In life and in business, we get precious few guarantees. One that comes to mind is this: Change is inevitable!

So, how does a business leader stay focused on their goals in a world of constant and swirling change?

Here are three powerful tips to help you stay focused during massive changes:

1. Get extremely clear on your goals. When you have a clearly defined goal, you’re sending a direct message to your mind that what you want is exact. Your marvelous mind goes to work on your behalf to make that idea/dream/vision/specific goal part of your reality. Decide what you want, write it down, and work towards it day by day.

2. Stay focused. In today’s ever-changing world, it’s super easy to get distracted. Make time each day to intentionally focus on your goal through meditation, journaling, or visualizing. This keeps the goal fresh in your mind and it keeps your motivation high. When your mind is laser-focused on your goal, you’ll be able to easily identify what activities bring you closer to
your goal and which ones are just distractions.

3. Apply persistence. In Napoleon Hill’s great work, Think and Grow Rich, he says, “Persistence is to the character of man as carbon is to steel. Think about that for a minute: There’s nothing really special or sexy about persistence, but without it, we’re sunk before we even start. Persistence lives in the mind. It is a moment-by-moment choice at times, but the promise is simple – we only fail to achieve our goal if we quit trying. By adopting the mindset outlined above, you’ll be powerfully equipped to get exactly what you want no matter how the world changes around you.

For more mindset tips, please reach out to our good friend Lauren Weibert.

Lauren Weibert
Mindset Coach and Consultant
563-340-3136
lauren@laurenweibert.com
https://laurenweibert.com

At Premium Recovery Experts, we recently had the opportunity to work with a nonprofit organization in California that wanted to ensure their workers’ compensation premiums had been calculated correctly. For organizations with limited budgets, every dollar matters, so a careful review of their past policies was an important step.

Our team began with an analysis of their Experience Modification Rating and identified errors in two different policy years. These errors had directly inflated their premiums and correcting them resulted in substantial savings. We then conducted a detailed review of several past audits, where we uncovered additional problems. A handful of employees had been misclassified in job categories that carried higher rates than were appropriate.

Once these issues were corrected, the nonprofit received over $25,000 in refunds across three separate policy periods. The funds were issued directly to the organization from two different insurance companies, creating an immediate boost to their budget.

The outcome speaks for itself. With no disruption to existing insurance relationships and no upfront cost, this nonprofit was able to recover significant funds that can now be redirected toward its mission.

If your organization has never had an independent review of its workers’ compensation premiums, you could be leaving money behind. Our expertise is finding these errors and securing the refunds you deserve.

Success in sales does not come from occasional bursts of effort.  It comes from consistent, focused action repeated day after day.  The best sales professionals are not necessarily the flashiest or the most aggressive.  They are the ones who build strong habits and stick to them, even when no one is watching.

Consistency is what keeps your pipeline full and your relationships active.  Whether it is making a set number of prospecting calls, following up with leads, engaging on LinkedIn, or setting meetings, it is the small daily activities that create long-term results.  When you show up consistently, you become more reliable, more visible, and more trusted by the people you want to do business with.

Inconsistency leads to peaks and valleys.  One good week will not make up for three weeks of inactivity. That is why it is critical to build daily habits you can commit to.  Block time for outreach, track your activity, and hold yourself accountable.

Sales is not a sprint.  It is a long game that rewards discipline and persistence.  When you commit to showing up every day and doing the work, the results will follow.  Consistency compounds.  It builds your brand, strengthens your network, and leads to measurable success.

One of our recent clients, a small community hospital that also operates a nursing home, reached out to Premium Recovery Experts to take a closer look at their workers’ compensation premiums. Like many healthcare organizations, they had been paying high premiums for years, trusting that their policy classifications were accurate.

Our team conducted a detailed audit and discovered that more than 30 employees had been incorrectly classified under a more expensive job code. These misclassifications resulted in significantly inflated premium costs year after year.

We worked directly with the insurance carrier to correct the classifications on three older policies and ensured that all future policies would reflect the appropriate codes. This not only led to immediate financial recovery but also positioned the hospital for ongoing premium savings moving forward.

The final outcome was a combined total of $141,000 in recovered refunds and future premium reductions.

This success story demonstrates the importance of a thorough review of workers’ compensation audits. Even well-run organizations can have costly errors hiding in the fine print. At Premium Recovery Experts, we specialize in uncovering these mistakes and recovering what your business is rightfully owed.

If your organization has never had an independent audit of past premiums, now is the perfect time to get started. You may be surprised by what we find.

If you are not posting short videos, you are missing one of the most effective ways to connect with your audience.  Video builds trust, showcases your personality, and makes it easier for people to understand what you do. In a crowded digital space, video helps you stand out.

People are far more likely to stop scrolling for a video than for a block of text.  With short videos, you can educate, share success stories, answer common questions, and introduce your services in a way that feels personal and engaging.

Best Practices for Posting Short Videos

Keep it short and to the point.  Aim for 30 to 90 seconds.  Respect your audience’s time and grab their attention within the first few seconds.

Always speak clearly and confidently.  You do not need to be perfect, but you should be prepared.  Outline your message beforehand so you can deliver it without rambling.

Add captions.  Many people watch videos with the sound off, especially on platforms like LinkedIn.  Captions ensure your message is still seen and understood.

Be consistent. Posting once in a while will not build momentum. Set a schedule you can stick to, whether that is once a week or twice a month.

What to Avoid When Posting Videos

Do not over-edit your videos.  Highly polished videos can feel impersonal.  Authenticity matters more than perfection.

Do not talk only about yourself.  Make your videos about your viewer.  Focus on their challenges, their questions, and their goals.

Do not forget a call to action.  Whether it is encouraging someone to comment, visit your website, or schedule a call, every video should have a clear next step.

Short videos are one of the most powerful tools you can use to build trust and generate new business.  Start today!

A mid-sized manufacturer recently came to us looking for ways to reduce their Workers’ Comp costs.  We analyzed seven years of Experience Modification Ratings (EMRs), focusing on reported losses and how data was submitted to the Rating Authority.

What we found: costly errors.

Our team identified discrepancies in four years of EMR reporting.  After working with the appropriate authorities to correct the records, the client received over $35,000 in refunds on past premiums.

2023/2024: Original Rating .87 → Revised to .82

2022/2023: Original Rating 1.07 → Revised to .98

2021/2022: Original Rating 1.08 → Revised to 1.07

2019/2020: Original Rating .85 → Revised to .82

Correcting EMRs not only leads to refunds but also strengthens your bottom line and overall competitiveness.  For manufacturers, an inflated EMR often results in higher insurance premiums and added operational costs.  Lowering your EMR improves cash flow and reduces expenses that directly affect your profitability. 

Many companies overpay without knowing it.  Our work doesn’t cost you anything out of pocket.  If we don’t find savings, you pay nothing.  If you’re an Owner, CFO, or P&C broker, ask us for a no-risk review.  Your company or your clients could be leaving real money on the table.

Networking is one of the most powerful ways to grow your business but only if it’s done with purpose and precision.  Too often, we waste time on generic conversations, vague asks, and random connections that don’t move the needle.  To turn networking into a revenue-generating activity, you need to create efficiency.  Here’s how:

Be Targeted in Your Approach

Focus your efforts on building relationships with people who are prospecting the same types of clients as you.  These individuals are more likely to understand your value and introduce you to ideal opportunities.

Skip Random Networking

Avoid attending every local meetup or general business event.  Instead, show up where your ideal clients and Centers of Influence (COIs) are.  Prioritize industry-specific conferences, trade associations, and curated events where your presence is intentional and strategic.

Be Precise in Your Ask

The phrase “I’m industry agnostic” may sound flexible, but it’s rarely helpful.  People need direction to make referrals. Instead, give them a clear, memorable profile:

“I can work with anyone, but I focus on construction, manufacturing, and distribution companies in the $2–$20 million range.  CPAs and fractional CFOs are my best referral sources.”  Specificity helps others think of the right people for you.

Keep It Simple

You might offer a wide range of products or services, but your contacts don’t need to know every detail.  Too much information creates confusion.  Instead, highlight the one or two things that set you apart or solve a specific pain point.  Let your expertise speak for itself over time.

The Bottom Line:

Efficient networking isn’t about doing more; it’s about doing it better.  Get clear on who you serve, where to find them, and how to communicate your value quickly.  The more targeted your efforts, the more impactful your connections will be.

A plumbing and heating contractor recently engaged with Premium Recovery Experts to determine whether there were any errors or missed opportunities in their workers’ comp premium calculations.  Like many contractors, they believed their premiums had been calculated correctly. However, after a thorough review, we identified something important that had been overlooked. The contractor was eligible for state issued construction credits based on the type of work they perform, but these credits had never been applied.

We collaborated with both the insurance carrier and the state rating authority to ensure those credits were properly awarded.  As a result, the contractor received more than $20,000 in savings across their two most recent policies.

The good news does not stop there.  These credits will now be applied to all future policies, providing the contractor with ongoing savings year after year.

This example demonstrates how even well managed businesses can leave money on the table without realizing it.  Our job is to find those opportunities and help you recover what you are owed. There is no upfront cost and no risk.  If your past audits have not been reviewed, now is the time to take a closer look.

If there is one sales habit that separates top performers from the rest, it is this: consistent follow-up.

The reality is that most sales are not closed on the first call, first meeting, or first email. In fact, studies show that over 80 percent of sales require five or more follow-ups.  Yet the majority of salespeople give up after just one or two attempts.  That means if you are the one who keeps showing up professionally and respectfully, you are already standing out from the crowd.

Following up is not just about persistence. It is about building trust.  When you continue the conversation, you show the prospect that you are serious, reliable, and invested in their success.  You are also giving them time to process, ask questions, and feel more comfortable with making a decision.

What is more, following up strategically allows you to add value. Every message or call does not need to be a pitch.  Use your follow-ups to share insights, address concerns, and reinforce the specific benefits of your solution.  This positions you as a partner, not a pushy salesperson.

Here is the truth.  Most of your competitors will not follow up more than once.  That is your edge.  By being the one who circles back thoughtfully and consistently, you stay top of mind when the time is right.

Do not let a “no” today stop you from getting a “yes” tomorrow.  The deal often goes to the rep who simply did not give up.

Tip: Set reminders. Build a simple follow-up cadence. Keep it personal. The fortune really is in the follow-up.

A food distributor recently partnered with Premium Recovery Experts to determine if their workers’ comp premiums had been calculated correctly.  On the surface, everything appeared to be in order, and the audit conducted by the insurance carrier was 99 percent accurate.  But our job is to look at every detail carefully, and that is exactly what we did.

During our review, we discovered that one employee had been misclassified in a job category with a higher risk level than was appropriate. Although this seemed like a minor issue, it resulted in more than $21,000 in overpaid workers’ comp premiums.  We worked directly with the insurance carrier to correct the error and secured a refund for the client.

This case highlights how even small mistakes can have a big financial impact.  Many companies assume their audits are accurate, but without a detailed review, significant errors can go unnoticed for years.

At Premium Recovery Experts, we are focused on this kind of precise review.  Our service involves no upfront cost, and if we do not find savings, there is no fee.

If you have never had your past audits reviewed, now is a great time to start.  You could be owed money without realizing it.