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


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 – 6 PM

8 AM – 9 AM: Overview

  • Expectations
  • Buddies
  • Plan
  • Execution and reporting

9AM – 12:15PM ExMods

Understanding and selling the Experience Mod through group work, case studies and role plays.

  • Understand and analyze the mod
  • Understanding the math of the mod so you can simply explain to an employer
  • The impact of cancelling and rewriting a comp policy mid-term and how to protect your clients
  • The complexities of common ownership and ownership changes
  • Dealing with multiple state risks
  • Little known tips and strategies
  • Correcting mod errors

1 PM – 4 PM Classifications and the Premium Audit

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
  • Reading and understanding classifications to ensure your clients are not overcharged
  • Lurking classification dangers
  • Clerical
  • 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
  • Recovery-to-work programs


Day 2: 8AM – 12PM

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 – 10 AM Case Studies

10 AM – 11:30 AM 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?
  • Getting the most from MyAdvisorTools.com

11:30 AM – 12 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