In today's Garage insurance market, access to carriers isn't what separates top-performing agents from the rest. Many agents work in the same markets, yet some consistently win more business, move faster and retain accounts more effectively. So what's the difference?

According to RPS Garage Department Manager Sarah Maguire, it comes down to how agents approach the process — from the very first conversation through renewal.

"It's about how you present the risk and manage the process," says Maguire.

It Begins Well Before the Submission

Top-performing agents begin with understanding the risk.

"Before they even prepare a submission, they get to know the business and don't simply use the application for information," explains Maguire. This step requires asking some key questions:

  • What type of operation is this — dealer, service, or mixed?
  • Why is the account moving to the Excess and Surplus (E&S) market?
  • Is this actually a competitive opportunity?

Agents who take the time to answer these questions up front are better positioned to determine whether the risk makes sense and how to position it.

Complete Submissions Win (Faster)

Once a risk is qualified, execution matters. Top agents submit complete, thoughtful packages that include applications, loss runs and employee details. They also go a step further by addressing potential questions in advance.

"For example, sometimes I'll get a submission that mentions towing in the name but nothing about towing on the application," says Maguire. "I have to go back to find out if towing is part of the business's operation, and that slows everything down."

The impact is real.

"The agent who gets the fastest quote out is usually going to get the business," she says. "Agents who anticipate underwriting questions and provide clarity up front reduce back-and-forth and gain a competitive edge."

Tell the Story

Beyond data, those who succeed in the market provide context about the account.

"They explain why this is a good risk," Maguire notes. "They not only give me information but also paint a picture."

For instance, a narrative may include an explanation of prior losses and what's been done to mitigate them, a profile of the business's long-term ownership or strong management, details on why the account is being non-renewed.

This narrative becomes critical, especially when risks are presented to underwriters.

"The clearer the picture I have, the better I can present it," she says.

Set Expectations Early

Winning business isn't just about getting a quote; it's about guiding the client through the process. Top agents set expectations up front regarding timing, pricing and potential underwriting questions.

"They let the client understand what the process is going to be like before they're in the middle of it," says Maguire. That information includes preparing clients for a key reality: If they're moving from the standard market to E&S, pricing will likely increase. Even when exact pricing isn't known, experienced agents frame the conversation early to avoid surprises later.

Accuracy at Binding Matters More Than You Think

One of the most common breakdowns occurs at the end when it's time to bind the account. Quotes are based on submitted information, but when exposures change or new details emerge at binding, rates can shift.

"We'll quote something, and then at binding, the exposures don't match. It's a different risk with pricing and potential underwriting changes," Maguire explains.

To avoid this, review applications thoroughly before binding, confirm all exposures match the original submission and communicate any changes proactively.

This attention to detail protects both the timeline and the client relationship.

The Best Agents Win at Renewal, Too

New business may drive growth, but retention sustains it.

"A lot of top agents start the renewal process months in advance," explains Maguire. Getting a head start involves checking in early for changes in exposure, addressing claims proactively and keeping consistent communication throughout the policy term.

"You have to continue that relationship throughout the year to really gain the trust of the customer," she adds.

From understanding the risk to telling the story, setting expectations and managing the process through renewal, the most successful agents are intentional at every step. As Maguire puts it, "It's really about knowing the risk, presenting it clearly and helping everyone understand what to expect."

Contributor Information