Reporting and Risk

The month looked great. Which producer brings the chargeback?

Advance commissions mean you get paid before you know whether the business was real. A strong month can be a bill arriving in ninety days.

Assurna reports persistency, not-taken-out, and chargeback rates by producer, next to the dials and talk time that produced them, so you are managing the risk you actually carry rather than the number that looked good on the board.

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What changes on the floor

Built around the producer, not around the month.

Advance commissions make persistency a risk you carry, so the reporting is organized around the person who wrote the business.

See the risk under the production number

Written business and kept business are different numbers, and the gap between them is where an agency gets hurt. Persistency, NTO, and chargeback rates sit next to the production they came from, by producer, so the two are read together.

Manage the producer, not just the month

Reporting is organized around the producer because that is the unit you actually manage. A monthly total tells you what happened. A producer view tells you who to sit with on Monday, whose leads to look at, and whose business you should stop advancing against.

By producer

Persistency, NTO, and chargebacks, broken out by the person who wrote the business.

Three numbers, in the vocabulary your carriers use.

PersistencyIs the business still paying
Whether the policies a producer wrote are still paying. The measure of whether the business was real.
NTO, not taken outWritten, never took effect
Business that was written and never took effect. High NTO is usually a sales problem or a lead problem, and it is visible early enough to act on.
Chargeback rateAdvance coming back
Advanced commission coming back. The number that turns a good month into a bad quarter, and the reason producer-level reporting exists at all.

Producer-level attribution works because the objects underneath it are real records. The policy is tied to the application, the application to the lead, and the lead to the call and the agent who made it. That chain is what makes this reporting possible in the first place, and it is what an agency running a dialer in one system and a management system in another cannot assemble without a person and a spreadsheet.

Activity next to outcome

Dials and talk time, on the same surface as the outcome.

Dials, talk time, and contact rate per agent, in the same place as the persistency and chargeback numbers.

Read separately they mislead in opposite directions. Activity alone rewards the agent who dials hardest regardless of what they write. Production alone rewards the agent whose business does not stick. Together they let you tell the difference between an agent who needs more leads, an agent who needs coaching, and an agent whose numbers you should stop trusting.

The activity data is a by-product of the dialer being part of the product rather than something an agent logs. Nobody is self-reporting their dial count.

How it fits the rest

You can only report on what the system actually holds

Persistency by producer is not a reporting feature, it is a consequence of the data model. The call is on the lead. The quote is on the lead. The application state is on the lead, through the hand-off to the carrier, and the issued policy comes back to it.

Because that chain is unbroken and lives in one system, the question of which producer's business is not sticking has an answer that does not require someone to reconcile two exports on a Friday afternoon. Every policy on that chain ends up in force, lapsed, or charged back, and the producer who wrote it is attached the whole way down.

One record, first dial to issued policy

  1. Lead

    Worked in the same place it is dialed

  2. Dial

    Preview, power, or progressive

  3. Transcript

    Attached to the record, not to a vendor

  4. Quote

    Multi-carrier comparison, built in

  5. Application

    Handed off to the carrier's own application

  6. Policy

    Tied back to the call that wrote it

Questions

What an owner asks before they trust a number.

What reporting do agency owners get?
Persistency, NTO, and chargeback rates by producer, alongside dials, talk time, and contact rate per agent. Advance commissions make persistency a risk you carry, so the reporting is built around the producer rather than around the month.
What is NTO and why does it get its own number?
Not taken out: business that was written and never took effect. It gets its own number because it fails differently from a lapse. A high NTO rate points at the sale or at the lead, and it shows up early enough that you can do something about it, which is not true of persistency.
How does Assurna know which producer wrote which policy?
Through the record chain. The policy attaches to the application, the application to the lead, and the lead to the call and the agent who made it. Attribution is a property of the objects living in one system, which is exactly what an agency running a separate dialer and management system cannot do without manual reconciliation.
Does Assurna predict which policies will lapse?
No. Nothing in the product does predictive risk detection, and we are not going to claim it. What you get is measurement of what actually happened, by producer, early enough to act on.
Can I see activity and production together?
Yes, and that is the point of putting them on the same surface. Dials and talk time alone flatter the agent who dials hardest. Production alone flatters the agent whose business does not stick. The two together tell you which is which.
Where does the activity data come from?
From the dialer, because the dialer is part of the product rather than a separate system. Dials, talk time, and contact rate are by-products of the calling itself, so nobody is self-reporting their numbers.
Can I get this by team or downline rather than by producer?
Reporting today is built around the producer. Hierarchy and downline modeling are not in the product, so we are not going to describe rollups that do not exist. Bring your structure to the demo call and you will get a straight answer about what you can see today.
Is there an analytics module beyond this?
Modules including Compliance, Analytics, Contracting, and Training are configured and scoped in a conversation, and an agency can ask for one to be built. What is on this page is what reporting does today.

Related capabilities

The rest of the system this reporting reads from.

Do you know which producer's business is not sticking?

Bring your production numbers and your chargeback history. We will show you what the producer view looks like and be honest about what the reporting does not do yet.

Book a demo

Or see pricing first. It is published, per seat, with what is metered stated separately.