How to Win Large Accounts in Small Commercial with The Hartford

During our recent webinar with The Hartford, we explored how independent agents can win larger premium accounts inside the Small Business segment — and why many producers underestimate what’s possible.

If you think small commercial means small premium, think again.

Expanded Thresholds = Larger Opportunity

The Hartford’s small business platform supports:

• Workers’ Compensation up to $20M payroll (select classes)
• Property values up to $40M per location
• Up to $50M in sales for qualifying classes
• Five- and six-figure premium accounts

These thresholds allow agents to keep accounts in small business instead of pushing them to middle market unnecessarily.

How to Pre-Qualify Like an Underwriter

Winning large accounts starts before submission.

Key steps discussed:

1. Confirm appetite fit (class, sales, payroll).
2. Identify target premium and competitive landscape.
3. Submit 60–90 days prior to effective date.
4. Provide full loss runs + supplemental apps.
5. Tell the story of the risk (controls, safety, website review).

Strong pre-qualification reduces back-and-forth and speeds turnaround.

Use Credits Strategically

The Hartford allows:

• Up to 40% discretionary credit (state-dependent)
• Additional underwriting credit when justified
• Paid-in-full discounts

When selling on value — not just price — transparency about target premium helps underwriting compete.

Payroll Billing: A Major Differentiator

Payroll billing:

• Charges based on actual payroll
• No deposit required
• No minimum premium
• Integrated with 1,000+ payroll companies
• Reduces audit surprises

It’s often a deciding factor in competitive situations.

Claims & Risk Engineering Win Accounts Back

One real example shared:
A large surveying firm left for price — then returned because of claim handling quality.

The Hartford’s approach includes:

• 7–10 day claim follow-ups
• Nurse case management specialization
• Risk engineering access through My Account portal
• 24/7 digital self-service

Value matters.

Final Takeaway

Small commercial is not “small.”

With the right prequalification process, underwriting partnership, and strategic positioning, agents can confidently pursue larger premium opportunities.

If you’d like:
• The Countrywide Definitions document
• Access to Stuckey’s discovery tools
• Help prequalifying a risk

Reach out. We’re here to help you win.