Overview

Workers' Comp Risk Advisor Training

There has never been a more important and exciting time to be a broker. The insurance industry is changing rapidly, and new and emerging risks are putting businesses in jeopardy. Today's brokers must possess the risk assessment and management skills necessary to help businesses identify and address risks which could have an adverse effect on their sustainability and profitability.

Workers Comp Risk Advisor

Why Lead with Workers' Compensation?

Many employers and agents believe WorkComp is WorkComp, and that cannot be farther from the truth. Workers' Compensation is a complex subject which is too often treated like a commodity. Treating workers' compensation this way results in unprecedented challenges, such as uncovered claims, denied group health benefits, and claim costs that spiral out of control.

Brokers who gain specialized knowledge can help employers reduce the number, cost, and duration of employee injuries, become a source of business value to prospects, and close more business.

Earn Your Professional Workers' Compensation Advisor Designation (PWCA)

Participants are eligible to earn Oceanus Partners' PWCA designation. This designation will demonstrate to your prospects and clients your commitment to helping them identify and manage workers' compensation related risks and threats.

This Workshop is Ideal For:

  • Producers looking to gain specialized knowledge to help employers reduce the number, cost, and duration of employee injuries.
  • Producers wanting to become a source of business value to their prospects and, as a result, close more business.
  • New and seasoned producers hoping to acquire or refine their skillsets to disrupt the flawed buying process many businesses follow.

Participants Will Learn How To:

  • Escape the commodity bid and quote and "just get me the lowest price" insurance buying process.
  • Differentiate from the competition with knowledge and processes known by few agents and fewer employers.
  • Identify and address risks to employers that would likely cause significant adverse financial events.
  • Identify and recover premium overcharges arising from premium audits and experience modification factors.
  • Create and execute multi-year action plans that build barriers to competition.
  • Go upstream to larger, more complex, and higher revenue accounts.

Workers' Compensation Risk Advisor Training

PRE-training (self-directed)

Welcome & Overview (10 min)
The Foundation of Workers' Compensation
Introduction to Disruptive Selling™ (30 min)

Training (4 Days)

Session 1: The Disruptive Selling™ Process (3 Hours)
  • The 5 Objectives Meeting™
  • The Risk Assessment Meeting™ and the Workers' Compensation Scorecard
  • The Presentation Meeting
Session 2: Technical Training (3 Hours)
  • The Workers' Compensation Experience Mod—Its impact on Pricing and Bid Qualification
  • Classification and Audits: Challenges and Opportunities
  • Helping Contractors Capture More Business
Session 3: Technical Training (3 Hours)
  • Creating an Impact: Strategies to Reduce the Number, Cost, and Duration of Employee Injuries
  • The Risks and Challenges of Non-Traditional Employee Relationships
  • Aligning Workers' Compensation and Group Health Policies to Protect Businesses, Executives, and Employees
Session 4: Technical Training (3 Hours)
  • Unique Workers' Compensation Risks Arising Out of COVID-19
  • Helping Your Prospects and Clients Avoid Bankruptable Risk
  • Helping Prospects and Clients Select the Best-Fit Risk Financing Plan

POST-training (self-directed)

Earning Your PWCA Designation

Introduction to Disruptive Prospecting™

Elite Instructors

Susan Toussaint

Susan Toussaint

Practice Leader

For over a decade, Susan Toussaint has been training, coaching and developing programs to help insurance professionals overcome barriers to organic growth. In 2006, she started Injury Management Partners, and in 2009 she co-founded Oceanus Partners with her partner, Frank Pennachio. Today, she is a full-time trainer and consultant focused on developing products and training that help clients attract, acquire and retain profitable, right-fit business.

Frank Pennachio

Frank Pennachio

Practice Leader

Frank Pennachio has spent more than 30 years in the insurance agency as an agent and producer, expertise he's leveraged to personally train thousands of insurance professionals. In 2009, he sold his agency and co-founded Oceanus Partners with Susan Toussaint. Frank is an expert in the technical elements of workers' compensation, emphasizing the need for agents to understand all aspects of protecting an employers' workforce in order to provide true value. 

Pricing

Agencies

For agencies interested in customizing this program,
please contact us.

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