Stop chasing quotes and start controlling risk
Mod analysis tools allow you to instantly generate
a visual analysis of an employer’s mod history—
highlighting costly mistakes, trends,
and opportunities they’ve never seen.
By Randall Boss, CRM, CIC, SPHR
In the world of workers compensation, the experience mod is more than a number—it’s the scoreboard for safety, performance, and profitability. For decades, it’s been a tool used to justify premium differences, reward loss-free performance, or identify red flags in an account. But as we move into 2025, it’s how agents use the mod that truly separates top-tier producers from the rest of the field.
We’re in the middle of a transformation. Traditional quoting and spreadsheet battles are losing their edge. Employers are tuning out the same old message. What grabs their attention now is insight—and action. If you’re not using the mod as a door opener, a sales driver, and a client retention anchor, you’re leaving opportunity on the table.
This article is your roadmap to harnessing the full potential of the experience mod in 2025—from breaking into larger accounts to building trust and winning BORs (broker of records). Let’s break it down.
Grab attention and break into larger accounts
In today’s saturated marketplace, the old “can I quote your work comp?” pitch isn’t enough to get a seat at the table. The new play? Use the mod to make an employer stop and think.
Start by leading with insight, not insurance. Mod analysis tools allow you to instantly generate a visual analysis of an employer’s mod history—highlighting costly mistakes, trends, and opportunities they’ve never seen. This kind of proactive intelligence positions you as an advisor, not a vendor.
For larger accounts, go even deeper: Benchmark them against industry peers. Show how their losses compare to similar businesses and translate that into dollars. In most cases, they’ve never seen this data, especially not from their current agent. That curiosity is often all you need to get the first meeting.
Simplify complex mod conversations
Let’s be honest—the experience mod formula isn’t exactly dinner conversation. But in 2025, you don’t need to be an actuary to make it click with clients. You need to be a storyteller.
Turn mod analysis into a visual, problem-solving experience. Use tools that translate formulas into business impact. Instead of saying, “Your mod is 1.17, so you’re paying a 17% penalty,” say, “You’re spending $34,000 more in premium than your competitors—here’s why.”
Clients don’t care about the math. They care about what’s broken and how to fix it. If you can explain the mod in their language—losses, dollars, process gaps—you’ll build credibility quickly. When you simplify the complex, you become the agent who’s easy to understand and hard to leave.
One incredibly effective way to talk about the mod is by comparing it to a grade in school. Explain that a mod of 1.0 represents the average in their industry, or the equivalent of a “C” grade. Therefore, the ultimate goal isn’t simply getting below 1.0 (better than a “C”), but striving toward their minimum mod, their best possible score (an “A” grade).
Build trust with reluctant employers
Switching agents can feel risky for business owners, especially if they’ve been with someone for years or don’t like change. The experience mod helps cut through that hesitation with facts, not fluff.
If a prospect is hesitant, lead with an audit of their mod performance and classification accuracy. Many agents overlook this step, and yet it’s one of the most trust-building exercises you can do. You’re not asking for their business—you’re offering them clarity. That’s powerful.
From there, you can show them how their past performance has been costing them. If you uncover a classification error or a lingering claim that was never resolved, you instantly position yourself as the one who sees what others missed. Trust isn’t built on selling—it’s built on solving.
Close new deals via BOR (No quotes)
One of the most impactful ways to use the mod in 2025 is to close new business without ever quoting. The key is positioning.
Use the mod as your “X-ray.” Show what’s broken and outline the path to better performance—without jumping to a quote. Your message becomes: “If I can help you fix these issues and put you on a plan to lower your mod and costs, will you let me lead the charge?”
Now the conversation is bigger than insurance. It’s a vision to improve safety outcomes, streamline claims management, implement return-to-work initiatives, and other key strategies to improve performance.
With the mod analysis you’ve done, you can show the real dollar impact of improving the mod, then present the right strategies to help get them there. You become the risk manager they didn’t know they needed.
And when you earn the BOR this way, you set the tone for the entire relationship: strategic, proactive, and focused on results.
Protect the mod to reinforce your value
Once you’ve won the account, the mod becomes the client’s scoreboard—and your proof of value. Your role now shifts from salesperson to strategist.
In 2025, you need a proactive system for mod protection. That means:
- Tracking claim activity monthly, not annually
- Making sure reserves are reviewed regularly
- Verifying that classifications and payrolls are accurate
- Flagging claims before they hit the unit stat date
- Implementing light-duty programs, including partnering with an occupational med center
- Creating a proactive process to swiftly handle new claims
- Most important, show the client the score and the premium impact. Give them regular updates that track how your strategy is improving their mod and saving them money. Clients forget quotes. They don’t forget results.
Final thought
If there’s one takeaway from all of this, it’s that the experience mod is no longer just an underwriting metric—it’s a powerful sales and retention tool. In the hands of a proactive agent with the right tools, it can open doors, close deals, and deepen client relationships.
This year is your chance to lead with strategy, not spreadsheets. Step away from quoting wars and into a more consultative, value-driven approach. The mod isn’t just a number. It’s your differentiator.
The author
Randall Boss is a Certified Risk Manager at Highstreet Ottawa Kent and co-founder of Emerge Apps (emergeapps.com), the creators of ModSure and other software tools to help agents grow. With over 40 years of experience, Randy helps agents shift from quoting to consulting by arming them with tools and strategies to become true risk advisors.
