Explain the renewal before the client shops it

Quotain builds the CFO across the table from your renewal summaries, CRM and recorded calls. Producers rehearse every driver of the increase and get scored on your criteria, compliance language included.

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Calendar preparation in Quotain for Thursday’s renewal strategy meeting with Elena Marsh, CFO of Crestline Dental. The renewal premium moves from $184,000 to $217,000, up 18%: carrier rate $7,400, payroll and locations $11,900, claims experience $8,300 and a new cyber policy $5,400. The practice call is drawn from the renewal summary, Salesforce and the last recorded call.

Every call from the X-date through to the renewal. Choose a line of business to see the buyer and what gets scored.

Producers and account executives who win and keep middle-market accounts.

  1. X-date prospecting call

    Owner, manufacturing company

    “We have stayed with our broker for eleven years. He's fine.”

    Scored on
    • Won a look at the renewal before the X-date
    • Asked for the loss runs and the schedule in force
    • No price promised before the account goes to market

  2. Renewal strategy meeting

    CFO, dental group

    “Last year it rose by 9%. Now it's 18%. What are you actually doing for us?”

    Scored on
    • Separated the rate from the exposure
    • Explained the experience mod without slipping
    • No guarantee of cover or of price before binding

  3. Remarketing results presentation

    CFO and COO

    “You took this to eight markets, and this is the best that came back?”

    Scored on
    • Walked through the markets approached and the declinations
    • Described the differences in cover accurately
    • A clear recommendation, with a date for the decision

  4. Winning the account by way of a BOR letter

    Owner, construction contractor

    “If I sign a BOR letter, what happens to my current broker?”

    Scored on
    • Explained how a change of broker of record works
    • Left the incumbent out of the conversation
    • Agreed who signs, and what happens next

Every dollar of the increase draws a question. The AI buyer asks about each driver of the renewal, and the producer’s answer is scored beside its bar.

Renewal strategy meeting

Elena Marsh, CFO · Crestline Dental

Practice callSOSam Okafor

Expiring$184,000

  1. 01 / 04

    Carrier rate +$7,400

    Property and liability, 4% rate

    Elena Marsh asked04:12

    “Is the carrier just raising prices on everyone?”

    Sam Okafor answered

    Partly. They took 4% on your property and liability lines, which is $7,400. That's the piece we pushed back on when we marketed the account.

    Scorecard
    Separated rate from exposureMet

    Named the rate change and its dollar amount before moving on.

  2. 02 / 04

    Payroll and locations +$11,900

    Payroll up 14%, Westlake office added

    Elena Marsh asked06:48

    “We didn't change anything. Why are we paying more for the same coverage?”

    Sam Okafor answered

    Your payroll grew 14% and you opened Westlake. Workers' comp is priced on payroll, so $11,900 of this follows your own growth.

    Scorecard
    Tied the increase to the client's own numbersMet

    Used her payroll and the new office instead of market talk.

  3. 03 / 04

    Claims experience +$8,300

    Experience mod 0.94 to 1.08

    Elena Marsh asked09:31

    “Two small claims and our mod jumps to 1.08?”

    Sam Okafor answered

    Two lifting injuries moved the mod from 0.94 to 1.08. Put the safety program in place and it'll be back under 1.0 next year.

    Scorecard
    No guarantee of future premiumNot met

    Promised next year's mod. Explain how the mod is recalculated and what the safety program changes.

  4. 04 / 04

    New cyber policy +$5,400

    Added at renewal, 40,000 patient records

    Elena Marsh asked12:05

    “I never asked for cyber. Take it off.”

    Sam Okafor answered

    You can decline it. You hold records for 40,000 patients, so if you do, I'll confirm the decline in writing and we'll revisit it at the next renewal.

    Scorecard
    Documented declined coverageMet

    Gave her the choice and said how the decline gets recorded.

Renewal $217,000 +$33,000 · 17.9%

3 of 4 criteria metPractice the claims answer

Questions brokers ask before their first renewal rehearsal

Does the AI buyer understand commercial insurance?

It knows the material you give it. Quotain builds each buyer from your playbook, your Knowledge library, your CRM and your recorded calls, so a CFO in a renewal strategy meeting asks about her own rate, payroll, loss runs and experience mod, using your team's terms. Add renewal summaries, coverage outlines and the objections your producers hear, then run a representative call before you roll the scenario out.

Can we score the language our compliance team requires?

Yes, as criteria you write into the scorecard. Examples include no guarantee of cover or price before binding, accurate descriptions of cover, disclosing compensation where that is required, and recording cover that was declined. Every attempt is graded on those criteria, with the moment from the transcript. On graded calls, where the scorecard evaluates factual claims, Quotain also checks what the producer said against your Knowledge library. Your compliance team decides what the criteria say. Quotain does not provide legal or regulatory advice.

Can we grade recorded client calls, and how does consent work?

Quotain grades calls that sync from a connected recorder, or that you upload directly, on the same scorecard as practice. Rules on recording and consent differ by state and by country, so your compliance team decides which client calls may be recorded and used for coaching. Quotain does not decide those requirements on your behalf.

Which call recorders can Quotain connect to?

Gong, Fathom, Fireflies, Otter, Chorus, Salesloft, Clari Copilot, Grain, Granola, Circleback and Salesfinity, together with direct uploads. Connections are read-only. Recorders sync titles, attendees, dates and transcripts, and Quotain never edits or creates calls or records in your tools.

Can producers rehearse a renewal while the CFO and HR are in the room?

Yes. Team plans can include multiparty calls with several buyers, so a benefits renewal can put a CFO pressing on cost and an HR director worried about disruption for employees in the same conversation.

How is our clients' data handled?

Customer data is scoped to the organisation, encrypted in transit with TLS and at rest with AES-256 through our infrastructure providers, and it is not used to train models by default. Quotain can sign a DPA, and customers who are approved can use restricted data handling. Quotain does not have SOC 2 yet. The security programme is organised around the SOC 2 Security and Confidentiality criteria, and the current security materials are available during a review. The detail sits on the Trust page.

How do we begin?

Begin with one motion, such as renewal strategy meetings for middle-market accounts, or benefits renewals. Bring your talk track, a scorecard and a few recorded calls your team is authorised to use, then agree the setup work and the launch criteria with Quotain before you set a date for rollout.

Walk into the renewal meeting with the answer ready

Start for free to see Quotain build a renewal meeting from one of your own accounts, or try our demo now.

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