Insurance Account Cross-Sell Checklist

Run the in-force policy report from Applied Epic, EZLynx, AMS360, or HawkSoft. Filter to accounts renewing in the next 60-90 days so the cross-sell conversation lands during the natural renewal window rather than mid-term.

Confirm the in-force declarations page reflects any mid-term endorsements not yet rolled into AMS — auto-populated renewal data drifts after a few cycles and is a common source of inaccurate cross-sell recommendations.

Typical companion-line gaps: Home without Umbrella, BOP without Cyber or EPLI, Auto without UM/UIM stacked limits, Commercial Property without Flood in a Zone X-shaded area, Package without Workers Comp where payroll exists.

Weight by retention history, loss ratio on existing lines, exposure growth (payroll, sales, fleet), and whether the appointed carrier writes the prospective companion line. A clean three-year loss run on the in-force policy is the strongest signal.

Walk current payroll, sales, vehicle count, square footage, and statement of values against what was filed at last renewal. Material drift in the exposure base is both the cross-sell opening and the audit risk if not addressed.

Specific gotchas: tenant improvements not on the property schedule, scheduled equipment over the BOP unscheduled limit, hired/non-owned auto missing on a service business, employment practices exposure on any client with five or more employees, professional services exposure on any consulting revenue.

Check the carrier's current appetite guide and binding authority for class code, hazard grade, and minimum premium. If the in-force carrier won't write the companion line, route to a wholesale broker for E&S — and remember the surplus-lines tax and stamping office filing fall on the producer of record.

Use the line-specific supplemental: ACORD 130 for Workers Comp, ACORD 140 for Property, ACORD 125 as the commercial base, plus carrier-specific cyber or EPLI questionnaires. Auto-populated fields from the in-force renewal must be re-verified against current operations, not accepted on the prior cycle's data.

Pull the producer's NPN from NIPR and confirm an active license and carrier appointment in the state where the risk is located — not just the producer's resident state. Binding outside of authority lets the carrier rescind, with the unauthorized transaction sitting on the agency's E&O.

Screen the named insured, any DBAs, and named additional insureds against the Treasury OFAC SDN list. A clear screening at the original policy bind does not carry forward — re-screen at every new transaction, including cross-sells and mid-term endorsements.

Stop all bind activity. Route the screening match to the agency compliance officer for false-positive review against name, DOB, and address. No premium may be accepted and no coverage bound until the match is resolved or reported per OFAC guidance.

NY Reg 187, CA SB 250, and equivalents require written commission disclosure to commercial insureds. Templated forms must call out the producer's compensation method (commission, fee, or both). Easy to miss for mid-market commercial cross-sells where the original placement was personal-lines.

Run side-by-side limits in TurboRater, EZLynx Rating, or the carrier portal. Show option tiers (e.g., $1M / $2M / $5M umbrella) so the conversation is about which limit, not whether to buy. Confirm the state's rate filing posture (PA, F&U, U&F) is clean for the effective date.

Aim for 30-45 days before renewal effective date. Earlier than 60 days and the client hasn't budgeted; later than 30 and any non-renewal notices on adjacent lines start clipping the state-specific window (NY 45-60, CA 45, FL 45-120 depending on line).

Route via DocuSign or the carrier portal. Signed applications, not verbal yes-confirmations, are what the carrier underwrites against — and what the agency's E&O carrier will look for if a coverage dispute surfaces post-loss.

Confirm the bind is inside the binding authority document for line of business, hazard grade, and limit. Cross-sells often nudge accounts into a higher hazard tier (umbrella over a fleet, EPLI over 50 EE) — verify before binding rather than after.

Re-issue ACORD 25 to all certificate holders so the new line shows on the COI. Common error: listing the property manager as additional insured but not the property owner — verify the contract language for each holder before issuance.

Enter the new policy in Applied Epic / AMS360 / EZLynx with effective dates, premium, commission split, and any premium financing. Link the cross-sell to the originating account so renewal reports roll up correctly next cycle.

Touch base after 90 days to confirm the new coverage is performing, address any first-90-day endorsements, and surface the next companion-line opportunity. Persistency on cross-sold lines is materially higher when the first follow-up is calendared at bind, not improvised later.