Originally posted by Ryan Landers, actuary for
$ROOT, on LinkedIn:
"The marketplace for auto insurance leads is heating up fast.
Here's a cool metric we use at Root to track it.
Instead of just tracking leads that we purchase at Root, we also have the opportunity to sell leads. When customers come to
$ROOT for insurance but we can't provide it because we are not available in the state where the customer needs coverage, we may sell that lead to insurers or brokers that can offer these customers insurance. This is good for the customer because it gives them another path to finding coverage when
$ROOT coverage is not available.
Right now, the auto insurance industry is in a soft market. Insurers are cutting rates, trying to grow, and accepting tighter margins to do it. Additionally, it seems that the industry is spending more on marketing to put their products in front of more customers, even if that means paying more per customer.
You can see that in
$ROOT's outbound revenue per click (the amount
$ROOT earns when a customer clicks through to another insurance option). Even though there's been no material shift in the mix of business we can't write, outbound revenue per click has roughly doubled since January 2025. That suggests other insurers, brokers, and agents are bidding more for this traffic than they did last year.
What does this mean? It could mean a lot of things depending on what you're interested in. It could mean that higher marketing expenses could hurt combined ratios for insurance companies. Or it could mean that carriers feel more confident in their rate adequacy and are willing to spend more to chase growth.
But it does mean that more insurance carriers seem to be focused on growth right now. I don't believe I've seen a period this competitive in my 10-year career."