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The Proven 3-Step Formula for Work Comp Agents to Differentiate

Understand how to use the "Chain of Safety" to set yourself apart from other agents.
The Proven 3-Step Formula for Work Comp Agents to Differentiate

When it comes to selling workers’ comp, shopping carriers and competing on price is a losing battle. Instead, agents need a different way to set themselves apart and demonstrate their unique value to a potential client. A proven framework we’ve seen many agents succeed with is the Chain of Safety. 


What is the Chain of Safety? 

The idea behind the Chain of Safety concept is that work comp rates don’t exist in a vacuum and as agents, we can (and should) equip our clients with real strategies to drive those rates down. Workplace safety, OSHA recordkeeping and work comp costs exist in a connected chain, what we call the Chain of Safety. 

When you move from simply writing insurance to managing a client’s total cost of risk, you can help the client realize substantial cost savings and you become immensely more valuable as an agent.  


Step 1: Workplace safety 

As we know, the more incidents an employer has, the higher their experience mod, and the higher their work comp premiums. That’s why the first link in the Chain of Safety is effective workplace safety 

By helping your clients implement the right safety training and foster a culture of safety, they can prevent accidents and injuries before they occur. Here’s how to do it: 

    1. Explain the importance of a strong safety program, not only for keeping workers safe and healthy, but also for impacting their work comp premiums. 
    2. Let them know that they’re not alone if they struggle with their safety program, as it’s an incredibly common challenge for employers. 
    3. Give them the tools, education and resources to improve workplace safety. Start by sending this quick guide on ways to fix common safety challenges. 


Step 2: OSHA recordkeeping 

Keeping accurate OSHA records is necessary for any employer to comply with government regulations, but it is also a critical link in the Chain of Safety.  

Staying on top of OSHA recordkeeping when an incident occurs allows you and your client to implement quick cost containment measures after a claim, as well as examine past trends to find opportunities to improve. For instance, lost time from work can significantly hurt an employer’s experience mod, so you can offer huge impact by assisting with rapid return-to-work initiatives. 

Here’s where to start: 

    1. Educate your clients on the importance of accurate and timely OSHA recordkeeping, including alerting you immediately when a claim occurs.  
    2. Offer to audit their recent OSHA logs for accuracy and trends, then explain where you see opportunities to improve on their claims management, loss prevention and return-to-work initiatives.  
    3. Give them the tools and resources to simply OSHA recordkeeping. Start by sending this guide of 10 common OSHA recordkeeping mistakes and how to fix them.  


Step 3: Work comp costs 

Managing workers’ compensation costs is the final link in the Chain of Safety. With fewer workplace incidents, better loss prevention and return to work, and stringent OSHA recordkeeping, your clients can significantly reduce their work comp expenses.  

Once that happens, how could a client possibly want to switch agents? 


Want more guidance on how to execute with the Chain of Safety? Check out this guide on how to Open up the Work Comp Sale with Safety and OSHA Recordkeeping. 


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