The Opportunity
A retired couple in their 70s had been loyal, long-term customers of the same standard-market insurance carrier for decades. But as they settled into retirement, it became clear their coverage hadn't kept pace with their financial position.
Their most pressing concern was their umbrella policy: their existing carrier was only willing to offer up to $2 million in umbrella limits, well below what was appropriate given their assets and stage of life. Beyond the coverage gap, the couple also wasn't receiving the high-touch, white-glove service typical of high-net-worth carriers, even though they had no claims history and had simply outgrown a standard-market program built for a different kind of client.
The Strategy
Rather than treating this as a simple umbrella increase, the approach was to evaluate the couple's entire insurance program and determine whether a full carrier change was warranted. The strategy included:
- Reviewing coverage across every line: home, auto, umbrella, and jewelry to identify where the existing program fell short.
- Confirming that a standard-market carrier could no longer meet the couple's needs, and that a move to a true high-net-worth carrier was the right next step.
- Marketing the account to a short list of top high-net-worth carriers, including Pure, Chubb, and Cincinnati, to compare coverage, service model, and pricing.
- Selecting Pure as the best overall fit, based on its ability to deliver the strongest combination of coverage, limits, and service for the couple's specific situation.
The result was a fully customized package built around the couple's actual needs in retirement, rather than a program inherited from an earlier stage of life.
The Results
The couple was moved from their long-time standard-market carrier to a leading high-net-worth insurer, with a program built specifically around their retirement and assets:
- Umbrella limits raised well beyond the $2 million cap their prior carrier was willing to offer.
- Coverage enhanced across every line: home, auto, umbrella, and jewelry as part of a complete program overhaul.
- Access to the dedicated, white-glove service model that comes standard with a true high-net-worth carrier.
- A modest overall reduction in premium, even after significantly increasing coverage across the board.
While the couple's original ask was simply a higher umbrella limit, the review uncovered an opportunity to strengthen every part of their program at once, enhancing their coverage and upgrading their service experience.
