Whether you're changing roles or negotiating a raise, knowing your market value is the foundation of any successful salary conversation in commercial insurance. Here's how to approach it.
Know Your Number Before They Offer One
Research matters. Use industry salary guides (like our 2026 Commercial Insurance Salary Guide), peer conversations, and recruiter relationships to build a realistic range for your role, market, and experience level before any conversation starts.
Let Them Move First
If asked for a salary expectation, it's often better to deflect with "I'd love to hear what you have budgeted for this role" before giving a number. Once you give a number, it becomes the ceiling — not the floor.
Account for Total Compensation
Base salary is one component. Benefits quality, bonus structure, book ownership, remote flexibility, and career path are all compensation. A $5,000 lower base with better benefits and a strong bonus structure may be a better offer.
The Counter-Offer Conversation
When you have an offer, it's entirely normal to counter. A professional counter is not going to lose you the role. State what you're asking for, why it's aligned with market rates, and keep the tone collaborative. Something like: "I'm genuinely excited about this role — is there flexibility to reach [number]?"
SHG Recruiting Team
Commercial Insurance Specialists
Stone Hendricks Group is a commercial insurance recruiting firm exclusively focused on permanent placement. We connect agencies, carriers, and MGAs with top-tier insurance talent across all 50 states.