His income doesn't depend on any insurer's willingness to pay commissions. He makes money because he understands workers comp and because he adds value to an employer's operations. I work with clients on an ongoing basis. When I was strictly a producer, I worked on commission only. I never did fee-based work, but now as a consultant, I don't do any placement of insurance.
Workers comp is a labor intensive cover.
It pays low commissions and generates lots of claims, and most insurance professionals aren't equipped to analyze it. Insurance companies make a big mistake by not paying agents enough to get them involved in workers comp. Their results would be far better if they had agents involved with their clients day to day, trying to control costs. Despite those obstacles, Moll saw opportunity and capitalized on it. In order for the average agent to survive, he or she is going to have to concentrate on a niche.