Challenge
A nationwide insurance company needed to implement innovative approaches to increasing sales.

Solution
Using Agency Optimization approaches, Allant helped the insurance company identify gaps in their current agency deployment, as well as identify underperforming agents and target them for proactive agent training and support.

• Built best customer and best agent models using household and census demographics within each agent territory
• Ranked and mapped agents and territories by potential to identify opportunities for improvement

Results

• Identified 25% of their current agency population that was underperforming relative to territory potential.
• Identified 2,500 active agents that had not written a new insurance policy in 3+ years.
• Agency used this information to produce additional sales support and collateral materials for underperforming agents.
• Identified high potential territories in California, Illinois, New York, Tennessee and Texas that had no active agent assigned.
• By re-staffing these territories, the company was able to reconnect with “orphaned” policy holders and target the best prospects for new policies.