An insurance policy review is one of the most important services an agent can offer. It ensures that your client’s coverage continues to match their evolving needs—and it’s a valuable opportunity to reinforce your role as a trusted advisor. Yet, many policyholders don’t even realize a review is needed until a claim reveals a gap. That’s where we come in.
At the Professional Insurance Agents of Kansas (PIA), we encourage agents to view policy reviews not as a formality, but as a relationship-builder. Here’s a step-by-step guide to conducting a thoughtful and effective insurance policy review with your clients.
1. Schedule It Proactively
Don’t wait for the renewal notice to spark a conversation. Reach out 30-60 days in advance to schedule a review. Better yet, create a calendar of annual or biannual reviews and automate reminders. Let the client know this is a service you provide to make sure their coverage keeps up with changes in their life or business.
Tip: Frame it as a benefit—"Let’s make sure you're not overpaying or underinsured."
2. Prepare Ahead of Time
Before the meeting, review the client’s current policies, any recent claims, and any relevant market changes. Pull up carrier updates or rate adjustments that might affect them. Come ready with questions and a checklist tailored to their policy type—whether it’s home, auto, business, or life insurance.
3. Ask the Right Questions
This step is key. Start with open-ended questions to discover changes that might impact their coverage:
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Have you made any recent home improvements or purchases?
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Have there been any changes in your job, income, or family structure?
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Have you added or removed vehicles, drivers, or business equipment?
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Have your business operations expanded or changed in any way?
These questions help uncover hidden exposures or opportunities to enhance protection or reduce cost.
4. Review Policy Components Line-by-Line
Go through each policy with them in clear, jargon-free language. Highlight the following areas:
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Coverage limits – Are they still adequate for current property values or liabilities?
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Deductibles – Do they still fit the client’s financial comfort zone?
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Endorsements & exclusions – Are there add-ons they need or gaps they weren’t aware of?
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Premium changes – Explain any increases or decreases and why they occurred.
Encourage clients to ask questions—your transparency helps them trust the process.
5. Look for Bundling and Savings Opportunities
As you review, look for ways to streamline coverage, reduce premiums, or qualify for new discounts. Bundling home and auto, adding life insurance, or installing safety features could lead to meaningful savings.
6. Recommend Updates (But Don’t Push)
Once you’ve assessed their situation, offer clear recommendations—whether it’s increasing a limit, adding a new policy, or adjusting a deductible. Be honest if no changes are needed. Clients respect agents who focus on their well-being, not just the upsell.
7. Provide a Summary and Documentation
After the review, send a written summary of your discussion and any agreed-upon changes. Include a timeline for implementation and an invitation to reach out with future questions. This step reinforces your professionalism and helps with documentation for E&O protection.
8. Stay Connected
The review shouldn’t be the last touchpoint. Follow up after any changes go into effect. Send helpful resources during the year—articles, newsletters, or seasonal tips. A well-served client is more likely to refer others.
Your Role as a Trusted Advisor
Policy reviews are more than just paperwork—they’re a powerful way to show clients that you’re invested in protecting what matters most to them. At PIA Kansas, we believe that thoughtful, personalized service is the cornerstone of every successful agency. Conducting regular insurance reviews isn’t just good practice—it’s great business.
Looking to sharpen your client review process or access tools to support your agency’s growth? Join the PIA of Kansas and become part of a professional community dedicated to your success.