Reaching the Other 90%: How Q Capital Is Capturing More Market Share with Agentforce Sales Agent

The Challenge

Q Capital’s founder, Steven Shapiro, spent the first 15 years growing the business through broker and intermediary relationships. But over time, it became clear that this strategy only addressed a fraction of the market.

“We did some analysis that showed the high-value policies we were buying only made up 10% of the overall market. We were ignoring the other 90%.”

-Steven Shapiro, President & CEO, Q Capital Strategies

To scale the business and reach more policyholders directly, Q Capital needed to launch a direct-to-consumer channel. But with a 45-90+ day sales cycle involving insurance companies,  medical providers, and seniors with a wide range of tech proficiency, running more deals requires leaning on technology to help automate the process. 

The Implementation

Plative’s engagement began with a discovery workshop, identifying ways to inject automation into the earlier stages of the sales funnel. The centerpiece of the solution was a custom Agentforce implementation designed to:

• Tap into Q Capital’s wealth of knowledge held in their WordPress CMS 
• Answer common questions (e.g., “Is this legal?”, “Do I pay taxes on this?”)
• Pre-qualify leads using a custom-built calculator
• Intelligently route qualified leads to sales
• Filter out clearly unqualified inquiries early
  

This high-touch Agentforce model allowed Q Capital’s small sales team to focus on building trust and closing deals, especially important given the sensitive, regulatory nature of the market.

The Transformation

While still in early days, the transformation is already taking shape:

• Fewer unqualified leads are reaching agents
• Potential customers are getting their questions answered faster
• Sales team efficiency has improved by spending more time with higher quality leads

Internally, the sales team can better focus on building relationships with who truly need their service. Leads are arriving more qualified, more informed, and more confident, thanks to the AI assistant and online calculator doing the heavy lifting upfront. Early signs point

“We’re shaving off a good amount of the no-brainer, never-would-work leads. That frees up our team to do what they do best—educate, build trust, and close deals.”

– Steven Shapiro, President & CEO, Q Capital Strategies

Why Plative

After seeing a demo of Salesforce’s AI capabilities, Shapiro had a eureka moment: automation could help offload common consumer questions and triage leads before they hit the sales desk. He reached out to Salesforce, who introduced him to Plative.

“This was all very new territory, and Salesforce pointed us to Plative as the experts. They were clearly ahead of the curve.”

-Steven Shapiro, President & CEO, Q Capital Strategies

Unlike other partners Shapiro had worked with, Plative didn’t come with a one-size-fits-all approach. They took time to listen, understand the business, and tailor a solution to Q Capital’s unique demographic and sales flow.

Shapiro emphasized that working with Plative was different from past consulting experiences.

“Most consultants deliver what they already know how to do. Plative listened. They delivered what we actually needed. There were no surprises, just what we asked for. That’s rare.”

– Steven Shapiro, President & CEO, Q Capital Strategies

Looking Ahead

The team sees even more opportunity as the system matures:

• Expanding AI to later stages of the funnel (e.g., form support, follow-ups)
• Improving Salesforce Portal adoption among customers and agents
• Integrating DocuSign more deeply to accelerate contracting
• Tackling the company’s proprietary pricing module for full integration