In this episode, James talks with Stephen Sedlak, President of Workcompology. To learn more about Workcompology, visit https://workcompology.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at [email protected] with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Stephen shares his background and how he got into the insurance industry. (2:12) Stephen mentions that at ADP, he learned "the answer is always yes," which has served him well in his career. (7:26) Stephen discusses how he started writing his book "The Work Comp Control Effect" and how he utilizes the book for marketing. (12:32) Stephen mentions that there is no right or wrong way to write a book and that the most important thing is that you're writing something that makes sense to you and the prospect. (19:18) Stephen explains that the purpose of his book was never to sell it, but rather to share the approaches that have worked best for him. (22:50) Stephen explains the benefits of having a workers’ comp program and how it goes far beyond the policy itself. (28:45) Stephen explains the major reason they chose to join Keystone over others and how working with them is a collaborative experience. (34:16) Stephen discusses the benefits of joining Keystone and how it has elevated its members' reputation with certain carriers and brokers. (39:02) Key Quotes: “At the end of the day, you're just writing something that's going to make sense and gonna hopefully make sense to the prospect, if that's your goal.” - Stephen Sedlak “It's a program. It's the work comp program. And that's what we try to get our prospects to understand is that it's no longer a policy, it's a program.” - Stephen Sedlak “The purpose of the book [The Work Comp Control Effect] was never to sell the book…I figured if I ever sold that book for more money, you know, made more money off of selling that than I did writing new business, then I failed as a producer.” - Stephen Sedlak Resources Mentioned: ModAdvisor

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