Commercial Lines Producer School

Commercial Lines Producer School

This comprehensive, three-phase program helps validate a well-rounded new producer in record time through a carrier neutral approach to learning. It combines industry and coverage knowledge with an integrated, hands-on approach to assessing insurance needs and providing effective solutions to commercial clients. This program is designed to help provide new producers with the knowledge, skills and confidence to be successful.
The multi-phase approach provides a solid foundation through a structured, in-agency self-study phase followed by an intensive multi-week (classroom or virtual) training session. In phase three, at their own pace, students spend the remainder of the year building their expertise and confidence through on-demand and virtual advanced topics and skill development offerings. Upon completion of the program, students will earn their CLCS (Commercial Lines Coverage Specialist) designation.
Who is this program for?

New producers looking to gain substantial technical insurance knowledge and increase sales effectiveness.

Program Structure

chart showing the program structure of the course
Upon completion of this program, a new producer will have been taught to:
  • Employ a consultative approach to recognize a client’s potential exposures to loss
  • Analyze contracts, identify key exclusions and recognize coverage gaps
  • Negotiate policy terms and conditions with carriers
  • Recommend insurance solutions customized to a client’s exposures
  • Further differentiate themselves from competitors through acquisition of the Commercial Lines Coverage Specialist (CLCS) professional designation
Coverage Topics Include:
  • Automobile Coverage
  • Workers' Compensation Coverage
  • General Liability/Employment Practices Liability/Umbrella Coverages
  • Property, including Inland Marine and Crime Coverages
  • Business Income/Business Owners (BOP) Coverages
This comprehensive program is divided into three important, interrelated phases:
Phase I (In Agency): Phase I provides students with a solid foundation in insurance concepts, forms and coverages through a structured 4-week in-agency self-study phase consisting of reading and activity assignments. Activity assignments are designed to onboard new Producers, help them understand their local marketplace and gain foundational sales skills.
*Activity assignments will be received via email upon program registration. Reading assignments will be received via mail approximately 4 weeks prior to course.
Activity assignments include the following topics: 
  • Getting to know your Carriers
  • Getting to know your Agency
  • Starting to Network (including creating a LinkedIn profile)
  • Co-travel with experienced Producers on sales calls (including pre-call planning)
  • Phase II pre-test exams
Reading assignments consist of The National Underwriter Coverage Specialist materials and include the following topics:
  • Insurance Principles
  • Property Policy Explained
  • CGL Explained
  • Business Auto Policy Explained
  • Workers' Compensation Explained and more
Phase II (Instructor-Led Classroom): Phase II is a fast-paced, 2-week in-depth program incorporating activities, case studies and role plays. Producers practice the skills of positioning coverage requests to underwriters, negotiating proposal terms/conditions and ultimately sell to the insured with confidence. Assessments validate the participant’s comprehension of material. At the end of the program, students will also have the ability to test to earn the nationally-recognized Commercial Lines Coverage Specialist (CLCS) Designation.
Daily classes run 8:30 AM - 4:00 PM, Monday thru Friday. The last day of class ends at 2:00 pm.
Phase III (In Agency): The final informal phase of the program helps broaden the producer’s foundational skills. Graduates are given access to an online library of coverage, sales and skill building exercises to complete and study at their own pace. Using on-demand videos and resources, students can choose the topics they would like to explore further. Producers and Sales Managers can utilize these training sessions and tools to create a tailored, customized plan that meets their personal development needs, speeding time to validation.
For additional questions or guidance about this program, please contact one of our Sales Consultants at (800) 772-0208.
  • Classroom ProgramsClick here to view Continuing Education (CE) credit hours filed in your state.
Students wishing to obtain CE Credits must be licensed prior to attending the program. Please note: CE credit hours are subject to change per insurance department regulation and reviews.
  • Virtual Classroom Programs: Because these programs do not include traditional classroom training, these programs are currently not filed for CE credits in any state.
Have a CE question? Call our Training Coordination service team at
(800) 772-0208.
Tuition: $3,995 and includes all training materials. Travel, lodging and meals are not included.
Your pre-work course material will be mailed to you 30 days prior to the start of Phase II. 
Please note: registrations received less than 2 weeks from the start of class, or those looking to expedite the shipping of materials, will be charged a $25 rush shipping fee. Tuition must be paid in full prior to receiving pre-work material.
Tuition can be paid using Master Card, Visa, American Express, check or VIP spending account (if available).
If your primary work location is in Connecticut, Hawaii, New Mexico, South Dakota or West Virginia you are required to pay state tax on non-continuing education courses.
  • Cancellations received more than 30 days prior to start of the program will receive a full refund.
  • No refunds will be issued for cancellations received less than 30 days prior to the start of the program. Students will be given one opportunity to transfer to another session, preferably within the same calendar year.
  • Refunds are not available for transferred programs.
For Classroom Programs:

The participant is responsible for arranging their own travel and lodging, and covering all costs incurred (including travel, lodging, and meals) while participating in the program. There are a number of hotels available, although Hartford School of Insurance has negotiated special room rates with one hotel in each training location.

Travel arrangements should not be made until registration confirmation has been received. Return flights should not be made before 5:00 pm on the last of class.
Click on the link below to view locations and corresponding accommodations.
Commercial Lines Coverage Specialist (CLCS) Designation

Hartford School of Insurance is proud to announce the National Underwriter Company CLCS Designation. Created with the learning needs of insurance producers, agents, managers, CSRs and corporate staff in mind, Hartford School of Insurance’s Commercial Lines Schools combined with the CLCS designation curriculum are complete professional learning programs available for industry professionals seeking to master the subject of commercial lines coverage.
Students earning the CLCS designation have demonstrated extensive knowledge in a critical functional area of property and casualty insurance practice insurance policy coverage and will have applied that knowledge in real-life case study exercises.
How do students earn this designation through Hartford School of Insurance?
The CLCS designation is a two-phased program. Students who attend the Commercial Lines Producer School, Commercial Lines CSR/Account Manager School or Virtual Commercial Lines School where the National Underwriter material was utilized within self-study (phase I) are eligible for the CLCS designation. The designation is awarded to students who subsequently complete the class (phase II) components of the Program with a grade of 70% or better on each exam. Students who do not meet the requirements may pursue the designation directly through The National Underwriter Company.

Benefits of earning the CLCS Commercial Lines Coverage Specialist Designation:
  • Hold the industry’s only coverage-specific designation, having demonstrated advanced coverage expertise and career professionalism.
  • Industry and peer recognition for advanced knowledge in coverage areas.
Click Here to download the CLCS Designation Flyer
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