The Agency Transformation Roadmap

From Generalist to Specialist in 90 Days

Thank you for your interest in joining the Institute.

I’ve addressed the most common questions that are asked by folks wanting to join IWCP in a few short videos so you can watch these at a time that is convenient for you.

It will take you about 10 minutes to go all through of them. If you’d prefer, you can find all the contents of the videos below the scheduling link.

If after watching these videos you have more questions or are ready to take the next step, click the schedule link below to schedule a call with me.

To your success,

Kevin

Hi. I'm Kevin Ring, the lead workers' comp analyst here at the Institute of Work Comp Professionals. Back in the nineteen nineties, our founder, Preston Diamond, was consulting in an agency. A phone call came through to the owner who answered to find someone on the other end of the line selling a newspaper subscription. After a moment of being annoyed that his assistant had put the call through, he recognized that the salesperson was quite good and asked if he'd ever thought about selling insurance. Fast forward to the newspaper salesman coming to work in the agency. The owner did not send him off to insurance company training schools and fill his head with volumes of information about all kinds of insurance. He had him focus exclusively on workers' comp. The seeds of the institute were sown in that moment. Workers' comp is the one type of insurance that every business you wanna work with has to buy. It is generally the second biggest insurance check they write behind employee benefits. Yet most employers and most agents think comp is comp is comp, and there's nothing you can do about it. Nothing could be further from the truth. Employers have more control over what they pay for their workers' comp than any other type of insurance. So why is it so consistently ignored? The institute was founded to help insurance agents work with business owners who wanna take control of their workers' comp and to give them the tools to do it. We held our first certified work comp advisor workshop in October two thousand one in Orlando. A weird time to start a new business for sure, but over more than twenty years, we have trained thousands of agents how to write more business and get better results for their clients.

More Than a Designation

The Institute was born from the realization that while workers’ compensation is often treated as a fixed commodity, it is actually the area where employers have the most control over their costs. We were founded to equip insurance agents with the specialized tools and training needed to help business owners seize that control and drive better outcomes. For over twenty years, we have empowered thousands of agents to differentiate themselves and write more business by mastering the one policy every employer is required to buy.

The Blueprint: How to Dominate Your Market in 4 Minutes.

The Institute offers three comprehensive designation programs—the Certified WorkComp Advisor (CWCA) for producers, the Certified WorkComp Specialist (CWCS) for account managers, and the Master WorkComp Advisor (MWCA) for advanced expertise. Whether you prefer self-paced on-demand video, interactive Zoom sessions, or in-person workshops, our flexible training formats allow you to master the curriculum on your own schedule. These designations provide the deep technical knowledge and practical tools your team needs to write more business and deliver superior results for your clients.

Watch how the CWCA designation dismantles standard sales objections and positions you as the only logical choice for employers.

The institute offers three different designation programs. Our flagship is the certified work comp advisor, CWCA. The CWCA is targeted to producers and teaches the rules of workers' compensation that very few people, including insurance agents, understand and how to use that knowledge to write more business and get better results for their clients. The CWCA is offered in three different formats. You can take the course on demand, which is a hundred percent self paced, so you can work through it on your schedule. It's about twelve hours front to back, broken over twelve sessions. Obviously, that means they average an hour each, although some are a little more and some are a little less. Of the twelve sessions, eleven are video and one is audio only. I always like to point that out because many of us have been through online CE courses where they give you a five hundred page PDF and tell you good luck learning something. And that's not what our program is at all. We work to replicate the live seminar as much as possible. The course is also offered via Zoom. We do that over three days from ten thirty to two forty five eastern time each day. We occasionally do workshops in person. That's a two day class from eight to five the first day and eight to three the second day. The live versions of the course, whether they are on Zoom or in person, are approved for CE in most states. The on demand is not approved for CE yet. No matter how you take the course, it's the same curriculum, it's the same test at the end, it really just comes down to learning style and schedule what's the best fit. For your account managers, we have the certified work comp specialist, CWCS course. We created the CWCS not long after we started teaching the certified work comp advisor because producers were coming home from the class and asking their account managers for help, and they didn't know what to do or what they were talking about. So we created the CWCS to get account managers the fundamentals of the process so that they are in a position to help support you as you go out and implement the process. The CWCS takes about three and a half hours to complete and is offered as on demand video. Down the road, you can take the master work comp advisor course, MWCA. The master's goes deeper into everything that we talk about in the CWCA and CWCS. With the CWCA and CWCS, it doesn't matter where you're located or what rating bureaus you work with because the process is largely the same. Of course, some states have different experience mod calculations like California or New York or Pennsylvania, but those differences don't have much of an impact on how you implement the process. In the masters, we do split it up by rating bureau because most of the handouts are actually pages from the rating bureau manuals, and we're getting so deep into the specifics that it would be confusing to try and teach multiple rating bureaus at once. Designations are good for three years. There are several ways you can extend your designation. You can attend another CWCA or CWCS workshop. You can attend the master's course, which extends your CWCA or CWCS and gives you the opportunity to earn the master's. You can also accumulate institute credits by attending our live monthly webinars or watching recorded webinars on our member website. We'll talk about that later. The institute's designation programs are designed to help you become an expert in workers' comp, but they're only the first step.

Worried about a complex mod worksheet? See how our experts act as your back-office technical team, reviewing your clients' loss runs so you never miss an error.

After the education, what we do really starts to look different from other designation programs in our industry. There are a lot of great programs out there, but they all have a fairly similar fundamental model. You take a class or a series of classes, You learn a lot of great stuff from some really smart people. Then you take the test or multiple tests depending on the program. You pass those tests to earn the designation, and that's the finish line. There may be some kind of continuing ed that is required to maintain the designation, but that's all. When we started, we knew that we were much more interested in helping people do what we teach rather than just teaching them. You and anyone else that go through our programs have unlimited access to our team of experts. I will borderline harass you to send me mod worksheets and loss runs on accounts that you're working on. You send me the information and then set up a time to chat. It's great for finding opportunities to advance the sale or to put in exit barriers with current clients, but it's also the best way we have found to help you take what you learn and put the course into action. I've reviewed well over thirteen hundred accounts with advisers since I started keeping track eleven or twelve years ago. It doesn't have to be a big expansive risk review. You can call or email anytime you have a workers' comp question. Sometimes it's about classifications, sometimes an audit problem, mod questions, a problem with an injured employee. If it's comp or comp adjacent, if we don't know the answers, we know the people that do. You have a workers' comp expert at your fingertips to help you put into action what you learn in the course.

Never Face a Complex Issue Alone

Unlike other designations where the test is the finish line, we actively partner with you to ensure you can actually do what we teach. You get unlimited access to our experts, who will push you to send over mod worksheets and loss runs so we can review them together and find opportunities to win the account. Whether you are stuck on complex classifications or tricky audit problems, you have a workers’ comp expert at your fingertips to help you put your knowledge into action.

Your Digital Arsenal: MyAdvisorTools

MyAdvisorTools.com bridges the gap between learning and execution, giving you immediate access to over 200 turnkey resources including maps, checklists, forms, slide decks, marketing materials, and webinar recordings. Instead of reinventing the wheel, you can instantly deploy these tools to implement the Institute’s process and start growing your book of business. And if you ever need a resource that isn’t already in the library, we will work with you to build it and share it with the entire community.

Knowledge is great, but what you do with it is where the magic happens. It can be frustrating to have new knowledge and feel like you have to do a lot of work just to get started using what you learned. That's where my advisor tools dot com comes in. This website built just for members of the institute has over two hundred different resources for you to use in your agency and with your clients and prospective clients to help implement the institute process. There are maps, checklists, forms, slide decks. There's a library of marketing material we can private label for your agency. We also have recordings of all of our monthly webinars where we dive more deeply into workers' comp topics. You don't need to worry about building checklists for audits and mods. There are materials there to help you take what you learn and start growing your book of business immediately. If you're looking for a resource that isn't there, you can let us know, and we can work together to build it and share it with the entire community.

So you've been through these videos and learned all about the Institute and how we work, except for the price. The Institute is a membership organization. Most of our members are agencies where the agency joins and then employees of the agency have access to our programs. There is an option for an individual to join, which we'll discuss. For more than twenty years, we have been helping agents write their largest accounts by leading with workers' comp. You have access to the best workers' comp education in the country, access to experts in how comp works, and a library of resources to help you implement what you learn. Membership in the institute is five hundred and fifty dollars a month for the agency, up to ten certified work comp advisors. For agencies with more than ten producers they want to get certified, we can discuss what makes sense to everyone when we talk. The cost for a single producer agency or a single producer who wants to join without their agency is three fifty a month. If you're a member of Keystone Insurers Group or Beyond Insurance, please reach out about special pricing for you. For those taking the certified work comp advisor course, if you wanna take the on demand version, there is no additional cost. The course on Zoom is three fifty per person, and the in person workshop is six fifty per person. There is no cost for your account managers to take the certified work comp specialist course. You can train as many account managers as you need. The master work comp adviser is only offered live, and the pricing is the same as the CWCA, three fifty for the Zoom workshop and six fifty for the in person workshop. The only commitment we ask for is twelve months to get started. Beyond the first year, it converts to a month to month agreement. And if you ever feel like we aren't a good fit for whatever reason, you just let us know and we part as friends. What we found is that agencies who implement what they learn find that we are an inexpensive, invaluable addition to their team. In fact, more than fifty percent of our clients have worked with us for a decade or more. If you wanna talk further after watching all the videos, you can book a time with me at the link below. I look forward to connecting whenever it's convenient for you.

How Membership Works

Membership is $550/mo for agencies covering up to 10 advisors, or $350/mo for individual producers, with special pricing available for members of Keystone Insurers Group and Beyond Insurance. While on-demand training is included at no extra cost, live workshops are available for $350 per person via Zoom or $650 per person in-person.

Why We Require a 12-Month Commitment Real transformation doesn’t happen in 30 days. The ‘Quick Fix’ mentality is why most agents fail. We require a one-year commitment because we are building careers, not selling shortcuts. If you are willing to do the work for 12 months, the results are predictable.

Membership Tier	Solo Producer	Agency Partner (Best Value)
Monthly Investment	$350/mo	$550/mo
Advisor Capacity	1 Producer	Up to 10 Producers
Cost Per Producer	$350	As low as $55 (85% Savings)
Training Access	Full Access	Full Access
Commitment	12 Months	12 Months
Ideal Candidate	The Independent High-Performer	The Market Leader

While we offer a path for the solo producer, the Institute is designed to transform entire agencies. For just $200 more than a single membership, you can equip your entire sales team (up to 10 producers) with the CWCA designation.

This is not a subscription; it is an infrastructure investment.