Defending a renewal

When a renewal comes back much higher, explaining it to the client often starts late. This demo shows a 25.2% medical renewal increase flagged on the producer's Home, a defense pack with the reasons, options and plan, and a client letter drafted for the producer to edit and send.

Overview

This video is for producers and the managers who watch renewal retention. When a renewal comes back much higher, the producer has to find out why, line up the options and write to the client. It is slow work, and it often starts late.

What you'll see

A producer's Home shows one renewal to defend: a client's medical renewal, up 25.2 percent, which is also first on her list of what to focus on today. She opens the deal. A warning across the top gives the increase and the review date, and below it the renewal defense compares last term's premium with this year's offer. She opens the defense pack, a task marked as made by Renewal Defender: why the premium went up (the carrier's rate action, the claims on the account and a rising medical market), the options to price with the carrier (a higher deductible or a different plan, wellness credits, a payment plan, adding dental) and a plan to meet the client's decision maker before the renewal is delivered. A letter to the client is drafted from the same facts.

How it works in Salesforce

Renewal Defender, an Agentforce agent, checks renewals every morning at 6:13 AM and steps in when one comes back more than 10 percent higher. It compares the renewal premium with the previous one and reads the claims and the account, then writes a renewal alert, the defense pack task and a draft client letter. Daily Briefing puts the renewal first on the producer's list.

Where people stay in control

The letter is only a draft. The producer edits it and sends it herself; nothing goes to the client on its own.

Configured for your organization

PS Advisory provides Renewal Defender as a foundational agent in its Agentforce for Insurance accelerator, so the agency does not start from scratch. It is configured to your Salesforce org, including the increase threshold, the review timing and the options your agency offers.

Live Salesforce screens. Client data is simulated.