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 prep in Quotain for Thursday's renewal strategy meeting with Elena Marsh, CFO of Crestline Dental. The renewal premium goes 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 built from the renewal summary, Salesforce and the last recorded call.

Every call between the X-date and the renewal. Pick a line of business to see the buyer and what gets scored.

Producers and account executives winning and keeping middle-market accounts.

  1. X-date prospecting call

    Owner, manufacturing company

    “We've been with our broker for eleven years. He's fine.”

    Scored on
    • Earned a look at the renewal before the X-date
    • Asked for loss runs and the current schedule
    • No price promised before the account is marketed

  2. Renewal strategy meeting

    CFO, dental group

    “Last year it went up 9%. Now it's 18%. What are you doing for us?”

    Scored on
    • Separated rate from exposure
    • Explained the experience mod accurately
    • No guarantee of coverage or price before binding

  3. Remarketing results presentation

    CFO and COO

    “You took it to eight markets and this is the best you could do?”

    Scored on
    • Walked through markets approached and declinations
    • Described coverage differences accurately
    • Clear recommendation with a decision date

  4. Winning the account with a BOR letter

    Owner, construction contractor

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

    Scored on
    • Explained how a broker of record change works
    • Kept the incumbent out of it
    • Agreed the signature and the next step

Every dollar of the increase gets 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 know commercial insurance?

It knows what 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, in your team's terms. Add renewal summaries, coverage outlines and the objections your producers hear, then run a representative call before you roll it out.

Can we score our compliance language?

Yes, as criteria you write into your scorecard, for example no guarantee of coverage or price before binding, accurate coverage descriptions, disclosing compensation where required and documenting declined coverage. Every attempt is graded on them with the moment from the transcript. On graded calls, when 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 doesn't provide legal or regulatory advice.

Can we grade recorded client calls, and what about consent?

Quotain grades calls synced from a connected call recorder or uploaded directly, on the same scorecard as practice. Recording and consent rules differ by state and country, so your compliance team decides which client calls may be recorded and used for coaching. Quotain doesn't determine those requirements for you.

Which call recorders does Quotain connect to?

Gong, Fathom, Fireflies, Otter, Chorus, Salesloft, Clari Copilot, Grain, Granola, Circleback and Salesfinity, plus 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 with the CFO and HR in the room?

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

How is our client data handled?

Customer data is scoped by organization, encrypted in transit with TLS and at rest with AES-256 through our infrastructure providers, and not used to train models by default. Quotain can sign a DPA, and approved customers can use restricted data handling. Quotain doesn't have SOC 2 yet; the security program is organized around the SOC 2 Security and Confidentiality criteria, and current security materials are available during review. Details are on the Trust page.

How do we get started?

Start 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 authorized to use, then agree on the setup work and launch criteria with Quotain before you set a rollout date.

Walk into the renewal meeting with the answer ready

Book a demo to see Quotain build a renewal meeting from one of your own accounts, or run a practice call now.

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