As independent agents, we have all been there. A client calls with a new venture, property change, or an exposure that no longer aligns with standard underwriting guidelines: a musician’s hand, a valuable coin collection, a hospital navigating a cybersecurity breach, a coastal property in a hard-hit hurricane region, etc. While you want to help and, in many cases, coverage is available, placing it may mean multiple submissions, follow-up emails, and waiting to hear which markets might be interested. Meanwhile, the client is looking for answers, and your staff is already juggling a full workload.
Situations like these are becoming more common as business models evolve, weather-related exposures increase, new risks emerge, and underwriting becomes more selective; even familiar accounts may move out of standard markets.
Standard market placements tend to follow predictable workflows. Applications are structured, rating regions are defined, and agency staff generally know what information is required before submitting business. Over time, producers, account managers and customer service representatives become familiar with these processes, allowing submissions to move quickly from application to quote to binding.
Read the full article featuring Xchange powered by SIAA’s Chief Executive Officer, Hunter Moss, published in PIA New England in the May 2026 Issue.