Case Study: Guardian achieves 56% growth in connections and $21M in life insurance sales with LinkedIn Sales Solutions

Guardian Takes Prospecting to the Next Level With LinkedIn Sales Navigator and Socialware

The Guardian Life Insurance Company of America—a mid‑sized, entrepreneurial insurer—faced the challenge of helping advisors adapt as consumers increasingly use online channels for financial advice while operating under strict regulatory and compliance constraints. Guardian wanted to attract new agent talent, enable advisors to differentiate their personal brands, and accelerate prospecting without sacrificing compliance.

Guardian deployed Socialware to provide compliance “guardrails” and partnered with LinkedIn to roll out Sales Navigator and targeted training. In a 12‑week pilot of 250 reps they saw a 56% increase in connections, 89,000 searches, and over $21M face value in life insurance sold; today roughly 75% of agents use the platform, reporting new prospects, clients and measurable sales attributable to LinkedIn and Sales Navigator.

Guardian

Brian McGrath

Guardian Financial Representative