By SIA of NC | 🕒 5 min read | Published July 1st, 2025
For independent agents, building a commercial book of business offers one of the most rewarding paths for long-term growth. Yet many agents hesitate to enter the commercial space due to uncertainty, lack of direction, or fear of the unknown. But the truth is this: success in commercial lines isn’t reserved for the few—it’s accessible to any agent who’s willing to invest the time, strategy, and training to get started.
One of the most common challenges new producers face is not knowing where to begin. Many come from a personal lines background where the products are more familiar, but they quickly find that the commercial world requires a different mindset and approach. Without the right tools and guidance, it’s easy to become discouraged after a few poor submissions or missed opportunities.
Why Focus on Commercial?
There are clear advantages to building a commercial book of business. First, commercial policies typically come with higher premiums, which means more revenue per account and stronger long-term commissions. Retention rates also tend to be higher, and commercial clients are often less price-sensitive than personal lines customers. Moreover, niche opportunities within commercial lines allow agents to specialize, bringing deeper value to clients and enhancing carrier relationships.
Strong commercial books are also generally more attractive in terms of agency perpetuation. Whether planning to sell, transition internally, or scale, a well-developed commercial portfolio brings better valuations and more flexibility.
Common Pitfalls When Starting Out
Agents who jump into commercials too quickly often make the mistake of quoting a wide variety of businesses—restaurants, contractors, funeral homes—without truly understanding any of them. This quote-and-hope strategy rarely leads to success. Instead, producers should narrow their focus, study specific classes of business, and work closely with carrier partners to identify appetite alignment.
Another common issue is submitting incomplete or poorly packaged risks. Carriers are more likely to decline submissions that don’t meet underwriting expectations. Good submissions require knowledge, attention to detail, and clear communication—skills that can be developed with the right mentorship and training.
Four Steps to Build a Commercial Book Strategically
1. Align With Carriers First
Before prospecting, understand what your carrier partners want to write. Every carrier has unique appetites, and success begins with aligning your prospecting efforts accordingly.
2. Get Involved Locally
Establish visibility within your community. Sponsor youth sports teams, attend Chamber of Commerce meetings, and be active on LinkedIn. The goal is to be recognized as the go-to insurance professional—even before a prospect becomes a client.
3. Focus on Education
The more you know about an industry, the more value you can provide. Use training programs, mentorship opportunities, and tools like SIA of NC’s Business Insurance Advantage (BIA) program to strengthen your commercial knowledge base.
4. Build a Niche
While starting as a generalist is common, narrowing your focus over time is key to becoming a trusted advisor. Whether it’s contractors, hospitality, or professional services, choose a niche and become an expert in it.
How SIA of NC Helps Accelerate Commercial Book Growth
For independent agents looking to grow their commercial footprint, SIA of NC provides the tools and support to make it happen. The revamped BIA program is just one example, offering a structured path to success. Through commercial boot camps, coaching, and peer mentoring, producers are equipped with the knowledge and strategy to build profitable books.
Even more valuable is the community of experienced agency owners across the network who are willing to share insights, strategies, and lessons learned. Whether at regional meetings or through one-on-one mentorship, these relationships can make all the difference.
Final Thoughts: Don’t Wait to Grow Your Commercial Book
The opportunity to grow a strong, profitable commercial book of business is greater now than ever. Independent agencies that want to stay competitive need to invest in commercial lines growth as a strategic priority.
If you’re not sure where to begin, start small—but start now. Connect with carrier partners, build your local presence, tap into resources like the BIA program, and lean into mentorship opportunities. Growth doesn’t happen overnight, but with consistent effort and the right support, it’s well within reach.
A strong commercial book isn’t just a goal—it’s the foundation for long-term agency success.
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