Client Experiences
On this page, we examine how a B2B Health Broker client scaled their producer recruitment and how a Business Broker client ramped up their business buyer/seller connections, along with the results achieved by both firms. The page concludes with client testimonials. — Franc Berrones, Owner/Founder
Case Study: B2B Health Insurance Broker
Who's the client
They’re a B2B health insurance brokerage based in Dallas, TX with a team of 15 in-house brokers licensed in 25+ states across the Midwest United States.
Why did they come
They sought email outreach to find producers—agents who aren't tied to a competitive carrier and can sell their parent company's (MedMutual) insurance products through the brokerage. This recruitment would help scale up the brokerage by expanding their downline membership.
Our strategy
We've implemented a couple strategies for the brokerage, which we'll outline broadly to protect our client's campaign integrity.
- To Property/Casualty Agents - We launched a campaign targeting property casualty agents that generated 130 interested replies within 2 months (averaging 3 leads per sending day)
- To Independent Brokers - We conducted a campaign targeting health brokers across several states, securing 118 interested replies within 2 months (averaging 1 lead per 2 sending days)
Cancellation as the highest form of flattery
During our initial talks about service, the client mentioned they would be satisfied with just 1-2 interested replies per month. This modest goal would still yield positive ROI for the brokerage, considering the annual business volume each producer could generate.
After the 2 approaches outlined above, we’d absurdly exceeded their initial goals. So when they later emailed asking to pause for 4 months (entire last quarter of the year) due to being overwhelmed with demand, I was surprised but understanding.
Ultimately, they reversed their pause request. As of this writing in December 2024, we maintain a thriving partnership — and they remain pleasantly swamped with business.
Case Study: DFW Business Brokerage
Who's the client
Our client is a Dallas business broker that's been around since 1980. They help people buy and sell businesses. They mainly work with businesses worth up to $5 million, but can also help with larger sales through their partners in the M&A industry.
Why did they come
The brokerage owner first contacted us to help sell a $4 million business that wasn't getting any buyers. This business had specific financial features and real estate that meant we needed to find buyers from a very targeted market. After that success, the client asked us to help find more businesses to sell, starting with local trades businesses. We then expanded to reach out to businesses across all industries.
Our strategy
We tailored our approach for each campaign, targeting businesses showing potential interest in selling. We tracked two response types: immediate interest for contact and future consideration for long-term nurture. We'll outline broadly to protect our client's campaign integrity.
- Stalled Listing Revival - For a $4M business listing that had seen no movement, we implemented a highly targeted campaign reaching specific buyer personas. The results: 18 buyers expressed interest in the listing within 2 weeks (almost 2 leads per sending day), breaking a 2-month stall.
- New Business Listings - We spent 2-3 months finding the best ways to reach potential business sellers. Since each new business listing could bring significant revenue (150K+) to the brokerage, our client was happy to take time testing different approaches at low volumes and small campaigns to find the right business owners. After we found the right approach, we got great results: 10 positive replies in a 10 day period (1 interested lead each sending day). We scaled from there.
Expanding outside outreach channels
Best Biz To Buy also faced challenges with their online presence. Despite operating for over 40 years, their website and communications tools had become outdated. To improve results, we implemented several key changes:
- A modernized website with authoritative content
- New business email solutions with branded domains
- A soft rebrand to resonate with contemporary buyers and sellers
These improvements yielded significant results for outreach:
- Response rates 4X’d as prospects could verify the business' legitimacy
- The website began generating leads—primarily from buyers—for the first time
Our partnership with BB2B continues to thrive. They regularly refer new clients to us, showing the trust and value we've built in the business brokerage space.
Client Testimonials
Franc is phenomenal! Absolutely fantastic! I needed outreach for two businesses that have entirely different audiences and messages. Franc was able to deliver a technology solution that not only connects in the way I needed, but also automates it, which is lucrative in an era where time is money. Franc pivoted and helped me until he found a solution that would fit my needs. He is focused on providing quality leads. I recommend him to all businesses, regardless of size. Take the leap if you're on the fence, it's well worth it. — Rhonda Baldwin, Mortgage Broker & BDR for SMB/MidMarket
Franc is an amazing individual who exhibits a high level of professionalism. He treats his clients with respect and takes the time to understand their needs. I trust Franc to deliver the highest quality of service and feel comfortable saying he'll ensure the client is fully satisfied every time. — Steve Stimson, Business & Real Estate Investor
Excellent job! ClarityAdvisory is a detailed, creative and very professional company and I highly recommend them to anyone needing their services. — John Priest, Business Broker
Since working with Franc, our results have been outstanding. One of our team members saw 100 monthly qualified producers in a 2 month period. My LinkedIn campaign brings in about 180 connects with my targeted group each month. Franc is impressively responsive, extremely professional, and provides detailed updates with invaluable suggestions for improvement. He even runs thorough A/B testing to ensure our campaigns keep improving. Can't recommend Franc enough. We refer him to everyone who could benefit from his services. — Joel Penner, B2B Health Insurance Broker
Franc is one of the most generous people I know. He is generous with his time and creativity. Franc’s super power is his willingness to truly understand what your business needs and what will best serve your business. You cannot ask for a more detailed action plan than what Franc will give you. He’s amazing. — Brett Moore, Logistics Consultant
Franc overdelivered. He's great to work with, listens to what you want and need, then puts it all together for you. Great communicator as well, I always knew where my project was in the process. I highly recommend Franc to help you manage, create, any kind of online presence for your business. — Rich Cavaness, Sales & Business Coach
Whenever I reach out again it's going to be because of Franc's ability to untangle complexity. On the soft skill side he has a serious talent with metaphor and finding ways to explain something technical in plain language. He was able to very quickly compartmentalize complex issues into manageable portions. Also, he's one of the best communicators I have ever worked with — his video breakdowns and in-person recaps are poetry. — Ashton Henning, Creative Agency Owner
Franc and his team have been able to design lead campaigns that have largely removed the need for pure cold-calls by providing enough information up front that we can schedule warm calls, which have greatly increased our efficiency. We are no longer spending nearly as much on fuel, meals, and old school tactics. Strongly recommend sitting down with Franc to see how he can develop more warm calls for your business! — Lee Jones, Residential & Commercial Remediation
Franc actually cares about the clients. He wants to give people what they really need versus what he could upsell. He finds ways to enhance our ideas & projects. Franc is a fair dude. Sometimes he'll even give more than what you expect or solves problems you didn't see. Love that and it's why we keep working with him. — Mario Zaratte, Marketing Agency Owner
Beyond his technical abilities, beyond his ability to execute against insane deadlines, beyond his ability to maintain process/system integrity, Franc always showed a wealth of moral integrity that was and is uncompromising. In a world of lost virtue, it's a refreshing experience to work with someone with such immense character. He is honest. He is fair. He is humble. He is someone you want on your team, and someone you want stewarding your projects. — Mateo Boyd, SaaS Founder/Product Designer