The Challenge
Acceptance is a regional provider for auto, property, and casualty insurance to high-risk clients using a direct to consumer model and retail outlets. Atrium recognized the necessity to improve the agent experience through predictive modeling and analytics in order to better compete in the marketplace.
The Solution
Acceptance was focused on client acquisition, particularly for qualified leads that had recently received a quote. Atrium implemented a predictive model around the likelihood of a client to become a policyholder using conversion propensity data from within Salesforce: Activities/Tasks, Account/Contact/Lead, Insurance Quote, Policies, Producer, and Carrier. Atrium also developed analytics dashboards to guide an agent’s prioritization of daily action items, along with a complete view of quotes, policies, and commissions.
The Results
By project’s end, Acceptance’s advisors’ workflow was improved by helping to direct focus onto their highest-scoring prospects. The combined project teams targeted a 5% improvement in win rate of quoted policies. Additionally, the embedded analytics produced significant efficiency and adoption gains with pipeline visibility and management.
