The WC Insurance Agent/Broker Market

Doug in Lancaster Reports the Following:

I had a very good conversation with an insurance broker today, who ended up adding me to his referral list and giving me the contact info for a local school district, and others, for drug testing.

After walking into the office and introducing myself, I asked the receptionist if they did Worker’s Compensation Insurance. Since the answer was “Yes”, I asked if there was an agent or broker available that I could speak with. In this case, the owner/broker came out and invited me into his office.

I asked him if he was familiar with the California rules regarding denying a claim if the employee was found to be under the influence of alcohol or drugs at the time of the injury or accident. It was clear that he wasn’t very knowledgeable about this area. Using the information from the National Convention in Greenville, I reviewed the information from Bill Judge’s presentation on this topic, including the NCCI stats that 38% to 50% of all claims involve the use of alcohol/drugs.
I explained the reason I do a significant amount of work with insurance agents providing them tools for them to help their clients reduce their Worker’s Compensation Premiums.

Further discussion revolved around how to provide ‘value-added’ information to his clients and future client prospects on how they might be able to challenge Worker’s Compensation claims, and save themselves a great deal of money; but only if they had a drug-free workplace policy in place and followed it. If they were interested, I was there to provide a policy and/or testing, as well as any further information required.

The end result was that this broker bought into the concept and was eager to put me on his referral list. He also said he would talk to one of his bigger clients, (with some 300 employees) about this, and he shared with me information on additional contacts.

Several of these brokers could make a substantial impact on my business!

Knowledge is power. Doug has taken a bit of knowledge and put to work in a creative way.

Let’s give Doug a “high five” on being innovative and sharing this information with the team.