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If you’re new to commercial insurance sales, you’ve probably heard about Broker of Record (BOR) letters but may not fully understand how they work. A BOR is one of the most effective, and underutilized, ways to grow your book of business, especially with larger accounts where premiums range from $5,000 to $10,000 or more.

Let’s break it down.

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What a Broker of Record Letter Actually Does

A Broker of Record letter is a simple, one-page document signed by the insured (your potential client) telling the insurance carrier that they want you, not their current agent, to represent them on their existing policies.

It doesn’t cancel or rewrite coverage. Instead, it transfers the agent of record from one broker to another while keeping the same policy, carrier, and terms intact. That means:

• The client keeps their current pricing and coverage.

• The carrier continues to service the account without disruption.

• You (the new broker) now control the relationship and service going forward.

It’s like switching financial advisors on an investment account; the assets stay where they are, but the relationship changes hands.

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Why Large Commercial Accounts Often Use BORs

Larger professional firms and mid-market businesses rely heavily on BOR letters. Why? They want the best policy structure and pricing but also the right expertise and service behind it.

A BOR lets them keep an excellent program in place but upgrade their advisor. This is especially valuable for policies where:

• Premiums are already competitive.

• Coverage forms are well-structured.

• The business outgrew their current broker’s expertise.

For you as an agent, BORs are a growth engine. Industry data shows that for many agencies, 20% to 30% of new commercial business comes via BOR activity rather than quoting from scratch.

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When to Consider Asking for a BOR

A BOR is most effective when:

• You’ve reviewed a client’s current policy and it’s solid, but they’re unhappy with their agent’s service, communication, or claims support.

• The market is stable, and rewriting would only add complexity or risk.

• The insured doesn’t want the hassle of retelling their story or disrupting a good carrier relationship.

Instead of forcing a full requote, you can say:

“Your coverage and price look strong, but if you’d like my team to represent you moving forward, we can handle the transition with a simple Broker of Record letter.”

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How to Position a BOR With Confidence

For newer agents, asking for a BOR can feel intimidating, but it’s straightforward:

• Do your homework. Review the policy forms, limits, and premiums to confirm the existing placement is solid.

• Show your value. Explain how you’ll improve service, claims support, or risk management going forward.

• Make it simple. Provide the BOR letter ready to sign. One page, the insured’s name and policy number, your agency info, and the carrier’s address.

• Reassure them. Emphasize that coverage and pricing won’t change midterm, it’s just about changing who represents them.

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Why It’s a Win-Win

For the client: they keep their strong coverage and pricing but gain an agent who’s attentive and invested.

For you: you can grow your book faster and avoid wasting time requoting good placements that just need better stewardship.

For the carrier: they retain the account with no disruption while pairing the client with an engaged broker.

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Bottom line

A Broker of Record letter is one of the cleanest, most client-friendly ways to grow in commercial insurance. For accounts in the $5,000 to $10,000+ premium range, it’s often easier, and more professional, than starting over. Mastering the BOR conversation early can be a major competitive edge for any new producer.

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