Use this resource guide as a companion script to help you walk your insureds through the E&S process and common questions.

Why they're being quoted with a specialty carrier instead of a standard one:

"Before going to the surplus lines market, we always check standard/admitted carriers first — that's actually a legal requirement, not just our preference. Since none of those markets were a fit for [business type/risk], we're moving to Baleen, which specializes in this kind of risk. The coverage works a little differently than a standard policy, so I'll walk you through what's different."

Explaining the quote package (Policy Specimen, Wholesale Summary, taxes/fees):

"Your quote includes three documents:

There are also some additional taxes and fees on E&S policies that don't apply to standard insurance — those go to the state, not to us or the carrier, and I can break those down for you."

Paying in full vs. premium financing:

"You have two ways to pay: in full today, or a down payment with the rest financed in installments through FIRST Insurance Funding (FIRST). Either way works — we just need to know which one you want before we finalize."

"If you choose financing, FIRST Insurance Funding pays the premium to the insurance carrier on your behalf, and you'll make your installment payments directly to FIRST. As with most financing agreements, there are finance charges and payment terms that you'll review and accept before coverage is bound. Be sure to make your payments on time, as missed payments can result in cancellation of your policy. If you have any questions about the payment schedule or total cost, I'm happy to walk through it with you before you decide."

Point of clarification: “If you're financing, the amount due today is your down payment—not the total cost of the policy. The Wholesale Summary and financing agreement will show both the total annual premium and your payment schedule so you know exactly what to expect over the life of the policy."

⚠️ Why these forms matter — say this plainly, don't skip it:

"Your state requires a few extra forms for surplus lines policies like this one — they document that we did a proper search of the standard market first. This isn’t optional paperwork; if left incomplete, it can actually put your coverage at risk, including cancellation. I'm going to make sure every one of these is filled out correctly before we move forward."

Setting expectations on review:

"You'll see two standard application forms: the ACORD 125 and 126. I have already pre-filled what I could, but I need you to look these over with me and confirm everything's accurate, especially your business details and mailing address, since that becomes part of your official record with the carrier."

"The quote has a few subjectivities — essentially, additional documents and information the carrier needs before they'll finalize coverage, such as loss runs. I'll let you know exactly what's needed, so there's no delay in getting you bound."

⚠️ Internal point of confusion — ensure this is done!

As the producing agent, you must sign all forms in the DocuSign packet. This even includes the premium finance agreement, whether or not the insured will pay in full or selects to finance the policy premium.

Set up a signing session (to walk them through the process):

"You're going to get an email from DocuSign, sent through North Peak Access. The subject line is “Action Required: Review & Sign to Proceed with Surplus Lines Quote for [Insured Name]”, so if you don't see it in a minute or two, check your spam folder. I'll stay on the line with you while you sign, since there are a few different spots — application forms, state forms, and the finance agreement."

Reinforcing signature completeness:

"Take your time here — every place that says 'applicant,' 'insured,' or 'customer' needs your signature. I'll double-check on my end once you're done to make sure nothing was missed, since an incomplete signature can hold up your policy."

Payment method note:

"Right now we're set up for credit card payments only — ACH is coming soon, but not available yet."

"Once payment goes through, the carrier will issue the final policy document, which I will send to you. If you selected premium financing, your financing will also be set up automatically with FIRST Insurance Funding. If anything looks off once you have the policy in hand, or if you have any questions down the road, here's the best way to contact us: [your contact information]."