Author: VU Faculty

Recently, our "Ask an Expert" service received a simple, one-sentence question: "How do you get your submissions noticed by an underwriter?" In this article, we'll give you some tips from our expert faculty, underwriters, and fellow agents on how to submit an account that floats rather than sinks.

Underwriters are under increasing pressure to process submissions in a timely manner while actually underwriting each account. Depending on how you, as an agent, submit an account, you can just as easily end up at the bottom of the pile, as opposed to the top. In this article, we'll give you some times from our expert faculty, underwriters and fellow agents on how to submit an account that floats rather than sinks.


I just did two days with a company's underwriters and they are under so much pressure. Anything agents can do to make their jobs easier such as only sending the company business that the company wants (which is pretty easy with some companies), and other common sense suggestions like complete applications and profitable business are the key. Also, don't do anything to make the underwriters dislike the agency. Applications can go to the bottom of the stack more easily than they can go to the top.


The underwriters I have talked to over the years tell me there are three things that get the submission noticed:

1.  Photographs of the risk.
2.  A letter accompanying the risk detailing the operation.
3.  A typewritten application.

Some other "off the wall" answers included "take me to lunch," "send me tickets to the game," "send flowers or chocolates when you write the account," and one that I always tried to live by when possible, "come and visit me in person."


Having started out in "life" as an underwriter, I think I can answer this one. Most importantly:

1. Give him/her a submission that is so complete that there are no questions left to ask.

2. Point out the weaknesses and strengths in the submission (we underwriters are notoriously lazy).

3. Include pictures – we like pictures – some of us are not strong readers, but we all look at pictures – make sure the pictures are good ones!

Then, more personally:

4. In the long term, underwriters treat the agencies best who really have respect for the underwriter (that does not mean to "toadie" up to him/her). This implies not EVER arguing or yelling at an underwriter who will have your future submissions on his/her desk long after you are done screaming or arguing.

5. Give a little – get a little. Exceptions can be made. But most underwriters feel that their agents have nothing but exceptions. Don't make every submission the principle upon which you are willing to risk your relationship.


Lots of Photos. Lots of documentation. I tell my masses of training subjects...You want to get someone to do something in this industry? How do you do it? Simple Rule...

Give them enough information so when the decision blows up...and their Boss comes downstairs for the "Claims File," "Underwriting File," "Accounting File," "Whatever"...that you have given them enough information, pre-decision, that they know that, upon scrutiny, their boss will give them back the file and say, "I guess if I were in your shoes when you made this decision, I would have done the same thing." That will get your submissions noticed because most agents don't do it.


Hand-deliver a couple of applications and get to know the underwriter personally. This is sometimes difficult if the carrier is located in another town, but necessary. Preparing a complete application, including pictures, brochures, and a narrative will not get the attention initially. Delivering a complete package and letting the underwriter know this is what you will be sending in the future can get your apps to the top of the pile.

I sometimes think of being out listening to music and the band leader suggests that you take care of the "bartenders and wait staff" which usually means letting them know how much you appreciate their service...use the same process with your underwriters. People push and pull at them all day long. Let them know that you are different...act different and they will treat you differently.


This is something that most agents do need to learn. The underwriter sees many submissions (especially in today's market). Getting yours on the top takes work.

1.  Start before you submit. Build your RELATIONSHIP with the underwriter. The underwriter needs to feel confident that the submissions you will send will be complete, honest and knowledgeable about the insurance product.

2.  Know the market appetite. Being known to "shotgun" is the fastest way to the bottom of the pile. If you know the appetite of your markets and you target your submissions accordingly, the underwriters will notice it.

3.  Handwritten paper apps are bad. Computer generated apps are good.

4.  Narratives and pictures of the risk are real good.

5.  Pre-rated to your companies rates or ISO rates along with a recommended pricing is real good. If the underwriter has an idea of the pricing needs before sending it to rating, the underwriting process can move faster. So much time is shot between rating and pricing. (Yes they are different.)

6.  Complete and Truthful Applications.

7.  A case of beer is always good. :-)
     [Editor's Note: This doesn't work with every underwriter, just this one.]

Do you have an opinion? If you used procedures or techniques that give your submissions prompt attention, feel free to email your tips to Bill.Wilson@iiaba.net and we'll post them here:

I would have to say that the best way to get your submissions noticed by your underwriters is to make certain that you have a reputation for having complete submissions, each and every time. They should contain:

• A complete set of applications with all the applicable underwriting info.

• A complete risk resume that describes the account, gives them background info on the account. Describes their loss control procedures. Include brochures if it will help describe their operation or product.

• A complete loss history with a summary of loss by line and year, including large loss explanations and details.

• Financials.

• Copies of safety programs and training manuals.

• Experience Mod worksheets.

• A premium history along with a payroll or exposure history.

If a submission contains all the needed information, an underwriter can do his/her job one time and not have to read through the submission, request missing info., put the file aside, work on others, second request the missing info., work on others, then finally get the info. and have to re-read the submission in order to re-familiarize themselves with it.

Kathie L. Ryan, AAI, CISR, AIS
J.W. Terrill, Inc.
Chesterfield, MO

Simple List of How to Get Submissions Noticed

1.  Be a significant agency with that underwriter.

2.  Know the underwriter as a person and have a history of good submissions on quality accounts that he/she can write.

3.  Completed, typed/printed applications.

4.  Loss runs 3 to 5 years. This is a must today!

5.  Cover letter explaining what you want, at what price it will sell and in what time frame.

6.  Pictures of the premises with sketches to give the underwriter a visual feel of the account.

7.  Plenty of time to loss control it if needed.

8.  Worksheets of standard premiums where all they have to do is apply credits and send it back to you and wait for issue.

9.  Brochures, resumes of major officers, contracts, anything that can explain the account better to the underwriter.

10.  An order every now and then so they won't think you are using them to block other agents from writing through them.

Louis N. Farringer, Jr.
Cooper Love & Jackson, Inc.
Nashville, TN

My opinions: Include photos of the property to be insured (always more fun to look at than ACORD forms). Include history of policies and prices on the Acord 125 (gives the U/W a framework and reference point). Include narrative as to how well you know the insured (e.g., been with agency 10 years, does work for our customers...).

George Tuccio

I always attach a "submission information" checklist indicating what is attached (loss runs, ACORD apps, other apps, financial etc). There is room for a short remarks section. If mailing, I sometimes use yellow paper for the info sheet.

Bob Nelson
www.acinsure.com