The IWCP Team offers in depth experience, not just in Workers’ Comp coverage, but how Workers’ Comp fits into the broader picture of property and casualty and group health agencies. The IWCP team “walks the talk” as agency owners, producers, and as claims and injury management professionals.

Preston Diamond | Teresa Long | Chris Boggs | Jerry Fulmer | Kevin Ring | Jon Beckham
Sam Martin | Randall Gammill | Charlie Anderson | LJ Scamahorn

Go-To Guy for:
Client attraction, acquisition and retention, implementing the IWCP process, fee and BOR training, solutions to complicated problems.

preston@iwcpro.com

Preston Diamond Pres has seen it all in his over 50 years as an insurance professional. He began as a producer and worked his way up to agency owner, selling his agency in 1985 (yet he still holds ownership interest in a niche book in California). Then the legendary, Gary Holgate, asked Pres and Roger Sitkins to join his consulting firm. Pres has been helping agents succeed ever since. He has consulted in over 450 agencies nationwide, sharing his expertise in systems and procedures, client acquisition, retention and sales training.

As if that weren’t enough, Pres developed the ISU franchise agency’s Personal Lines Systems, built the Society of CPIA’s Sales Success School and is one of two certified insurance Face-to-Face sales instructors. He created the 6th Sense Proposal System for insurance professionals, and the Client Care system for creating clients for life. Pres’ articles have appeared in many trade publications. He serves as an instructor at the National Alliance’s CIC Ruble seminars and also teaches for many state and national associations and other insurance groups.

Go-To Gal for:
Claims analysis, benchmarking, reserved reduction, working with adjustors, clinic relationships, ClaimsIMPACT^™, HR That Works!, Large deductible and self-insured programs.

teresa@iwcpro.com

Teresa Long Teresa’s experience includes 14 years at Walt Disney World supervising their Self-Insured and Self-Administered Workers’ Compensation Program, eight years as Disney's Workers’ Compensation Claims Manager and Vice President of Risk Management for Sarasota, FL-based Unisource Administrators, Inc., a managing general agent and third party administrator. There, she was responsible for client services for all professional employee organizations, large deductible and self-insured clients and product development. Teresa was also vice president of Sarasota International Risk & Insurance Services (SIRIS, a third party claim administrator for self-insured and large deductible clients), a subsidiary of RISCORP. Instrumental in the founding of the Association of Workers’ Compensations Claims Professionals (WCCP), Teresa was also a Board Member and regular speaker for the Florida Workers’ Compensation Institute for over 20 years.

Teresa hit the ground running after joining the Institute of WorkComp Professionals early in 2009. She expanded and improved the Injury Management module she teaches at IWCP’s Institutes, renaming it “Anatomy of a Claim.” Her insightful posts to online Forum are “must reading” for Advisors. Her articles are extensively published in both trade and insurance journals.

Teresa works with Advisors to set up in-house claim monitoring programs and clinic relationships.

Go-To Guy for:
WC rules questions and clarifications, research projects, sticky technical issues, interpretation of state law.

CBoggs@iwcpro.com

Chris Boggs Chris joined the Institute of WorkComp Professionals as Director of Curriculum and Research Analyst. Insurance is his passion, having CPCU, ARM, ALCM, LPCS, AAI, APA and CWCA designations. He is Director of Education at Insurance Journal Academy of Insurance. No one knows more about Workers’ Compensation than Chris… in fact he wrote the book on it: The Insurance Professional’s Practical Guide to Workers’ Compensation, published by Wells Publishing (available for purchase on IWCP Certified website.)

A veteran insurance professional, Chris has nearly 19 years experience in insurance and risk management, including teaching pre-licensing and insurance continuing education courses and writing on coverage and insurance-related issues. He was also a senior risk analyst for one of the largest risk management consulting firms in the Southeast.

Chris offers Advisors well-researched, clear and succinct Forum posts in answer to some of the tricky situations in which CWCAs find themselves. Workers’ Comp is a game of rules and no one knows the rules better than Chris. In addition, he works on special projects for the IWCP community, refining and expanding our curriculum, and creating web content to make the IWCP Certified site even more valuable to CWCAs.

Go-To Guy for:
Help with classifications, questionable or complex audits, repairing after Audits.

jerry@iwcpro.com

Jerry Fulmer Jerry got his start as an Audit Trainee with Aetna Life & Casualty, working his way up to Regional Audit Manager for North and South Carolina. During his tenure with Aetna he also worked as an Underwriter, Field Office Liaison and as part of their Audit Laptop expansion.

As Audit Vice President and Regional Audit Manager with Wachovia Insurance Services, managing 150 employees/14,000+ accounts and four offices covering the Carolinas, Jerry went in before the audit and got the insured ready, or after the “carrier slaughter” to fix what was broken.

Jerry has made improvements in the Audit module that we teach at the monthly Institutes and has helped us design some marketing materials based on the audit process for CWCA’s to use with clients and prospects.

Go-To Guy for:
Mods, MDA, Interlogics, First Report Online, Audits, ModIMPACT^™.

kevin@iwcpro.com

Kevin Ring Kevin is Director of Educational Progams. He joined the Institute in 2003 after a stint as a systems manager for a mid-sized manufacturing company.

A licensed P&C agent, Kevin has an affinity for making the technical simple, whether it is computers or insurance.

Kevin’s plain speak approach is the key - whether he is presenting at an Institute, giving workshops for employers, presenting Workers’ Comp to employers or presenting teleclasses for Advisors.

His technical Workers’ Comp skills have helped Advisors through sticky situations (including analyzing a 68-page mod sheet). Kevin constantly works with Advisors to deepen their knowledge of the Institute process and provides expert guidance on audits, Experience Mods and injury management.

Go-To Guy for:
Selling with the IWCP process, WC from agency and whole-saler points of view, WC markets.

jon@iwcpro.com

Jon Beckham Joining the Institute as a presenter, Jon knows insurance. He was born and raised in an insurance family and despite that exposure decided to earn a degree in Insurance and Risk Management. He spent eight years as a commercial lines producer before deciding to specialize in Workers’ Comp.

Jon attended the March 2005 Institute and on June 1, 2008, he joined forces with his dad, also an Institute graduate, at Reliance Administrators, a monoline Workers’ Compensation wholesaler. Jon chairs business development for Reliance.

Jon serves on several Workers’ Comp company Advisory Boards, has authored articles on South Carolina Workers’ Compensation Reform, and shares the Institute’s passion for Workers’ Compensation cost reduction and managing to the lowest minimum cost.

Jon effectively has regularly received the highest marks from Institute participants.

Go-To Guy for:
Selling with the IWCP Process, relationship selling, Audits, Professional CE for CPAs and HR professionals.

sam@iwcpro.com

Sam Martin Sam began his commercial Insurance career in 1980 after graduating from the University of Mississippi. He earned his Associate in Risk Management designation and gained valuable skills as an underwriter and underwriting supervisor for a major national insurance company prior to joining Lipscomb & Pitts in Memphis, TN. in 1987. Sam now specializes in the more intricate risk management programs of large businesses across the country.

Because of the confidence clients show in Sam, he has consistently been a sales leader since he arrived at Lipscomb & Pitts. Sam’s primary efforts are in the areas of Workers’ Comp audits, developing relationships with CPAs and HR executives, preplanning and post monitoring. His objective is to develop long-term clients via personal introductions and program implementation. Sam has also been very instrumental in creating the ProComp program at Lipscomb & Pitts.

Sam has been a member of IWCP for three years and was the recipient of the 2008 Innovator of the Year award given by the Institute in recognition of his website MasterYourRisk.com. In addition, he has also been awarded a seat on the Advisory Board of a major national insurance company.

Go-To Guy for:
All facets of WC, including Mods and audits, and HR.

randall@iwcpro.com

Randall Gammill Prior to joining Connell Insurance in 2004, Randall worked for 12 years as an employer consultant with the Missouri Division of Workers’ Compensation. While with the Division, he made frequent presentations on both Workers’ Compensation and human resources topics, wrote the Division’s original employer guide, “An Employer’s Guide to Workers’ Compensation Basic's” and developed a computer program to calculate experience modifiers.

In 2006, Randall was named to the Missouri Association of Insurance Agents’ advisory panel for the Missouri Workers’ Compensation Insurance Plan. Aside from his CWCA certification, Randall is also certified by the Society for Human Resources Management as a Senior Professional in Human Resources (SPHR). He holds a Bachelor of Science degree in Business Administration from College of the Ozarks in Point Lookout and an MBA from Drury University in Springfield. He also served five years at Drury University as an adjunct professor of business and economics.

Go-To Guy for:
Cold-call coaching, phone sales - including getting past the gatekeeper.

charlie@iwcpro.com

Charlie Anderson For years, Charlie wondered why some salespeople achieved so little in life, while others achieved so much. He discovered the answers after some 20 years of research. The winners, champions, the peak performers, the go-for-the-gold type salespeople somehow or other learned the secrets of success, and they used those secrets each and every day of their lives. And now you can learn the same secrets the go-for-the-gold salespeople have.

Charlie is one of the most sought after sales and cold calling trainers. His sales career spans over 20 years. He began his sales career at a Metro Boston Newspaper, selling advertising space. For five years he was one of the top trainers at Sandler Sales Institute, averaging over 50 cold calls per day. And, he was the vice president of sales for Quebecor World, the largest printing company in the country.

Charlie is a sales trainer, motivational speaker and executive coach specializing in sales development and personal growth. For 10 years he’s been working with Fortune 500 companies and small to midsize companies.

Go-To Guy for:
Leveraging wellness, group health and WC to open doors.

lj@iwcpro.com

LJ Scamahorn Show there’s a reason (besides the fact that you are a nice person) that the client should trust that you know what you’re doing. Insurance experience and sales training play a major part in convincing the client.

LJ leads seminars on how agents can easily walk away with a Broker of Record letter on new accounts and charge fees for services on existing accounts. He created HealthTrack Wellness to pave the way for agents to enter large employer accounts.

LJ and Preston are working on the formation of a Group Health Institute. Want to lock out the competition? LJ also coaches graduates of the WorkComp Advisor Institute how to do just that.