The 90-60-30 renewal playbook for brokers
Renewals are where a broker earns trust or loses the account. A simple three-checkpoint routine that keeps every line on time.
A client rarely leaves a broker over price alone. They leave when renewal arrives as a surprise: a debit note two days before expiry, no comparison, no conversation. The fix is a routine that starts early enough to do the work properly.
90 days out: confirm what is changing
- Call the client. Has headcount, fleet size, stock value or turnover changed?
- Review claims on the policy this year. A heavy claims year changes what the insurer will offer.
- Note anything the client complained about: a slow claim, a hospital that turned staff away.
60 days out: go to market
- Update the risk details and request quotes from the current insurer and at least one alternative.
- For health, compare plans across HMOs on the benefits the client actually uses, not just the headline limit.
- Record each quote as it arrives, with its validity date.
30 days out: recommend and collect
- Send one proposal with the options side by side and your recommendation.
- Once the client chooses, issue the debit note straight away. Cover should not start before premium is paid.
- Send the placement slip and, for health or group life, the updated member list.
How the workspace helps
Every policy across every line appears in the renewal pipeline, grouped into 30, 60 and 90-day windows. Each account officer gets an email as their clients' policies cross each checkpoint, and Start renewal opens a quote pre-filled with the current risk details. When the client accepts, the old policy is marked renewed and leaves the pipeline.
Action plan
Make it routine
- 01
Weekly pipeline review
Fifteen minutes every Monday on the 30-day window.
- 02
Own every renewal
Every client has an assigned officer, so every reminder has a recipient.
- 03
Track renewed vs due
Use the renewals report each month to see how many you kept.
