Single-product client
Also called: mono-line client, one-product household
A single-product client is a client or household that holds only one type of insurance product with the agency.
Single-product clients are the clearest gaps in a book: a Medicare client with no life coverage, or a life client with no plan for retirement income. They are also more likely to leave, because one product is an easy relationship to replace.
Sorting single-product clients by what they hold shows which conversation each one needs next.
Moving clients from one product to two is one of the most reliable ways to grow revenue and retention at the same time.
"Our single-product clients are mostly Medicare households with no life or annuity coverage."
How do you find single-product clients in an insurance book?
Group the book by household, count product types per household, and filter for households with only one. Sort them by what they hold to decide the next conversation.