The experience mod can be one of the most powerful prospecting tools in your arsenal. Done well, it opens doors, breaks incumbent relationships, and positions you as the agent who truly understands how to control costs.
But here’s the catch: most agents stop short.
They run a mod analysis, send over a report, and… that’s it.
It’s like a mechanic telling you your car is broken—but not offering to fix it.
Unfortunately, this is a common trap agents fall into. But here’s the opportunity: the agents who stand out and win more business? They go further. They take that mod report and turn it into a story, helping the employer fully understand its impact—and then they outline a clear, actionable path to improvement.
With a few simple shifts, you can elevate your approach, separate yourself from the pack, and turn the mod into one of the most powerful prospecting tools in your arsenal.
A common mistake agents make is treating the mod as purely a math exercise. They run the report, maybe highlight a couple of numbers, and then leave the employer to make sense of it.
Here’s the problem: employers rarely understand the true meaning behind the numbers. Even those who think they do often only have a surface-level understanding. Here's how to fix it as an agent.
Your first job is to translate the data into something they can actually understand and care about.
Explain the mod as a grade. Framing it as a report card (with A/B/C-level performance) helps employers immediately grasp whether they’re “passing” or “failing.”
Show the real dollars. Employers care less about the mod number itself than what it’s costing them. Translate their score into actual premium dollars and potential savings. “This 1.23 mod is costing you about $36,000 in extra premiums this year” is a much stronger message than “Your mod is 1.23.”
Show trends, not snapshots. Don’t just talk about this year’s mod. Show them a 5-year view. If it’s creeping upward, that’s a powerful motivator. If it’s improving, discuss what’s working and how to accelerate that trend.
Many employers operate with outdated or outright wrong assumptions about the mod. Your job is to correct them.
“Below 1.0 is good.” Not necessarily. If they’re at .95 but their minimum mod is .75, they’re still leaving money on the table.
“Nothing can be done about claims.” Wrong. Explain how proactive claims management, reporting strategies, and loss control can drastically reduce claim severity and future mod impact.
“We don’t have enough claims to matter.” Any claim, even a small one, can have an outsized impact on the mod (especially if lost time is triggered). Model what-if scenarios to show how even minor changes in claim handling can create significant premium savings.
Spreadsheets alone don’t persuade. Visual storytelling does.
Instead of handing them a worksheet, show them clean, visual reports that tell the story of their mod and how their comp premiums are impacted.
Tip: This is exactly where ModSure shines—its reports are designed to tell a compelling story any employer can understand, with visuals that make the numbers meaningful.
If you only diagnose the problem, you’ve done nothing to set yourself apart from the incumbent. The real value comes when you show them how you can fix gaps and issues you've identified.
Employers want to know: “If I give you my business, what will you do differently?”
Be ready with a concrete action plan:
Return-to-Work (RTW) program. Explain how implementing light duty can drastically reduce lost-time claims (and their mod impact). If they don’t have a program, show them what one would look like.
Tighter claims management. Highlight how you’ll work with adjusters to close claims faster, keep reserves accurate, and fight unnecessary costs. Here's a quick checklist you can share for when an injury does occur.
Safety initiatives. Build a proactive safety plan—one that targets the specific drivers of their claims. Go beyond generic advice and offer to create a program unique to their industry and business.
One of the fastest ways to win trust is to give them a taste of the solution before they sign on.
For example:
Offer to set them up with a light-duty program before you’re even their agent.
Share safety resources specific to their industry.
Review their open claims and identify red flags they can address now.
This is why we built LightDutyWorks, a turnkey RTW solution you can give to prospects immediately. It solves a real pain point, delivers instant value, and positions you as the agent who doesn’t just talk about fixing problems—you do it.
When done right, a mod review is more than a report—it’s the start of a relationship.
Don’t be “all bark, no bite.” Be the agent who tells the story, provides the fix, and gives them a reason to make a change.
With the right approach—and the right tools—you can turn mod reviews into business-winning conversations.