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

MWCA

Master WorkComp Advisor Designation

  • Elevate your work comp technical and sales skills
  • Connect faster with clients and prospects
  • Make high-impact presentations with compelling stories and visuals
  • Close the deal
  • Maximum Attendees: 8
Benefit: Win the account

Day 1: 8 AM – 5:30 PM

8 AM – 9 AM: Overview

  • Expectations
  • Buddies
  • Plan
  • Execution and reporting

9AM – 12:15PM ExMods

Understanding and selling ExMods through group work, case studies and role plays.

  • Understand and analyze
  • NCCI Split Point Change
  • Figure a mod on the fly in 5 minutes or less
  • Cancel/Rewrite
  • Understanding expected loss rates
  • Multiple owners and ownership
  • Multiple state risks
  • Payroll changes. Adding/Reallocating
  • Little known tips and strategies
  • Correcting mod errors

1 PM – 4 PM Audits

Understanding and selling audits through group work, case studies and role plays

  • Spotting errors at a glance
  • Correcting audit errors
  • Presenting the Audit Package
  • Making it easy for clients to figure the audit
  • Should you create the Audit Pak for key clients?
  • Inclusions, exclusions, and state exceptions
  • Classifications
  • Lurking classification dangers
  • Clerical
  • Realtors
  • Independent contractors
  • Controlling certificates of insurance

4 PM – 6 PM Injury Management

Understand injury management; selling your capabilities through group work, case studies and role play.

11 steps to injury management including:

  • Assessment and reports
  • In-house or out-house?
  • Backroom and file setup
  • Profit sharing potential
  • Tracking and controlling routine injuries to prevent runaway expenses
  • Working with occupational medicine specialists
  • Working with non-occupational specialists
  • Working with adjusters
  • Return-to-work programs

 

Day 2: 8AM – 4PM

8AM – 8:30AM Recap and questions

8:30 AM – 9 AM Create Your Intelligent Distinction

The dialogue that persuades, business cards that start a conversation, communicating in plain-speak to create insurance understanding.

  • Mods
  • Audits
  • Injury Management

9 AM – 11 AM Case Studies

11 AM – 12 PM Turning Promises into Performance; turning Premium into Profit

  • Getting the appointment
  • Getting the order
  • Getting paid what you are worth, what is your pricing strategy?
  • IWCP Website

1 PM – 3 PM Wrap up and final thoughts

Back Home

  • Essay/Case Study Exam online
  • Pass or fail – you will receive your grade within two weeks

You guys do an awesome job. A great show. A great learning experience. Kudos to you all!

– Craig Holder