In a perfect world, a retail agent would be able to place all of his business in the admitted marketplace. In an almost perfect world, if the admitted market were unwilling to write a policy, then the agent would be able to approach one E&S broker (wholesaler) and get the job done. In the real world, it is a bit more complicated.

E&S is a critical part of the insurance industry, particularly in coastal areas like Florida. E&S provides options when the admitted marketplace withdraws from a particular class or line of business. It is the safety valve that offers critical coverages to businesses and consumers even in challenging times. We have seen this quite dramatically over the years, particularly in the property business.

While the E&S marketplace may be complex, working with a broker does not have to be. The key to building a successful agent-broker relationship can be boiled down to a few time-tested strategies.