Hard-to-Place Risks in 2026: What Smart Agents Are Doing Differently

The hard market didn’t disappear when the calendar flipped.

In many lines, underwriting is tighter. Property continues to be selective. Loss history is scrutinized more closely. Specialty classes are harder to place.

And that creates a simple question for independent agents:

Are you sending difficult risks away — or are you placing them strategically?

What’s Getting Harder Right Now

Across the board, we’re seeing:

• Older habitational and mixed-use property facing increased restrictions
• Loss-impacted accounts receiving fewer standard carrier options
• CAT-exposed property becoming more selective
• Niche industries requiring more specialized underwriting
• Carriers narrowing appetite in specific classes

None of this is new. But it is persistent.

The difference in 2026 will come down to preparation.

The Mistake Many Agencies Make

Too often, surplus and specialty markets are treated like a last resort.

A risk gets declined.
A second carrier says no.
Then the account is abandoned or sent elsewhere.

That reactive approach costs production.

When tough risks aren’t part of your quoting strategy from the beginning, you lose leverage — and potentially the client relationship.

What High-Performing Agencies Are Doing Instead

Agencies growing in a hard market are doing things differently:

They map appetite before quoting.
They diversify their carrier relationships.
They plan for harder placements — not just easy wins.
They keep difficult accounts in-house whenever possible.

Instead of reacting to declinations, they build a production strategy that includes access to more flexible markets from the start.

That shift alone changes outcomes.

Why This Matters for Q1

Q1 sets the tone for the entire year.

If hard-to-place risks automatically fall off your pipeline, growth becomes harder.

If those risks become opportunities instead, your production strategy gets stronger.

In 2026, your playbook should include:

Access
Clarity
Speed
Partnership

A tightening market doesn’t mean fewer opportunities.
It means better strategy matters more.

If you want to evaluate tougher accounts or better understand placement options, our team is here to help.

New year. Smarter playbook. Better results.