Agent Training Tools

What Underwriters Want

How to write submissions that get fast quotes, favorable terms, and approval on accounts your competitors can't place. This is what separates agents with preferred markets from those who can't get a callback.

Start with the story, not the form

Underwriters review dozens of submissions a day. The agents who get the best terms and fastest turnaround are the ones who make the underwriter's job easy.

That starts with a brief cover note — 3 to 5 sentences that explain who the insured is, what they do, why they need coverage, and anything unusual about the risk. Think of it as a 30-second pitch that gives the underwriter context before they open the ACORD.

"ABC Plumbing has been in business for 12 years, operates exclusively in the residential market in suburban Atlanta, has 4 licensed plumbers on staff, no subcontractors, and has had one small water damage claim in 5 years (paid $4,200, resolved without dispute). They're moving to us because their current carrier non-renewed due to a book change, not a claims issue."

That paragraph changes how the underwriter reads everything that follows.

What goes in a complete submission

Incomplete submissions are the #1 cause of delayed quotes. An underwriter who can't answer a question will hold your file until they get the answer — or move on to the next submission. Every complete submission should include:

→ACORD 125 (commercial lines application) — fully completed, no blank fields
→ACORD 130 for GL or ACORD 140 for property
→Loss runs for the prior 3–5 years (from all prior carriers for that line)
→A cover note explaining the risk and why you're moving markets
→Photos of the premises for larger property risks
→Supplemental applications for specialty lines (cyber, EPLI, professional liability)
→Financial statements or revenue documentation for larger accounts

How to handle a loss history

Claims history is the first thing most underwriters look at. A clean loss run gets you the best rates. A messy one doesn't necessarily kill the account — but you need to get ahead of it.

Never submit a loss run without context for anything over $10,000. If there's a prior claim, your cover note should answer: - What happened? - Was it the insured's fault? - What's been done to prevent a recurrence? - Is the claim fully closed?

"The 2022 slip-and-fall was a customer at the front entrance during an ice storm. The client has since installed heated mats at the entrance and added anti-slip mats. The claim settled at $31K and is closed."

That narrative is the difference between a declination and a quote.

What gets a submission declined outright

→Missing loss runs — especially for lines with prior claims
→No prior carrier on a business that's been operating for years ("new ventures" don't apply to 10-year-old restaurants)
→Prior non-renewal or cancellation with no explanation
→Multiple large losses in a short period with no context
→Class codes that don't match the described operations
→Blank fields on supplemental applications
→Operations the carrier specifically excludes (cannabis, firearms, adult entertainment)
→Incomplete or unsigned forms

How to tell if a risk belongs in E&S vs. standard

Not every risk belongs in the standard market. Trying to force a hard-to-place account through admitted carriers wastes everyone's time. Consider E&S when:

→Multiple carriers have declined in the admitted market
→The risk is in a high-hazard class (pyrotechnics, demolition, roofers in Florida)
→There's a coverage lapse of 30+ days
→Loss runs show a loss ratio above 60% in recent years
→The operations include excluded activities (cannabis, liquor sales >50% of revenue)
→The business is a new venture with no loss history
→The client needs coverage that admitted forms don't offer

Underwriter pet peeves — what slows down your quotes

→Calling to ask "did you get my submission?" before allowing 48 business hours
→Submitting with "TBD" in revenue or payroll fields
→Sending the wrong application for the coverage needed
→Attaching loss runs as screenshots instead of PDFs
→Submitting to multiple underwriters at the same carrier (they talk)
→Misrepresenting the insured's operations to get a better class code
→Not disclosing a prior non-renewal
→Asking for a "ballpark" without providing basic underwriting info

What impresses underwriters — how to stand out

→Cover notes that answer the "so what" before the UW has to ask
→Pre-organized supplemental apps submitted alongside the ACORD
→Calling to flag a complex account before submitting so the UW is prepared
→Knowing your account well enough to answer questions without calling the client
→Submitting photos proactively on property risks
→Offering to provide additional information before being asked
→Explaining the claim story clearly and charitably (without excusing negligence)
→Building a consistent book with a carrier — not just submitting the hard accounts

How to follow up without annoying your underwriter

Timing matters. Following up too soon signals impatience; too late signals you don't care about the client.

Standard follow-up protocol: - Day 1: Acknowledge receipt (most portals auto-confirm) - Day 3–4: Follow up if no acknowledgment - Day 7: Check on status if not quoted - Day 10: Escalate to marketing manager if still no movement on a time-sensitive account

Always include your submission date and the account name in every follow-up. "Following up on ABC Plumbing GL submitted 6/15" is faster for everyone than "just checking in."

If an underwriter asks for additional information, turn it around in 24 hours. A slow agent response is the most common reason quotes miss the effective date.

Submission Completeness Checklist

☐ACORD 125 fully completed

☐ACORD 130 / 140 / 160 as applicable

☐3–5 years of signed loss runs

☐Prior carrier and reason for moving

☐Cover note explaining the risk

☐Revenue and payroll verified

☐Operations clearly described

☐Supplemental apps for specialty lines

☐Photos for property > $1M

☐Financial statements for large accounts

☐Retroactive date confirmed (claims-made)

☐All forms signed by the insured

Complete ACORD forms in 5 minutes

AgencyAssist generates fully-completed, submission-ready ACORD forms from a simple client intake — so every submission you send is complete from the start.

Start free trial →