From the Front Lines: Workers Compensation

Hal Averette
Vice President
Jones Insurance Agency, Inc.
Garner, North Carolina
How did you get started at your agency?
After a number of years in commercial banking, I wanted to work with business owners in a broader way. I had an opportunity to join a great local insurance agency and I took it. Business owners seem to really appreciate a “holistic” approach to their financial and risk management needs.
How did you become a workers comp specialist?
I quickly learned that most business owners view their employees as one of their biggest assets—and one of their biggest potential headaches. Worker’s compensation claims often create issues way beyond the experience modifier and premium increases. The human costs of an accident and the complexities of returning an injured employee to wellness can be huge. I felt this was an area where I could really have a positive impact on people.
Biggest workers comp passion?
Employers want knowledge. I see my job as helping them to “connect the dots” between safety, claim management, and the bottom line of the business. Our agency offers a series of educational events for business owners so they can make better decisions about risk management. A very popular topic has been how to screen applicants more thoroughly by using tests of physical abilities needed for the job. “Light duty” as part of the return to work program also generates a lot of discussion.
Biggest workers comp challenges?
Business owners are starting to see that the worker’s compensation insurance carrier can be their partner. The carriers had often been seen as “those pesky auditors” or “the claims adjuster who just wanted to write a settlement check.” We are all after the same goals: fewer claims and faster recovery.
What do you say to a first-time client looking at workers comp coverage?
“Are you interested in a three-year plan to take control of your work comp, or do you want a cheaper quote for this year’s policy?” Their answer determines if we have anything to talk about.
Advice for a fellow agent trying to break into workers comp?
Educate yourself. Also, develop alliances with resources that can help your clients: safety consultants, employment law attorneys, ergonomic testing firms, claims management specialists. Become a source of knowledge in your field.
Favorite workers comp success story?
I like to cook, so I’m always especially interested in restaurants. Working with one local group, I was able to help the managers take “personal ownership” for the safety of their workers and the improvement of the work environment. For example, we were able to identify and eliminate the use of a steep, dark stairway for moving heavy supplies.
What do you see in the future for workers comp?
This may be pretty far out, but at some point, there will be less distinction between worker’s compensation and group health insurance. At the end of the day, it’s all about employee wellness. I really believe that an enlightened, proactive employer can improve the quality of life for their employees.