Workers’ comp training that changes how agents sell
Most employers think there is nothing they can do about workers’ comp. Most agents agree with them. So every year the agent shops the market, the employer picks the lowest quote, and nothing changes.
The Institute of WorkComp Professionals (IWCP) trains insurance agents to do the opposite. You learn how the system really works, find the errors and overcharges, and show the employer real money. The agent who recovers premium gets noticed and writes new business.
“You have no idea how grateful I am to have found the Institute. I belong to a number of groups, but no one helps and inspires me like you do.
“I know I stumbled into a gold mine. Thank you. Thank you. Thank you.”
Christina Cheung, CWCA
Principal
ISU Insurance Services – Cheung & Associates
San Jose, CA
Who the Institute serves
IWCP works with independent insurance agencies and their producers. If you sell commercial lines and want workers’ comp to open doors for you, this is built for you.
Membership belongs to the agency, and eligibility is based on an available, protected territory. Your support staff can earn the Certified WorkComp Specialist (CWCS) designation, so the whole agency speaks the same language. See how the workers’ comp designations compare.
How agents win workers’ comp accounts
Quoting is a race to the bottom. The Institute process gives you three places to find money the incumbent agent walked right past. Here is how to sell workers’ comp insurance without leading on price.
- The Experience Mod. You learn to read the worksheet, find the errors and show the employer the lowest mod they could have. See how the Experience Mod is calculated and how to read the NCCI experience rating worksheet.
- The premium audit. You check classifications, payroll and subcontractors so your client is not overcharged. Start with how a workers’ comp audit works.
- Injury management. You help the employer report fast, bring people back to work and keep claims from running away. The loss run report shows you where to start.
By reducing an employer’s workers’ comp costs year after year, Certified WorkComp Advisors build long-term relationships and step out of the shopping and quoting game. See the nine services a workers’ comp specialist delivers.
Pres,
I wanted to let you know that we picked up a major mechanical contractor, whose renewal premiums through the incumbent agent would have exceeded $1,100,000! Based on our analysis, and their enthusiastic response to our “conceptual” proposal, we determined that they were an excellent candidate for “self funding” their Workers’ Compensation exposure, which served to reduce their renewal premiums to less than half those being quoted by the incumbent agent! Using the tips and strategies we learned at the Institute, especially those related to:
- the critical importance of “return to work”
- a detailed strategy for a “return to work” coordinator
- the value of detailed job descriptions, which include specific physical requirements, for each type of work their employees perform
- “pre-employment” physicals and “post-injury” treatment by the same “occupational medicine” doctors (based on the job description’s physical requirements)
- a huge dose of “accountability”, including the ability to earn (or fail to earn) some very lucrative bonuses for safe results, throughout their project managers and superintendents along with numerous other concepts we learned, tools we found on the web-site and continual support from you, Kevin and your staff, have made a huge difference for our fine, new client (and for us as well)!
Thanks for the training, but most of all for being there when we needed help, regardless of whether it was technical, marketing, sales, or just being a good “sounding board” to “think through” ideas. You all made the difference, and we are excited about leveraging all of these “tools” to write even more large accounts in 2013!
Thanks again,
Gary Liles – CIC, CRM, CWCA
Webb, Young, Webb, Liles & Tolentino
The CWCA path
The Certified WorkComp Advisor (CWCA) designation is where agents start. Prospects recognize it as proof that you can find and solve workers’ comp problems. It is a door-opener.
- Apply. Complete the online qualification application or call 828-274-0959. We check that your territory is available.
- Take the Institute. Attend live over three days, or complete the on-demand course at your own pace.
- Pass the exam. After the Institute you take the certification exam online.
- Use the designation. Display the CWCA seal on your business card, website and proposals. You refresh the designation at least every three years.
When you are ready to go deeper, the Master WorkComp Advisor (MWCA) designation is the advanced course for CWCA and CWCS holders.
Preston;
We thank you so much for your and Kevin’s assistance last week. Finding the rule on reporting denied claims has allowed us to drop our customer’s mod 15%. This decrease saves $15,000 in premium; as well as their ability to compete for contracts.
Jennifer Drake, CWCA, MWCA
Mountain State Insurance Agency, WV
Tools and support after you earn the designation
Getting your designation is just the beginning. As a member you have access to the Institute’s resources:
- A password-protected member website
- Marketing and sales material, including ready-to-go scripts and presentations to use with prospects
- Archived teleclasses and webinars
- Deep discounts on workers’ comp software for Experience Mods and claims management
- Injury management manuals, forms and checklists
- A member-only forum for support and training
- Classes that keep you current on changing workers’ comp issues
- An annual Symposium with new techniques, advisor successes and networking
- Solid answers to your questions. The IWCP team is always available to help.
See how membership works in this series of short videos.
“Can I say it enough, Pres. Your process RULES!”
Matthew J. Broderson, CWCC
Team CompTrol
Kraus – Anderson Insurance
MN
IWCP made Andrew Atkinson a successful producer
“For a new producer like me (and a more experienced producer, too), the two days at the Institute are an amazing, practical learning experience. It doesn’t stop there! Kevin and Teresa quickly jump on my requests for help when I need it.
The monthly tele classes keep me fresh…if I can’t listen in, I grab it online.
My production validates what I learned. I had worked on a few accounts before I attended the Institute. I slammed the door on the competition just after I got home.
I mentioned I’m a new producer. I started insurance in November 2007. Since attending the Institute I’ve produced a little over $2.7M in premium.
It’s simple. Attend the Institute. Learn the system. Work the system. Results: Your clients smile. You go to the bank.”
Andrew Atkinson, CWCA
Minard Ames Insurance Group, Phoenix, AZ
Take the first step
Eligibility is based on an available, protected territory, so be there first. Complete the online qualification application, call 828-274-0959, or schedule an appointment. You can also read more stories from agents who have done it.