maximize your bottom line by increasing conversions
TRANSCRIPT
CONVERTING FOR CASES
• DATA MINE FOR REVENUE
• DETERMINE HOW TO SELECT YOUR CASES
• DEVELOP QUALIFYING QUESTIONS
• CREATE BUSINESS RULES FOR YOUR PROCESSES
• USE AN AUTOMATED SYSTEM
DATA MINE FOR REVENUE
•HOW DO YOU DATA MINE?
•WHO HAS TIME FOR THIS?
•WHAT IS YOUR ROTI?
DATA MINE FOR REVENUE
•HOW DO YOU DATA MINE?
•WHO HAS TIME FOR THIS?
•WHAT IS YOUR ROTI? Data Mine
DETERMINE HOW TO SELECT YOUR CASES
$ VALUE PER CASE
TIME VALUE OF $
COMPLEXITY OF PROCESS
DEVELOP QUALIFYING QUESTIONS
• TERMINATE LOW QUALITY LEADS EARLY
• GATHER INFORMATION ON VALUABLE CASES
SAMPLE SSD MODEL
Age Severity Of
Impairments
Frequency Of
Medical
Treatment/
Medications
Work
History Financial
Status
CREATE BUSINESS RULES FOR YOUR PROCESS
#1: STEP BY STEP PROCESSES
#2: CHECKS AND BALANCES
#3: REGULARLY REVIEW
#4: MAXIMIZE PRODUCTIVITY
CREATE BUSINESS RULES FOR YOUR PROCESS
#1: STEP BY STEP PROCESSES
#2: CHECKS AND BALANCES
#3: REGULARLY REVIEW
#4: MAXIMIZE PRODUCTIVITY
Business
Rules
USE AN AUTOMATED SYSTEM
Lead captured in
database.
Lead transferred to
automatic dialer.
Agent takes lead
call.
Agent enters data into
automated system. System evaluates
case.
USE AN AUTOMATED SYSTEM
Lead captured in
database.
Lead transferred to
automatic dialer.
Agent takes lead
call.
Agent enters data into
automated system. System evaluates
case.
Automated
System
1-3 Minutes
3-5 Minutes
5-8 Minutes
8-10 Minutes
10+ Minutes
AUTOMATED SYSTEM: LEAD LAG TIME
AUTOMATED SYSTEM: UNIFORM TRAINING
AUTOMATED E-TRAINING COURSES
CONSISTENCY
REDUCE TRAINING TIME
ABILITY FOR STAFF TO WORK THROUGH TRAINING
MATERIAL ON THEIR OWN
TRAINING ASSESSMENT AFTER EACH COURSE
INCREASE EMPLOYEE RETENTION
QUALITY OF KNOWLEDGE IMPROVEMENT
REDUCE LONG TERM COST OF TRAINING
WHO IS KEN LAVAN ?
KENNETH LAVAN IS THE CO-FOUNDER AND PRESIDENT OF LAVAN & NEIDENBERG, P.A., A NATIONALLY RECOGNIZED SOCIAL SECURITY AND VETERANS DISABILITY LAW FIRM, REPRESENTING TENS OF THOUSANDS OF DISABILITY CLAIMANTS EACH YEAR.
MR. LAVAN HAS BEEN AN ADVOCATE FOR THE RIGHTS OF THOSE IN NEED OF HELP FOR MANY YEARS. SINCE 1998, HIS COMPANIES HAVE PROVIDED MORE THAN 3,000 HOURS OF COMMUNITY SERVICE TO INNER-CITY STUDENTS. HE HAS ALSO BEEN FEATURED ON CNN, WRITTEN ABOUT IN ENTREPRENEUR MAGAZINE BUSINESS START UPS (TWICE), AND WAS A KEYNOTE PRESENTER AT CHICAGO MAYOR DALEY’S EDUCATIONAL SUMMIT.
IN JANUARY 2012, MR. LAVAN WAS A FEATURED SPEAKER ON A PANEL DISCUSSION AND PRESS BRIEFING AT LOTUSPHERE 2012 ABOUT THE ROLE OF SOCIAL BUSINESS IN SMALL BUSINESS AND LAUNCHED CASE GHOST. CASE GHOST IS AN OUTSOURCING SERVICE FOR SSA & VA REPRESENTATIVES, PROCESSING SEVERAL THOUSANDS OF LEADS PER WEEK. (WWW.CASEGHOST.COM)
OVER THE PAST FEW YEARS MR. LAVAN HAS BEEN DEVELOPING PROPRIETARY SOFTWARE THAT STREAMLINES THE SOCIAL SECURITY DISABILITY AND VETERANS’ DISABILITY PROCESS. HIS PATENT PENDING SOFTWARE USES BUILT IN ANALYTICAL INTELLIGENCE THAT DETERMINES THE SUCCESS RATE FOR THE CLAIMANT AND DETERMINES WHETHER TO ACCEPT OR DENY THE CLAIMANT.
MR. LAVAN GRADUATED FROM THE GEORGE WASHINGTON UNIVERSITY WITH A BACHELORS OF ACCOUNTANCY AND RECEIVED SEVERAL HONORS DURING UNDERGRADUATE. IN 1996, HE WENT ON TO EARN HIS JURIS DOCTOR FROM HOFSTRA UNIVERSITY AND WAS LAW REVIEW. HE IS A MEMBER OF THE FLORIDA BAR ASSOCIATION, THE NEW YORK BAR ASSOCIATION, UNITED STATES COURT OF APPEALS FOR VETERANS CLAIMS, DEPARTMENT OF VETERANS AFFAIRS ACCREDITED ATTORNEY, NATIONAL ORGANIZATION FOR VETERANS’ ADVOCATES (NOVA), AND NATIONAL ORGANIZATION OF SOCIAL SECURITY CLAIMANTS’ REPRESENTATIVES (NOSSCR).
FOR QUESTIONS PLEASE EMAIL: [email protected]