How I Used Leverage to Save My Client’s Auto Insurance — Without Shopping the Market

When an insurance company told me they wanted to non-renew the auto policy for one of my structured cabling contractor clients, I didn’t panic. I didn’t scramble to quote five new carriers. I didn’t even bring the issue to the client.

Instead, I created leverage.

This post walks you through exactly how I did it—and how you can too if you’re an insurance broker, commercial producer, or even a business owner navigating difficult renewals.

The Situation: A Non-Renewal Warning

A few months before renewal, I received a call from the underwriter on one of my accounts. They told me that while the client’s property, general liability, workers' comp, and umbrella were all performing well, the commercial auto line was a problem.

They had three claims in the last year, and from the carrier's perspective, it wasn’t profitable.

So their plan? Renew the rest of the policy—but drop the auto coverage.

Why That Wasn’t an Option

Now, here’s where a lot of brokers would go straight to quoting. They’d take the auto line out to market, get a few standalone auto quotes, and hope for the best. But I already knew how that was going to play out:

• Standalone commercial auto? Tough sell.

• Premiums? Likely to double or triple.

• Continuity? Broken.

And worse, it would undermine the entire relationship I’d built between the client and the carrier.

So instead of reacting emotionally, I looked at the big picture—and found the leverage.

Understanding Your Leverage as a Broker

What’s leverage in insurance?It’s understanding what you control and what the carrier wants.

In this case, I had:

• A strong account overall (profitable in most lines)

• A bundled policy the carrier wanted to retain

• A relationship with the underwriter

• Context behind the claims

And I used every bit of that to keep the account intact.

The Negotiation: A Strategic Conversation

I picked up the phone and called the underwriter directly. Here’s how that conversation went:

1. Acknowledge their concern. I said, “I understand the auto line has had some issues—three claims in 12 months is tough.”

2. Provide relevant context.Two of those claims were tied to one driver who no longer works for the company. That’s a corrective action the client already took.

3. Set the terms of the conversation.“If I go to market with the full account, I’ll get competitive offers. But if I go out with just auto, it’s going to hurt the client.”

4. Make the case for continuity.“We both know this is a good account long-term. I don’t want to move it—and I don’t think you want to lose it.”

5. Be ready to walk.I told her, honestly, “If you force my hand, I’ll have to move the whole thing.”

   
   

That’s what did it.

A couple days later, she called back and said, “We’re going to walk that back. We’ll renew the whole account, but we’re going to need a rate increase on the auto.”

That’s a win.

Why This Was the Best Outcome for Everyone

Let’s break it down:

✅ The Client Wins

• No disruption to their coverage

• No painful price spike

• No paperwork or effort on their end

• They didn’t even know there was a problem

✅ The Carrier Wins

• They retained a profitable account

• They got a reasonable rate increase on the auto

• No lapse, no rewrites

✅ My Team Wins

• No quoting five markets

• No scrambling with mid-term changes

• No unnecessary complexity

✅ I Win as the Broker

• I reinforced my value to the client

• I deepened my relationship with the underwriter

• I controlled the renewal instead of letting it control me

Lessons for Brokers and Business Owners

Whether you’re a producer or a business owner reading this, here are a few key takeaways:

1. Don’t Panic When You Hear “Non-Renewal”

A non-renewal notice isn’t a death sentence. It’s a starting point for a conversation. The way you respond will shape the outcome.

2. Context Is Everything

Sometimes underwriters don’t have the full story. A single bad driver skewed this client’s loss ratio—but that risk was already removed. When you can tell the real story, the narrative changes.

3. The Whole Account Has Value

When you present your client’s coverage as a portfolio, not just line-by-line policies, you unlock leverage. Carriers don’t just want to write profitable lines—they want full, healthy accounts.

4. Pick Up the Phone

Don’t rely on email threads or quote requests to fix relationship-level problems. Underwriters are human. Talk to them like one.

5. Use Leverage to Build Long-Term Stability

Good brokers don’t just shop for deals—they build stable programs. That means negotiating smartly and creating outcomes that serve everyone involved.

Final Thoughts: This Is the Job

As brokers, our job isn’t just to “go get quotes.” Our job is to protect our clients’ interests, maintain strong carrier relationships, and find the win-win.

This story is just one example—but the principle applies broadly:

• Know your leverage

• Communicate clearly

• Think strategically

• Act with confidence

When you do that, you don’t just retain business—you build loyalty.

Need Help With Your Insurance Program?

If you’re a business owner dealing with claim issues, renewals, or just looking for a broker who actually negotiates on your behalf—I’d love to talk.

You can reach me at insuranceforentrepreneurs.net, or drop your questions in the comments below.

And if you found this post helpful, please share it with someone who’s navigating a tough renewal.

Let’s build something great.