InsurTech Sales Tips: 10 Scripts for Selling Insurance Technology, Embedded Insurance and Claims Automation

Script

"Most carriers and MGAs I speak to are under pressure on loss ratio — either from adverse claims experience, fraud leakage, or underwriting inaccuracy. We've helped [X] carriers reduce their combined ratio by 3-5 points in the first 18 months through better data at point of underwriting. Worth 20 minutes to see if the approach is applicable to your book?"

Script

"Legacy system integration is the first thing we hear from every carrier, and it's the thing our implementation team has spent the most time solving. We have pre-built connectors for [Guidewire, Duck Creek, Majesco, Policy Administration System X], and a REST API integration pathway for everything else. In the last 12 months, we've completed 8 carrier integrations with zero core system replacements. Can I get our technical lead on a call with your IT team to walk through the architecture?"

Script

"Before I get into the commercial model — tell me about your customer base. Who are they, what do they buy from you, and what insurance coverage would be most relevant to them at the point of purchase? The reason I ask is that embedded insurance products that are most successful are the ones that feel like a natural extension of the core transaction — not an afterthought."

Script

"Claims handling is where the biggest cost levers are in most carriers — and where customer satisfaction is made or broken. We automate the first notice of loss triage, document extraction, and reserve setting for straightforward claims, which typically reduces average claims handling time by 40% and lowers cost per claim by 25-30%. What does your current average claims handling time look like for [motor/property/liability]?"

Script

"Fraud leakage is the thing most carriers underestimate in their combined ratio analysis — because it's the losses you can't see, not the ones you can. Our fraud detection model flags anomalous claims patterns at FNOL stage with an 85% precision rate. What does your current fraud detection process look like, and at what point in the claims journey does it typically trigger?"

Script

"The question brokers always come back to is: will this make my producers more productive, or just give them another system to log into? Our platform is designed around reducing the number of screens a producer needs to quote and bind — single sign-on, pre-populated client data, and a quote comparison engine that gives them the answer in 90 seconds. How many systems are your producers currently navigating to place a risk?"

Script

"Let me address the regulatory side proactively. We're FCA-authorised as a technology provider, our platform is Lloyd's Market Association-compliant, and we've supported 3 carriers through PRA system change notifications in the last 18 months. I can send our full regulatory compliance pack and reference contacts from those implementations today. Would that help your compliance team get comfortable faster?"

Script

"Is your actuarial team involved in the evaluation? The reason I ask is that the conversation is very different with actuaries than with IT or operations — they want to understand the model architecture, training data, and how the risk scores integrate with their existing pricing models. We have a dedicated actuarial technical brief I can share, or I can set up a session with our chief actuary directly."

Script

"MGAs are interesting to us because the sales motion is different — you're not replacing a core system, you're augmenting underwriting capacity and speed. The MGAs using our platform are quoting 3x more risks per underwriter per day and binding 40% faster than their manual process. How many risks is your team currently declining to quote because of bandwidth rather than risk appetite?"

Script

"What I'd suggest is a 90-day pilot on a single line of business or distribution channel — enough to generate meaningful performance data without touching your core systems. We handle the full implementation, and at 90 days you have loss ratio, claims handling time, and fraud leakage data to take to your board. If the numbers justify it, we extend to full deployment. If they don't, you've got better data and no sunk cost. Does that kind of structured start make sense?"