Most insurance agents don’t struggle with selling marine insurance — they struggle with finding marine clients consistently.

That’s usually because marine is treated as a specialty request instead of a line that can be intentionally uncovered, positioned, and repeated.

The good news is that marine clients are often already in an agent’s book, or just one conversation away. Getting more of them isn’t about running ads or becoming a boating expert — it’s about adjusting how and when the conversation happens.

Why Marine Clients Are Often Missed

Marine insurance doesn’t announce itself.

Unlike auto or home:

• There’s often no legal requirement forcing the conversation
• Clients often assume coverage exists elsewhere
• Boat ownership doesn’t always come up organically

As a result, many marine opportunities are missed simply because the question never gets asked.

Start by Finding Marine Clients You Already Have

One of the easiest ways to grow marine is inside your existing book.

Marine clients often already show up as:

• Auto-only customers
• Home or renters customers
• Umbrella prospects
• Seasonal or recreational buyers

A single, consistent question can surface these opportunities:

“Do you own or regularly use any boats or personal watercraft?”

Asked at the right time, this question creates awareness without pressure.

Use Timing to Your Advantage

Marine conversations work best when timing feels natural.

Common entry points include:

• New policy onboarding
• Renewal reviews
• Umbrella discussions
• Seasonal check-ins before boating season

Clients are far more receptive when marine is positioned as part of a broader coverage review rather than a standalone pitch.

Position Marine as Protection, Not a Product

Agents who consistently attract marine clients focus less on policy details and more on real-world use.

Effective framing sounds like:

• “How do you usually use the boat?”
• “Who else operates it?”
• “Is it in the water or stored when not in use?”

These questions help clients connect coverage to actual risk, which makes the conversation feel relevant instead of sales-driven.

Leverage Referrals Without Forcing Them

Marine clients often know other boat owners, but referral conversations need to be handled carefully.

Rather than asking directly for referrals, many agents find success by saying:

“If anyone else at the marina ever has questions about coverage, feel free to send them my way.”

This keeps things casual and avoids putting the client on the spot.

Don’t Ignore Seasonal Visibility

Marine interest is often seasonal, which can work in an agent’s favor.

Simple actions that help:

• Reaching out before peak boating season
• Sending short, relevant check-ins
• Aligning outreach with local boating activity

This isn’t about urgency — it’s about being present when marine is top of mind.

Make It Easy to Say Yes

Marine clients are more likely to move forward when the process feels simple.

That means:

• Clear expectations upfront
• Asking the right questions early
• Avoiding unnecessary back-and-forth

Agents who streamline their marine workflow tend to write more marine simply because it feels manageable alongside auto and home.

How Consistently Adding Marine Clients Impacts an Agency

Over time, agencies that intentionally grow marine often notice:

• More complete household conversations
• Additional touchpoints beyond standard renewals
• Stronger overall client relationships

Marine insurance alone doesn’t transform a book, but it can meaningfully support long-term growth when it’s treated as part of the workflow instead of an exception.

Final Takeaway

Getting more marine clients isn’t about chasing niche leads or changing how you sell insurance.

It’s about:

• Asking the right questions consistently
• Using timing and context effectively
• Making marine easy to quote and place

When those pieces are in place, marine stops feeling random and starts feeling repeatable.

For Independent Agents

If you’re looking to:

• Add marine clients more consistently
• Simplify your marine workflow
• Work with markets that support agent-focused placement