Commercial Insurance Brokers *All Lines of Business Insurance *Access to over 40 Commercial Carriers Why I Truly Enjoy an Industry Seen as the “Most Boring” by Millennials Presenting Options and Services to Justify Commission we Receive from Insurance Carriers. 1) Offices in Morgan Hill, Pleasant Hill, Sacramento and San Diego. All lines including Work’ Comp, Liability, Management Liability, Property, Business Auto, Bonds. 2) When asked about Insurance as a Career opportunity Millennials say it is too boring and uninteresting. However, when asked if they would be interested in a career analyzing risk exposure and presenting solutions to transfer risk, they say yes they would be interested. Prior job for 6 years was as a medical device sales rep working with surgeons and spending most days in hospital. Great to talk about at a cocktail party when meeting someone new. Now I mention Insurance and it goes silent. Instead I say I am a risk management broker. 3) This information is relevant to you because your clients need insurance when they buy a new company. The Sellers you represent have very likely never entertained some of these “Alternative Options for Workers’ Comp” and as their costs have crept up over the years, the timing is perfect prior to a sale to examine significant cost saving alternatives. CA License #0504035

Workers’ Compensation Graphic Omitted Retained Risk “Premium” CA License #0504035

CA License #0504035

Managing the Experience Mod is Essential First Aid Program is Most Effective – Nurse Triage Prevent Excess Claims with a Return To Work Program w/ Modified Duty Compare Ex Mod Worksheet to Actual Loss Runs to Spot and Fix Adjustor Mistakes – get WCIRB to ReCalculate the Mod CA License #0504035

CASE STUDY -Recycling Company on Central Coast $30K in annual premium (10-20ees) -6 “alleged” worker injuries in a span of two years -Payroll Increased and MOD went to a 295 -Facing new premium estimates of $160K -$250K (from guaranteed cost markets) -Brought him a small deductible option through an employer organization with $77K estimated premium CA License #0504035

What To Do When An Injury Occurs In the event of a catastrophic, life or limb threatening injury call 911 or immediately transport the injured worker to the nearest Emergency Room.   You MUST notify Cal-OSHA within 8 hours of occurrence for SEVERE (amputation, hospitalization or death) injury Labor Code §342. Reporting Work-Connected Fatalities and Serious Injuries. (a) Every employer shall report immediately by telephone or telegraph to the nearest District Office of the Division of Occupational Safety and Health any serious injury or illness, or death, of an employee occurring in a place of employment or in connection with any employment. Immediately means as soon as practically possible but not longer than 8 hours after the employer knows or with diligent inquiry would have known of the death or serious injury or illness. If the employer can demonstrate that exigent circumstances exist, the time frame for the report may be made no longer than 24 hours after the incident. 1) Offices in Morgan Hill, Pleasant Hill, Sacramento and San Diego. All lines including Work’ Comp, Liability, Management Liability, Property, Business Auto, Bonds. 2) When asked about Insurance as a Career opportunity Millennials say it is too boring and uninteresting. However, when asked if they would be interested in a career analyzing risk exposure and presenting solutions to transfer risk, they say yes they would be interested. Prior job for 6 years was as a medical device sales rep working with surgeons and spending most days in hospital. Great to talk about at a cocktail party when meeting someone new. Now I mention Insurance and it goes silent. Instead I say I am a risk management broker. 3) This information is relevant to you because your clients need insurance when they buy a new company. The Sellers you represent have very likely never entertained some of these “Alternative Options for Workers’ Comp” and as their costs have crept up over the years, the timing is perfect prior to a sale to examine significant cost saving alternatives. CA License #0504035

What To Do When An Injury Occurs (Continued)   STEP 1:  GIVE THE INJURED WORKER THE FOLLOWING DOCUMENTS WITHIN 24 HOURS WC Claim Form (DWC-1) Provide a blank form. Do not complete your portion and hand it to them before they complete their portion. Depending on what carrier you have, they will provide you with: Medical Treatment Authorization Form Medication/Pharmacy Authorization Form Covered Employee Notification of Rights Materials (MPN) 1) Offices in Morgan Hill, Pleasant Hill, Sacramento and San Diego. All lines including Work’ Comp, Liability, Management Liability, Property, Business Auto, Bonds. 2) When asked about Insurance as a Career opportunity Millennials say it is too boring and uninteresting. However, when asked if they would be interested in a career analyzing risk exposure and presenting solutions to transfer risk, they say yes they would be interested. Prior job for 6 years was as a medical device sales rep working with surgeons and spending most days in hospital. Great to talk about at a cocktail party when meeting someone new. Now I mention Insurance and it goes silent. Instead I say I am a risk management broker. 3) This information is relevant to you because your clients need insurance when they buy a new company. The Sellers you represent have very likely never entertained some of these “Alternative Options for Workers’ Comp” and as their costs have crept up over the years, the timing is perfect prior to a sale to examine significant cost saving alternatives. CA License #0504035

What To Do When An Injury Occurs (Continued)   STEP 2: REFER THE INJURED WORKER TO AN INDUSTRIAL CLINIC WITHIN THE MEDICAL PROVIDER NETWORK Most insurance companies utilize a Medical Provider Network (MPN) to reduce workers’ compensation costs and maintain lifetime medical control. If you have not already selected an industrial clinic you can locate one by going to your carrier website to find a Frontline Provider, Industrial Medical Clinic, or Urgent Care. There is always assistance through the Medical Assistant within your Medical Provider Network or ask your broker to help facilitate this process. DEVELOP A RELATIONSHIP WITH YOUR PREFERRED MEDICAL FACILITY! Establish Protocols and Keep Them Updated 1) Offices in Morgan Hill, Pleasant Hill, Sacramento and San Diego. All lines including Work’ Comp, Liability, Management Liability, Property, Business Auto, Bonds. 2) When asked about Insurance as a Career opportunity Millennials say it is too boring and uninteresting. However, when asked if they would be interested in a career analyzing risk exposure and presenting solutions to transfer risk, they say yes they would be interested. Prior job for 6 years was as a medical device sales rep working with surgeons and spending most days in hospital. Great to talk about at a cocktail party when meeting someone new. Now I mention Insurance and it goes silent. Instead I say I am a risk management broker. 3) This information is relevant to you because your clients need insurance when they buy a new company. The Sellers you represent have very likely never entertained some of these “Alternative Options for Workers’ Comp” and as their costs have crept up over the years, the timing is perfect prior to a sale to examine significant cost saving alternatives. CA License #0504035

What To Do When An Injury Occurs (Continued)   STEP 3: COMPLETE THE EMPLOYERS REPORT OF OCCUPATIONAL INJURY (FORM 5020) WITHIN 24 HOURS OF THE INJURY Report as soon as practically possible. Even if you do not have all the details of the claim. Most carriers give you the option to call, fax, email, or report online. Industry studies show that reporting claims within 24 hours substantially reduces claim costs. The sooner the carrier sets up the claim, the more quickly they can call the employee to answer their questions about their medical treatment and lost-time disability benefits (if applicable). 1) Offices in Morgan Hill, Pleasant Hill, Sacramento and San Diego. All lines including Work’ Comp, Liability, Management Liability, Property, Business Auto, Bonds. 2) When asked about Insurance as a Career opportunity Millennials say it is too boring and uninteresting. However, when asked if they would be interested in a career analyzing risk exposure and presenting solutions to transfer risk, they say yes they would be interested. Prior job for 6 years was as a medical device sales rep working with surgeons and spending most days in hospital. Great to talk about at a cocktail party when meeting someone new. Now I mention Insurance and it goes silent. Instead I say I am a risk management broker. 3) This information is relevant to you because your clients need insurance when they buy a new company. The Sellers you represent have very likely never entertained some of these “Alternative Options for Workers’ Comp” and as their costs have crept up over the years, the timing is perfect prior to a sale to examine significant cost saving alternatives. CA License #0504035

What To Do When An Injury Occurs (Continued)   STEP 4: HAVE THE INJURED WORKER’S SUPERVISOR COMPLETE THE ACCIDENT INVESTIGATION REPORT Prevention is a key reason to accident investigation. What is learned from an accident investigation can help prevent future or even worse scenarios. Following these steps can make for an effective accident investigation process: Obtain written statements from any witnesses. Take pictures, if necessary. Remove any faulty equipment from further use but preserve the equipment in case subrogation is an issue. Provide first aid and medical care to the injured person(s) and prevent further injuries or damage Investigate the accident Identify the causes Report the findings Develop a plan for corrective action (CalOSHA is big on this one) Implement the plan Evaluate the effectiveness of the corrective action Make changes for continuous improvement 1) Offices in Morgan Hill, Pleasant Hill, Sacramento and San Diego. All lines including Work’ Comp, Liability, Management Liability, Property, Business Auto, Bonds. 2) When asked about Insurance as a Career opportunity Millennials say it is too boring and uninteresting. However, when asked if they would be interested in a career analyzing risk exposure and presenting solutions to transfer risk, they say yes they would be interested. Prior job for 6 years was as a medical device sales rep working with surgeons and spending most days in hospital. Great to talk about at a cocktail party when meeting someone new. Now I mention Insurance and it goes silent. Instead I say I am a risk management broker. 3) This information is relevant to you because your clients need insurance when they buy a new company. The Sellers you represent have very likely never entertained some of these “Alternative Options for Workers’ Comp” and as their costs have crept up over the years, the timing is perfect prior to a sale to examine significant cost saving alternatives. CA License #0504035

What To Do When An Injury Occurs (Continued)   STEP 5: SEND A COPY OF PAPERWORK TO THE CARRIER AS SOON AS POSSIBLE Completed Employee Claim Form (DWC-1) Completed Accident Investigation Form & any accompanying documents such as witness statements. Doctor’s First Report of Injury, Work Status Report, etc…    STEP 6: BE PREPARED TO SPEAK WITH THE INSURANCE COMPANY ADJUSTER OR REPRESENTATIVE. Have one point of contact from your business for the adjuster. 1) Offices in Morgan Hill, Pleasant Hill, Sacramento and San Diego. All lines including Work’ Comp, Liability, Management Liability, Property, Business Auto, Bonds. 2) When asked about Insurance as a Career opportunity Millennials say it is too boring and uninteresting. However, when asked if they would be interested in a career analyzing risk exposure and presenting solutions to transfer risk, they say yes they would be interested. Prior job for 6 years was as a medical device sales rep working with surgeons and spending most days in hospital. Great to talk about at a cocktail party when meeting someone new. Now I mention Insurance and it goes silent. Instead I say I am a risk management broker. 3) This information is relevant to you because your clients need insurance when they buy a new company. The Sellers you represent have very likely never entertained some of these “Alternative Options for Workers’ Comp” and as their costs have crept up over the years, the timing is perfect prior to a sale to examine significant cost saving alternatives. CA License #0504035

What Benefits Are Injured Employees Eligible For? Medical care: Paid for by carrier to help the injured employee recover from an injury or illness caused by work. Temporary disability benefits: Payments if the injured employee loses wages because the injury prevents the injured employee from doing his/her usual job while recovering. Permanent disability benefits: Payments if the injured employee doesn't recover completely. Supplemental job displacement benefits (if your date of injury is in 2004 or later): Vouchers to help pay for retraining or skill enhancement if the injured employee doesn't recover completely and doesn't return to work for you. Death benefits: Payments to the injured employee’s spouse, children or other dependents if the injured employee dies from a job injury or illness. 1) Offices in Morgan Hill, Pleasant Hill, Sacramento and San Diego. All lines including Work’ Comp, Liability, Management Liability, Property, Business Auto, Bonds. 2) When asked about Insurance as a Career opportunity Millennials say it is too boring and uninteresting. However, when asked if they would be interested in a career analyzing risk exposure and presenting solutions to transfer risk, they say yes they would be interested. Prior job for 6 years was as a medical device sales rep working with surgeons and spending most days in hospital. Great to talk about at a cocktail party when meeting someone new. Now I mention Insurance and it goes silent. Instead I say I am a risk management broker. 3) This information is relevant to you because your clients need insurance when they buy a new company. The Sellers you represent have very likely never entertained some of these “Alternative Options for Workers’ Comp” and as their costs have crept up over the years, the timing is perfect prior to a sale to examine significant cost saving alternatives. CA License #0504035

Red Flags and Delaying a Claim First few days, weeks, and month are crucial. Report any and all red flags.   Carrier has 90 days to investigate and make a decision. Investigation firms Subrogation Apportionment Medical/Legal Examinations (QME/AME) 1) Offices in Morgan Hill, Pleasant Hill, Sacramento and San Diego. All lines including Work’ Comp, Liability, Management Liability, Property, Business Auto, Bonds. 2) When asked about Insurance as a Career opportunity Millennials say it is too boring and uninteresting. However, when asked if they would be interested in a career analyzing risk exposure and presenting solutions to transfer risk, they say yes they would be interested. Prior job for 6 years was as a medical device sales rep working with surgeons and spending most days in hospital. Great to talk about at a cocktail party when meeting someone new. Now I mention Insurance and it goes silent. Instead I say I am a risk management broker. 3) This information is relevant to you because your clients need insurance when they buy a new company. The Sellers you represent have very likely never entertained some of these “Alternative Options for Workers’ Comp” and as their costs have crept up over the years, the timing is perfect prior to a sale to examine significant cost saving alternatives. CA License #0504035

Classification of Claims There are generally 4 types of workers’ compensation claims: Incident Only Claims: An incident only report is not technically a claim but rather a documentation of an incident that does not result in any treatment or disability. First Aid Claims: The California Labor Code describes first aid claims as one involving a one-time treatment and subsequent observation of a minor injury. Some examples of first aid treatment are antiseptics, bandaging and non-prescription medication. Medical Only Claims: A medical only claim is one that involves treatment which exceeds the definition of first aid but does not involve any indemnity exposure. A medical only claim can have up to 3 days of lost time. Indemnity Claims: Indemnity claims are those involving any exposure to indemnity benefits (temporary or permanent disability). 1) Offices in Morgan Hill, Pleasant Hill, Sacramento and San Diego. All lines including Work’ Comp, Liability, Management Liability, Property, Business Auto, Bonds. 2) When asked about Insurance as a Career opportunity Millennials say it is too boring and uninteresting. However, when asked if they would be interested in a career analyzing risk exposure and presenting solutions to transfer risk, they say yes they would be interested. Prior job for 6 years was as a medical device sales rep working with surgeons and spending most days in hospital. Great to talk about at a cocktail party when meeting someone new. Now I mention Insurance and it goes silent. Instead I say I am a risk management broker. 3) This information is relevant to you because your clients need insurance when they buy a new company. The Sellers you represent have very likely never entertained some of these “Alternative Options for Workers’ Comp” and as their costs have crept up over the years, the timing is perfect prior to a sale to examine significant cost saving alternatives. CA License #0504035

Questions 1) Offices in Morgan Hill, Pleasant Hill, Sacramento and San Diego. All lines including Work’ Comp, Liability, Management Liability, Property, Business Auto, Bonds. 2) When asked about Insurance as a Career opportunity Millennials say it is too boring and uninteresting. However, when asked if they would be interested in a career analyzing risk exposure and presenting solutions to transfer risk, they say yes they would be interested. Prior job for 6 years was as a medical device sales rep working with surgeons and spending most days in hospital. Great to talk about at a cocktail party when meeting someone new. Now I mention Insurance and it goes silent. Instead I say I am a risk management broker. 3) This information is relevant to you because your clients need insurance when they buy a new company. The Sellers you represent have very likely never entertained some of these “Alternative Options for Workers’ Comp” and as their costs have crept up over the years, the timing is perfect prior to a sale to examine significant cost saving alternatives. CA License #0504035