Client Case Study

Life Insurance

 

Objective

ARM was asked to review current product line, reverse the trend of declining agent sales and to streamline multiple legacy systems online by:

  • Sell more insurance products to the consumer, through the agent channel, while encouraging the consumer to establish a stronger relationship with the carrier, and not only the agent
  • Find a way for the Carrier to own a greater piece of the consumer relationship without diminishing or threatening the Agent relationship
  • Each product line was independent in terms of IT and legacy platforms
    • This created a difficult environment to uncover opportunity.
    • There was no way of gaining an accurate overview with the differences in data.

Strategy

  • Streamline marketing messages that agents utilize in their sales activities
  • Create agent contact strategy and control timing of outreach
  • Manage all of the disparate databases more efficiently
  • The ARM team crafted a comprehensive competitive intelligence report
    • Products
    • Contact strategy
    • Messaging

The ARM team authored customer correspondence for the client.

Results

  • ARM developed a contact strategy for the home office and agents
    • Allowed customized outreach/ correspondence
    • Multi-channel outreach
  • Creation of a single database
    • The carrier could more effectively market specific products and offers to policyholders due to the availability (and accessibility) of information
  • Double digit growth (best gain in 5 years) in new premiums generated from existing policyholders
  • ARM’s work became the foundation of a new CRM system