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The Excess and Surplus Market: Why It’s an Untapped Book of Business for Insurance Agents

Insurance agents looking to grow their businesses often overlook the excess and surplus (E&S) insurance market. This sector of the market includes customers who are typically turned away from traditional policies, such as standard property and casualty or business owner’s coverage. In 2018 alone, E&S line premiums in the U.S. totaled $31.4 billion, up 11.3% from the prior year. What’s more is that several states experienced record-breaking premium totals, including Nevada and Washington, which were each up 23%. As a whole, premiums have increased by 48% in the past 10 years.

Customers who can’t get access to traditional coverage may be required to self-insure or go without insurance – greatly increasing potential exposure. The E&S market fills this void, allowing agents and brokers to grow their capacity and revenue and capture more of the insurance market.

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