The DAPPER Process

Taking Your Agency in a New Direction

Learn how to differentiate your agency and eliminate your competition with The DAPPER Process™, a distinctive sales strategy developed by The WorkComp Advisory Group co-founders Frank Pennachio and Susan Toussaint.

Improve Your Selling Abilities

The DAPPER Process™ is the foundation of our 2-day WorkShop in which you learn how to:

• Develop consultative relationships and eliminate the need to bid and quote on new business
• Engage with clients and improve the Premium Audit Process to eliminate mistakes and overcharges
• Educate employers in the proper management of their Experience Modification Factor
• Incorporate primary and secondary injury management strategies to improve employers' injury management outcomes, which reduces their Experience Modification Factor and indirect costs of injuries
• Leverage Workers' Compensation technical knowledge to sell additional lines of insurance
• Protect employers from threats related to Federal Acts and other outliers

Engage Clients

This process provides you with a tool that helps you engage in dialogue with clients so they can identify their risks and threats. Instead of asking a client "Are you satisfied with your current Workers' Compensation plan?", why not ask "How confident are you that your employees are getting the right medical treatment when injured?"

When combined with our training, support and consultative relationship, The DAPPER Process™ eliminates your reliance on bidding and quoting and jump-starts your transition from transactional selling to a consultative sales approach.

Discover more about The DAPPER Process.