In Episode 159 of the Scratch Agency Podcast, Stephen Turnbull and Shawn Fitzgerald sit down with Kevin Ring, Chief Experience Mod Officer at Emerge Apps and Lead Workers’ Compensation Analyst for the Institute of WorkComp Professionals, for a practical deep dive into one of the most overlooked opportunities in commercial insurance: workers’ comp.

Kevin breaks down how agents can stop treating workers’ comp like a commodity and start using it as a true wedge in the sales process. From understanding the experience mod and minimum mod, to helping clients build injury response systems, return-to-work programs, and physician relationships, this episode is packed with tactical ways to create real results for commercial clients.

🔍 If you’re a scratch agent trying to write better commercial business, stand out from quote-chasers, and turn workers’ comp into a true value-add for your clients—this episode is a must-listen.

🕒 Timestamps:

00:00 – Introduction & Meet Kevin Ring

03:12 – How Kevin Accidentally Got Into Insurance

06:10 – What the Institute of WorkComp Professionals Does for Agents

10:18 – Where Agents Should Start with Workers’ Comp

14:22 – What Brokers Can Do When a Workers’ Comp Claim Happens

19:08 – Why Employers Need a Clear Injury Process Before a Claim

24:11 – Using the Experience Mod as a Sales Wedge

29:35 – Minimum Mod, Lost Profits & Explaining the Math Simply

35:42 – Why Workers’ Comp Creates Real Exit Barriers

41:05 – What Scratch Agents Should Learn First

46:18 – How to Speak About Comp in the Client’s Language

50:02 – Final Thoughts & Where to Connect with Kevin

💼 Sponsored by HawkSoft

https://www.hawksoft.com

A family-owned agency management system built to serve independent agencies with flexibility, transparency, and human-centered support.

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