Steve Tade, CWCA, MWCA, Winter-Dent & Co, MO


As you know I am not a new producer. I had my way of doing business. But something clicked during Kevin’s and your visit. You opened my mind about using WorkComp, not only as my lead in, but as a solid way to prove my value, along with our agency value.

We’ve worked together almost two years. Almost every week since the time you were in. You have seen me change how I do business.

I’m now out of quoting. I compete on an entirely new level. This is truly fun, this insurance thing.

Your approach is simple, practical, and while at times, seems radical. It pushes me, though, to think differently. This means I can capture employer attention now. Employers probably dazed over when I talked insurance.

Boiling it down: As you say “insurance does not sell insurance.” Insurance words do not sell insurance. Conversations do. You’ve put it all together for me to dramatically increase my sales. This year is my best ever after 14 years in business. I expect to double my business in the next 3. I want you to stay on this ride with me.

Wanted to let you know I picked up an account I’ve been calling on for 8 years and never got to first base… not one appointment.

After working with you, I called again and WOW. This time I got an appointment using the words you and I talked about.

When I visited the potential client, he continued to talk about his business for over an hour. I learned a ton about his wants, his needs, and how to work best with him.

As you say, “insurance does not sell insurance.”

Thanks much,


Matt Mallory, CWCA, MWCA, Mallory Agency, GA

Attending the Institute and receiving the Certified WorkComp Advisor Designation and Master WorkComp Advisor Designation helped me go from analog to hi-definition in WorkComp.

I’ve been able to open doors of large WorkComp accounts I never would have gotten into before.

Truly Pres, the Institute is the catalyst of my career…the ideas, comp technical skill, and your

creativity has instilled more confidence as a WorkComp producer than anything else.

I would not be where I am without what the IWCP has given me.


Justin Black, CWCA, MWCA, Cartier Agency, MN


In the past 12 months, I’ve attended the Masters Institute and 2 Symposiums, as well as speaking with you on our regular calls.

Putting it all together, you’ve helped me generate business with your creative marketing, seemingly pulling ideas out of the proverbial hat. You’ve helped with positioning me as a revenue generator for my clients. You’ve guided me to stay focused and helped when I needed to chat about an account.

Simply put: you’ve helped me accelerate my sales, change the way I do business, and solidify a career in insurance that’s fun and rewarding.

Thanks for it all…I appreciate beyond words what you’ve done for me!!!

I’m already working on making 2014 my best year ever,


Gary Liles, CWCA, Webb, Young, Webb, Liles & Tolentino, OK

I wanted to let you know that we picked up a major mechanical contractor, whose renewal premiums through the incumbent agent would have exceeded $1,100,000! Based on our analysis, and their enthusiastic response to our “conceptual” proposal, we determined that they were an excellent candidate for “self funding” their Workers’ Compensation exposure, which served to reduce their renewal premiums to less than half those being quoted by the incumbent agent! Using the tips and strategies we learned at the Institute, especially those related to:

* the critical importance of “return to work”
* a detailed strategy for a “return to work” coordinator
* the value of detailed job descriptions, which include specific physical requirements, for each type of work their employees perform
* “pre-employment” physicals and “post-injury” treatment by the same “occupational medicine” doctors (based on the job description’s physical requirements)
* a huge dose of “accountability”, including the ability to earn (or fail to earn) some very lucrative bonuses for safe results, throughout their project managers and superintendents

along with numerous other concepts we learned, tools we found on the web-site and continual support from you, Kevin and your staff, have made a huge difference for our fine, new client (and for us as well)!

Thanks for the training, but most of all for being there when we needed help, regardless of whether it was technical, marketing, sales, or just being a good “sounding board” to “think through” ideas. You all made the difference, and we are excited about leveraging all of these “tools” to write even more large accounts in 2013!


Sam Martin, CWCA, Lipscomb & Pitts Insurance, TN


Wanted to thank you for how you’ve revolutionized the way I do business. The other day, I even got a high-five from the risk manager of a nationally recognizable employer.

When I share my story, I get my buyer’s full attention. Your ideas are simple, jaw popping, and eye opening.

2010 has been an extremely successful year. 2011 may just break all my sales records.

Thanks again for all your help,

CWCA Senior Vice President/ Member, Lipscomb & Pitts Insurance, LLC


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