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Customer Story

How True Blue Insurance's almost-100%-remote team collaborates

real-time video conferencing


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4 min read

One of the most annoying things about insurance—for both the client and the firm—is how long it takes to process the policy.

Traditionally, it would take ages—sometimes two or three months after you’ve done the hard work of selling the client on your policy and getting them to agree to it.

When you’ve got tens, or hundreds, or even thousands of potential deals just sitting in a backlog waiting to be processed, it can be a huge drag on your business (and bottom line).

Here’s the thing. With True Blue Insurance, most of the time, it takes a day. 

How do they do it?

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A whole new world (of buying insurance)

Well, they do it with technology, of course. Specifically, with a user-friendly website, an online quote generator, and a communication tool that brings everything together, True Blue’s experienced agents have everything they need to give their clients what they want: life insurance from A-rated insurance carriers. 

It makes sense when you talk to Brian Greenberg, True Blue’s CEO and founder. He’s always been locked in on his company’s mission: be transparent, be honest, and help customers find the best policy without bugging or pushing them.

Considering these are probably the main things that drive people away from buying insurance, we’d say that’s a good mission to have.

And to make that mission come to life, Brian needed a phone system—a really good one, since you’re on the phone a lot when you’re selling insurance.


How do you make sure phone calls ring every phone until they’re answered?

Life happens. Sometimes, you just have to step away from the phone. Nature calls, another client has a question, your food delivery is at the door because you’re working through lunch…

And RingCentral solved all of that for Brian by making sure that if a call came in and the phone didn’t get picked up, it would start ringing a second—and even third—phone. 

“I could have a call ring my office phone, my home office phone, and my cell phone simultaneously!” Brian says. 

RingCentral call handling and forwarding

RingCentral has a super customizable call handling and forwarding setup so that you can be sure that calls always get picked up.


HD isn’t just for TVs

Another thing that Brian loves? “There’s the awesome HD (high-definition) call quality.” 

And that’s not important just because it sounds nicer than static-y audio, it’s functionally important as well for insurance companies.

Why? Insurance is a (highly) regulated industry, which means that insurance companies have to record certain calls—for example, calls that include a customer’s “voice signature” (kind of like an e-signature). It’s important that these are recorded because they’re now accepted as stand-ins for written signatures on a contract. 

With RingCentral, True Blue can save as many as 100,000 recordings at a time, for up to 90 days.

And what about recordings that you have to keep for over 90 days, you might ask?

Great question.

Brian just uses RingCentral’s integration with Zapier to create an automation that saves those recordings to True Blue’s shared Google Drive—all without him having to do anything (beyond setting up that automation with a few clicks).

RingCentral and Google Drive Integration

There are 35 different automations between RingCentral and Google Drive (and thousands more if you want to integrate with other tools too).


Thanks to this integration, True Blue even won a new client, just because they could save these recordings beyond 90 days! “That was one of their requirements,” says Brian, “And we were able to meet it easily thanks to RingCentral and Google Drive.” Not a bad insurance app to have in your arsenal.


“Anyone using remote workers should use video conferencing” 

Because almost everyone on Brian’s team works remotely, it’s important that they can have weekly video meetings—which they do through RingCentral too. “It’s so important for people to see each other,” Brian explains. “It builds more of a relationship.

Besides having video meetings, Brian can also run video training sessions for his agents on RingCentral. Plus, he gets more use out of the training sessions because he can record them and put them up on True Blue’s intranet.

What’s that saying, three birds with one stone?


Faxes: still popular in insurance

Most of us probably haven’t sent a fax in ages, but in some industries—like insurance—fax is still used every day. And they’re definitely still being used by both True Blue’s clients and their own agents.

Clients often have to fax signed documents to their agent (and they can use a local number, no matter where they are, using RingCentral). Not only that, True Blue also has a local RingCentral number in every US area code—along with a convenient toll-free number listed on its website.

True Blue agents, on the other hand, use RingCentral’s online faxing when they have to fax documents to the insurance companies they work with. Just because they fax doesn’t mean they need a clunky fax machine though.

It’s actually pretty efficient for them to fax using RingCentral because they can send faxes directly from their computers. “This also reduces our costs, because our remote employees no longer need fax machines,” says Brian.

🤯 You could save up to $400 an hour in IT costs. 

Explore the RingCentral Advantage for small businesses:

💰 You can also use this calculator to see roughly how much your business could save by using RingCentral to support your team’s communications with clients, customers, and each other.

A 15% boost in revenue

So, what does all of this add up to in cold, hard numbers?

By Brian’s estimate, True Blue’s increased its revenue by 15% just from using RingCentral. 

And then there are all those other little perks, like being able to manage a distributed team more smoothly and having the technology to lure the top insurance companies into joining its network. 

Amazing what a little boost in collaboration and productivity can do.

Originally published Mar 27, 2020, updated Feb 24, 2022

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