How to win new-authority trucking insurance accounts
New carriers can't haul until an agent files their insurance. Here's what the FMCSA rules say, why these accounts buy fast, and how to work them.
Why new-authority carriers are the warmest leads in trucking
A carrier that applies for operating authority can't start hauling for hire until FMCSA grants it, and FMCSA will not grant it until the carrier's liability insurance is on file. That means every "authority pending, no insurance on file" carrier is actively looking for a policy, on a deadline, right now.
In the last 30 days our feed found 2,353 of these carriers nationwide, plus 445 whose insurance was cancelled and 533 that were newly granted authority.
The FMCSA rules that create the deadline
- No insurance, no authority. "FMCSA will not grant operating authority registration until the registrant has in effect the minimum levels of financial responsibility on file." Proof is filed on form BMC-91 or BMC-91X. (FMCSA)
- $750,000 minimum liability for for-hire carriers of general freight in vehicles of 10,001 lbs or more. (FMCSA)
- 90 days to file insurance and the BOC-3 after the application is published, or it's dismissed. Publication starts a 10-day protest period. (FMCSA Form OP-1)
- 20 to 25 business days is FMCSA's stated processing time for new applications. (FMCSA)
How to work these leads
- Call cancelled carriers first. Their truck is parked today. Speed wins these.
- Reach pending carriers within a few days of filing. The first agent with a quote usually gets the policy.
- Lead with their filing, not your pitch. "I saw you filed for authority on the 30th" gets a reply; "Need trucking insurance?" doesn't. Every Morrowpeak lead includes an opener written this way.
- Follow up on newly granted carriers for cargo, physical damage and a better liability rate after a rushed first policy.
- Follow the contact rules. CAN-SPAM for email, TCPA for calls and texts.
Questions
What does 'authority pending, no insurance on file' mean?
The carrier has applied to FMCSA for operating authority (an MC number), but its liability insurance hasn't been filed yet. FMCSA will not grant the authority until the insurance filing (form BMC-91 or BMC-91X) is on file, so the carrier cannot haul for hire until an agent writes and files the policy.
How much liability insurance does a new for-hire trucking company need?
FMCSA's minimum for for-hire carriers hauling general (non-hazardous) freight in vehicles of 10,001 pounds or more is $750,000. Hazardous materials require higher limits.
How long does a new carrier have to file insurance?
According to FMCSA's Form OP-1 instructions, the insurance and BOC-3 process-agent filings must be made within 90 days of the application being published, or the application is dismissed. Publication also starts a 10-day protest period.
How long does it take FMCSA to grant authority?
FMCSA says new applications may take 20 to 25 business days, longer if extra review is needed. The insurance filing is what most carriers are waiting on.
What happens when a carrier's insurance is cancelled?
When the insurer cancels the policy and FMCSA no longer has proof of insurance on file, the carrier's operating authority is suspended or revoked. The carrier cannot legally operate for hire until new coverage is filed, which makes them an urgent buyer.