The commercial insurance market is currently experiencing one of the toughest periods in the last two decades. For insurance producers, understanding and adapting to these challenging conditions is crucial for maintaining and growing their business. Recently, we held a conference where several top insurance wholesaler broker partners shared their insights on how to navigate these turbulent times. Specifically we learned from John Barfield from Braishfield, Zane Goldthorpe from ProWriters, Carrie Cheeks from Jencap and John Mason from Chenango Brokers. This blog post aims to encapsulate the key points from that discussion, providing you with valuable tools and strategies to thrive in today’s market.
Over the past year, the commercial insurance market has been marked by significant fluctuations and uncertainties. Many brokers have observed some stabilization, particularly in the property market. A year ago, renewals were witnessing rate increases of up to 30-35%, but now, we are seeing these rates come down to more manageable levels of 5-15%. This shift provides a glimmer of hope for insurance producers working through renewals.
However, the General Liability (GL) sector remains under considerable pressure. Depending on the specific classes of business, rate increases in GL can still be substantial. It’s essential to stay vigilant and proactive in managing these renewals, as the market dynamics can vary significantly based on geographic location and industry specialization.
Several sectors are facing pronounced challenges in the current market. For instance, the property and GL lines continue to be tough areas, with significant rate increases and stringent underwriting standards. Specific classes such as transportation, underground contractors, and healthcare are particularly challenging. Brokers must navigate these classes with a keen understanding of the unique risks and demands they present.
Cyber insurance is another area of concern. While the market has seen significant rate decreases, particularly for policies written in 2021 and 2022, this trend demands careful attention. As cyber threats evolve, the requirements for stronger security measures are becoming more stringent. Healthcare facilities, for example, face heightened scrutiny and must ensure robust cyber defenses to qualify for favorable rates.
In these difficult times, relationships between agents, brokers, and underwriters become even more critical. Strong partnerships can make a significant difference in securing the best possible terms for clients. One of our panelists, who has been in the industry for 26 years, emphasized the importance of these relationships in navigating the current market conditions.
Building and maintaining these relationships requires consistent communication, trust, and mutual respect. Agents should prioritize working with brokers and underwriters who understand their clients’ needs and are committed to finding the best solutions, even in a hard market.
One of the key strategies for success in the current market is to stay proactive and informed. For example, in the cyber insurance sector, it’s crucial to keep an eye on renewals and market conditions. Significant rate decreases might be available with better coverage, especially for clients who have implemented strong security measures. Producers should be ready to explore new options and ensure their clients are receiving the best possible terms.
Another strategy is leveraging technology and data to enhance client management and decision-making. Many wholesalers offer tools and platforms that can help agencies analyze data, manage renewals, and identify opportunities for savings and improved coverage.
In a rapidly changing market, continuous education and staying informed are essential. Many wholesalers and industry partners provide valuable resources, such as podcasts, webinars, and direct support, to help producers stay updated on market trends and changes. Engaging with these resources can provide a competitive edge and help producers offer better advice and solutions to their clients.
Technology plays a crucial role in today’s insurance market. Tools and platforms provided by wholesalers can help agencies analyze data, manage client relationships, and streamline their operations. For instance, technology can assist in tracking renewals, identifying trends, and providing detailed reports to clients, showcasing potential savings and coverage improvements.
By leveraging these technological solutions, agencies can enhance their efficiency, offer more personalized services to clients, and stay ahead of market changes. This proactive approach can significantly improve client satisfaction and retention.
Building and maintaining strong relationships with wholesalers and underwriters is a cornerstone of success in the commercial insurance market. Practical steps to strengthen these relationships include regular communication, face-to-face meetings, and collaborative problem-solving.
Panelists shared real-life examples of successful relationship management, emphasizing the importance of trust and reliability. For instance, one panelist mentioned how they worked diligently to meet the needs of their agency, earning trust and respect through consistent performance and support.
Navigating the hardest commercial insurance market in two decades requires a combination of strategic thinking, strong relationships, and continuous learning. Key takeaways from our panel discussion include:
We encourage you to take proactive steps in engaging with your wholesale partners and exploring new opportunities. Join upcoming industry events, webinars, and educational sessions to continue learning and growing. By staying informed, leveraging relationships, and utilizing technology, you can navigate the current market challenges and achieve success for your clients and your agency.
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Influence is one of the most powerful tools we have in business, leadership, and personal life. Used well, it inspires people, builds trust, and creates ethical results. Used poorly, it can slide into manipulation and self-interest.
Reinvention is one of the most powerful themes in the insurance industry. Some of the best commercial producers in the country did not grow up wanting to sell insurance. They did not study risk management in college. They did not come from an agency family. They found this industry after they tried something else. They found it after life pushed them toward a career where performance, autonomy, and mindset determine the outcome.
The most successful producers in the middle market did not get there because they quoted faster, smiled bigger, or knew how to talk longer. They got there because they learned how to differentiate themselves so clearly that prospects had no choice but to see them as trusted advisors. They learned to operate like businesspeople first and insurance technicians second. They learned how to tie operational mechanics to insurance outcomes. They learned how to control their time, their pipeline, and their future.
In commercial insurance, the most dangerous threats to your book of business aren’t always visible on the loss runs. One of the most overlooked vulnerabilities for middle market producers is ignoring the personal lines needs of their business owner and executive clients.
The commercial insurance industry is one of the few professions where someone can enter with no experience, no connections, and no background in risk management and still build a long, lucrative career. But success is never automatic. It requires hunger, humility, curiosity, and the willingness to keep showing up even when the process feels overwhelming. That is why the story of Pam Seidler has already started making waves among new and aspiring commercial producers.
In an industry where tradition often outweighs innovation, artificial intelligence and automation are slowly but steadily reshaping how independent insurance agencies operate. The push toward smarter, more efficient workflows is no longer a matter of if—but when. While many agencies are still evaluating how AI fits into their operations, early adopters are already reaping the benefits of streamlined submissions, faster processing, and actionable data insights.
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