Using Education and Processes to Win

In this episode of The Comp Effect podcast, host Todd Thams interviews Kevin Ring, CWCA, MWCA, lead analyst with the Institute of WorkComp Professionals. Kevin shares his experience with education and processes that agents can use to help their clients. This episode talks about all things workers’ compensation, from sales, to claim management, to employee termination/resignation.

Episode Highlights:

  • Kevin shares the history of workers’ compensation. (5:08)
  • As an agent, what’s one of the greatest things you can do? (17:00)
  • Kevin explains the only reason why anyone buys insurance. (21:42)
  • Kevin shares why they always talk about the experience mod and managing the valuation date. (25:54)
  • Kevin mentions how they train their agents. (28:08)
  • Kevin shares one of the huge issues they have in the industry with agents. (36:43)
  • Kevin mentions that he’s reading Sandy Koufax: A Lefty’s Legacy, by Jane Leavy. (1:02:35)
  • Kevin mentions that he’s about to spend a lot of money on college. (1:03:13)
  • Kevin gives a piece of advice to the listeners. (1:03:58)

Key Quotes:

  • “You could start with the clients you feel like trust you the most. Clients that trust you are a great place to try new things…Because, if you drop the ball, then you’re probably not going to ruin the relationship the first time you drop the ball.” – Kevin Ring
  • “If you don’t know that you are in control of your workers’ compensation costs, then you’re almost certainly not. And, we would encourage you to work with someone who can help you feel in control.” – Kevin Ring
  • “For insurance agents, you’ll find a way, whether it’s in workers compensation or something else… find a way where you can put your clients in control of their insurance programs. Because, control is something that we feel very innately, and people don’t like to feel out of control.” – Kevin Ring

Resources Mentioned:

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