7 Secrets that Cost Your Client a Bundle on their Workers' Comp

You

You’re joining the largest group of workers’ comp specialists in the country. You’ll experience the satisfaction of reducing client’s workers’ comp costs, enriching employers’ lifestyles, helping employees gain an understanding of their workers’ comp benefits, all the while creating an endless stream of referrals. Sharpen your mind, take off your shoes and relax.


Preston Diamond, MWCA, CBWA

Institute of WorkComp Professionals
Managing Director


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Life licensed in 1957 and P&C licensed in 1958, Pres has seen it all. He began as a producer, worked his way up to agency owner (he still maintains an ownership interest in a niche book in California) before being asked by legendary great, Gary Holgate to join his consulting firm. Pres has been helping agents succeed ever since, consulted in over 450 agencies nationwide, sharing his expertise in systems and procedures; client acquisition and getting and keeping clients for life.

Pres developed the ISU franchise agency’s Personal Lines Systems; built the Society of CPIA’s Sales Success School, and is one of two insurance certified Face-to-Face sales instructors. He created the 6th Sense Proposal System for insurance professionals, and Client Care system for creating clients for life. Pres is a founding Director of the Institute of WorkComp Professionals and co-founder of the Institute of Benefits and Wellness Advisors. He has authored articles that have appeared in many trade publications; presented at CIC Ruble seminars, as well as for many state and national associations and other insurance groups.


Kevin Ring, MWCA, CBWA

Institute of WorkComp Professionals
Chief Operations Officer, and
Lead Workers’ Comp Analyst


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Kevin joined the Institute in 2003 after a stint managing systems for a mid-sized manufacturing company.

A licensed P&C agent, Kevin has an affinity for making the technical simple, whether it is insurance or computers. He is skilled at executing the Institute process and is especially adept at unraveling ex-mods and audits and classification clarifications.

Kevin’s plain speak approach is the key. His technical workers’ comp skills have helped Advisors through sticky situations and he’s constantly working with Advisors to deepen their knowledge of the Institute process.

Kevin has analyzed more than 915 experience mod worksheets and been responsible for finding and fixing errors for Certified WorkComp Advisors and their clients. Based on this insider knowledge, Kevin designed and directed the development of ModIMPACT, IWCP’s mod analysis tool which helps you better understand the mod, how it impacts premium costs and how to control it. It is a quick, simple and powerful way to analyze a mod and communicate the results.


Teresa Long, CWCA

Institute of WorkComp Professionals
Director of Injury Management


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Teresa’s experience includes 14 years as Workers’ Compensation Claims Manager for Walt Disney World and most recently Vice President of Risk Management for Sarasota, FL-based Unisource Administrators, Inc., managing general agent and third party administrator, where she was responsible for client services for all professional employee organizations, large deductible and self-insured clients and product development. She 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, a Florida domiciled insurance company.

Teresa was also instrumental in the founding of the Association of Workers’ Compensation Claims Professionals (WCCP) and a Board Member and regular speaker for the Florida Workers’ Compensation Institute for over 20 years.

Teresa joined the Institute of WorkComp Professionals in 2008. She expanded and improved the Injury Management module. She currently works with 30 insurance carriers and their workers’ comp claims adjusters in several states to find ways to keep the focus on her clients’ workers’ comp claims and keep the claim moving through the system to a timely closure.

Teresa has been on both sides of the fence and has true empathy for what they have to deal with. She is passionate about getting results and solving problems.


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Jordan graduated with a BA in English Language and Literature from Christendom College in 2014. While in school, he was a peer tutor in the writing center, a contributor to the college newspaper (would you believe he wrote a column on the complexities of workers’ comp?) and dominated in intramural sports.
On top of that busy schedule, he also worked in sales at a local insurance agency, for an insurance company in underwriting support AND as a marketing assistant in a law firm. After turning down multiple offers to play intramural sports professionally, he joined independent agency Coverage, Inc. The start was bumpy. Selling insurance “the old fashion way” wasn’t working for him.
Jordan attended a Keystone Insurers Group Sales Summit presented by the Institute in 2015. There he discovered the one true path to workers’ comp success which led to the creation of SmartComp MidAtlantic, Coverage, Inc’s workers’ comp brand.
From 2017 to 2019, Jordan produced $252,129 in revenue and shrunk employers’ costs by over $1,000,000. This happened because he created a focused middle market department at Coverage, Inc to target employers using the SmartComp MidAtlantic and Institute process.
He authored multiple articles and became an established expert in his market area. Joining the Institute allows Jordan to combine his love for helping others, his passion for workers’ compensation and blue jeans and sweatshirts.


David Leng, CWCA, CPCU, CIC, CBWA


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David R. Leng is Executive Vice President and Executive Partner of the Duncan Financial Group, a Faculty Member of the Institute of WorkComp Professionals, and author author of the International Best Sellers-The Laws of Insurance Attraction and Turning Premiums Into Profits, as well as Stop Being Frustrated & Overcharged Year After Year By Your Workers’ Compensation Program.

David is a 30 year veteran of the Risk Management and Insurance industry. He is regarded as one of the brightest minds in the industry due to his unique Risk Profile Improvement Process, which identifies, controls and reduces the risk factors inherent in any business that drive costs to an organization’s bottom line and hinders employee productivity. Since 2004, David has saved his clients well over $42,000,000 in premiums and overcharges.

David was awarded the Advisor of the Year for 2008 by the Institute of WorkComp Professionals and is a frequent contributor to Dynamic Business, Environmental Health & Safety magazines, and has been published in several other periodicals and association newsletters.

David, who has 30 years experience specializing in Risk management and Workers’ Compensation, is an alumnus of Penn State where he received a Bachelor of Science in Insurance and Risk Management. His professional designations include Certified Insurance Counselor (CIC), Certified Risk Manager (CRM) and Charter Property Casualty Underwriter (CPCU), Certified Benefits & Wellness Advisor (CBWA), and he’s been designated a Certified WorkComp Advisor (CWCA) by the Institute of WorkComp Professionals.

David is Co-Founder of Keystone CompControl, the nation’s largest single network of Workers’ Compensation specialists, and is one of only 14 nationwide Level-5 Advisors of the Institute of WorkComp Professionals; and was asked to join the faculty of the Institute of WorkComp Professionals in 2012.

David is a frequent speaker for the Westmoreland HR Association, the National Workers’ Compensation Symposium, Hardwood Manufacturers Association, The Wood Products Manufacturing Association PA Society of Public Accountants, SMC Business Councils, as well as other organizations.

David spends his leisure time boating in the summer and skiing in the winter with his wife, Lynn, and their two children, Alizabeth and Luke. David and Lynn are active members of Emmaus and Autism Speaks, organizations that help support individuals with special needs, including their son Luke, who was diagnosed with Autism at the age of 18 months. David’s hobbies include woodworking and ice hockey, as well as donating considerable time to his local high school by helping to design and build sets for their musical productions.


Steve Tade CWCA, MWCA

Steve is an Ag guy. He graduated from the University of Missouri, Columbia with a degree in General Agriculture and minor’s in animal science and economics. For the next couple of years he worked for MFA, a large coop, in feed, grain and livestock equipment sales.

Installing Winter-Dent’s 20 step trademarked Workers’ Comp process, COMPWORKS Midwest™, Steve helps business owners take back control of their Workers’ Comp insurance. Once in control, Steve works with the business to maintain control and keep errors and overcharges from sneaking into the process.

Steve has been able to find and fix errors in out of control Workers’ Comp programs and recover in excess of $50,000 for individual employers.

Family, horses and hunting occupy Steve’s off hours.


Don Phin, Esq

Great HR

Don Phin has been the Intitute’s HR guru since 2002. Don has been a California employment practices attorney since 1983. He litigated employment and business cases for 17 years, quitting when he figured out that nobody wins a lawsuit. Since leaving litigation, he has written numerous books and presented more than 500 times to executives nationwide.

Don was the founder of HR That Works and is a catalyst for the Great HR program. Now in his “wisdom sharing years,” Don loves coaching executives and insurance agents and investigating challenging workplace problems.

Don is passionate about the success of people, culture, and process and he believes the human resources group is the catalyst, the prime agent for an organization to change and succeed. As an employment attorney, he helps companies avoid compliance problems and other issues that get in the way of doing great work. As a coach, he helps HR executives become better leaders, make better decisions, and produce better results. As an investigator, he helps companies get to the truth of their circumstances by conducting independent and thorough investigations. As an author, he has self-published several books suited for leaders and companies seeking to create and foster strong workplaces with strong workforces.

In all rolls, Don continues to inspire and encourage.


Karla Diamond, CWCA

Institute of WorkComp Professionals
Director of Communications


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The common sense and control person, Karla sees through the clutter to the core. She provides the litmus test for what is offered, organizes the flow, arranges the Graduate Symposium, and provides clear “outside of the forest” thinking.

Need some of the Institute’s point-of-sale marketing pieces? Send Karla a high-resolution copy of your agency logo and your picture, along with your contact info and she’ll make them yours. Should you not see what you’re looking for at MyAdvisorTools.com, or if you have an idea for a different type of piece, let Karla know and she’ll work with you to create just what you need.

Karla was creator and editor of the family services prayerbook, Mishkan T’fila haMishpaha, Celebrating 125 Years: Congregation Beth HaTephila, both for Congregation Beth HaTephila in Asheville, as well The Stanford Family: A Southern Century, Volume 1 — Revolutionary Era, Volume II — Civil War Era.

Karla has owned a travel agency and excess and surplus lines insurance brokerage that administered contractor, high-value dwelling and earthquake insurance programs in California. She sold the travel agency and wholesale brokerage before moving to North Carolina in 1997.

Karla has an innate skill to separate theory from reality.


Amanda DiamondRing, CWCS

Institute of WorkComp Professionals
Chief Financial Officer
Director of Conference Services


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Amanda joined the Institute in May 2004 and immediately started streamlining internal processes, plans and implementation. Amanda organizes the Institute at Sea, in-person Institutes and Symposiums. She travels far and wide (via Internet and site inspections) to discover comfortable and convenient locations for meetings. Then she negotiates, negotiates, and negotiates. Though she doesn’t book your hotel reservations for you, she is ready and willing to work with venues on your behalf should any question or problem arise with your booking.

Amanda controls the Intitute’s accounts receivable and is on hand to answer any questions about billing and payment options.

Amanda graduated from Sweet Briar College with a BA in Italian Studies. While attending SBC, she worked at the college’s early learning center and upon graduation promptly went to work in her first love, early childhood education. She subsequently received her Masters in Education and was a founding board member of Maccabi Academy in Asheville and taught religious school for over 15 years. She is currently on the education committee at Congregation Beth HaTephila and the Koontz Intermediate Advisory Committee.


Steve White

Steve White PR

Steve White has been the PR guy for the IWCP since 2005, but he’s been involved in media and marketing for going on 25 years, logging service time with both major corporations and leading advertising agencies. He’s been on both sides of the editorial playing field; serving as an editor of a leading trade publication and a frequent writer for major newspapers, to working with newspaper and magazine editors in placing his client’s articles in close to 100 publications. Editors return his calls and emails.

And in a world where the written word has become diluted by emails, text messaging and twittering, Steve knows his way around a well-constructed sentence and paragraph, creating communications — articles, press releases, printed newsletters, e-bulletins, ad copy writing — that grab an editor’s attention.

But it doesn’t end there. Media campaigns, advertising, event planning, websites, it’s all part of Steve White’s multi-faceted resume and a long track record that can help amp up your agency’s image and bottom line.


Wayne Sanders

Wayne Sanders

Phone: 678.472.5836

200 Savannah Walk

Peachtree City, GA 30269


Board member and Advisor to Institute

Wayne Sanders, BS, principal, managing partner, has over twenty-four years of insurance, risk management, and loss prevention experience in the healthcare and hospitality industries.  He is an author and co-author of articles of Healthcare CRM and human factors.  Wayne is a member of the American Society of Safety Engineers and the American Society of Healthcare Risk Managers.  He earned a BS in Insurance and Risk Management from Georgia State University and is a licensed insurance broker.


Parthiv Shah

IWCP Marketing Guru


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Parthiv Shah is the Founder and President of eLaunchers.com, a locally grown and internationally known digital marketing agency in the suburbs of Washington DC. Parthiv’s core competency is market segmentation, list research and data hygiene. eLaunchers.com helps the Institute and Advisors stay in touch and follow up with their clients using proven direct response marketing techniques and marketing automation technologies. Over 300 agents, dentists, physicians and other clients from 27 states in the USA and over 8 other countries have benefited from working with eLaunchers.com.

Parthiv is the author of his famous book Business Kamasutra, with foreword from Dan Kennedy. It was also re-published as a special edition for Dentists with expert commentary from Dr. Gregory Wych. Parthiv’s upcoming book ‘Copy That Sells’ is co-authored with Dan Kennedy. Parthiv is a co-author or contributor to six other books.

Parthiv’s passion is fail safe follow up. Parthiv is the publisher of the Internal Marketing Machine that facilitates client education and long term nurture so you can stay in touch with current, past and prospective clients and deliver the right message to the right client at the right time using email, print and phone.

Parthiv got his MBA in 1994. He has been a life long student of direct response marketing, marketing automation principles, database marketing, data intelligence and technologies that facilitate marketing.

Parthiv is a GKIC Certified Magnetic Marketing Advisor (2010), Infusionsoft Certified Partner (2011), Digital Marketer Certified Partner (2014), Click Funnels Certified Partner (2015) and Hubspot Certified Partner (2017).

Parthiv is a veteran from Indian Air Force, member of Lions Club, a Leadership Montgomery Core Program graduate (class of 2016) and a proud dad of an Eagle Scout.


Zachary Gleason, MBA, ARM

Zachary Gleason  |  Atlante Partners

www.atlantepartners.com

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616.277.7092 Direct

832.509.9873 Mobile

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Zachary Gleason came to the insurance industry with a variety of technology, customer service, and sales-related experiences. He earned a corporate finance degree from Brigham Young University as well as an international MBA as part of Duke University’s Cross Continent program.

Zachary’s insurance career began at Aon working on P&C programs for complex risk management clients. After 5 years, Zachary moved to the mid-market agency space as the COO and agency manager of Carroll Insurance Agency where he oversaw general operations as well as the hiring of 28 professionals across all roles. An opportunity with the Lighthouse Insurance Group took him to Grand Rapids, Michigan where, in addition to overseeing the operations of the agency, he led the creation of an entry-level sales unit which included hiring and training 15 new producers.

As an agency leader and as a consultant Zachary’s focus has been on leveraging entry-level talent within agencies focused on organic growth. Complimentary to this is Zachary’s first-hand experience implementing operational best-practices.

Zachary formed Atlante Partners in 2017 with the vision to work with agencies across all aspects of talent management in an integrated business model. Atlante delivers strategic execution across recruiting, coaching and talent consulting as a partner with agencies looking to attract, retain and develop the best talent.


Bill Rothwell, CPCU

Bill Rothwell |  Atlante Partners

www.atlantepartners.com

616.277.7092 Direct

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After graduating from The University of Michigan, Bill Rothwell spent 35 years in the Property & Casualty agency arena. Originally a commercial lines Producer for Universal Insurance Services in Grand Rapids, Michigan, Bill became Agency President and Managing Partner in 1993.

In addition to agency leadership, Bill was instrumental as both producer and sales leader in helping the agency achieve double-digit organic growth for fifteen consecutive years. During his tenure as President, Universal was a Top 100 Agency as recognized by Business Insurance, a repeat Big I Best Practices Agency, the Rough Notes Magazine Marketing Agency of the Year, and one of The Council of Producer Studies Top 25 Most Innovative Agents in America. When Universal sold to Wells Fargo Insurance Services in 2007, Bill continued as the Managing Director for both Grand Rapids and Southfield, Michigan offices encompassing $30 million in revenue and nearly 150 employees.

In addition to mentoring sales leaders, Bill has worked one-on-one with over 100 producers across opportunity generation, sales skill development, self-accountability and goal setting/achievement.

In his current capacity with Atlante Partners, Bill draws on his vast experience to consult agency leaders regarding sales management strategies, coach new sales talent, and work with validated producers looking to take their book to the next level.


Rescue, CWCA

Institute of WorkComp Professionals
Director of Investigation and Recovery


Rescue, the Institute of WorkComp Professionals’ mascot, helps you alert business owners to the hidden costs by sniffing out overcharges and mistakes in the workers’ compensation system.

Once you discover the exact hidden costs and overcharges, and confirm a mistake-free program, Rescue stands guard to prevent future workers’ compensation problems (with your diligence and advice, of course) and helps you manage the program to the lowest possible cost.