Selling self-insured workers’ compensation does not require a detailed explanation of program mechanics or actuarial structure. In fact, introducing too much technical detail too early can complicate conversations and slow decision-making.
For insurance agents, the most effective approach is to focus on outcomes, stability, and alignment with contractor priorities, while allowing deeper explanations to surface naturally as interest develops.
When contractors evaluate workers’ compensation options, they are typically focused on a few core concerns:
Long-term cost control
Efficient and fair claims handling
Employee safety and reduced downtime
Financial stability and reliability
Successful conversations begin by framing the B and C Fund around these priorities rather than around how the program is structured.
Agents often benefit from a concise, consistent way to describe a self-insured program. A clear explanation helps establish credibility without overwhelming the contractor:
“The B and C Fund is a self-insured workers’ compensation program designed specifically for contractors and manufacturers, with a strong emphasis on safety, active claims management, and long-term cost stability.”
This level of explanation is usually sufficient at the outset. Additional details can be introduced later, if and when the contractor requests them.
Claims management plays a significant role in overall workers’ compensation performance. The B and C Fund emphasizes early claim reporting, coordinated medical management, and return-to-work strategies that help reduce claim duration and associated costs.
This proactive approach supports better outcomes for injured employees while helping employers manage exposure more effectively.
The B and C Fund places a strong emphasis on injury prevention. Members benefit from access to jobsite safety resources, ongoing training, and risk management support designed to reduce loss frequency over time.
For contractors committed to maintaining safe, professional operations, this focus aligns closely with their existing business goals.
Rather than prioritizing short-term pricing, the B and C Fund is structured to encourage responsible risk management and sustainable cost control. Contractors who invest in safety and claims oversight are better positioned to achieve more consistent results over time.
This approach is particularly appealing to contractors seeking predictability and long-term planning rather than annual rate volatility.
While topics such as governance, financial requirements, and shared risk are important, they do not need to be introduced at the beginning of the conversation.
A practical guideline for agents is to address technical details only when they become relevant to the contractor’s questions or decision-making process. The B and C Fund team is available to provide in-depth explanations as part of the qualification and onboarding process.
Self-insured workers’ compensation programs are often well suited for contractors who:
Maintain an established safety culture
Are dissatisfied with frequent carrier changes
Want greater transparency in claims handling
Take a long-term approach to risk management
Recognizing these characteristics helps agents identify when introducing the B and C Fund may be appropriate.
Agents are not expected to manage the process independently. Once interest is established, engaging the B and C Fund team allows eligibility requirements, structure, and next steps to be addressed clearly and efficiently.
This collaborative approach ensures contractors receive accurate information while reinforcing the agent’s role as a trusted advisor.
If you work with contractor or manufacturing clients who may benefit from a self-insured workers’ compensation solution, the B and C Fund team is available to assist.
Visit bandcfund.com to learn more, or contact Stacey Gohl to begin a conversation or request a quote
Send the following items to Stacey Gohl at Mackinaw Administrators, LLC:
3500 American Blvd W, Suite 155
Bloomington, MN 55431
Copyright 2025 B&C Fund
