How to Sell Commercial Insurance - a General Overview for Agents

Selling commercial insurance generally comes down to understanding a business's operations, lining coverage up with its exposures, and finding a market that will write it. This is a general overview for licensed agents, not professional or legal advice.

Understand the operation

• →Learn what the business actually does day to day
• →Identify the exposures it carries — property, liability, vehicles, employees, professional services

Line coverage up with exposure

Every account is different, so treat this only as a general picture:

• •General liability addresses third-party injury and property damage
• •Property or a BOP covers the building and its contents
• •Workers' comp applies once a business has employees
• •Professional liability applies where advice or a service is sold
• •Commercial auto covers owned or hired vehicles

Find the market

• →Everyday, clean classes usually go to admitted carriers
• →Hard, new, or high-hazard classes go to a wholesaler like Baker

** This is general information for licensed insurance professionals, not professional, legal, or coverage advice. Use your own judgment, and refer to the policy form for actual terms.