The Situation
A three-community assisted living operator with 310 licensed beds. The operator had been with its general and professional liability carrier for six years. In the prior 24 months it had two open fall-related claims.
The Problem
At renewal, the incumbent quoted a 38% increase: from $486,000 to $670,700. The carrier also proposed raising the self-insured retention from $50,000 to $100,000. Its reasoning was “loss trend and industry conditions.” Two other markets declined to quote without what they called “more favorable loss experience.”
What We Did
We did not shop the same submission again. We built an underwriting evidence file. It included fall rates per 1,000 resident-days over the last eight quarters, which were down 31% after a sensor and rounding program; elopement drill logs; staffing ratios and agency-use trends; survey results with no actual-harm citations; and a claims narrative showing that both open claims came from before the program and had defense-favorable facts. We met with the underwriter and the operator’s clinical director together. That way the carrier heard the risk improvement from the people running the program, not from a broker summary.
The Outcome
The incumbent revised its quote to $529,700, a 9% increase, and kept the retention at $50,000. A second market came back with a competing quote within 4% of that number, which gave the operator real leverage for next year. First-year savings against the initial quote: $141,000. The retention exposure the operator avoided was another $50,000 per claim.
Why It Matters
Underwriters price what they can see. If nobody shows them the improvement, they price the last bad year.
Client name and financial details withheld for confidentiality.
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