The Chris-Leef Advantage

Selling E&S Coverage and Keeping Clients Engaged

Selling E&S coverage and keeping clients engaged requires a shift in mindset. Selling E&S is not about convincing clients to accept something “harder” or “more expensive.” It is about positioning yourself as a problem solver, setting clear expectations, and delivering the right coverage when traditional options fall short. Chris‑Leef provides the tools and resources to help you sell E&S with confidence, manage expectations effectively, and keep clients engaged from the first conversation through binding.

OBJECTIVES

• Understanding how selling E&S differs from standard markets

• Confidently explain E&S coverage and set clear expectations with clients

• Identify tools that help reduce turnaround time and keep clients engaged

• See how The Grove supports faster, smoother workflows

• Learn how to start quoting

SELLING E&S: WHY IT MATTERS

Selling E&S coverage elevates your role from quote provider to trusted risk advisor. Instead of competing solely on price, you add value by solving complex problems and guiding clients through risks that standard markets cannot address.

E&S placements often provide meaningful advantages, including:

• Fewer competitors, allowing you to differentiate through expertise rather than speed or price alone

• Revenue stability in volatile markets, reducing agency exposure when standard carriers pull back

• Higher account premiums and stronger retention, driven by complex risks that require deeper involvement

• Opportunities for cross‑selling, uncovering additional coverage needs and strengthening client relationships through more comprehensive risk solutions

By solving the tough placements and navigating challenging risks, you build credibility that extends beyond a single policy. Clients come to rely on your expertise, refer others, and view you as a long‑term partner rather than just a transaction point.

TALKING E&S

Clients accustomed to the standard market often expect quick, low-cost solutions. When a risk falls into the E&S space, unfamiliar pricing structures, coverage terms, and placement timelines can create hesitation.

This is where your confidence makes the difference. How you explain E&S sets the tone for the entire conversation. Having the right language and knowing you have a team available to answer questions allows you to speak with clarity, guide informed decisions, and reinforce confidence with your client.

Below are proven talking points that help frame E&S as a premium, specialized solution, not a last resort.

Talking Points to Use With Clients

• “This coverage handles risks standard carriers can’t.”

• “You’re getting specialized underwriting built for your operations.”

• “This gives you long‑term stability even in a hard market.”

• “Our goal is not cheap insurance - it’s the right coverage.”

• “This isn’t ‘out-of-the-box’ insurance that an algorithm wrote; there are real human underwriting experts examining the risk and providing the right solutions.

Agents who consistently use clear, confident language experience less pushback and more appreciation from clients who gain a true understanding of the value E&S coverage provides.

EXPECTATIONS

Turnaround time is one of the biggest drivers of client experience, and it varies. Helping clients understand why some risks take longer and why complete, accurate information matters builds trust and reduces frustration. One of the most influential factors affecting turnaround time is submission quality. The clearer and more complete the information you provide upfront, the faster underwriting can move.

Below are the factors that can influence the timeline

• Class of Business

• Current market appetite

• The completeness and clarity of the submission

• The complexity of the risk

• Target premium expectations

While some factors are outside your control, submission quality is one area where your efforts can significantly improve underwriting efficiency and overall outcomes.

TOOLS THAT KEEP INSURED ENGAGED

One of the ways that a submission fails is when insureds stop communicating with their agents. Keeping clients engaged from the beginning helps foster stronger business outcomes. Since E&S is not always a linear process, proactive communication is essential.

The following tools can help you keep insureds engaged by giving you the resources and confidence to communicate the value of E&S solutions and maintain momentum throughout the quoting and underwriting process.

• Co-Branded Flyers - insured-focused flyers that help you explain coverages and why that coverage may be needed, available on our website product pages.

• Class-Specific Webinars - Watch class-specific webinars to grow your expertise and the way that you speak about some of the coverages. (Wind/Hail Buyback, Introduction to Garage Risks, Navigating Changing Homeowners Market, Selling Cyber Coverage)

• Submission Checklist - A list of our most common products and what is needed to receive a quote

• Narrative Template - A template that helps explain the risks and the losses to give our underwriters a clear picture of the risk.

• Create Submission (via The Grove) - A perfect tool to use while meeting with a client. Allowing you to start the quote immediately, ensuring all necessary information is captured from the beginning.

THE GROVE

The Grove is our agent portal, built to support you throughout the lifecycle of an account from starting a submission to servicing a bound policy. It centralizes key workflows so agents can move efficiently and keep accounts moving forward.

Through The Grove, agents can:

• Create and print certificates of insurance in as little as two minutes, helping you respond quickly when clients have urgent needs.

• Submit claims through a fast online form, allowing losses to be reported promptly.

• Download fillable PDFs for all supplemental applications, making it easier to gather and submit required information.

• Start a quote using Create Submission, a simple online form that maps directly to ACORDs, emailing a copy to you and submitting directly to us. If the risk is eligible for the Fast Track program, quotes can be provided in less than 24 hours.

• Get a quote using online raters through The Grove, giving you access to carrier platforms where you can obtain quotes, with some platforms allowing eligible risks to be bound instantly.

• Download policy documents anytime after binding if you need to access them again.

• Process payments online, adding convenience and efficiency to service accounts.

The Grove is designed to streamline agent workflows, improve submission quality, and reduce turnaround time, giving you the tools you need to keep business moving.

LET'S GET STARTED!

Have questions or need next steps? Here’s where to go.

• Questions on Appetite - Explore current appetite on our website, appetite packet, OR email info@chris-leef.com

• Ready to Get a Quote

1. Review submission requirements on our website OR contact info@chris-leef.com

2. Start a submission using Create Submission on The Grove OR send an application to submissions@chris-leef.com

• Need Documents After Binding - Email the underwriter on the account or contact info@chris-leef.com OR download documents via The Grove

KEY TAKEAWAY

Selling E&S coverage requires a shift from quoting to advising, where success comes from confidently guiding clients through complex risks that standard markets cannot solve. By clearly explaining the value of E&S and setting realistic expectations on pricing and timing, agents can reduce hesitation and build stronger trust. Leveraging tools like The Grove, submission checklists, and client-facing materials helps improve efficiency and maintain momentum. As agents become more comfortable positioning E&S as a specialized solution, they differentiate themselves through expertise rather than price alone. Ultimately, strong communication, the right tools, and a problem-solving mindset lead to better client relationships and more successful binds.