Commercial Lines Service · training guide · draft

How to review and remarket a commercial policy renewal

Review an upcoming renewal, get quotes from other carriers when warranted, and give the client a recommendation so the renewal can be bound.

Typical time: about 34 min · Use this when an account shows up on the renewal list in Applied Epic, 60 to 90 days before the policy expires.

Steps

1. 1
   Open the account's renewal in Applied Epic and review the expiring policy. · Applied Epic

   Log every client request as an activity in Epic. Check the premium increase now, because it drives the remarketing decision.
2. 2
   Decide whether to remarket the account to other carriers. · Applied Epic

   Decide: an increase over 15% is always remarketed. Below that it is a judgment call based on the client's request. Ask a colleague if unsure.
3. 3
   Open the ACORD application PDF and check revenue, payroll, locations, drivers and losses. · Adobe Acrobat
4. 4
   Enter the application data in a new submission on the Hartford portal. · The Hartford Agent Portal

   This is retyped by hand in about 87% of cases. Check each figure against the PDF, since mismatches happen (about 3%).
5. 5
   Where used, enter the same data in a Liberty Mutual quote request. · Liberty Mutual Agent Portal

   Used in about 70% of cases. Which carriers get the submission is a judgment call, so confirm your choice with the team.
6. 6
   Record each carrier's quote results in the Renewal Marketing Summary. · Excel (Renewal Marketing Summary.xlsx)

   Liberty Mutual results are retyped into the sheet. Compare the same coverage across carriers, not just price.
7. 7
   Enter your Recommendation, such as Renew with current carrier. · Excel (Renewal Marketing Summary.xlsx)

   Decide: stay with the current carrier unless another is at least 10% cheaper for the same coverage. Also weigh coverage and claims handling. Licensed staff give the final advice.
8. 8
   Send the summary and recommendation to the client, then bind the renewal. · Microsoft Outlook

   Only confirm policy changes to the client after the carrier accepts them.

Watch out for

• Retyping ACORD data into the portals happens in about 87% of Hartford and 91% of Liberty Mutual entries, so typos can creep in (3.2% mismatch on Hartford).
• Quote results from Liberty Mutual are retyped into Excel every time (100% of the time), so check the numbers against the portal.
• Comparing price alone can mislead: the 10% rule applies only to the same coverage, and claims handling can matter too.
• Large-loss accounts, where most carriers decline, and clients who changed operations mid-year are not covered by a written process. Ask for guidance before marketing them.

Faster ways

• Use Microsoft 365 Copilot to draft a renewal summary from the expiring policy and loss runs, and to pre-fill the Renewal Marketing Summary. Review everything before using it.
• Ask Copilot to draft the side-by-side quote comparison and recommendation wording. The licensed account manager still decides and gives the final advice.
• Where the ACORD PDF is text-based, copy and paste values into the portals instead of retyping them. Scanned PDFs still need careful manual entry.

Written by AI from how the team actually did this work (2026-10-19 to 2026-10-23): the most common path, the steps people add or redo, and where errors happen. Review and edit before sharing.