Solution

Risk review built into every commercial renewal 

Faith made a call that’s rare for an agency manager: every commercial account would run through its risk profile in Applied Epic. “[Book Builder] isn’t optional for my team,” she said. “I track utilization heavily.” 

She built the review into Tate’s existing 90-day renewal workflow in Applied Epic. Every commercial account triggers a renewal review activity at the 90-day mark. Account managers review the account’s profile within two weeks, then meet with each producer for an hour to walk through their accounts. Together they document what’s offered, what’s declined, and what gets remarketed, in writing, every time. 

New business runs the same way. When a six-location mattress retailer asked for a quote with only basic dec pages, Faith ran a prospect profile and sent the producer back into the conversation with risk attributes, coverage gaps, and the right questions to ask. 

For newer account managers, the framing matters as much as the data. Walking a client through what they have, what they need, and why usually takes a few years in the role. With the analysis done up front, Tate’s team can have that conversation on day one. “It makes them more prepared and more confident to have those conversations,” Faith said.