In this episode of Power Producers Shoptalk, David Carothers welcomes back Kevin Ring, lead analyst at the Institute of WorkComp Professionals and one of the nation’s foremost experts on workers’ compensation. Kevin shares valuable insights into why leading with workers’ comp is a smart strategy for insurance agents, offering practical tips that agents can apply immediately to improve their game and better serve clients.
David and Kevin break down complex workers’ compensation topics into digestible, actionable advice — perfect for both new and seasoned producers looking to boost their understanding and results.
Kevin explains how workers’ compensation policies are simpler than most insurance lines, with consistent policy forms across carriers, making it easier for new producers to learn and sell effectively. He emphasizes the ability to clearly demonstrate the impact agents can have by lowering clients’ experience modification factors (mods).
The pair discuss how agents can show tangible ROI by improving clients’ workers’ comp programs, which can reduce premiums and directly enhance business profitability.
David and Kevin address the frustrations clients have when paying premiums without claims, clarifying how insurance works as a risk management tool rather than a savings account or investment.
Kevin highlights how a positive workplace culture reduces litigation and claims abuse, improving workers’ comp outcomes and client satisfaction.
Leading with workers’ comp allows agents to access valuable public data, such as experience mods, helping them target high-opportunity accounts and personalize outreach.
Kevin shares how focusing on workers’ comp can open doors to take over accounts incrementally, reducing client resistance to changing agents.
Agents can develop consultative selling skills in workers’ comp that transfer to other lines of business, moving beyond price-driven sales.
Kevin notes potential upcoming rate increases, such as in California, signaling a shift after a decade of rate declines and emphasizing the importance of staying informed.
In the ever-evolving world of commercial insurance, marketing has become a critical lever for growth. Yet most agencies still struggle to understand what’s actually working. From websites that generate leads with no attribution to CRM systems that silo vital data, insurance agencies are often flying blind.
If you’re a commercial insurance producer trying to grow in the middle market, you’re probably aware that the old-school prospecting methods—cold calling hundreds of businesses, dropping off trinkets, hoping someone is “coming up on renewal”—are no longer enough. In today’s competitive environment, success isn’t about how many people you reach. It’s about reaching the right people at the right time with the right message.
Too many agents stop learning once they’ve earned their license. The bare minimum—meeting continuing education requirements—is not enough in today’s climate. Producers often resort to online forums, asking where they can complete CE hours “as quickly as possible.” This mindset directly impacts their ability to communicate complex subjects like reinsurance or risk modeling to clients in an understandable way. As a result, they struggle to retain accounts and close new business in an increasingly competitive market.
The problem? Too many producers are pitching too soon, to the wrong people, with nothing more than a quote to offer. This article walks through how to close more business by positioning yourself as a trusted advisor, selling Total Cost of Risk (TCOR) outcomes, and using a structured approach to differentiate at every stage of the sales process.
In the modern commercial insurance landscape, trust is no longer built solely through in-person meetings, networking events, or polished brochures. It’s earned digitally—often before a prospect ever takes your call. As sales dynamics shift and competition tightens, the producers who will thrive are those who understand one thing: educational content is the new handshake.
Most commercial insurance producers think of referral networks as an afterthought—something that might generate a lead or two if they attend enough events, shake enough hands, or stay active in their BNI chapter. But the producers who consistently dominate the middle market think differently. They treat referral networks like revenue engines, built with the same discipline as a sales pipeline, and they use those relationships not only to generate appointments but to recruit the next generation of elite producers.
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