Policy Comparison Sheet Builder: Help Clients Compare More Than Premium

A comparison sheet exists so a client can make a decision they will still consider reasonable two years later, at claim time. That means presenting the attributes that determine what actually happens in a claim, not only the number that determines what happens to their bank balance next month.

How it is done today

The most common artefact is a screenshot from an aggregator, forwarded on WhatsApp, showing three premiums. It answers one question well and every other question not at all. The client chooses the cheapest column because it is the only dimension the image gave them.

The next version is an Excel sheet the adviser rebuilds per client, typing plan details from memory or from a brochure. It is much better, and it decays: an attribute typed wrongly in one client file is never corrected anywhere else, and within a year several versions of the truth are circulating.

Client requirement

• Members to be covered with ages, and whether cover is individual or floater.
• City or zone, since pricing and network vary.
• Existing cover, including any employer-provided policy.
• Declared pre-existing conditions and current medication.
• Budget range and preferred sum insured.
• Priorities — lowest premium, no room-rent restriction, maternity, wide network.

Plan attribute master, one row per plan variant

• Insurer, plan name and variant, with the sum insured the row refers to.
• Premium, tax treatment and quote date.
• Room rent or category limit.
• Co-pay, and whether it is age-linked or zone-linked.
• Waiting periods — initial, pre-existing, specified conditions, maternity.
• Sub-limits by procedure or condition.
• Restoration or refill and its conditions.
• No-claim benefit and how it accrues.
• Day-care and modern-treatment coverage.
• Network hospitals in the client's city, counted rather than described.
• Notable exclusions the client should be told about explicitly.
• Data source and last verified date for every row.

An illustrative example of structure only. Attribute values are shown as placeholders because real terms differ by insurer, variant and market, and must be taken from the current policy wording rather than from any summary.

Read the sheet top to bottom rather than left to right. Plan A is cheapest and the three rows underneath the premium explain exactly why. That is the conversation worth having: not which is better, but which trade-offs this particular family is willing to accept, given the ages, the city and what they told you matters.

Plan data is maintained once

With attributes held centrally and dated, a correction reaches every future comparison. The last-verified column is what keeps the master honest.

The recommendation becomes part of the record

Storing what was recommended and why, against the client, means a renewal conversation a year later starts from the actual reasoning rather than a reconstruction.

Renewals and follow-ups run on schedule

Renewal dates and undecided cases both generate reminders. Sequences can send the sheet again with a specific question, and replies land on the client record where anyone covering the desk can see them.

Leading with premium

Price first frames everything after it as an upsell. Lead with what the client said mattered.

Comparing different sums insured as equals

Two plans at different cover levels are not comparable rows. Say so on the sheet.

Omitting waiting periods

These decide what happens in the first years of the policy, which is precisely when a client judges whether the advice was sound.

No record of what was declined

Without a reason, the same objection is met with the same sheet next year.

Continue with lead management software, WhatsApp CRM, CRM for small business, follow-up automation, the tools library, and industry CRM pages.