Engineering Blog · Post #69

Broker Trail-Off Detection: Alert Before You Lose the Relationship

Gallagher submitted 6 risks per month for 2 years. Last month: 2. This month: zero. InsightUW caught the pattern and alerted the UW before the competitor did.

The Problem

Broker relationships don't end with a phone call. They fade. Submissions slow from 8/month to 5, then 3, then 1, then silence. By the time someone notices in a quarterly review, the broker has moved their book to a carrier that was paying attention. The data was there all along — in the submission queue — but no one was watching.

The InsightUW Approach

InsightUW's Broker Trail-Off Detection analyzes every broker's activity profile — submission volume, hit ratio, decline rate, and recency — and generates specific actionable alerts when patterns deteriorate.

graph TD subgraph Profile["Per-Broker Profile"] Data["Total submissions 30d / 60d / 90d volume Last activity date Hit ratio & decline ratio Top LOBs"] end subgraph Signals["4 Trail-Off Signals"] S1["No activity 30+ days (was 2+/month)"] S2["Volume declined: 30d < 40% of 90d avg"] S3["0% hit ratio across 8+ submissions"] S4["> 30% decline rate across 5+ submissions"] end subgraph Action["Actionable Recommendations"] A1["Follow UP Schedule a call"] A2["Market Marketing visit, share updated guidelines"] A3["Review Relationship Joint meeting on appetite alignment"] end Data --> S1 --> A1 Data --> S2 --> A2 Data --> S3 --> A3 Data --> S4 --> A2

Four Signals, Three Actions

Signal	What It Means	Recommended Action
No submissions in 30+ days	Broker may be placing elsewhere	Call to understand pipeline concerns
Volume down 60%+	Declining engagement	Marketing visit, share appetite updates
0% hit ratio	Submissions don't align with appetite	Joint meeting to discuss target risks
30%+ decline rate	Appetite misalignment	Review guidelines together

Multiple Signals Per Broker

A single broker can trigger multiple signals simultaneously. Gallagher might show both "0% hit ratio" and "volume declining" — compounding evidence of relationship risk.

LOB-Specific Example

Gallagher Specialty Group:

InsightUW's trail-off analysis produces:

The UW manager sees this alert and schedules a meeting with Gallagher. In the meeting, they discover Gallagher has been submitting construction-class GL risks that don't fit appetite — but has a pipeline of technology E&O risks that would be a perfect fit. The conversation redirects the relationship.

What This Means for Underwriters

Early warning — catch relationship deterioration before it's too late
Data-driven — not gut feel, but 30/60/90 day volume trends and hit ratios
Actionable — each alert comes with a specific recommendation (call, visit, review)
Multi-signal — compound signals create stronger urgency
Proactive notification — UW manager alerted via bell icon, no manual checking

What's Next

Next: Bulk Email Discard — Clean Your Queue of Duplicates, Spam, and Auto-Replies

Want to catch broker trail-off before your competitor does? Request a demo.