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

Our Industry Teaches “Comp is Comp is Comp and there’s nothing you can do about it”


Workers’ Comp is the way employers finance employee injuries. For every dollar the insurance company spends, they are likely to pay back $2.00 to $3.00. It’s our job to give you the tools to keep your clients from borrowing at such high-interest rates.

Because Workers’ Comp is so complicated and confusing, employers are left to assume that their premium audit reports are accurate and their Experience Modification Factors are correct. However, because of mistakes rampant in the Workers’ Compensation system, at least 50% of businesses are overcharged for their Workers’ Comp insurance.

That’s just the beginning. CWCA’s commitment to on-going workers’ compensation education means that they know the practical, proven processes that reduce Workers’ Comp expenses over the long-term, making employers more competitive. Since 2001, CWCAs have saved businesses millions of dollars in unnecessary Workers’ Compensation expenses, including one Advisor who has reduced his clients costs by $50,000,000 dollars in the 16 years since he joined the Institute.

It’s the Institute’s Process that delivers measurable, long-lasting, cost-saving results for employers.

Stop thinking of Workers’ Comp as insurance to really understand it.

Workers’ Comp is the only insurance over which you and your clients have complete cost control. CWCA’s have the definitive process to recover the money you’ve already paid for your Workers’ Comp insurance, and then create an overcharge-free program.

Once you understand why errors occur, you can see how easily your clients leave money on the table.

Causes of errors

  1. Not knowing your minimum Experience Modification Factor.
  2. Not having a process to help a client reach their minimum Experience Mod to unlock the capital locked up in their mod
  3. Misclassifying employees.
  4. Injured employees off the job too long receiving insurance company money.
  5. Lower productivity and mistakes when injured employee is off, and others, less experienced, fill in.
  6. Workflow disruptions when an employee is injured.Poor hiring practices put “injury prone” persons on the payroll.
  7. Inadequately trained supervisors.
  8. Delays in reporting employee injuries.
  9. Management and employees not understanding how Workers’ Comp works, such as how long an injured employee must wait before receiving their the first lost wage check.
  10. The cost of slow response by medical providers, claims adjusters and/or employers when an injury occurs.


Look how many people are involved in the WC system, errors are bound to happen:.

  • Underwriters, who determines classifications and pricing.
  • Claims adjuster when an employee suffers an injury.
  • Medical providers who may not be familiar with Workers’ Comp system.
  • Premium auditors.
  • Insurance agent and staff.
  • State rating bureaus.
  • State regulatory bureaus.
  • The Employers Workers’ Comp team.
Conclusion: Workers’ Comp doesn’t pay for employee injuries. Employers do!

Employers pay for their employee’s injuries. That’s why it’s so critical to have a proven process in place any time an injury occurs.

The Workers’ Comp policy levels out the peaks and valleys of injury costs by financing them over a three- to four-year period.

With insurance company claims adjusters buried under heavy caseloads, agencies and employers must have a process in place to minimize the cost of an injury and expedite an injured employee’s return to work.

To hand the responsibility for managing Workers’ Comp claims to the insurance company leaves employers exposed to higher than necessary costs.

Having a process to manage an employer’s workers’ compensation program from quoting through the audit is the key to being sure that the check they write is right! This is where the Institute comes in.


Results tell the story

The success stories tell how CWCAs have helped employers from those with a small workforce to those with thousands of employees.

For example, with OSHA on the prowl, you want to know what to do when they knock. In the same way, a CWCA would provide you information on PEOs if you were exploring the possibility of entering employee leasing.


The results tell the story

The success stories tell how CWCAs have helped employers from those with a small workforce to those with thousands of employees. Click here.


Employers make more money by working with Certified WorkComp Advisors

The Institute trains insurance agency personnel to become Certified WorkComp Advisors who understand the entire Workers’ Comp system. Today, there are more than 1000 certified members of the community across the country.

The Institute sponsors a variety of Workers’ Comp educational opportunities for Advisors, as well as Certified WorkComp Specialists who support Advisors in more than 200 insurance agencies.
The depth of the Institute’s knowledge, tools, and support network make it the leader in training insurance agents as experts in Workers’ Comp and Injury Management solutions.

Certified WorkComp Advisors provide significant employer benefits
  • Locate mistakes in Experience Modification Factors and follow through to make sure they are corrected.
  • Verify audit to identify and correct mistakes and errors in preparation for the insurance company auditor.
  • Obtain refunds for “money left on the table.”
  • Demonstrate to employers how they and not the Insurance Company ultimately pay for injury costs.
  • Demonstrate to employers how “Bidding and Quoting” their Workers’ Compensation Program is their least effective strategy to drive down their costs.
  • Help employers establish a process for reducing costs and eliminating future errors.
  • Help employers with their hiring process, where Workers’ Compensation problems start.
  • Focus on obtaining the right treatment, from the right doctor at the right time to provide the most effective care to injured employees.
  • Train supervisors on the importance of and how to manage their employees when they are injured on the job.
  • Help employers minimize the risk of losing a valued employee when they are injured and enter the Work Comp System.
  • Create a process to get injured workers back on the job quickly and fairly.
  • Assist in implementing processes that reduce lost workdays due to injury by 60% to 80%.
  • Assist employers in reducing litigation arising from injured employees.
  • Serve as a continuing advisor to employers.

The Institute also keeps Advisors up-to-date on rule changes and new tools for enhancing the results they achieve for employers.


The Institute’s Process as practiced by Certified WorkComp Advisors makes a significant difference for employers.
Here’s what a few have to say.


IWCP Members Speak out


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

Contact For :

Mission: Teach, test, certify, train, and mentor insurance agents in the rules of workers’ compensation to help employers achieve the unthinkable, zero-experience modification and their lowest possible cost.

American businessman Diamond Jim Brady stated, “You can have the best product, but if you can’t sell it, you still own it.”

Inspired by Diamond Jim, the Institute’s work starts after the training to help Certified Advisors turn their intellectual capital into financial capital.

The 22-year history and growth of the Institute of WorkComp Professionals proves it disrupts the Workers’ Comp Status Quo. Certified Advisors who work to put the Institute’s 20-step copyrighted process into action have become big winners along with their clients. Employers now understand WorkComp is not simply a mandated coverage over which they have no say. They finally feel in charge, in financial control, of at least one aspect of their insurance.

The newest Institute initiative, Conquering Zero®, distills the Institute process into a 164-page “easy to put into action” manual, backed by Advisors’ and their employer clients’ password-protected website.

Changing the Conversation: The days of the sound–the–same, look-alike approach are over.
Defining Pres are the principles of the University of California, Haas School of Business- (http://www.haas.berkeley.edu/):

“Question the Status Quo        Confidence Without Attitude
Students Always                         Beyond Yourself.

Add how the Kolbe Assessment describes Pres. “Natural Advantage, Innovator. Your conative creativity is intuitive, visionary, and highly original. You have a knack for finding alternatives and discovering unique ways to get things done.” (http://www.kolbe.com/assessments/)

His 66-year (1957- 2023) insurance career has taken him down many winding roads. Pres started as a college junior with The Provident Mutual Life Insurance Company Campus Program. These winding roads trigger the Haas Defining Principles and his Kolbe Assessment.

Personal Motivation Relishing in clients and their clients’ results. ▪ “If you can’t explain it to a six-year-old, you don’t understand it yourself.” – Albert Einstein ▪ So, keep it simple. Make it fun. This is how Pres approaches business and clients and how he believes agents should approach their clients. It’s extraordinarily simple. You lose when you confuse. The key is to turn insurance technobabble into “plain-speak.” Why should a homeowners policy be so many pages?

Pres turned this technobabble into 6th Sense Proposals for the Insurance Pro. 6th Sense is a visually driven, plain-speak business and personal presentation that creates insurance understanding.

Rules of the Road: Pres takes the first Principle from his Alma Mater, Question the Status Quo, two steps further- “Challenge the Status Quo and Disrupt the Status Quo.”  Insurance does not sell insurance until it does. Focus on the person, not insurance. You cannot ask for the order until you are positioned to earn a Broker of Record Letter.

Activities: Agency principal ▪ Creator Assisted Living Mass Marketing Program ▪ Formed specialty EQ and High-Value HO Wholesaler after selling retail agency ▪ Insurance instructor at a CA Community College ▪ Chaired CA Big I Advanced Agency Management Conference for three years ▪ Voted Most Outstanding Presenter one year.  Built ISU Personal Lines System ▪ Created the courses leading to the Credentialed CPIA Designation Program ▪ Consulting: Visited 350+ agencies while working with Holgate & Associates and for insurance companies ▪ Speaking engagements: Local, state, and national insurance meetings/conventions. CIC Ruble Instructor

Author: Pres’ articles have appeared in many insurance and business trades.  Since 1995 Pres has written The Wisdom Letter, a one-page (video now) disruptive client “getter and keeper” newsletter ▪ Co-Founder Institute of WorkComp Professionals ▪ Founding Member National Association of Professional Organizers.

Pres was elected to the Insurance Business America Hall of Fame Class of 2019

Personal: Met wife Karla when returning a ticket on her first day as a travel agent. This “new ticket” has been an excitingly continuous partnership journey ▪ Three daughters, seven grandkids, one great-grandchild, and Margalit, our soft coated Wheaten Terrier ▪ Family  ▪  clients, ▪ travel ▪ reading business books, legal thrillers, non-fiction ▪National Guard activated during Watts Riots 1965 ▪ Recreational sports played – table tennis, tennis, basketball.

“Logic will get you from A to Z. Imagination will get you everywhere.” -Albert Einstein (Pres has a 6 -foot Standee of Einstein)

Kevin Ring, MWCA, CBWA

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

Contact For :

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 insurance or computers. He is especially adept at unraveling ex-mods, audits, and classification clarifications.

His technical workers’ comp skills have helped Advisors through sticky situations (including analyzing a 76-page mod sheet), and he’s constantly working with Advisors to deepen their knowledge of the Institute process.

Kevin has analyzed more than 1050 experience mod worksheets, finding and fixing errors for CWCA’s and their clients. Because of his experience working with Advisors and analyzing mods, he designed and directed the development of ModIMPACT, IWCP’s mod analysis tool.

Kevin has been quoted and had articles featured in insurance trade magazines such as Rough Notes and Insurance Journal as well as numerous general industry trades.

Amanda DiamondRing, CWCS

Institute of WorkComp Professionals
Chief Financial Officer
Director of Conference Services

Contact For :

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.

Karla Diamond, CWCA

Institute of WorkComp Professionals
Director of Communications

Contact For :

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.

Jackson Anderson

Institute of WorkComp Professionals
Director of Content

Contact For :

Jackson joined the institute after spending the first stint of his career in Seattle, WA, where he spent most of his time working for Microsoft as a User Research Specialist, maintaining their state-of-the-art User Research test labs. He also has a deep understanding of the demands of small businesses, having developed and built a thriving food and beverage company specializing in craft beverage products. He has a strong background in content production and marketing automation and is a results-driven individual who has a keen eye for detail and a passion for producing high-quality content that resonates with target audiences. When Jackson is not creating engaging content for the institute, he’s busy managing all aspects of your digital experience with IWCP. If you run into any issues with your designation or website content/accounts, he’s the guy to contact.

Jackson earned a degree in Business Administration and Innovation Leadership from Western Carolina University, and an Audio Engineering diploma from the SAE Institute in Nashville, TN. Jackson, his wife, Zanne, and their son Roan enjoy spending time in the great outdoors, hiking, and camping, as well as searching out the best new restaurants and craft breweries in WNC.

Teresa Long, CWCA

Institute of WorkComp Professionals
Director of Injury Management

Contact For :

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.


Contact For :

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.

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

Contact For :

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.

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.