For producers and sales leaders
Walk in knowing the account.
Turn a company name into a discovery brief before the first call. Learn an industry's operations, exposures and vocabulary in an hour. Find warm prospects from public buying signals. Build the renewal strategy and the client presentation. Rehearse the meeting against an AI playing the prospect.
Prospect: Calloway Fresh Foods
Discovery brief
- Operations
- Three processing plants, cold-chain distribution across four statesCompany site, About
- Signal
- New facility permit filed in Ohio this quarterCounty records
- Likely needs
- Product recall, equipment breakdown, cyber
- Conversation
- Open with the Ohio expansion and the cold-chain exposure
Illustrative example, not customer data.
Discovery brief
from a name or URL, link-backed
5 categories
of public buying signals searched for you
Role-play
with a scored debrief before the real call
The day in the job
Five moments in a producer's year, each one a workflow with an output you can use in the room.
Before the first meeting
"I have the company name and twenty minutes."
Client Discovery turns a name or URL into a link-backed brief: operations, leadership, recent signals, likely insurance needs and the sales conversation to have.
Calloway Fresh Foods
Discovery brief
- Leadership
- CEO since 2021; new CFO hired in MarchPress release
- Signal
- Second plant announced in OhioLocal news, Aug 12
- Needs
- Recall, equipment breakdown, cyber
Illustrative example, not customer data.
New vertical
"I've never sold to a food processor."
Industry Crash Course gives the operations, regulations, exposures, the typical program, claims trends and the vocabulary, prospect-ready.
Food processing
Industry crash course
- Operations
- Receiving, processing, packaging, cold storage, distribution
- Exposures
- Product recall, contamination, equipment breakdown, spoilage
- Vocabulary
- HACCP, FSMA, lot code, kill step
Illustrative example, not customer data.
Finding the next account
"Who is actually in the market?"
Signal Finder researches ownership changes, carrier rate and withdrawal events, OSHA citations, new facilities and other public signals and returns warm prospects with the evidence.
Signals this month
Warm prospects
- Ownership change
- Harbor Packing acquired by a regional groupPress release
- Carrier event
- Incumbent carrier withdrawing from the classFiling notice
- OSHA
- Two serious citations at a Tennessee plantOSHA.gov
Illustrative example, not customer data.
Keeping the account
"Renewal in ninety days and the incumbent is sharpening the pencil."
Renewal Strategy builds retention risk, the value story, negotiation levers, the timeline and client talking points, product by product. Cross-Sell maps the current program against likely exposures.
Calloway Fresh Foods, day 90
Renewal strategy
- Retention risk
- Medium: incumbent has re-approached the CFO
- Value story
- Three claims closed under reserve; recall coverage added
- Gap
- No cyber on the current program
Illustrative example, not customer data.
The meeting itself
"The deck is due and I want to rehearse."
Client Presentations builds the broker presentation section by section with speaker notes. Role-Play Simulator plays the prospect, then switches to coach and scores the call.
Role-play: first meeting
Call debrief
- Opening
- Led with the Ohio expansion: strong
- Miss
- Did not ask who owns recall decisions
- Score
- 78 of 100, with three coaching notes
Illustrative example, not customer data.
Workflows for producers
Start with the library. Build the rest.
Client Discovery
LibraryA company name or URL into a link-backed discovery brief.
See the workflowIndustry Crash Course
LibraryOperations, exposures, vocabulary and the typical program, prospect-ready.
See the workflowSignal Finder
LibraryPublic buying signals turned into warm prospects, with the evidence.
See the workflowRenewal Strategy
LibraryRetention risk, value story, negotiation levers and talking points.
See the workflowClient Presentations
LibraryThe broker presentation, section by section, with speaker notes.
See the workflowRole-Play Simulator
LibraryAn AI prospect to rehearse against, then a scored coaching debrief.
See the workflow
Also in the library: Cross-Sell, Business Research Analyst.
How it works
Bring it. Run it. Get it. Track it.
Bring
A company name, last year's proposal, the client's policy schedule, the loss run.
Run
Client Discovery before the first call; Renewal Strategy ninety days out.
Get
The brief, the strategy memo and the presentation in the brokerage's template, every claim about the prospect linked to its source.
Track
Prospects and talking points as records that the service team can see when the account lands.
Built with producers
The producer workflows were written with brokerage sales leaders around the five moments above. The most-used today is Client Discovery, run before first meetings.
Build your own
"Research a prospect's Form 5500 filings, executive team and employee sentiment, and draft the conversion strategy."
A workflow one benefits producer built for their own pipeline.
Explore the workflow libraryWhat you would ask
Straight answers.
What moves
- New business writtenClient Discovery, Signal Finder, Industry Crash Course
- Renewal retentionRenewal Strategy, Cross-Sell
- Meetings per week with a prepared briefClient Discovery
- Ramp time for new producersIndustry Crash Course, Role-Play Simulator
We have a prospecting platform already.
Keep it for lists and outreach. SoterAI is what you do once you have the name: the research, the strategy, the presentation and the rehearsal, grounded in documents and cited.
Will the research be accurate?
Every fact in a discovery brief links to its source so you can check it in a minute; unsupported claims are flagged, not invented.
The service team uses SoterAI; why would sales?
Because the brief you write before the win becomes the file the service team starts from after it. One client record, both teams.
Frequently asked questions.
Other teams
Every team on one platform.
- Risk controlClient-ready loss-control work, same day
- ClaimsAdvocate faster with the whole file in front of you
- Account managementBring servicing back in-house
- BenefitsThe whole renewal, one workflow at a time
- Carriers & captivesRisk intelligence at portfolio scale
- Brokerage leadersEvery practice on one platform
- All insurance teamsThe full SoterAI for insurance overview
Ready to walk in knowing the account?
Send us one prospect's name and we'll show you the discovery brief on the call.
When the form asks which team, choose Producers.
Talk to our team
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