly and efficiently in order to consistently improve leads.”

National General continues to grow the share of business it is giving NextGen Leads, averaging a 238% growth with the leads company month-over-month year-to-date.

They continually assess our campaigns to improve our leads campaigns, and because they are on top of the analytics, they know exactly where the best leads are coming from. It has been a great partnership.
Kyle Ralph

General Marketing Director

National General Holdings Corp.

Founded

1920

Headquarters

Winston-Salem, NC

Revenue

$4.6 billion annually

Nextgen Team High Five

About NextGen

NextGen Leads drives targeted and validated sales leads to leading carriers, insurance agencies, and independent agents in the Health, Medicare, and Auto insurance industries. With experience derived from his time at Google and as past owner of an insurance agency, NextGen Leads Founder and CEO Chris Kelly and his team have developed a lead generation platform and self-serve dashboard that is flexible, easy-to-use, fully compliant, and powered by sophisticated technology. NextGen Leads wins accolades from its customers for its transparent approach, in-house marketing and development teams, and California-based call center that work together to cost-effectively deliver a high volume of high-converting sales leads daily.

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