Getting to Yes on Your Commercial Lines Submissions


The insurance process might look fairly simple, but there are many moving parts that involve discussions between the producer and the underwriter. How an account is submitted to an underwriter can make a difference in obtaining the desired "Yes!" response. This course discusses best practices for preparing a submission and presenting an account to underwriters, and offers strategies that can be used when the initial response to an application is something other than "Yes!"

Learning Objectives

On completion of this course, students will be able to

  • recognize the complementary roles of the buyer, agent/broker, and underwriter in the insurance sales process
  • recognize best practices for presenting an account to an underwriter
  • identify the characteristics of a property, liability, auto, umbrella, or workers compensation submission that lead to a favorable underwriting response
  • identify the first four characteristics an underwriter will review in determining whether to proceed with an application
  • recognize effective strategies for moving an underwriter's response toward a "Yes!"

Designed For

Property and casualty risk, safety, insurance, and finance professionals


There are no prerequisites for this course; however, a general knowledge of insurance principles and coverages would be helpful.
International Risk Management Institute, Inc. (IRMI) is the premier provider of risk and insurance continuing education and reference publications, and is considered the ultimate authority by leading insurance practitioners. Written by industry experts, IRMI courses provide the most up-to-date, practical and reliable information possible.

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