In the current insurance landscape, independent agents face a difficult choice when a complex submission lands on their desk. Do you spend hours trying to fit a square peg into a round hole with your standard carriers, or do you decline the business to focus on “easy” wins?

In 2026, the agencies that thrive will be the ones that stop declining difficult business and start leveraging the Excess & Surplus (E&S) market to capture revenue their competitors leave behind.

The “Standard Market” Box is Shrinking

Carriers are tightening guidelines across the board. Risks that were “standard” five years ago—such as homes in potential brush zones, contractors with prior claims, or tech startups with complex contractual liability—are now being non-renewed.

This is where the partnership with a seasoned wholesaler becomes your competitive advantage.

Capitalizing on the “Unique and Unusual”

R.E. Chaix & Associates was founded in 1987 by Roger Chaix, Jr. with a specific vision: to specialize in the “unique and unusual risks” that other brokers found too difficult to place. Whether it is a hard-to-place Professional Liability account or a complex Commercial Marine risk, these challenges are actually opportunities to prove your value to a client.

When you partner with a wholesaler who has access to both admitted and non-admitted markets, you gain the ability to say “yes” when other agents say “no.”

Why Tenure Matters in a Hard Market

In a volatile economy, carrier relationships are everything. Newer wholesalers often lack the depth of relationships required to negotiate exclusions or secure binding authority on tight deadlines.

With over 30 years of experience and a premium volume exceeding $50 million, our team has the leverage to navigate these waters. We are now surplus licensed in 49 states, meaning we can help you follow your clients as they expand their operations across state lines.

Your 2026 Game Plan

This month, take a look at your “declined” file from the last year. How much premium walked out the door because the risk didn’t fit a standard box?

· Identify the gaps: Are you missing out on D&O, EPLI, or Inland Marine opportunities?

· Reach out early: Don’t wait until the day before renewal. Engage your underwriter early to discuss the narrative of the risk.

At R.E. Chaix, we remain committed to the “family-run, client-focused” philosophy that has defined us since day one. Send us your toughest submissions this February, and let’s turn those “unique” risks into your most loyal clients.