Contractor’s General Liability
Article: How to Get Your Submissions to the Top of the Underwriter’s Stack – and Get Better Pricing & Coverage
I run a wholesale insurance agency focused exclusively on contractors’ general liability and excess insurance. For over 25 years, I’ve created, reviewed, underwritten, and marketed thousands of submissions — from excellent to absolutely unworkable.
If you’ve ever submitted an account to a wholesaler and waited… and waited… and waited — there’s usually a simple reason:
Your submission wasn’t complete enough to rate efficiently.
Underwriters need a clear picture of the exposures they’re being asked to insure. When a submission feels like a mystery novel, it naturally gets pushed aside in favor of cleaner, clearer accounts.
Yes — the quality of your submission can directly affect the premium.
What Every Contractor Submission Needs
At a minimum, all submissions should include:
- ACORD 125
- ACORD 126
- Contractor supplemental questionnaire
Loss runs are preferred, but not always required upfront — unless:
- The account has losses, or
- You are requesting prior work/completed ops coverage
In those cases, loss runs should always be included with the initial submission.
The Most Commonly Missed Details (That Matter)
Date Business Started
This is missing in roughly 70% of submissions. Many carriers rate based on years in business. When this information is missing, underwriting stops while the wholesaler tracks it down — slowing everything.
Nature of Business (This is Huge)
Vague descriptions like:
- “General contractor”
- “Painter”
- “Roofer”
- “Remodeling”
…will never get the best pricing or coverage. Underwriters need details!
This approach:
- Clarifies lower-risk operations
- Answers underwriting questions before they’re asked
- Creates confidence and opens the door to credits
Roofing Contractors – Ask Better Questions
Roofers often perform:
- Tear-offs
- Rain gutters/sheet metal
- Hot tar or torch down
These details matter — and can significantly impact the rate. Breaking out exposures like sheet metal or debris removal can lower pricing when allowed.
The Basics (No Exceptions)
All submissions must include accurate:
- Field payroll only (no owners, clerical, or office staff)
- Gross receipts (materials + profit)
- Subcontractor costs (1099 labor)
Incorrect payroll is one of the fastest ways to overcharge your client.
General Contact Info (Often Overlooked)
Many carriers require:
- Contact name
- Phone & email
- Contractor license number
- FEIN or SSN (if individual)
Most of this is available on the contractor’s license. Always review it — it speeds everything up.
Accounts With Losses
If there are losses, do not submit without loss runs. Underwriters also need:
- What happened
- What changed
- Preventive measures taken
More details = a better chance at credits.
Prior Carrier & Target Pricing (Yes, It Helps)
Providing expiring premium or target pricing:
- Tells underwriting if they can compete
- Prevents wasted time
- Signals transparency and professionalism
Underwriters aren’t looking for an unfair edge — just direction.
Websites Matter
Google your client. Review their website.
Your underwriter will — and you should too.
It’s one of the easiest ways to identify unnoted operations upfront.
Limits & Endorsements
- Don’t default to 1/2/2 if the account doesn’t need it
- Additional insured endorsements cost money — only request what’s required
Completed ops AI endorsements (CG 20 10 / CG 20 37) are now commonly required on residential jobs — but only a handful of carriers provide them. Knowing it beforehand saves time and frustration.
Condos, Townhomes & Tract Work (Read This Carefully)
Most contractor GL policies:
- Exclude or restrict condos, townhomes, and tract work
- Contain development-size caps
Details matter. Assumptions are dangerous.
For condos/townhomes, always determine:
- New construction vs. remodel
- Unit owners vs. HOA
- Interior vs. exterior vs. common areas
Misclassifying this can significantly increase your premium or eliminate coverage.
Double-Check Before Submitting
Inconsistent payroll, receipts, or sub costs between ACORDs and supplementals stop underwriting immediately.
Once clarification is needed, your file goes to the bottom of the stack.
Feedback Matters
If you receive quotes:
- Too high
- Slightly off
- Close but not quite
Tell your underwriter.
Credits can often be applied – but only if you ask.
Final Thoughts
Contractor GL is fast-paced and competitive. Small details make big differences.
By slowing down just enough to submit clean, complete, thoughtful accounts, you will:
- Get faster responses
- Secure better pricing
- Place stronger coverage
- Retain more business
I can confidently say that Better submissions get better results. Every time.
