Five Steps to Become a Trusted Workers’ Comp Advisor

One of the most important things an agent can do is build expertise around how a client’s business operates.

• What work do employees perform?
• Where do they perform it?
• What equipment or vehicles do they use?
• What safety procedures are in place?
• Has the business recently changed or expanded?

Karen’s advice: “Businesses within the same industry can operate differently, and job titles don’t always tell the whole story. Your job is to ask thoughtful questions and listen carefully.”

Look for workers’ comp opportunities within industries already represented in your agency’s book. Familiarity with their operations can help you ask better questions and identify similar prospects.

Consider:

• Which industries does your agency already understand?
• Where do you have established client relationships?
• Which clients could introduce you to other business owners
• Where have you built credibility through other commercial lines?

Karen’s advice: “You do not have to pursue every opportunity. Start where your agency already has knowledge and relationships, then build from there.”

Treat your underwriter as a resource, not simply the person reviewing the submission.

Help the underwriter understand:

• The client’s daily operations
• Any unusual exposures
• The reasons behind previous losses
• Safety improvements the client has made
• What makes the account a good opportunity

Karen’s advice: “A complete submission tells the story behind the business. When something about the account is unusual and needs more explanation, have a conversation. If the client has improved its safety program or corrected a problem that contributed to previous claims, include that information as well.”

You do not have to navigate workers’ comp alone. Turn to carrier professionals when you need insight.

• A business developer can help you identify opportunities.
• An underwriter can explain what info is needed to evaluate an account.
• A loss prevention consultant can identify hidden safety hazards and find creative solutions.
• A claims adjuster’s explanation can minimize a client’s frustration over a claim.

Karen’s advice: “Use the people and resources available to you. If you’re unsure how to approach an account or particular challenge, start with your carrier contact.”

Help clients consider:

• The carrier’s workers’ comp expertise
• What claims and loss prevention support is available
• How responsive and accessible the carrier’s team is
• What support is available for injured employees
• Who the client can contact when questions arise

Karen’s advice: “Agents can bring greater value to the conversation by helping clients understand what they’re receiving beyond the premium. That’s how you become a consultant rather than simply a salesperson.”