Coverage gap
Also called: insurance coverage gap, protection gap
In book of business analysis, a coverage gap is a product a client or household would reasonably need but doesn't hold with the agency, such as life insurance alongside a Medicare plan.
Coverage gaps are found by comparing what each household holds against common product pairings. The result is a list of clients and the product each one is missing.
Not every gap is a sale. Some clients hold that product elsewhere or don't need it, so the list is a starting point for a conversation, not a pitch.
A ranked list of gaps tells agents who to call and what to talk about, instead of guessing.
"The coverage gap report lists every Medicare household without life coverage, by writing agent."
How do I find coverage gaps in a client book?
Compare what each household holds against common product pairings, such as Medicare and life, or annuity and long-term care, and list the households missing a product. Treat the list as a starting point for conversations.
Related terms
On Kevlex Digital: Cross-sell campaign