How a DTC Insurance Startup Leveraged Covenir to Power Sales

Overview

When a global insurer decided to introduce a new technology-enabled, direct-to-consumer car insurance company and build it from the ground up, they turned to Covenir to power their sales engine and turn their vision into reality.

The Challenge

The online insurer aimed to deliver a simple, mobile-friendly experience and they wanted to launch quickly. However, they knew there would be customers who needed extra help, and they needed consistent and experienced insurance sales talent to make that handoff seamless. They found it challenging to source sales advisors, and wanted to keep a lighter employee footprint. They turned to Covenir.

The Covenir Solution

Customers can complete the entire quote and application process online, or they can call for assistance. When they choose to call, the number routes to Covenir. Covenir’s P&C-licensed sales advisors provide seamless service, taking the handoff, answering the phone under the insurer’s name and following the scripting and protocols they requested.

The Result

Covenir was a partner from Day 1, supporting their launch and providing full direct-to-consumer sales service every day since.

When this initiative started, Covenir supported the client with a dedicated sales team of just three sales resources. Within 60 days, however, the client was so pleased with performance, that they doubled their resource investment. They ultimately expanded to 15 sales resources after one year. The client’s internal sales team was reallocated and the Covenir team expanded to other products and states.

Covenir’s P&C-licensed sales advisors helped this insurer build their new business for two years and closed more than 2,000 new policies a year for them. In addition, the customers Covenir handles report they are very happy with the service they receive from Covenir. That’s an indicator of the power of Covenir’s policyholder-obsessed service.

The Future

This client recently extended its contract for an additional three years with plans to increase the Covenir team to 50 dedicated resources.

Initially, this insurer may have considered outsourcing to be a short-term solution. But, once they saw how well Covenir served their needs, they decided to stick with outsourcing for the long-term because Covenir can deliver sales services more cost-effectively than they can staff for them in-house.