Smart Lists for Whole Life Banking Practices
These ready-to-use Smart List recipes address the most common segmentation needs in a whole life banking advisory practice. Each recipe includes the exact conditions to enter in the condition builder.
Annual Review Due
Surface clients whose policy anniversary is approaching and who have not had a review note in the past 10 months.
Conditions:
- Has Any Policy is True
- Days Since Last Note Greater Than 300
- Pipeline Stage is Active
How to use: Export this list quarterly and schedule review calls for everyone on it. Tag clients "review-scheduled" as you book them so they drop off the list.
High LTV Attention
Clients whose loan-to-value ratio is approaching typical carrier limits. This is a factual indicator, not a judgment.
Conditions:
- Loan-to-Value Ratio Greater Than 80
- Has Active Loan is True
How to use: Review this list monthly. For each client, check whether their snapshot data is current. If the LTV is based on stale data, the actual position may differ. A brief check-in ensures the client is aware of their current ratio.
LTV above 90% approaches the range where carriers may restrict additional policy loans. This is a factual limit set by the carrier, not a performance evaluation.
Dormant Clients
Clients with no recorded activity — no logins, no snapshot updates, no notes — in 120 or more days.
Conditions:
- Days Since Last Activity Greater Than 120
- Client Type is Seated
- Pipeline Stage is Active
How to use: A dormant seated client is using one of your paid seats without engagement. Reach out to confirm they still want to use the platform, or consider whether the seat would serve another client better.
Expansion Candidates
Active clients with a single policy who may be in a position to add a second policy to their banking system.
Conditions:
- Policy Count is 1
- Policy Age (Years) Greater Than 3
- Engagement Band is High OR Engagement Band is Medium
How to use: These are engaged clients with a maturing first policy. They are familiar with the platform and actively tracking their banking system — a natural audience for conversations about expanding their system with an additional policy.
Term Conversion Windows
Clients with policies approaching common term conversion decision points.
Conditions:
- Tags Contains Any "term-rider", "term-conversion"
- Policy Age (Years) Between 5 and 15
How to use: Tag clients with term riders at onboarding. This list then surfaces them automatically as their policies approach the window where term conversion decisions become relevant. Review each client's policy structure before reaching out.
The value of these lists grows over time as your client data becomes richer. Start with Annual Review Due and High LTV Attention — these two lists alone cover the most common outreach triggers in a whole life banking practice.