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
– Craig Holder