The ShiftShapers Podcast Fri, 14 Aug 2026 11:56:47 -0400 http://www.shiftshapersonline.com en © 2026 The ShiftShapers Podcast yes 09f6d87f-2039-5077-972a-34689bc5f714 David Saltzman episodic false Change either paralyzes or energizes - the choice is yours. Hear from businesses and entrepreneurs who have become energized and who have profited by shaping the shifts in their markets and practices. Become a SHIFTSHAPERS INSIDER and get our latest download, advance notice of all podcasts, podcast summaries, and special INSIDER-ONLY content. INSIDER SIGN UP

]]> Buzzsprout (https://www.buzzsprout.com) David Saltzman https://storage.buzzsprout.com/fvwr8v1pwsksxqclj4477ggzuj9o?.jpg The ShiftShapers Podcast http://www.shiftshapersonline.com EP 551 Cybersecurity Reality Check - with Daniel Metcalf EP 551 Cybersecurity Reality Check - with Daniel Metcalf Cybercriminals don’t need to “hack” our systems when they can trick someone into handing over access, and AI is making those tricks more realistic and scalable. We talk with Daniel Metcalfe of Cyberfin about where benefits advisors are most exposed and the layered, practical steps that reduce breach risk while still letting teams use AI responsibly. 

• why employee and employer data is “gold” to attackers 
• how advisors get used as a pathway to bigger targets 
• why MFA and antivirus alone don’t stop social engineering 
• where agencies are most vulnerable today: email credentials and tool connections 
• what “layered” user-based protection looks like in real life 
• why password managers change the social engineering game 
• how ongoing security awareness training finds gaps faster than annual check-the-box training 
• why cloud storage is not the same as encrypted backups 
• how AI is already being used inside agencies without formal approval 
• practical AI wins that avoid sensitive data and improve efficiency 
• what client expectations are becoming in an AI world and why relationships still matter


]]> Cybercriminals don’t need to “hack” our systems when they can trick someone into handing over access, and AI is making those tricks more realistic and scalable. We talk with Daniel Metcalfe of Cyberfin about where benefits advisors are most exposed and the layered, practical steps that reduce breach risk while still letting teams use AI responsibly. 

• why employee and employer data is “gold” to attackers 
• how advisors get used as a pathway to bigger targets 
• why MFA and antivirus alone don’t stop social engineering 
• where agencies are most vulnerable today: email credentials and tool connections 
• what “layered” user-based protection looks like in real life 
• why password managers change the social engineering game 
• how ongoing security awareness training finds gaps faster than annual check-the-box training 
• why cloud storage is not the same as encrypted backups 
• how AI is already being used inside agencies without formal approval 
• practical AI wins that avoid sensitive data and improve efficiency 
• what client expectations are becoming in an AI world and why relationships still matter


]]> David Saltzman Buzzsprout-19150113 Tue, 02 Jun 2026 06:00:00 -0400 2004 full false EP 550 Mindset Over Benefits - with Lizzie Benton EP 550 Mindset Over Benefits - with Lizzie Benton The fastest way to waste a benefits budget is to ignore the beliefs running the workplace. If employees aren’t engaging with expensive benefits plans, the problem may not be the coverage or the vendor list. It may be the everyday mindset that shapes trust, motivation, and how safe people feel speaking up.

We sit down with Lizzie Benton, founder of Libertymind, to unpack what “mindset” really means inside an organization and how it quietly becomes culture through habits, language, and leadership norms. We explore why values on a wall don’t matter if the lived experience signals control or suspicion, and how a transactional employer-employee relationship can drain performance even when the perks look generous. Along the way, Lizzie shares practical ways to build trust through authenticity and vulnerability, including the simple power of saying “I don’t know, but I’ll find out.”

For employee benefits advisors and small business owners, we get concrete about what to watch for: the phrases leaders use about their teams, the emotional “temperature” when you walk into an office, and the subtle signs that disengagement is baked into the system. We also challenge the “more benefits equals better results” assumption by focusing on intrinsic motivation: autonomy, agency, growth, and meaningful impact. Finally, we look ahead at the AI workplace and why culture, communication, and human connection become even more important as mundane work gets automated.

If you want better employee engagement and better benefits ROI, press play, then subscribe, share this with a colleague, and leave a review with the culture signal you think advisors should never ignore.

]]> The fastest way to waste a benefits budget is to ignore the beliefs running the workplace. If employees aren’t engaging with expensive benefits plans, the problem may not be the coverage or the vendor list. It may be the everyday mindset that shapes trust, motivation, and how safe people feel speaking up.

We sit down with Lizzie Benton, founder of Libertymind, to unpack what “mindset” really means inside an organization and how it quietly becomes culture through habits, language, and leadership norms. We explore why values on a wall don’t matter if the lived experience signals control or suspicion, and how a transactional employer-employee relationship can drain performance even when the perks look generous. Along the way, Lizzie shares practical ways to build trust through authenticity and vulnerability, including the simple power of saying “I don’t know, but I’ll find out.”

For employee benefits advisors and small business owners, we get concrete about what to watch for: the phrases leaders use about their teams, the emotional “temperature” when you walk into an office, and the subtle signs that disengagement is baked into the system. We also challenge the “more benefits equals better results” assumption by focusing on intrinsic motivation: autonomy, agency, growth, and meaningful impact. Finally, we look ahead at the AI workplace and why culture, communication, and human connection become even more important as mundane work gets automated.

If you want better employee engagement and better benefits ROI, press play, then subscribe, share this with a colleague, and leave a review with the culture signal you think advisors should never ignore.

]]> David Saltzman Buzzsprout-19112911 Tue, 26 May 2026 06:00:00 -0400 1484 full false EP 549 Building A Better Provider Network - with Jarred Pierce EP 549 Building A Better Provider Network - with Jarred Pierce We talk with Jared Pierce about why many provider networks run on outdated contracts and why that breaks trust for providers, members, and plan sponsors. We dig into how Unity builds a primary, provider-aligned network for self-funded plans that protects access while still driving real savings. 
• Jared’s early start building PPO networks at 17 and how it shaped his view of the system 
• Why legacy PPO networks “live off old paper” and what that means for pricing and trust 
• How reference-based pricing can create confusion, appeals, and members turned away 
• What “RBP-level reimbursement with real contracts” looks like in practice 
• Using historical claims data and member nominations to build a customized network 
• Why clear, simpler contracts improve provider participation and reduce noise 
• Bootstrapping growth without private equity and staying independent longer 
• Where Unity is seeing adoption and what advisors should watch next 
• The future network model tied to member incentives and smarter plan design 


]]> We talk with Jared Pierce about why many provider networks run on outdated contracts and why that breaks trust for providers, members, and plan sponsors. We dig into how Unity builds a primary, provider-aligned network for self-funded plans that protects access while still driving real savings. 
• Jared’s early start building PPO networks at 17 and how it shaped his view of the system 
• Why legacy PPO networks “live off old paper” and what that means for pricing and trust 
• How reference-based pricing can create confusion, appeals, and members turned away 
• What “RBP-level reimbursement with real contracts” looks like in practice 
• Using historical claims data and member nominations to build a customized network 
• Why clear, simpler contracts improve provider participation and reduce noise 
• Bootstrapping growth without private equity and staying independent longer 
• Where Unity is seeing adoption and what advisors should watch next 
• The future network model tied to member incentives and smarter plan design 


]]> David Saltzman Buzzsprout-19077970 Tue, 19 May 2026 06:00:00 -0400 1342 full false EP 548 All You Can Eat Compliance - with Carol Taylor EP 548 All You Can Eat Compliance - with Carol Taylor We bring compliance specialist Carol Taylor back to unpack why employers keep getting blindsided by benefit plan obligations like RXDC reporting, PBM disclosures, and fiduciary duties under ERISA. We map the real-world risks, the paperwork traps that cause rejected filings, and the simple audit habits that keep penalties from stacking up. 
• RXDC reporting basics and why it exists 
• why employers still miss RXDC years later 
• where legal responsibility lands even when vendors file 
• practical steps for HIOS access and employer uploads 
• CAA 2026 expansion of PBM disclosure and rebate rules 
• what PBM transparency can reveal about pricing and compensation 
• ERISA fiduciary exposure for employers and individual decision-makers 
• how advisors draw boundaries to avoid functional fiduciary status 
• renewed ACA employer mandate enforcement around 1094 and 1095 filings 
• why a mental health parity enforcement pause does not remove MAPEA duties 
• ongoing No Surprises Act IDR problems and cost impacts 
• using a compliance audit checklist and reviewing E&O coverage limits 


]]> We bring compliance specialist Carol Taylor back to unpack why employers keep getting blindsided by benefit plan obligations like RXDC reporting, PBM disclosures, and fiduciary duties under ERISA. We map the real-world risks, the paperwork traps that cause rejected filings, and the simple audit habits that keep penalties from stacking up. 
• RXDC reporting basics and why it exists 
• why employers still miss RXDC years later 
• where legal responsibility lands even when vendors file 
• practical steps for HIOS access and employer uploads 
• CAA 2026 expansion of PBM disclosure and rebate rules 
• what PBM transparency can reveal about pricing and compensation 
• ERISA fiduciary exposure for employers and individual decision-makers 
• how advisors draw boundaries to avoid functional fiduciary status 
• renewed ACA employer mandate enforcement around 1094 and 1095 filings 
• why a mental health parity enforcement pause does not remove MAPEA duties 
• ongoing No Surprises Act IDR problems and cost impacts 
• using a compliance audit checklist and reviewing E&O coverage limits 


]]> David Saltzman Buzzsprout-19150067 Tue, 12 May 2026 06:00:00 -0400 1696 full false EP 547 New "Captivated Health" Book - with Mark Gaunya EP 547 New "Captivated Health" Book - with Mark Gaunya We talk with Mark Gaunya about why employer health insurance often feels like a casino where the house wins and how employers can flip the odds with transparency, ownership, and smarter plan design. 

We break down how captive risk sharing works, what it takes to implement, and the real financial and employee-experience wins that come from getting off the less bad renewal hamster wheel. 
• Why the US healthcare system “works” as designed for rulemakers, not end users 
• How the less bad renewal cycle traps employers without claims data and transparency 
• Why Mark wrote Captivated Health and how case studies teach faster than jargon 
• Captive insurance versus traditional self-funding, including stop loss and risk layers 
• The four pillars of Captivated Health: members first, consumerism, wellbeing culture, self-governance 
• How employers can control the SPD, stop loss contract, and TPA agreement 
• outcomes from captive ownership: lower trend, pharmacy control, surplus, and rebate distributions 
• Practical stories: bundled maternity pricing plus shared savings, adding LASIK through plan design 
• The leadership mindset shift from system decision to self-decision 
• What implementation really looks like for HR and finance without adding headcount 


If you're an employer and you're struggling with these kinds of issues, and most of you are,  or if you're a broker and you have clients who are struggling with these issues, please get the book, "Captivated Health. Take Control. Gain Transparency. Leverage Confidence." CLICK HERE


]]> We talk with Mark Gaunya about why employer health insurance often feels like a casino where the house wins and how employers can flip the odds with transparency, ownership, and smarter plan design. 

We break down how captive risk sharing works, what it takes to implement, and the real financial and employee-experience wins that come from getting off the less bad renewal hamster wheel. 
• Why the US healthcare system “works” as designed for rulemakers, not end users 
• How the less bad renewal cycle traps employers without claims data and transparency 
• Why Mark wrote Captivated Health and how case studies teach faster than jargon 
• Captive insurance versus traditional self-funding, including stop loss and risk layers 
• The four pillars of Captivated Health: members first, consumerism, wellbeing culture, self-governance 
• How employers can control the SPD, stop loss contract, and TPA agreement 
• outcomes from captive ownership: lower trend, pharmacy control, surplus, and rebate distributions 
• Practical stories: bundled maternity pricing plus shared savings, adding LASIK through plan design 
• The leadership mindset shift from system decision to self-decision 
• What implementation really looks like for HR and finance without adding headcount 


If you're an employer and you're struggling with these kinds of issues, and most of you are,  or if you're a broker and you have clients who are struggling with these issues, please get the book, "Captivated Health. Take Control. Gain Transparency. Leverage Confidence." CLICK HERE


]]> David Saltzman Buzzsprout-19001175 Tue, 05 May 2026 06:00:00 -0400 2047 full false EP 546 Well-Being That Actually Cuts Costs - with Ashley Rutkowski EP 546 Well-Being That Actually Cuts Costs - with Ashley Rutkowski We challenge the old wellness playbook and show how coaching, claims integration, and clinical guardrails turn behavior change into measurable cost control. GLP-1s, chronic condition priorities, and realistic timelines come together in a system that bends trajectories instead of chasing fads.

• why awareness and incentives fail without habit formation
• building coaching into chronic care to shift daily decisions
• measuring ROI with leading indicators and claims trends
• onboarding with claims to target high-impact conditions
• integrating point solutions into a coordinated system
• using GLP-1s with coaching, guardrails, and taper plans
• setting realistic timelines for years two and three
• how AI and claims integration guide next-best actions

For more information or to schedule a demo of the Benepower Advantage, go to Benepower.com

They absolutely can either call me or they can email me at arutkowski at navigatewell.com


]]> We challenge the old wellness playbook and show how coaching, claims integration, and clinical guardrails turn behavior change into measurable cost control. GLP-1s, chronic condition priorities, and realistic timelines come together in a system that bends trajectories instead of chasing fads.

• why awareness and incentives fail without habit formation
• building coaching into chronic care to shift daily decisions
• measuring ROI with leading indicators and claims trends
• onboarding with claims to target high-impact conditions
• integrating point solutions into a coordinated system
• using GLP-1s with coaching, guardrails, and taper plans
• setting realistic timelines for years two and three
• how AI and claims integration guide next-best actions

For more information or to schedule a demo of the Benepower Advantage, go to Benepower.com

They absolutely can either call me or they can email me at arutkowski at navigatewell.com


]]> David Saltzman Buzzsprout-18806382 Tue, 28 Apr 2026 06:00:00 -0400 1298 full false EP 345 Medicare Playbook For Agents - with Paige Phillips EP 345 Medicare Playbook For Agents - with Paige Phillips Medicare is full of fine print, fast-changing rules, and enough junk mail to fill a suitcase. So what actually separates the agents who barely survive from the ones who become the trusted name in their community? We sit down with Paige Phillips, founder of the Paige Phillips Insurance Agency and author of Medicare Playbook for Agents, to get practical about what works when the stakes are someone’s healthcare and finances.

We talk about the unglamorous details that build a thriving Medicare book of business: relationship-building, client education, and the discipline of doing a true needs analysis. Paige shares why “getting the plan right” means checking doctors and prescriptions down to the dosage, and why the best agents think long-term through retention, renewals, and referrals instead of chasing AEP like a short-term payout. We also dig into year-round touchpoints that keep clients connected, from birthday outreach to thoughtful follow-up after major health events, and how a simple “call me first” mindset protects seniors from confusing ads and sales calls.

On the regulatory side, we cover Medicare compliance, CMS oversight, and why cutting corners is the fastest way to lose trust. Paige breaks down IRMAA (the income-related monthly adjustment amount), the two-year lookback, and how to set expectations so clients aren’t blindsided by a premium surcharge. We close by looking forward at technology and AI, and what the next generation of retirees may demand from the Medicare enrollment process.

Subscribe for more conversations on the shifts shaping benefits and insurance, then share this with an agent who cares about doing it right and leave us a review with your biggest Medicare question.

]]> Medicare is full of fine print, fast-changing rules, and enough junk mail to fill a suitcase. So what actually separates the agents who barely survive from the ones who become the trusted name in their community? We sit down with Paige Phillips, founder of the Paige Phillips Insurance Agency and author of Medicare Playbook for Agents, to get practical about what works when the stakes are someone’s healthcare and finances.

We talk about the unglamorous details that build a thriving Medicare book of business: relationship-building, client education, and the discipline of doing a true needs analysis. Paige shares why “getting the plan right” means checking doctors and prescriptions down to the dosage, and why the best agents think long-term through retention, renewals, and referrals instead of chasing AEP like a short-term payout. We also dig into year-round touchpoints that keep clients connected, from birthday outreach to thoughtful follow-up after major health events, and how a simple “call me first” mindset protects seniors from confusing ads and sales calls.

On the regulatory side, we cover Medicare compliance, CMS oversight, and why cutting corners is the fastest way to lose trust. Paige breaks down IRMAA (the income-related monthly adjustment amount), the two-year lookback, and how to set expectations so clients aren’t blindsided by a premium surcharge. We close by looking forward at technology and AI, and what the next generation of retirees may demand from the Medicare enrollment process.

Subscribe for more conversations on the shifts shaping benefits and insurance, then share this with an agent who cares about doing it right and leave us a review with your biggest Medicare question.

]]> David Saltzman Buzzsprout-18883674 Tue, 21 Apr 2026 06:00:00 -0400 1690 full false EP 544 Healthcare Costs Keep Rising Because Prices Stay Invisible - with Katy Talento EP 544 Healthcare Costs Keep Rising Because Prices Stay Invisible - with Katy Talento Healthcare stays expensive because the system hides prices and quality from the people paying for care, especially employers. We talk with Katie Talento about how CAA 2026 transparency and Department of Labor fiduciary rules could expose PBM practices, reshape contracting, and give plan sponsors real leverage if enforcement follows.

• Why invisible prices and invisible quality break the healthcare market 
• How incentives and lobbying protect opacity across hospitals, PBMs, insurers and drugmakers 
• Why Washington lacks ERISA and employer-plan expertise 
• What CAA 2026 changes for PBM disclosures and fiduciary responsibility 
• How “check the box” compliance can fail without enforcement 
• How employers can use machine readable files plus claims data for network analysis 
• Why cash-pay and direct contracting get blocked by network contract provisions 
• What near-term reforms could bend the cost curve, including stronger HSA and ICHRA models

You can find me at katytolento.com


]]> Healthcare stays expensive because the system hides prices and quality from the people paying for care, especially employers. We talk with Katie Talento about how CAA 2026 transparency and Department of Labor fiduciary rules could expose PBM practices, reshape contracting, and give plan sponsors real leverage if enforcement follows.

• Why invisible prices and invisible quality break the healthcare market 
• How incentives and lobbying protect opacity across hospitals, PBMs, insurers and drugmakers 
• Why Washington lacks ERISA and employer-plan expertise 
• What CAA 2026 changes for PBM disclosures and fiduciary responsibility 
• How “check the box” compliance can fail without enforcement 
• How employers can use machine readable files plus claims data for network analysis 
• Why cash-pay and direct contracting get blocked by network contract provisions 
• What near-term reforms could bend the cost curve, including stronger HSA and ICHRA models

You can find me at katytolento.com


]]> David Saltzman Buzzsprout-18883665 Tue, 14 Apr 2026 06:00:00 -0400 2148 full false EP 543 Medical Arbitration Becomes A Profit Center - with Scott Bennett EP 543 Medical Arbitration Becomes A Profit Center - with Scott Bennett Surprise billing for patients is largely gone, so why are so many self-funded employer health plans still getting hammered by out-of-network costs? We sit down with Scott Bennett, Chief Provider Relations Officer at the PHIA Group, to unpack what the No Surprises Act is doing in the real world and why federal arbitration is starting to look less like a safety valve and more like a payment engine.

Scott walks us through the mechanics that matter: QPA as the median contracted rate, the short open negotiation window, and the IDR process where an arbitrator picks one of two numbers. Then we dig into the headline signals from PHIA’s national NSA report analyzing more than 1.25 million federal IDR disputes across 23,000-plus providers. When offers land five to six times above QPA and initiating parties win around 80% of the time, it creates a powerful incentive to file early and file often. For employer-sponsored health plans, especially self-funded groups like school districts and public safety employers, that can translate into budget shocks, higher renewals, and rising stop-loss pressure even when members never see a bill.

We also explore why a small cluster of providers can drive a disproportionate share of disputes, what hotspots in certain states may be telling us about market power and network penetration, and how brokers and benefits advisors can protect clients with better data, tighter timelines, and a real IDR strategy instead of a reactive scramble. If you advise plan sponsors, this is a must-listen on NSA compliance, healthcare cost containment, fiduciary responsibility, and the evolving economics of out-of-network reimbursement.

If this helped you, subscribe, share it with a colleague, and leave a review so more plan sponsors and advisors can find the conversation. What IDR pattern are you seeing in your own claims data?

]]> Surprise billing for patients is largely gone, so why are so many self-funded employer health plans still getting hammered by out-of-network costs? We sit down with Scott Bennett, Chief Provider Relations Officer at the PHIA Group, to unpack what the No Surprises Act is doing in the real world and why federal arbitration is starting to look less like a safety valve and more like a payment engine.

Scott walks us through the mechanics that matter: QPA as the median contracted rate, the short open negotiation window, and the IDR process where an arbitrator picks one of two numbers. Then we dig into the headline signals from PHIA’s national NSA report analyzing more than 1.25 million federal IDR disputes across 23,000-plus providers. When offers land five to six times above QPA and initiating parties win around 80% of the time, it creates a powerful incentive to file early and file often. For employer-sponsored health plans, especially self-funded groups like school districts and public safety employers, that can translate into budget shocks, higher renewals, and rising stop-loss pressure even when members never see a bill.

We also explore why a small cluster of providers can drive a disproportionate share of disputes, what hotspots in certain states may be telling us about market power and network penetration, and how brokers and benefits advisors can protect clients with better data, tighter timelines, and a real IDR strategy instead of a reactive scramble. If you advise plan sponsors, this is a must-listen on NSA compliance, healthcare cost containment, fiduciary responsibility, and the evolving economics of out-of-network reimbursement.

If this helped you, subscribe, share it with a colleague, and leave a review so more plan sponsors and advisors can find the conversation. What IDR pattern are you seeing in your own claims data?

]]> David Saltzman Buzzsprout-18883643 Tue, 07 Apr 2026 06:00:00 -0400 1470 full false EP 542 What If Chronic Disease Was Optional? - with Brett Smith EP 542 What If Chronic Disease Was Optional? - with Brett Smith Employers keep paying for the symptoms of obesity, diabetes, and metabolic syndrome while the root causes go untouched. We unpack why many wellness models fail, how insulin resistance hides for years, and what chronic disease reversal can look like when a physician-led metabolic health team measures the right signals and tapers meds safely. 
• metabolic syndrome as a dominant driver of employer healthcare costs 
• why low-fat guidance and ultra-processed food worsen hunger and outcomes 
• fasting insulin and CGMs as earlier and more actionable markers than glucose alone 
• nutritional ketosis versus diabetic ketoacidosis and why the terms get conflated 
• GLP-1 medication costs plus the idea of a structured GLP-1 off-ramp 
• reported outcomes including weight loss and guaranteed improvements in A1C and blood pressure 
• deprescribing as a safety requirement when health improves quickly 
• ROI logic for self-funded plans including claims reduction and lower pharmacy spend 
Call my cell phone, 262-255-9545. brett@toward.health


]]> Employers keep paying for the symptoms of obesity, diabetes, and metabolic syndrome while the root causes go untouched. We unpack why many wellness models fail, how insulin resistance hides for years, and what chronic disease reversal can look like when a physician-led metabolic health team measures the right signals and tapers meds safely. 
• metabolic syndrome as a dominant driver of employer healthcare costs 
• why low-fat guidance and ultra-processed food worsen hunger and outcomes 
• fasting insulin and CGMs as earlier and more actionable markers than glucose alone 
• nutritional ketosis versus diabetic ketoacidosis and why the terms get conflated 
• GLP-1 medication costs plus the idea of a structured GLP-1 off-ramp 
• reported outcomes including weight loss and guaranteed improvements in A1C and blood pressure 
• deprescribing as a safety requirement when health improves quickly 
• ROI logic for self-funded plans including claims reduction and lower pharmacy spend 
Call my cell phone, 262-255-9545. brett@toward.health


]]> David Saltzman Buzzsprout-18883688 Tue, 31 Mar 2026 06:00:00 -0400 2188 full false EP 541 When CFOs Treat Healthcare As Any Other Cost - with Carl Schuessler, Jr. EP 541 When CFOs Treat Healthcare As Any Other Cost - with Carl Schuessler, Jr. We explore how employers can manage healthcare like any other cost by shifting from insurer-built, passive plans to employer-built, actively managed designs. Carl Schuessler, Jr. shares candid tactics on data, precision testing, and honest change management that help advisors become true risk partners.

• defining a health plan mission that aligns to EBITDA and predictability
• focusing on data hot spots such as MSK, imaging, pharmacy, and facilities
• using billing audits and cost containment partners to reduce leakage
• when and how to apply precision tests as costs drop
• overcoming fear of self-funding with worst-case clarity and reserves
• building crawl-walk-run-fly ramps with navigation, pharmacy, and bundles
• unbundling components to align incentives and improve outcomes
• elevating advisors to CFO-level strategic partners

As a benefits advisor, you need more than a platform. You need a partner that makes you indispensable and impossible to replace. That’s BenePower. For more information or to schedule a demo of Benepower, go to BenePower.com


]]> We explore how employers can manage healthcare like any other cost by shifting from insurer-built, passive plans to employer-built, actively managed designs. Carl Schuessler, Jr. shares candid tactics on data, precision testing, and honest change management that help advisors become true risk partners.

• defining a health plan mission that aligns to EBITDA and predictability
• focusing on data hot spots such as MSK, imaging, pharmacy, and facilities
• using billing audits and cost containment partners to reduce leakage
• when and how to apply precision tests as costs drop
• overcoming fear of self-funding with worst-case clarity and reserves
• building crawl-walk-run-fly ramps with navigation, pharmacy, and bundles
• unbundling components to align incentives and improve outcomes
• elevating advisors to CFO-level strategic partners

As a benefits advisor, you need more than a platform. You need a partner that makes you indispensable and impossible to replace. That’s BenePower. For more information or to schedule a demo of Benepower, go to BenePower.com


]]> David Saltzman Buzzsprout-18806371 Tue, 24 Mar 2026 06:00:00 -0400 1607 full false EP 540 Ethics As The Competitive Edge - With Adam Russo, JD EP 540 Ethics As The Competitive Edge - With Adam Russo, JD We dig into who truly makes claim decisions in self-funded plans and why that matters when ethics and compliance collide. Adam Russo shares how fiduciary prudence, transparent compensation, and NSA arbitration are reshaping risk, trust, and costs.

• plan sponsors as final decision makers on claims
• plan documents lagging laws and mandates
• compliance versus ethics as distinct obligations
• transparent compensation, performance fees, and caps
• fiduciary prudence in subrogation and settlements
• NSA and IDR process failures driving higher spend
• negotiation strategy, data, and calibrated offers
• governance, documentation, and audit-ready processes

For more information or to schedule a demo of Benepower, go to BenePower.com


]]> We dig into who truly makes claim decisions in self-funded plans and why that matters when ethics and compliance collide. Adam Russo shares how fiduciary prudence, transparent compensation, and NSA arbitration are reshaping risk, trust, and costs.

• plan sponsors as final decision makers on claims
• plan documents lagging laws and mandates
• compliance versus ethics as distinct obligations
• transparent compensation, performance fees, and caps
• fiduciary prudence in subrogation and settlements
• NSA and IDR process failures driving higher spend
• negotiation strategy, data, and calibrated offers
• governance, documentation, and audit-ready processes

For more information or to schedule a demo of Benepower, go to BenePower.com


]]> David Saltzman Buzzsprout-18806356 Tue, 17 Mar 2026 06:00:00 -0400 1955 full false EP 539 From Founder Hustle To Scalable Structure - With Forrest Derr EP 539 From Founder Hustle To Scalable Structure - With Forrest Derr We dig into why growth stalls when roles blur and the founder stays the bottleneck. Forrest Durer shows how clear seats, weekly scorecards, and steady leadership cadence create accountability and make scaling calm and repeatable.

• common founder-led bottlenecks and warning signs
• seats defined by 5–7 responsibilities not titles
• building a simple pyramid with an integrator or COO
• activity-based KPIs and weekly scorecards
• busy work versus productive work
• weekly one-to-ones and leadership cadence
• documenting processes for onboarding and quality
• writing and using vision and core values daily
• letting go at the 80% standard to free the founder
• when and how to use fractional leaders




]]> We dig into why growth stalls when roles blur and the founder stays the bottleneck. Forrest Durer shows how clear seats, weekly scorecards, and steady leadership cadence create accountability and make scaling calm and repeatable.

• common founder-led bottlenecks and warning signs
• seats defined by 5–7 responsibilities not titles
• building a simple pyramid with an integrator or COO
• activity-based KPIs and weekly scorecards
• busy work versus productive work
• weekly one-to-ones and leadership cadence
• documenting processes for onboarding and quality
• writing and using vision and core values daily
• letting go at the 80% standard to free the founder
• when and how to use fractional leaders




]]> David Saltzman Buzzsprout-18806312 Tue, 10 Mar 2026 06:00:00 -0400 1187 full false EP 534 ENCORE: Choice Without Chaos - with Chad Schneider EP 534 ENCORE: Choice Without Chaos - with Chad Schneider We revisit how employers can control healthcare spend while expanding employee choice through ICRAs, with Chad Schneider of Thatch sharing what works, what breaks, and what’s next. We dig into change management, decision tools, dynamic contributions, and the broker’s evolving role.

• Why ICRAs surged after 2020 and boomed in 2024
• Carrier expansion and a stronger individual market
• The real barrier being change management and fintech
• Decision support that mirrors travel-style shopping
• Dynamic contributions that create equity across markets
• Carve-out classes to manage renewals and strategy
• Common misconceptions among brokers and employers
• Data, APIs, and real-time enrollment tracking
• Emerging perks, localized networks, and future trends

Please feel free to go to our website, which is thatch.com, reach out to me on LinkedIn. I’d love to chat with you, and we can happily go through our process, quoting, show you all the cool bells and whistles, and we’d love to be able to engage further.


]]> We revisit how employers can control healthcare spend while expanding employee choice through ICRAs, with Chad Schneider of Thatch sharing what works, what breaks, and what’s next. We dig into change management, decision tools, dynamic contributions, and the broker’s evolving role.

• Why ICRAs surged after 2020 and boomed in 2024
• Carrier expansion and a stronger individual market
• The real barrier being change management and fintech
• Decision support that mirrors travel-style shopping
• Dynamic contributions that create equity across markets
• Carve-out classes to manage renewals and strategy
• Common misconceptions among brokers and employers
• Data, APIs, and real-time enrollment tracking
• Emerging perks, localized networks, and future trends

Please feel free to go to our website, which is thatch.com, reach out to me on LinkedIn. I’d love to chat with you, and we can happily go through our process, quoting, show you all the cool bells and whistles, and we’d love to be able to engage further.


]]> David Saltzman Buzzsprout-18263937 Tue, 30 Dec 2025 06:00:00 -0500 1485 full false EP 516 ENCORE: Rethinking Provider Networks - with Scott Smith EP 516 ENCORE: Rethinking Provider Networks - with Scott Smith We revisit how PPOs got built on discounts and show why total value beats sticker price. Scott Smith joins us to explain nationally curated high-performance networks that rank providers on effectiveness, appropriateness, and cost, and how that changes renewals, member experience, and fiduciary risk.

• why traditional PPO discounts miss total cost of care
• how consolidation and narrow networks increase abrasion
• claims-based scoring at the provider NPI level
• quality metrics that matter: effectiveness, appropriateness, cost
• member tools: stars, plain-language summaries, mobile access
• plan design that waives cost sharing for high-quality choices
• PEPM pricing without shared savings games
• national footprint for TPAs and large employers
• faster ROI and improved MLR through reduced waste
• roadmap to a true BUCA alternative


]]> We revisit how PPOs got built on discounts and show why total value beats sticker price. Scott Smith joins us to explain nationally curated high-performance networks that rank providers on effectiveness, appropriateness, and cost, and how that changes renewals, member experience, and fiduciary risk.

• why traditional PPO discounts miss total cost of care
• how consolidation and narrow networks increase abrasion
• claims-based scoring at the provider NPI level
• quality metrics that matter: effectiveness, appropriateness, cost
• member tools: stars, plain-language summaries, mobile access
• plan design that waives cost sharing for high-quality choices
• PEPM pricing without shared savings games
• national footprint for TPAs and large employers
• faster ROI and improved MLR through reduced waste
• roadmap to a true BUCA alternative


]]> David Saltzman Buzzsprout-18263920 Tue, 23 Dec 2025 06:00:00 -0500 1537 full false EP 518 ENCORE: Quality Without Guesswork - with Kate Grohall EP 518 ENCORE: Quality Without Guesswork - with Kate Grohall We explore how reducing variation in cost, outcomes, and experience creates real value, and why deep provider metrics and real-time member support outperform box-checking credentialing. Kate Grohal shares a playbook for aligning incentives without repeating the mistakes that soured HMOs.

• defining quality as reducing variation across cost, outcomes, experience
• Kate’s path from patient escort to quality leader
• why NCQA alone falls short for measuring provider performance
• additional metrics: infection rates, readmissions, team engagement, co-management
• building value-based networks that screen out low-performing providers
• real-time care navigation via nurses, MAs, and app-based prompts
• behavior change through waived cost-sharing and premium reductions
• the downside of PEPM fees and paying for non-performance
• differentiating value-based care from old-school HMO denial tactics
• employers moving from back seat to driver’s seat
• tech adoption gaps and the next five-year horizon

Visit BenaPower.ai or email info@BenaPower.com to schedule a demo
For more information, visit HatcherMedia.net — that’s H A T C H E R Media.net


]]> We explore how reducing variation in cost, outcomes, and experience creates real value, and why deep provider metrics and real-time member support outperform box-checking credentialing. Kate Grohal shares a playbook for aligning incentives without repeating the mistakes that soured HMOs.

• defining quality as reducing variation across cost, outcomes, experience
• Kate’s path from patient escort to quality leader
• why NCQA alone falls short for measuring provider performance
• additional metrics: infection rates, readmissions, team engagement, co-management
• building value-based networks that screen out low-performing providers
• real-time care navigation via nurses, MAs, and app-based prompts
• behavior change through waived cost-sharing and premium reductions
• the downside of PEPM fees and paying for non-performance
• differentiating value-based care from old-school HMO denial tactics
• employers moving from back seat to driver’s seat
• tech adoption gaps and the next five-year horizon

Visit BenaPower.ai or email info@BenaPower.com to schedule a demo
For more information, visit HatcherMedia.net — that’s H A T C H E R Media.net


]]> David Saltzman Buzzsprout-18263896 Tue, 16 Dec 2025 06:00:00 -0500 1590 full false EP 531 ENCORE: Solving The Health Payment Puzzle - with Tom Policelli EP 531 ENCORE: Solving The Health Payment Puzzle - with Tom Policelli We revisit the rising problem of the “functionally uninsured” and ask how to restore real access for employees who delay care because of confusion and cost. Paymedix CEO Tom Policelli shares how a super EOB, upfront provider payment, and 0% financing change behavior and bend trend.

• confusion outranking cost as the top barrier to care
• hospitals pushing prepayment and the access wall it creates
• income-tier patterns driving ER and inpatient overuse
• super EOB mechanics and single monthly reconciliation
• provider payment upfront and revenue-cycle relief
• employer savings of two to three trend points annually
• advisor positioning and retention benefits
• partnerships with EXO Health to improve network economics
• TempoPay for pharmacy access and first-dollar fills
• risk management via broad pooling and automatic eligibility
• national expansion through aligned partners and TPAs
• a third path beyond prepay or bill-and-pray collections

“Go to PayMedix.com.”


]]> We revisit the rising problem of the “functionally uninsured” and ask how to restore real access for employees who delay care because of confusion and cost. Paymedix CEO Tom Policelli shares how a super EOB, upfront provider payment, and 0% financing change behavior and bend trend.

• confusion outranking cost as the top barrier to care
• hospitals pushing prepayment and the access wall it creates
• income-tier patterns driving ER and inpatient overuse
• super EOB mechanics and single monthly reconciliation
• provider payment upfront and revenue-cycle relief
• employer savings of two to three trend points annually
• advisor positioning and retention benefits
• partnerships with EXO Health to improve network economics
• TempoPay for pharmacy access and first-dollar fills
• risk management via broad pooling and automatic eligibility
• national expansion through aligned partners and TPAs
• a third path beyond prepay or bill-and-pray collections

“Go to PayMedix.com.”


]]> David Saltzman Buzzsprout-18263852 Tue, 09 Dec 2025 06:00:00 -0500 1462 full false EP 505 ENCORE: Fixing PBM Conflicts - With Susan Thomas EP 505 ENCORE: Fixing PBM Conflicts - With Susan Thomas Pharmacy benefits shouldn’t feel like a black box. We sit down with Susan Thomas, Chief Commercial Officer at Lucy Rx, to unpack why drug costs keep rising and what it takes to build a benefit that serves patients and plans—not middlemen. Susan started as an oncology nurse and moved into PBM leadership, and that dual lens shows up in everything we cover: from the real-world stress of waiting days for an oral chemo to the hidden economics of rebate chains and vertically integrated networks.

We dig into the two biggest levers for change. First, formulary autonomy: instead of being locked to a single, opaque GPO, a marketplace approach lets employers compare multiple rebate contracts, see drug-level net cost, and choose the best path for categories like Humira biosimilars or GLP-1s. That shift enables utilization management that protects value without opening the floodgates. Second, network independence: when PBMs own specialty and mail, steering is inevitable. By contracting with integrated health systems for specialty and modern mail partners for home delivery, plans can speed therapy, reduce waste from 30-day auto-ships, and improve member experience at a lower overall cost.

We also talk fiduciary duty, policy momentum, and technology. Employers need verifiable net-cost math—not averages—to defend decisions in a post–J&J lawsuit world. Washington’s scrutiny is rising, and incumbents are signaling changes, but structural misalignments remain. On the tech front, AI-driven reporting and specialty navigation are already here, while precision medicine and pharmacogenomics promise to target high-cost drugs to the patients who will benefit most. The question is whether the industry will embrace smaller, smarter populations when volume shrinks and outcomes improve.

If you care about cutting pharmacy spend without compromising care, this conversation is a practical roadmap: ask for drug-level net cost, insist on formulary choice across GPOs, require independent specialty and mail, and set utilization criteria that put patients first. Subscribe, share this episode with a colleague who manages pharmacy benefits, and leave a review with the one PBM metric you wish you’d had sooner.

]]> Pharmacy benefits shouldn’t feel like a black box. We sit down with Susan Thomas, Chief Commercial Officer at Lucy Rx, to unpack why drug costs keep rising and what it takes to build a benefit that serves patients and plans—not middlemen. Susan started as an oncology nurse and moved into PBM leadership, and that dual lens shows up in everything we cover: from the real-world stress of waiting days for an oral chemo to the hidden economics of rebate chains and vertically integrated networks.

We dig into the two biggest levers for change. First, formulary autonomy: instead of being locked to a single, opaque GPO, a marketplace approach lets employers compare multiple rebate contracts, see drug-level net cost, and choose the best path for categories like Humira biosimilars or GLP-1s. That shift enables utilization management that protects value without opening the floodgates. Second, network independence: when PBMs own specialty and mail, steering is inevitable. By contracting with integrated health systems for specialty and modern mail partners for home delivery, plans can speed therapy, reduce waste from 30-day auto-ships, and improve member experience at a lower overall cost.

We also talk fiduciary duty, policy momentum, and technology. Employers need verifiable net-cost math—not averages—to defend decisions in a post–J&J lawsuit world. Washington’s scrutiny is rising, and incumbents are signaling changes, but structural misalignments remain. On the tech front, AI-driven reporting and specialty navigation are already here, while precision medicine and pharmacogenomics promise to target high-cost drugs to the patients who will benefit most. The question is whether the industry will embrace smaller, smarter populations when volume shrinks and outcomes improve.

If you care about cutting pharmacy spend without compromising care, this conversation is a practical roadmap: ask for drug-level net cost, insist on formulary choice across GPOs, require independent specialty and mail, and set utilization criteria that put patients first. Subscribe, share this episode with a colleague who manages pharmacy benefits, and leave a review with the one PBM metric you wish you’d had sooner.

]]> David Saltzman Buzzsprout-18263819 Tue, 02 Dec 2025 06:00:00 -0500 1496 full false EP 538 From Buggy Whips To AI - with Julian Lago, Benepower EP 538 From Buggy Whips To AI - with Julian Lago, Benepower What if benefits work leaped from horse‑and‑buggy speed to highway pace? We sit down with Julian Lago, co‑founder and CEO of BenePower, to explore how AI is already compressing days of quoting, enrollment, and service into minutes—and what that means for brokers, HR leaders, and members who need clear answers right now.

We dig into the practical side of agentic AI and retrieval‑augmented generation: how specialized models fetch plan rules, accumulators, and pending claims to answer real‑world questions like “what’s left on my deductible?” with accuracy. Julian explains why virtual care is no longer just telemedicine, how ambient documentation can free clinicians to focus on patients, and why unified front‑door experiences beat a jumble of point solutions. Along the way, we talk about emotion AI that detects stress, switches languages seamlessly, and brings empathy to urgent moments—like getting an ID card to a parent driving to urgent care—without losing speed or precision.

For employers, the conversation moves from tools to outcomes: steering to high‑value care, reducing surprise bills, and designing plans people actually use. For advisors, it’s a playbook for differentiation—showing clients how to use data, automation, and hyper‑personalization to improve health and lower costs while keeping a human in the loop for sensitive decisions. We also address the hard edges: privacy, HIPAA alignment, model hallucinations, and emerging state regulations that set boundaries around clinical advice.

If you’re ready to trade legacy friction for clear, measurable gains, this episode lays out where to start, what to watch, and how to scale. Subscribe, share with a colleague, and leave a review telling us which workflow you want AI to fix first.

]]> What if benefits work leaped from horse‑and‑buggy speed to highway pace? We sit down with Julian Lago, co‑founder and CEO of BenePower, to explore how AI is already compressing days of quoting, enrollment, and service into minutes—and what that means for brokers, HR leaders, and members who need clear answers right now.

We dig into the practical side of agentic AI and retrieval‑augmented generation: how specialized models fetch plan rules, accumulators, and pending claims to answer real‑world questions like “what’s left on my deductible?” with accuracy. Julian explains why virtual care is no longer just telemedicine, how ambient documentation can free clinicians to focus on patients, and why unified front‑door experiences beat a jumble of point solutions. Along the way, we talk about emotion AI that detects stress, switches languages seamlessly, and brings empathy to urgent moments—like getting an ID card to a parent driving to urgent care—without losing speed or precision.

For employers, the conversation moves from tools to outcomes: steering to high‑value care, reducing surprise bills, and designing plans people actually use. For advisors, it’s a playbook for differentiation—showing clients how to use data, automation, and hyper‑personalization to improve health and lower costs while keeping a human in the loop for sensitive decisions. We also address the hard edges: privacy, HIPAA alignment, model hallucinations, and emerging state regulations that set boundaries around clinical advice.

If you’re ready to trade legacy friction for clear, measurable gains, this episode lays out where to start, what to watch, and how to scale. Subscribe, share with a colleague, and leave a review telling us which workflow you want AI to fix first.

]]> David Saltzman Buzzsprout-18171012 Tue, 18 Nov 2025 06:00:00 -0500 1527 full false EP 537 Enhanced Benefits Evolution - With Eric Silverman, Voluntary Disruption EP 537 Enhanced Benefits Evolution - With Eric Silverman, Voluntary Disruption Change can energize or paralyze—so we chose energize. We sat down with Eric Silverman, founder of Voluntary Disruption and a four-time guest, to unpack what’s actually moving the needle in enhanced benefits today. The surprise? Products haven’t radically shifted, but execution has. Simple, high-interest options like pet insurance, ID protection, legal plans, and life paired with long-term care continue to win attention. The real breakthroughs are how teams communicate, guide choices, and run enrollment with less friction and more trust.

We dig into decision support tools and their mid-market roadblocks, then map how AI can personalize choices with Amazon-like clarity. Think smart nudges that connect plan design to real life: a high-deductible plan paired with accident coverage, or young families steered toward urgent care-friendly options. We also trace a major distribution shift—from carrier direct to advisor-led strategies—where brokers step up to own the full package: medical, pharmacy, disability, life, and voluntary. That move isn’t just good practice; it’s how you reduce risk across absenteeism, presenteeism, and unexpected costs.

Communication is where results jump. Text-first outreach beats inbox fatigue. Short, captioned videos from HR leaders outperform generic vendor clips. Family-focused messaging, including the emergency contact, turns open enrollment into a shared decision. We share a practical playbook: launch midweek, keep enrollment windows short, host content on a 24/7 microsite with searchable chapters, and go off the January 1 cycle to escape fourth-quarter chaos. Virtual, self-service enrollment replaces one-on-one sales pressure and leaves a clean digital trail that cuts buyer’s remorse and HR headaches.

If you advise employers—or lead HR—and want better participation without arm twisting, this conversation gives you the modern blueprint. Subscribe, share with a colleague who needs a smarter enrollment strategy, and leave a review with your top takeaway so we can dive deeper next time.

]]> Change can energize or paralyze—so we chose energize. We sat down with Eric Silverman, founder of Voluntary Disruption and a four-time guest, to unpack what’s actually moving the needle in enhanced benefits today. The surprise? Products haven’t radically shifted, but execution has. Simple, high-interest options like pet insurance, ID protection, legal plans, and life paired with long-term care continue to win attention. The real breakthroughs are how teams communicate, guide choices, and run enrollment with less friction and more trust.

We dig into decision support tools and their mid-market roadblocks, then map how AI can personalize choices with Amazon-like clarity. Think smart nudges that connect plan design to real life: a high-deductible plan paired with accident coverage, or young families steered toward urgent care-friendly options. We also trace a major distribution shift—from carrier direct to advisor-led strategies—where brokers step up to own the full package: medical, pharmacy, disability, life, and voluntary. That move isn’t just good practice; it’s how you reduce risk across absenteeism, presenteeism, and unexpected costs.

Communication is where results jump. Text-first outreach beats inbox fatigue. Short, captioned videos from HR leaders outperform generic vendor clips. Family-focused messaging, including the emergency contact, turns open enrollment into a shared decision. We share a practical playbook: launch midweek, keep enrollment windows short, host content on a 24/7 microsite with searchable chapters, and go off the January 1 cycle to escape fourth-quarter chaos. Virtual, self-service enrollment replaces one-on-one sales pressure and leaves a clean digital trail that cuts buyer’s remorse and HR headaches.

If you advise employers—or lead HR—and want better participation without arm twisting, this conversation gives you the modern blueprint. Subscribe, share with a colleague who needs a smarter enrollment strategy, and leave a review with your top takeaway so we can dive deeper next time.

]]> David Saltzman Buzzsprout-18132957 Mon, 10 Nov 2025 09:00:00 -0500 1697 full false EP 536 On-Site Wins - With Chris Yarn, Walk On Clinic, Inc. EP 536 On-Site Wins - With Chris Yarn, Walk On Clinic, Inc. What if the clinic your team actually uses is the one parked outside the office? We sit down with Chris Yarn, CEO of Walk On Clinic, to unpack why on-site and mobile primary care crush near-site options on utilization, trust, and measurable savings—often with fewer clinic days. The story begins with a simple truth: convenience wins. When clinicians are visible and familiar, employees engage more, follow through on care, and keep the relationship going virtually with the same people they see in person.

We break down a standout case: a near-site clinic three days a week just over a mile away versus a mobile clinic two days a week on-site. After ten months and 800 employees, 515 chose on-site, only 15 went near-site. That utilization shift powers tangible outcomes: lower urgent care and ER visits, time savings measured against payroll, and pharmacy strategies that can offset clinic costs. Chris explains how zero-dollar ghost claims at Medicare rates create conservative ROI models, and how plan-aligned referrals remove the “we don’t take your insurance” friction that derails self-funded plans.

You’ll hear a practical framework for choosing the right model: headcount thresholds, geographic routing for distributed workforces, and which plan designs benefit most. We also explore how a broker’s mindset shaped Walk On Clinic’s approach—quarterbacking imaging, specialty, and pharmacy decisions so plan assets get used. Along the way, Chris shares lessons on branding and visibility, from creative content to educating the market on why hybrid care—on-site plus virtual continuity—outperforms stand-alone telemedicine.

If you’re a benefits leader, broker, or operator hunting for real-world ROI and a better member experience, this conversation is a playbook for turning primary care into the true front door of the plan. Subscribe, share with a colleague, and leave a review with your biggest question about building on-site access at scale.

]]> What if the clinic your team actually uses is the one parked outside the office? We sit down with Chris Yarn, CEO of Walk On Clinic, to unpack why on-site and mobile primary care crush near-site options on utilization, trust, and measurable savings—often with fewer clinic days. The story begins with a simple truth: convenience wins. When clinicians are visible and familiar, employees engage more, follow through on care, and keep the relationship going virtually with the same people they see in person.

We break down a standout case: a near-site clinic three days a week just over a mile away versus a mobile clinic two days a week on-site. After ten months and 800 employees, 515 chose on-site, only 15 went near-site. That utilization shift powers tangible outcomes: lower urgent care and ER visits, time savings measured against payroll, and pharmacy strategies that can offset clinic costs. Chris explains how zero-dollar ghost claims at Medicare rates create conservative ROI models, and how plan-aligned referrals remove the “we don’t take your insurance” friction that derails self-funded plans.

You’ll hear a practical framework for choosing the right model: headcount thresholds, geographic routing for distributed workforces, and which plan designs benefit most. We also explore how a broker’s mindset shaped Walk On Clinic’s approach—quarterbacking imaging, specialty, and pharmacy decisions so plan assets get used. Along the way, Chris shares lessons on branding and visibility, from creative content to educating the market on why hybrid care—on-site plus virtual continuity—outperforms stand-alone telemedicine.

If you’re a benefits leader, broker, or operator hunting for real-world ROI and a better member experience, this conversation is a playbook for turning primary care into the true front door of the plan. Subscribe, share with a colleague, and leave a review with your biggest question about building on-site access at scale.

]]> David Saltzman Buzzsprout-18099191 Tue, 04 Nov 2025 06:00:00 -0500 1550 full false EP 535 Coaching For Leaders, Clarity For Advisors - with Jenna Dillon EP 535 Coaching For Leaders, Clarity For Advisors - with Jenna Dillon We explore what executive coaching really is, how it helps leaders make better decisions and show up with presence, and why advisors can use it to grow their practice and help clients cut costs and claims. We share signals that coaching is needed, how to introduce it without awkwardness, and how to build strong referral partnerships.

• Clear definition of executive coaching and who benefits
• Common leadership traps and the “business affair” pattern
• Executive presence as a practical skill set
• Turning vague goals into measurable outcomes
• How advisors spot coaching cues in client orgs
• Scripts for raising coaching without judgment
• Building trusted referral partnerships with coaches
• Why AI and hybrid work raise the stakes


]]> We explore what executive coaching really is, how it helps leaders make better decisions and show up with presence, and why advisors can use it to grow their practice and help clients cut costs and claims. We share signals that coaching is needed, how to introduce it without awkwardness, and how to build strong referral partnerships.

• Clear definition of executive coaching and who benefits
• Common leadership traps and the “business affair” pattern
• Executive presence as a practical skill set
• Turning vague goals into measurable outcomes
• How advisors spot coaching cues in client orgs
• Scripts for raising coaching without judgment
• Building trusted referral partnerships with coaches
• Why AI and hybrid work raise the stakes


]]> David Saltzman Buzzsprout-18051856 Tue, 28 Oct 2025 14:00:00 -0400 1458 full false EP 534 ICHRAs = Choice And Control - With Chad Schneider, Thatch EP 534 ICHRAs = Choice And Control - With Chad Schneider, Thatch Healthcare costs keep climbing while employees want plans that actually fit their doctors, budgets, and lives. We tackle that tension head-on with Chad Schneider, head of broker channel at Thatch, and unpack how ICHRAs—individual coverage HRAs—let employers lock in predictable budgets while giving every employee real choice on the individual market.

We start by demystifying ICHRAs and why 2024 became the breakout year: broader carrier participation, stronger individual risk pools, and better technology. Chad breaks down the biggest barriers leaders worry about—change management, compliance, billing across multiple carriers and states—and shares how infrastructure-first platforms handle the messy “money movement” behind the scenes. From clean decision support that feels like booking travel to licensed, state-specific experts for complex cases, we show how employees can navigate dozens of plans with clarity and confidence.

Then we get tactical. You’ll hear how to design contribution strategies that create equity across age and geography, using dynamic benchmarks instead of blunt flat-dollar allowances. We explore the 11 ICHRA classes for smart carve-outs, the role of voluntary and high-impact perks, and how newer carriers are pushing legacy players to improve networks and benefits. On data, we explain what you can measure without claims visibility—engagement, satisfaction, enrollment completion—and how emerging APIs make application tracking and digital ID cards standard rather than speculative.

Looking ahead three to five years, Chad forecasts tighter integrations, more transparent pricing, and perks once reserved for large groups becoming available to small employers. The result is a practical blueprint: cap volatility, expand choice, and elevate the broker’s role from renewal jockey to program architect. If you’re ready to rethink the benefits playbook and give your team plans that fit their lives, this conversation lays out the steps and the pitfalls to avoid.

Enjoyed the conversation? Follow the show, share it with a colleague, and leave a quick review to help more leaders discover smarter benefits strategies.

]]> Healthcare costs keep climbing while employees want plans that actually fit their doctors, budgets, and lives. We tackle that tension head-on with Chad Schneider, head of broker channel at Thatch, and unpack how ICHRAs—individual coverage HRAs—let employers lock in predictable budgets while giving every employee real choice on the individual market.

We start by demystifying ICHRAs and why 2024 became the breakout year: broader carrier participation, stronger individual risk pools, and better technology. Chad breaks down the biggest barriers leaders worry about—change management, compliance, billing across multiple carriers and states—and shares how infrastructure-first platforms handle the messy “money movement” behind the scenes. From clean decision support that feels like booking travel to licensed, state-specific experts for complex cases, we show how employees can navigate dozens of plans with clarity and confidence.

Then we get tactical. You’ll hear how to design contribution strategies that create equity across age and geography, using dynamic benchmarks instead of blunt flat-dollar allowances. We explore the 11 ICHRA classes for smart carve-outs, the role of voluntary and high-impact perks, and how newer carriers are pushing legacy players to improve networks and benefits. On data, we explain what you can measure without claims visibility—engagement, satisfaction, enrollment completion—and how emerging APIs make application tracking and digital ID cards standard rather than speculative.

Looking ahead three to five years, Chad forecasts tighter integrations, more transparent pricing, and perks once reserved for large groups becoming available to small employers. The result is a practical blueprint: cap volatility, expand choice, and elevate the broker’s role from renewal jockey to program architect. If you’re ready to rethink the benefits playbook and give your team plans that fit their lives, this conversation lays out the steps and the pitfalls to avoid.

Enjoyed the conversation? Follow the show, share it with a colleague, and leave a quick review to help more leaders discover smarter benefits strategies.

]]> David Saltzman Buzzsprout-18036230 Tue, 21 Oct 2025 06:00:00 -0400 1440 full false #533 Independent Imaging Update - With Cristin Dickerson MD, Green Imaging #533 Independent Imaging Update - With Cristin Dickerson MD, Green Imaging Costs are spiking, access is shrinking, and members are stuck on hold while scans get delayed—yet the fix might be hiding in plain sight. We sit down with Dr. Cristin Dickerson, CEO of Green Imaging, to unpack how independent imaging, transparent bundles, and human-led AI can lower trend, reduce friction, and actually make benefits plans feel usable. From private equity acquisitions that quietly triple rates to the national radiologist shortage sparked by years of “AI will replace you” hype, we trace the real-world forces shaping price, quality, and time-to-care.

Cristin shares a playbook advisors and employers can put to work now: build redundancy so a single tech outage doesn’t stall care, keep the front end human while automating the back office, and route members to independent centers with clear, all-in pricing. You’ll hear how a large Texas municipality sought savings but discovered a bigger win—restored access that gave employees back hours and eliminated surprise bills. We delve into what price transparency rules overlook, why hospital quotes are often incomplete, and how direct-pay bundles circumvent games that leave members vulnerable.

We also get practical on tech. Forget AI that “reads the study” in isolation; the real gains come from tools that structure reports so radiologists never take their eyes off images, and from analytics that turn one CT into population health insights like bone density, coronary calcium, and cardiac chamber sizing. Add a clinician portal that lets DPCs and primary care search by code and price, submit narrative orders, and reach a radiologist by phone, and virtual care starts to work the way it should—fast, connected, and accountable.

If you advise employers or run a health plan, this is a roadmap to cut waste without compromising care: utilize data maps and claims rebundling to model savings, favor DPC-centric designs for a simpler member experience, and help independent centers remain independent with fair, direct contracts. Subscribe, share with a colleague who battles imaging chaos, and tell us: where are your members getting stuck, and what would a clear path to a scan change look like for your team?

]]> Costs are spiking, access is shrinking, and members are stuck on hold while scans get delayed—yet the fix might be hiding in plain sight. We sit down with Dr. Cristin Dickerson, CEO of Green Imaging, to unpack how independent imaging, transparent bundles, and human-led AI can lower trend, reduce friction, and actually make benefits plans feel usable. From private equity acquisitions that quietly triple rates to the national radiologist shortage sparked by years of “AI will replace you” hype, we trace the real-world forces shaping price, quality, and time-to-care.

Cristin shares a playbook advisors and employers can put to work now: build redundancy so a single tech outage doesn’t stall care, keep the front end human while automating the back office, and route members to independent centers with clear, all-in pricing. You’ll hear how a large Texas municipality sought savings but discovered a bigger win—restored access that gave employees back hours and eliminated surprise bills. We delve into what price transparency rules overlook, why hospital quotes are often incomplete, and how direct-pay bundles circumvent games that leave members vulnerable.

We also get practical on tech. Forget AI that “reads the study” in isolation; the real gains come from tools that structure reports so radiologists never take their eyes off images, and from analytics that turn one CT into population health insights like bone density, coronary calcium, and cardiac chamber sizing. Add a clinician portal that lets DPCs and primary care search by code and price, submit narrative orders, and reach a radiologist by phone, and virtual care starts to work the way it should—fast, connected, and accountable.

If you advise employers or run a health plan, this is a roadmap to cut waste without compromising care: utilize data maps and claims rebundling to model savings, favor DPC-centric designs for a simpler member experience, and help independent centers remain independent with fair, direct contracts. Subscribe, share with a colleague who battles imaging chaos, and tell us: where are your members getting stuck, and what would a clear path to a scan change look like for your team?

]]> David Saltzman Buzzsprout-17940408 Tue, 14 Oct 2025 06:00:00 -0400 1375 full false #532 Leading Without Bottlenecks - with Charlie Rhea #532 Leading Without Bottlenecks - with Charlie Rhea Leadership bottlenecks can silently strangle even the most promising companies. When decisions, initiatives, and progress all funnel through one person—typically the founder or CEO—growth becomes impossible. Charlie Rhea knows this pattern all too well.

As an implementer of the Entrepreneurial Operating System (EOS), Charlie has witnessed the remarkable transformation that occurs when leadership teams embrace a different way of operating. The framework he teaches provides three critical benefits that most organizations desperately need: crystal-clear vision, disciplined execution (what EOS calls "traction"), and team health built on vulnerability-based trust.

What makes EOS particularly effective is its practical simplicity. Rather than offering vague leadership principles, it delivers concrete tools like the Accountability Chart—an organizational structure that flips conventional thinking by designing around functions first, then placing people second. This approach systematically eliminates bottlenecks by distributing accountability throughout the leadership team.

The most surprising element Charlie emphasizes is the often-overlooked importance of team health. Drawing from Patrick Lencioni's work, EOS focuses on creating vulnerability-based trust—the willingness to have difficult conversations for the greater good of the company. As Charlie notes, "Culture eats strategy for breakfast," and no amount of brilliant planning can overcome a dysfunctional leadership team.

"The Five Dysfunctions of a Team" - Patrick Lencioni

"Traction" - Gino Wickman


]]> Leadership bottlenecks can silently strangle even the most promising companies. When decisions, initiatives, and progress all funnel through one person—typically the founder or CEO—growth becomes impossible. Charlie Rhea knows this pattern all too well.

As an implementer of the Entrepreneurial Operating System (EOS), Charlie has witnessed the remarkable transformation that occurs when leadership teams embrace a different way of operating. The framework he teaches provides three critical benefits that most organizations desperately need: crystal-clear vision, disciplined execution (what EOS calls "traction"), and team health built on vulnerability-based trust.

What makes EOS particularly effective is its practical simplicity. Rather than offering vague leadership principles, it delivers concrete tools like the Accountability Chart—an organizational structure that flips conventional thinking by designing around functions first, then placing people second. This approach systematically eliminates bottlenecks by distributing accountability throughout the leadership team.

The most surprising element Charlie emphasizes is the often-overlooked importance of team health. Drawing from Patrick Lencioni's work, EOS focuses on creating vulnerability-based trust—the willingness to have difficult conversations for the greater good of the company. As Charlie notes, "Culture eats strategy for breakfast," and no amount of brilliant planning can overcome a dysfunctional leadership team.

"The Five Dysfunctions of a Team" - Patrick Lencioni

"Traction" - Gino Wickman


]]> David Saltzman Buzzsprout-17749275 Tue, 07 Oct 2025 06:00:00 -0400 1583 529 full false # 531 Eliminating Financial Barriers - with Tom Policelli of PayMedix # 531 Eliminating Financial Barriers - with Tom Policelli of PayMedix High-deductible health plans have created "functionally uninsured" people who have insurance cards but can't access care due to high out-of-pocket costs, creating barriers to necessary healthcare and driving up long-term expenses. We discuss a solution with Tom Policelli of Paymedix.

• Consumer confusion about benefits is the #1 issue, with affordability a close second
• 45% of insured people avoided necessary care last year due to cost concerns
• Nearly 30% of hospitals now require payment before scheduling services
• 25% of commercially insured people have no available credit
• Healthcare utilization by lower-income tiers mimics Medicaid patterns - delaying care until emergencies
• PayMedix's "Super EOB" consolidates billing and offers 0% interest financing
• Employers using PayMedix save 2-3% annually on healthcare trend
• Unlike consumer credit companies, PayMedix uses an insurance mindset to spread risk
• PayMedix maintains 95% employer retention versus the 30% industry average
• TempoPay acquisition provides a card-based solution for pharmacy costs
• Partnerships with companies like XO Health are expanding PayMedix's reach nationwide

Visit paymedix.com to learn more about implementing these solutions.

This episode is sponsored by Benepower, the platform of choice for a modern benefits experience. Benepower is an AI-powered benefits platform offering access to top products and services, enabling consultants and employers to create customized plans, optimize usage, and measure effectiveness. www.benepower.com

]]> High-deductible health plans have created "functionally uninsured" people who have insurance cards but can't access care due to high out-of-pocket costs, creating barriers to necessary healthcare and driving up long-term expenses. We discuss a solution with Tom Policelli of Paymedix.

• Consumer confusion about benefits is the #1 issue, with affordability a close second
• 45% of insured people avoided necessary care last year due to cost concerns
• Nearly 30% of hospitals now require payment before scheduling services
• 25% of commercially insured people have no available credit
• Healthcare utilization by lower-income tiers mimics Medicaid patterns - delaying care until emergencies
• PayMedix's "Super EOB" consolidates billing and offers 0% interest financing
• Employers using PayMedix save 2-3% annually on healthcare trend
• Unlike consumer credit companies, PayMedix uses an insurance mindset to spread risk
• PayMedix maintains 95% employer retention versus the 30% industry average
• TempoPay acquisition provides a card-based solution for pharmacy costs
• Partnerships with companies like XO Health are expanding PayMedix's reach nationwide

Visit paymedix.com to learn more about implementing these solutions.

This episode is sponsored by Benepower, the platform of choice for a modern benefits experience. Benepower is an AI-powered benefits platform offering access to top products and services, enabling consultants and employers to create customized plans, optimize usage, and measure effectiveness. www.benepower.com

]]> David Saltzman Buzzsprout-17834944 Tue, 30 Sep 2025 06:00:00 -0400 1419 full false # 530 From Jungle Survival to Business Innovation: Conner Insurance # 530 From Jungle Survival to Business Innovation: Conner Insurance A 75-year legacy built on survival, relationships and faith continues to drive innovation at Conner Insurance, where CEO Ben Conner and his team focus on providing sound counsel during life's most significant moments.

• Founded in 1949 by WWII veteran Henry Clay Conner Jr., whose 30 months surviving in Philippine jungles shaped core values of seriousness, relationships, and entrepreneurial spirit
• Second-generation leadership of four Conner brothers emphasized shepherding the next generation into leadership roles while maintaining family values
• Mission evolved from "selling policies" to walking alongside clients during critical life moments including medical diagnoses, accidents, and positive transitions
• Over 80% of clients experience flat or reduced healthcare expenses through innovative supply chain management, especially in pharmacy benefits
• Team members know individual patients by name, working to source medications affordably for both employers and employees
• Documentary "It's Not Personal, It's Just Healthcare" educates about systemic problems in healthcare delivery
• Challenges traditional strategies like high-deductible health plans that create false "consumerism" while making healthcare inaccessible
• Remains independent despite private equity consolidation in insurance industry, focusing on talent development and embracing technologies like AI

Visit connerins.com to watch the full documentary "It's Not Personal, It's Just Healthcare" and learn more about their approach.

"It's Not Personal, It's Just Healthcare"

"The Ideal Team Player" - Patrick Lencioni

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com

]]> A 75-year legacy built on survival, relationships and faith continues to drive innovation at Conner Insurance, where CEO Ben Conner and his team focus on providing sound counsel during life's most significant moments.

• Founded in 1949 by WWII veteran Henry Clay Conner Jr., whose 30 months surviving in Philippine jungles shaped core values of seriousness, relationships, and entrepreneurial spirit
• Second-generation leadership of four Conner brothers emphasized shepherding the next generation into leadership roles while maintaining family values
• Mission evolved from "selling policies" to walking alongside clients during critical life moments including medical diagnoses, accidents, and positive transitions
• Over 80% of clients experience flat or reduced healthcare expenses through innovative supply chain management, especially in pharmacy benefits
• Team members know individual patients by name, working to source medications affordably for both employers and employees
• Documentary "It's Not Personal, It's Just Healthcare" educates about systemic problems in healthcare delivery
• Challenges traditional strategies like high-deductible health plans that create false "consumerism" while making healthcare inaccessible
• Remains independent despite private equity consolidation in insurance industry, focusing on talent development and embracing technologies like AI

Visit connerins.com to watch the full documentary "It's Not Personal, It's Just Healthcare" and learn more about their approach.

"It's Not Personal, It's Just Healthcare"

"The Ideal Team Player" - Patrick Lencioni

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com

]]> David Saltzman Buzzsprout-17802180 Tue, 23 Sep 2025 06:00:00 -0400 1400 full false #529 How Nature Walks Transform Business Thinking #529 How Nature Walks Transform Business Thinking Jessica DeAngelo, Chief Hiking Officer at Hike to Become, shares how unplugging in nature revolutionizes business thinking and helps executives rediscover clarity and creativity away from digital distractions.

• Former global sales director who transformed her life by committing to daily hiking after feeling overwhelmed by corporate demands and new motherhood
• Created the Hike 31 Challenge based on four principles: Hike or walk, In nature, Keep tech off, Every day
• Takes executive teams on guided hiking experiences that create space for connection and independent thought
• Incorporates forest bathing exercises that allow business leaders time alone with their thoughts
• Clients report experiencing clarity on complex problems, rediscovering joy, and generating breakthrough business ideas
• Companies see ROI through faster decision-making, innovative approaches, and reduced executive burnout
• New book "The Wild Advantage" explores how reconnecting with nature helps executives think more creatively in the age of AI

Text HIKE to 33777 to join the Hike 31 Challenge or visit Jessica DeAngelo.com to learn more about bringing this transformative experience to your team.

This episode is sponsored by Benepower, the platform of choice for a modern benefits experience. Benepower is an AI-powered benefits platform offering access to top products and services, enabling consultants and employers to create customized plans, optimize usage, and measure effectiveness. www.benepower.com

]]> Jessica DeAngelo, Chief Hiking Officer at Hike to Become, shares how unplugging in nature revolutionizes business thinking and helps executives rediscover clarity and creativity away from digital distractions.

• Former global sales director who transformed her life by committing to daily hiking after feeling overwhelmed by corporate demands and new motherhood
• Created the Hike 31 Challenge based on four principles: Hike or walk, In nature, Keep tech off, Every day
• Takes executive teams on guided hiking experiences that create space for connection and independent thought
• Incorporates forest bathing exercises that allow business leaders time alone with their thoughts
• Clients report experiencing clarity on complex problems, rediscovering joy, and generating breakthrough business ideas
• Companies see ROI through faster decision-making, innovative approaches, and reduced executive burnout
• New book "The Wild Advantage" explores how reconnecting with nature helps executives think more creatively in the age of AI

Text HIKE to 33777 to join the Hike 31 Challenge or visit Jessica DeAngelo.com to learn more about bringing this transformative experience to your team.

This episode is sponsored by Benepower, the platform of choice for a modern benefits experience. Benepower is an AI-powered benefits platform offering access to top products and services, enabling consultants and employers to create customized plans, optimize usage, and measure effectiveness. www.benepower.com

]]> David Saltzman Buzzsprout-17723739 Tue, 16 Sep 2025 06:00:00 -0400 1391 528 full false #528 Paid Leave: From Expense to Engagement Strategy #528 Paid Leave: From Expense to Engagement Strategy Paid leave has transformed from a nice-to-have into a powerful retention and engagement tool for employers seeking to attract and keep top talent. Seth Turner of AbsintheSoft shares insights on how properly structured leave programs can create positive employee experiences that drive loyalty and productivity.

• 86% of employees look for paid leave when job hunting, and 42% won't apply without it
• Well-designed leave programs should address diverse workforce needs across life stages
• Employees who feel supported during leave are more likely to return engaged and become brand ambassadors
• The regulatory landscape is growing increasingly complex with 13 states now mandating paid family leave
• Technology helps streamline administration, maintain compliance, and improve employee experience
• Utilization rates vary by industry, ranging from 10-40% of employees taking leave annually
• Effective programs consider both compliance requirements and strategic business objectives
• Modern systems use AI and mobile communications to simplify processes for all stakeholders

To learn more about managing paid leave effectively, visit absensesoft.com or contact Seth directly at seth@absencesoft.com

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com


]]> Paid leave has transformed from a nice-to-have into a powerful retention and engagement tool for employers seeking to attract and keep top talent. Seth Turner of AbsintheSoft shares insights on how properly structured leave programs can create positive employee experiences that drive loyalty and productivity.

• 86% of employees look for paid leave when job hunting, and 42% won't apply without it
• Well-designed leave programs should address diverse workforce needs across life stages
• Employees who feel supported during leave are more likely to return engaged and become brand ambassadors
• The regulatory landscape is growing increasingly complex with 13 states now mandating paid family leave
• Technology helps streamline administration, maintain compliance, and improve employee experience
• Utilization rates vary by industry, ranging from 10-40% of employees taking leave annually
• Effective programs consider both compliance requirements and strategic business objectives
• Modern systems use AI and mobile communications to simplify processes for all stakeholders

To learn more about managing paid leave effectively, visit absensesoft.com or contact Seth directly at seth@absencesoft.com

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com


]]> David Saltzman Buzzsprout-17802165 Tue, 09 Sep 2025 06:00:00 -0400 1126 full false #527 Taming the Time Thief - with Andrew Hartman #527 Taming the Time Thief - with Andrew Hartman We explore the concept of time as our most precious resource with Andrew Hartman, founder of TimeBoss, who shares a framework for achieving results without overwhelm and burnout.

• Andrew's journey began when work stress caused him to lose his sense of smell for six months
• 77% of knowledge workers experienced burnout in the past year, up from 75% pre-COVID
• The "always on" work culture has eliminated boundaries between professional and personal life
• Most people treat time like credit instead of cash, creating debt for their future selves
• Setting a work hour constraint (Andrew uses 50 hours) forces better prioritization
• Weekly planning meetings help identify the 20% of tasks that yield 80% of results
• Implementing strategic time management can reclaim 4-10 hours per week
• "Comeback time" after interruptions can take up to 23 minutes of productivity
• Creating "commitment plans" and finding "vacation shields" allows for true rest
• Working at your "highest sustainable pace" enables sustained peak performance

This episode is sponsored by Benepower, the platform of choice for a modern benefits experience. Benepower is an AI-powered benefits platform offering access to top products and services, enabling consultants and employers to create customized plans, optimize usage, and measure effectiveness. www.benepower.com



]]> We explore the concept of time as our most precious resource with Andrew Hartman, founder of TimeBoss, who shares a framework for achieving results without overwhelm and burnout.

• Andrew's journey began when work stress caused him to lose his sense of smell for six months
• 77% of knowledge workers experienced burnout in the past year, up from 75% pre-COVID
• The "always on" work culture has eliminated boundaries between professional and personal life
• Most people treat time like credit instead of cash, creating debt for their future selves
• Setting a work hour constraint (Andrew uses 50 hours) forces better prioritization
• Weekly planning meetings help identify the 20% of tasks that yield 80% of results
• Implementing strategic time management can reclaim 4-10 hours per week
• "Comeback time" after interruptions can take up to 23 minutes of productivity
• Creating "commitment plans" and finding "vacation shields" allows for true rest
• Working at your "highest sustainable pace" enables sustained peak performance

This episode is sponsored by Benepower, the platform of choice for a modern benefits experience. Benepower is an AI-powered benefits platform offering access to top products and services, enabling consultants and employers to create customized plans, optimize usage, and measure effectiveness. www.benepower.com



]]> David Saltzman Buzzsprout-17529757 Tue, 26 Aug 2025 06:00:00 -0400 1334 full false #526 Parenting On-Demand with Hans Kullberg | ShiftShapers #526 Parenting On-Demand with Hans Kullberg | ShiftShapers Recorded live at the Ascend Conference in Salt Lake City, David A. Saltzman sits down with Hans Kullberg, CEO and Founder of Avocado Health. Together, they explore how Avocado Health is solving one of the biggest challenges facing employers and employees alike: helping working parents get the right answers, right when they need them.

Hans shares how his own journey as a father of five inspired him to build a text-first platform that provides parents with evidence-based guidance on everything from toddler sleep issues to adolescent anxiety—without the endless rabbit holes of Dr. Google.

The discussion covers the massive productivity costs of presenteeism, why text messaging is the most effective format for support, and how AI plus human advocates deliver empathetic, on-demand solutions that reduce stress for families and cut costs for employers.

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com

🔑 Key Takeaways from This Episode
📌 Working Parents = Productivity Costs
60% of employees are parents, and presenteeism costs employers $8,000 per worker annually.

📌 Texting Beats Dr. Google
 Avocado Health uses SMS to deliver expert pediatric, developmental, and behavioral guidance instantly.

📌 AI + Human = Empathy at Scale
 97% of questions can be answered by AI, with human advocates stepping in for complex cases.

📌 Reducing Claims and ER Visits
 Quick triage and trusted guidance prevent unnecessary urgent care and hospital costs.

📌 Boosting Benefits Utilization
 The platform helps employees discover and use existing employer-sponsored resources.

⏱️ In This Episode
00:00 Live from Ascend: Introducing Hans Kullberg
02:00 From fatherhood to founding Avocado Health
04:00 The scope of challenges working parents face
07:00 Presenteeism, absenteeism, and attrition explained
10:00 Why text messaging is the most accessible solution
14:00 AI + human empathy in care delivery
18:00 Real-life RSV case study: avoiding hospitalization
22:00 Connecting employees to existing plan benefits
26:00 Employee onboarding and education via SMS
30:00 Serving rural and underserved populations
34:00 The future: languages, Medicaid, municipalities
38:00 Building scalable, accessible support for all parents



]]> Recorded live at the Ascend Conference in Salt Lake City, David A. Saltzman sits down with Hans Kullberg, CEO and Founder of Avocado Health. Together, they explore how Avocado Health is solving one of the biggest challenges facing employers and employees alike: helping working parents get the right answers, right when they need them.

Hans shares how his own journey as a father of five inspired him to build a text-first platform that provides parents with evidence-based guidance on everything from toddler sleep issues to adolescent anxiety—without the endless rabbit holes of Dr. Google.

The discussion covers the massive productivity costs of presenteeism, why text messaging is the most effective format for support, and how AI plus human advocates deliver empathetic, on-demand solutions that reduce stress for families and cut costs for employers.

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com

🔑 Key Takeaways from This Episode
📌 Working Parents = Productivity Costs
60% of employees are parents, and presenteeism costs employers $8,000 per worker annually.

📌 Texting Beats Dr. Google
 Avocado Health uses SMS to deliver expert pediatric, developmental, and behavioral guidance instantly.

📌 AI + Human = Empathy at Scale
 97% of questions can be answered by AI, with human advocates stepping in for complex cases.

📌 Reducing Claims and ER Visits
 Quick triage and trusted guidance prevent unnecessary urgent care and hospital costs.

📌 Boosting Benefits Utilization
 The platform helps employees discover and use existing employer-sponsored resources.

⏱️ In This Episode
00:00 Live from Ascend: Introducing Hans Kullberg
02:00 From fatherhood to founding Avocado Health
04:00 The scope of challenges working parents face
07:00 Presenteeism, absenteeism, and attrition explained
10:00 Why text messaging is the most accessible solution
14:00 AI + human empathy in care delivery
18:00 Real-life RSV case study: avoiding hospitalization
22:00 Connecting employees to existing plan benefits
26:00 Employee onboarding and education via SMS
30:00 Serving rural and underserved populations
34:00 The future: languages, Medicaid, municipalities
38:00 Building scalable, accessible support for all parents



]]> David Saltzman Buzzsprout-17691245 Tue, 19 Aug 2025 06:00:00 -0400 1013 full false #525 Beyond Urgent Care with Lorenzo Amaya | ShiftShapers #525 Beyond Urgent Care with Lorenzo Amaya | ShiftShapers Recorded at the Ascend Conference in Salt Lake City, David A. Saltzman talks with Lorenzo Amaya, Vice President of Business Development at Integrated Source One. They explore the nationwide physician shortage, the challenges of quality care and timely access, and how innovative solutions like on-site, near-site, and mobile clinics are changing healthcare delivery for employers and employees alike.

Lorenzo shares his journey from banking to telemedicine, and how Integrated Source One works to remove friction from care — making it more affordable, proactive, and accessible no matter where employees are. The conversation dives into proactive healthcare strategies, the role of virtual primary care, and meeting patients where they are with flexible delivery models.

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

📌 The Physician Shortage Is Real
 Patients are waiting months for appointments, creating a bottleneck in care.

📌 Quality and Access Go Hand in Hand
 Lorenzo explains why true care solutions must address both simultaneously.

📌 Virtual Care Is Here to Stay
 From chronic condition management to urgent needs, telehealth is becoming the norm.

📌 On-Site, Near-Site, and Mobile Clinics Reduce Friction
 Flexible care delivery can keep employees healthier and out of the ER.

📌 Proactive Care Saves Costs
 Continuous access and preventive screenings stop expensive, episodic events before they happen.


⏱️ In This Episode

00:00 Live from Ascend: Introducing Lorenzo Amaya
 02:00 From banking to telemedicine and healthcare innovation
 04:30 The scope and causes of the physician shortage
 07:30 Quality of care and reimbursement challenges
 10:00 The telehealth boom post-COVID
 13:00 Generational comfort with virtual healthcare
 16:00 Streamlining access for better patient experiences
 19:00 On-site, near-site, and mobile clinics explained
 23:00 Cost and feasibility considerations for employers
 26:00 Serving underserved and rural areas
 29:00 Proactive care vs. urgent care
 33:00 Employer adoption and employee education
 37:00 Reducing ER visits and plan costs
 40:00 Frictionless care for better outcomes



]]> Recorded at the Ascend Conference in Salt Lake City, David A. Saltzman talks with Lorenzo Amaya, Vice President of Business Development at Integrated Source One. They explore the nationwide physician shortage, the challenges of quality care and timely access, and how innovative solutions like on-site, near-site, and mobile clinics are changing healthcare delivery for employers and employees alike.

Lorenzo shares his journey from banking to telemedicine, and how Integrated Source One works to remove friction from care — making it more affordable, proactive, and accessible no matter where employees are. The conversation dives into proactive healthcare strategies, the role of virtual primary care, and meeting patients where they are with flexible delivery models.

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

📌 The Physician Shortage Is Real
 Patients are waiting months for appointments, creating a bottleneck in care.

📌 Quality and Access Go Hand in Hand
 Lorenzo explains why true care solutions must address both simultaneously.

📌 Virtual Care Is Here to Stay
 From chronic condition management to urgent needs, telehealth is becoming the norm.

📌 On-Site, Near-Site, and Mobile Clinics Reduce Friction
 Flexible care delivery can keep employees healthier and out of the ER.

📌 Proactive Care Saves Costs
 Continuous access and preventive screenings stop expensive, episodic events before they happen.


⏱️ In This Episode

00:00 Live from Ascend: Introducing Lorenzo Amaya
 02:00 From banking to telemedicine and healthcare innovation
 04:30 The scope and causes of the physician shortage
 07:30 Quality of care and reimbursement challenges
 10:00 The telehealth boom post-COVID
 13:00 Generational comfort with virtual healthcare
 16:00 Streamlining access for better patient experiences
 19:00 On-site, near-site, and mobile clinics explained
 23:00 Cost and feasibility considerations for employers
 26:00 Serving underserved and rural areas
 29:00 Proactive care vs. urgent care
 33:00 Employer adoption and employee education
 37:00 Reducing ER visits and plan costs
 40:00 Frictionless care for better outcomes



]]> David Saltzman Buzzsprout-17654829 Tue, 12 Aug 2025 06:00:00 -0400 1289 525 full false #524 Breaking the Mental Health Bottleneck with John Troutman | ShiftShapers #524 Breaking the Mental Health Bottleneck with John Troutman | ShiftShapers Recorded live at the Ascend Conference in Salt Lake City, this episode of ShiftShapers features John Troutman, Vice President of Business Development at Mind Club America. Host David A. Saltzman and John discuss the “mutual mystification” surrounding mental health solutions—and how employers and advisors can start cutting through the noise with real access, real engagement, and real outcomes.

From personal burnout to a professional mission, John shares how his experience as a former pastor helped shape his drive to help a million people get the mental health support they need. The conversation unpacks access issues, poor utilization reporting, stigma, and the vital importance of employer-led engagement.

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at BenePower.com

🔑 Key Takeaways from This Episode

📌 Access Delays Are Still the Norm
 Even with growing awareness, many plans make employees wait 3–5 months for help. Mind Club offers care within 2 business days.

📌 Engagement Starts at the Top
 Mental health solutions are most effective when leadership participates first and normalizes use among employees.

📌 Mental Health Month ≠ Mental Health Action
 Awareness isn’t enough. Employers must embrace solutions that proactively support emotional well-being year-round.

📌 Most Utilization Reports Are Useless
 John explains why vague or absent reporting leaves employers in the dark about what they’re actually paying for.

📌 Proactive Care Beats Reactive Cleanup
 Mind Club encourages regular mental fitness with assessments, gamification, and behavioral nudges before crisis hits.

⏱️ In This Episode
00:00 Live from Ascend: Introducing John Troutman
02:00 Burnout, personal healing, and a mission to help a million people
05:30 What is “mutual mystification” in mental health?
08:00 The real-world problems with EAPs and plan access
10:30 Access in two days—not months
12:00 Predictive vs. reactive mental health models
15:00 How Mind Club’s app keeps users engaged
17:30 Messaging employees: Start with leadership
20:00 Why reporting and data transparency matter
23:00 How to start the mental health conversation with skeptical employers
27:00 What employers want: happier, healthier teams
30:00 Looking ahead: personalization, AI, and robust networks
34:00 Mind Club’s flexibility across funding models
36:00 Final thoughts on solving the mental health crisis



]]> Recorded live at the Ascend Conference in Salt Lake City, this episode of ShiftShapers features John Troutman, Vice President of Business Development at Mind Club America. Host David A. Saltzman and John discuss the “mutual mystification” surrounding mental health solutions—and how employers and advisors can start cutting through the noise with real access, real engagement, and real outcomes.

From personal burnout to a professional mission, John shares how his experience as a former pastor helped shape his drive to help a million people get the mental health support they need. The conversation unpacks access issues, poor utilization reporting, stigma, and the vital importance of employer-led engagement.

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at BenePower.com

🔑 Key Takeaways from This Episode

📌 Access Delays Are Still the Norm
 Even with growing awareness, many plans make employees wait 3–5 months for help. Mind Club offers care within 2 business days.

📌 Engagement Starts at the Top
 Mental health solutions are most effective when leadership participates first and normalizes use among employees.

📌 Mental Health Month ≠ Mental Health Action
 Awareness isn’t enough. Employers must embrace solutions that proactively support emotional well-being year-round.

📌 Most Utilization Reports Are Useless
 John explains why vague or absent reporting leaves employers in the dark about what they’re actually paying for.

📌 Proactive Care Beats Reactive Cleanup
 Mind Club encourages regular mental fitness with assessments, gamification, and behavioral nudges before crisis hits.

⏱️ In This Episode
00:00 Live from Ascend: Introducing John Troutman
02:00 Burnout, personal healing, and a mission to help a million people
05:30 What is “mutual mystification” in mental health?
08:00 The real-world problems with EAPs and plan access
10:30 Access in two days—not months
12:00 Predictive vs. reactive mental health models
15:00 How Mind Club’s app keeps users engaged
17:30 Messaging employees: Start with leadership
20:00 Why reporting and data transparency matter
23:00 How to start the mental health conversation with skeptical employers
27:00 What employers want: happier, healthier teams
30:00 Looking ahead: personalization, AI, and robust networks
34:00 Mind Club’s flexibility across funding models
36:00 Final thoughts on solving the mental health crisis



]]> David Saltzman Buzzsprout-17617533 Tue, 05 Aug 2025 08:00:00 -0400 1088 524 full false #523 Getting Unstuck with Reuven Shelef | ShiftShapers #523 Getting Unstuck with Reuven Shelef | ShiftShapers In this episode of ShiftShapers, host David A. Saltzman sits down with Reuven Shelef, CEO of Out of the Box Consulting and creator of the Untangling Complex Challenges methodology. Reuven shares why our brains default to negativity when faced with uncertainty—and how to move from emotional reactivity to clarity and action.

With a blend of logic and emotional insight, Reuven helps leaders and teams understand how to recognize internal blockers, reframe stress, and break through stuck patterns—professionally and personally.

More from Reuven Shelef: https://ReuvenShelef.com/


🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at http://BenePower.com

🔑 Key Takeaways from This Episode

📌 Negativity Comes First—By Design
 Our brains are wired for survival, not solutions. Recognizing this helps us shift toward creative thinking.

📌 You’re Not Powerless
 Reuven explains how we can reclaim control—even when external systems and policies feel overwhelming.

📌 The Story Is the Stress
 Often, it’s not the facts that hurt us—it’s the story we tell ourselves about those facts.

📌 Getting Unstuck Starts With Awareness
 A simple process of brain dumping and categorization reveals surprising root causes—and new options.

📌 Leaders Must Create Space
 Inviting authentic conversation and emotional safety at work can unlock powerful transformation.

⏱️ In This Episode
 00:00 Why people get stuck under pressure
 02:00 Childhood conditioning and survival wiring
 04:30 Different brains, different blockers
 07:00 Logical vs. emotional approaches to problem solving
 10:30 What we can control (and what we can't)
 13:00 The danger of unchecked internal stories
 15:30 Reuven’s tools: fact vs. meaning, brain dumps, and mapping
 18:00 Spotting hidden challenges
 20:30 Leading with empathy and creating psychological safety



]]> In this episode of ShiftShapers, host David A. Saltzman sits down with Reuven Shelef, CEO of Out of the Box Consulting and creator of the Untangling Complex Challenges methodology. Reuven shares why our brains default to negativity when faced with uncertainty—and how to move from emotional reactivity to clarity and action.

With a blend of logic and emotional insight, Reuven helps leaders and teams understand how to recognize internal blockers, reframe stress, and break through stuck patterns—professionally and personally.

More from Reuven Shelef: https://ReuvenShelef.com/


🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at http://BenePower.com

🔑 Key Takeaways from This Episode

📌 Negativity Comes First—By Design
 Our brains are wired for survival, not solutions. Recognizing this helps us shift toward creative thinking.

📌 You’re Not Powerless
 Reuven explains how we can reclaim control—even when external systems and policies feel overwhelming.

📌 The Story Is the Stress
 Often, it’s not the facts that hurt us—it’s the story we tell ourselves about those facts.

📌 Getting Unstuck Starts With Awareness
 A simple process of brain dumping and categorization reveals surprising root causes—and new options.

📌 Leaders Must Create Space
 Inviting authentic conversation and emotional safety at work can unlock powerful transformation.

⏱️ In This Episode
 00:00 Why people get stuck under pressure
 02:00 Childhood conditioning and survival wiring
 04:30 Different brains, different blockers
 07:00 Logical vs. emotional approaches to problem solving
 10:30 What we can control (and what we can't)
 13:00 The danger of unchecked internal stories
 15:30 Reuven’s tools: fact vs. meaning, brain dumps, and mapping
 18:00 Spotting hidden challenges
 20:30 Leading with empathy and creating psychological safety



]]> David Saltzman Buzzsprout-17562346 Tue, 29 Jul 2025 06:00:00 -0400 1431 523 full false #522 Actionable Insights: From Claims Data to Member Experience with Ramesh Kumar | ShiftShapers #522 Actionable Insights: From Claims Data to Member Experience with Ramesh Kumar | ShiftShapers In this episode of ShiftShapers, host David A. Saltzman talks with Ramesh Kumar, CEO and co-founder of zakipoint health. Ramesh shares how a personal mission to help his father navigate healthcare led to a professional pursuit: transforming overwhelming claims data into actionable insights for employers, advisors, and members.

The conversation explores the evolution of predictive modeling, the growing importance of fiduciary responsibility in plan design, and how AI-powered platforms are helping advisors simplify benefit decisions and improve outcomes. Ramesh offers real-world examples of how data can shape plan strategy, change behavior, and improve care—before costs spiral out of control.


🤖 Sponsored by BenePower

BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

📌 Claims Data Is the Starting Line—Not the Finish

TPAs can’t block it. Advisors must request it. With the right tools, data can reveal inefficiencies and drive smarter decisions.

📌 Predictive Modeling Meets Personalization

Ramesh explains how modern AI doesn’t just stratify risk—it tailors messages and care nudges to drive better action at the member level.

📌 Fiduciary Awareness Is on the Rise

High-profile lawsuits and rebate opacity are forcing plan sponsors to demand better data—and use it.

📌 AI Is Rewriting the Navigation Experience

Agentic AI will soon act as your members’ personal guide—making healthcare access faster, smarter, and more human (even if it’s not human).

📌 Member Engagement Must Be Proactive

You can’t educate after the ER visit. The future belongs to platforms that reach members before the bill comes.


⏱️ In This Episode

00:00 Introduction to Ramesh and zakipoint health

02:00 From personal mission to industry disruption

04:00 The problem with too much (bad) data

06:00 Turning claims into strategy: risks, costs, gaps

08:30 How fiduciary pressure is reshaping advisor roles

10:00 Making healthcare navigation member-centric

14:00 Predictive modeling and behavioral segmentation

16:30 Agentic AI and rethinking healthcare workflows

19:00 AI in mental health, coaching, and chronic care

20:45 What's next for advisors and tools

22:00 Ramesh’s 5-year vision: frictionless healthcare access



]]> In this episode of ShiftShapers, host David A. Saltzman talks with Ramesh Kumar, CEO and co-founder of zakipoint health. Ramesh shares how a personal mission to help his father navigate healthcare led to a professional pursuit: transforming overwhelming claims data into actionable insights for employers, advisors, and members.

The conversation explores the evolution of predictive modeling, the growing importance of fiduciary responsibility in plan design, and how AI-powered platforms are helping advisors simplify benefit decisions and improve outcomes. Ramesh offers real-world examples of how data can shape plan strategy, change behavior, and improve care—before costs spiral out of control.


🤖 Sponsored by BenePower

BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

📌 Claims Data Is the Starting Line—Not the Finish

TPAs can’t block it. Advisors must request it. With the right tools, data can reveal inefficiencies and drive smarter decisions.

📌 Predictive Modeling Meets Personalization

Ramesh explains how modern AI doesn’t just stratify risk—it tailors messages and care nudges to drive better action at the member level.

📌 Fiduciary Awareness Is on the Rise

High-profile lawsuits and rebate opacity are forcing plan sponsors to demand better data—and use it.

📌 AI Is Rewriting the Navigation Experience

Agentic AI will soon act as your members’ personal guide—making healthcare access faster, smarter, and more human (even if it’s not human).

📌 Member Engagement Must Be Proactive

You can’t educate after the ER visit. The future belongs to platforms that reach members before the bill comes.


⏱️ In This Episode

00:00 Introduction to Ramesh and zakipoint health

02:00 From personal mission to industry disruption

04:00 The problem with too much (bad) data

06:00 Turning claims into strategy: risks, costs, gaps

08:30 How fiduciary pressure is reshaping advisor roles

10:00 Making healthcare navigation member-centric

14:00 Predictive modeling and behavioral segmentation

16:30 Agentic AI and rethinking healthcare workflows

19:00 AI in mental health, coaching, and chronic care

20:45 What's next for advisors and tools

22:00 Ramesh’s 5-year vision: frictionless healthcare access



]]> David Saltzman Buzzsprout-17544819 Tue, 22 Jul 2025 08:00:00 -0400 1397 522 full false #521 Education and Communication For Advisors with Sally Pace | ShiftShapers #521 Education and Communication For Advisors with Sally Pace | ShiftShapers In this episode of ShiftShapers, host David A. Saltzman welcomes Sally Pace, CEO of Connect Healthcare Collaboration and co-founder of The Granite List—a platform built to help benefits advisors compare point solutions with clarity and confidence.

Sally shares how her background in storytelling and communication led to the creation of employee engagement strategies that bridge the gap between tech and human connection. From clinical and benefits advocacy to empowering advisors with transparency tools, Sally emphasizes how trust, education, and personalization are reshaping the future of benefits.

👉 Learn more or create a free profile at: www.thegranitelist.com

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at BenePower.com

🔑 Key Takeaways from This Episode

📌 Don’t Wait for Enrollment to Start Educating
 Sally explains why the most effective strategies involve consistent, year-round communication—not just an annual packet.

📌 Real Advocacy Requires Real People
 Benefits are confusing. Using high-touch, concierge-style advocates helps employees actually use what’s offered.

📌 Data Is Powerful, But Not Enough
 AI can identify needs—but human guidance drives understanding and usage. Together, they make an unstoppable team.

📌 Fiduciary Pressure Is Rising
 With plan sponsors increasingly held accountable for engagement, education is no longer optional—it’s essential.

📌 The Granite List Gives Advisors a Clearer View
 Point solutions are overwhelming. The Granite List brings organization, community insight, and streamlined comparison to the marketplace.

⏱️ In This Episode
00:00 Introduction to Sally and her background
02:11 Lessons from HGTV and marketing communication
04:00 Building human-centered engagement tools
06:00 The staggering underutilization of benefits
08:40 Why AI needs a human touch to work
10:50 Making enrollment an opportunity, not a hurdle
12:30 Advisors and the fiduciary conversation
16:00 Birth of The Granite List platform
18:00 Helping advisors and consultants vet point solutions
20:00 Transparency and personalization in benefit design



]]> In this episode of ShiftShapers, host David A. Saltzman welcomes Sally Pace, CEO of Connect Healthcare Collaboration and co-founder of The Granite List—a platform built to help benefits advisors compare point solutions with clarity and confidence.

Sally shares how her background in storytelling and communication led to the creation of employee engagement strategies that bridge the gap between tech and human connection. From clinical and benefits advocacy to empowering advisors with transparency tools, Sally emphasizes how trust, education, and personalization are reshaping the future of benefits.

👉 Learn more or create a free profile at: www.thegranitelist.com

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at BenePower.com

🔑 Key Takeaways from This Episode

📌 Don’t Wait for Enrollment to Start Educating
 Sally explains why the most effective strategies involve consistent, year-round communication—not just an annual packet.

📌 Real Advocacy Requires Real People
 Benefits are confusing. Using high-touch, concierge-style advocates helps employees actually use what’s offered.

📌 Data Is Powerful, But Not Enough
 AI can identify needs—but human guidance drives understanding and usage. Together, they make an unstoppable team.

📌 Fiduciary Pressure Is Rising
 With plan sponsors increasingly held accountable for engagement, education is no longer optional—it’s essential.

📌 The Granite List Gives Advisors a Clearer View
 Point solutions are overwhelming. The Granite List brings organization, community insight, and streamlined comparison to the marketplace.

⏱️ In This Episode
00:00 Introduction to Sally and her background
02:11 Lessons from HGTV and marketing communication
04:00 Building human-centered engagement tools
06:00 The staggering underutilization of benefits
08:40 Why AI needs a human touch to work
10:50 Making enrollment an opportunity, not a hurdle
12:30 Advisors and the fiduciary conversation
16:00 Birth of The Granite List platform
18:00 Helping advisors and consultants vet point solutions
20:00 Transparency and personalization in benefit design



]]> David Saltzman Buzzsprout-17504301 Tue, 15 Jul 2025 06:00:00 -0400 1354 full false #520 Democratizing High Performance Health Plans with Dave Chase | ShiftShapers #520 Democratizing High Performance Health Plans with Dave Chase | ShiftShapers  In this episode of ShiftShapers, host David A. Saltzman welcomes Dave Chase, co-founder of Health Rosetta, a movement that has become a national force in transforming employer-sponsored healthcare.

Dave shares the deeply personal story that drove him to create Health Rosetta and the powerful framework that emerged—one focused on transparency, outcomes, and economic sustainability.

The conversation explores how Health Rosetta empowers benefit advisors and employers to break free from the traditional health plan model, the crucial role of data access, and the open-source tools now available through Nautilus Health Institute. Dave also unveils the evolution of RosettaFest from an internal network event into the premier gathering for high-performance health plan innovators across the country.

👉 Join RosettaFest 2025 in Denver: https://rosettafest.org/
 👉 Explore open-source tools from Nautilus Health: https://www.nautilushealth.org/

🤖 Sponsored by BenePower
 BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

📌 A Personal Tragedy Sparked a Movement
 A system failure that devastated a friend’s life inspired Dave Chase to create a new framework for health plans.

📌 It All Starts with the Health Plan Contract
 Perverse incentives and system dysfunction stem from opaque, outdated plan contracts—Health Rosetta sets a new standard.

📌 Training a New Class of Benefit Professionals
 Health Rosetta focuses on empowering benefit advisors with the tools and standards to drive measurable change.

📌 The TPA, PBM, and Hospital Contracts Matter Most
 Dave breaks down the three most critical contracts and how employers can renegotiate smarter, data-driven deals.

📌 Nautilus Health Is Open-Sourcing the Playbook
 With $4M+ of legal, contracting, and tech investment, Health Rosetta is giving away the tools others would keep locked up.

📌 Unfettered Data Access Is a Game Changer
 Claims transparency isn’t optional anymore—especially under the Consolidated Appropriations Act.

📌 RosettaFest Is the Epicenter for Innovation
 Once closed-door, RosettaFest now brings together employers, advisors, clinicians, and tech innovators for radical collaboration.


⏱️ In This Episode

  • 00:00 Introduction to Health Rosetta


  • 01:02 Founding Story and Inspiration


  • 02:11 Building the Framework and Ecosystem


  • 08:28 Challenges and Pushbacks


  • 16:08 New Developments and Future Plans


26:20 Conclusion and Final Thoughts

]]>  In this episode of ShiftShapers, host David A. Saltzman welcomes Dave Chase, co-founder of Health Rosetta, a movement that has become a national force in transforming employer-sponsored healthcare.

Dave shares the deeply personal story that drove him to create Health Rosetta and the powerful framework that emerged—one focused on transparency, outcomes, and economic sustainability.

The conversation explores how Health Rosetta empowers benefit advisors and employers to break free from the traditional health plan model, the crucial role of data access, and the open-source tools now available through Nautilus Health Institute. Dave also unveils the evolution of RosettaFest from an internal network event into the premier gathering for high-performance health plan innovators across the country.

👉 Join RosettaFest 2025 in Denver: https://rosettafest.org/
 👉 Explore open-source tools from Nautilus Health: https://www.nautilushealth.org/

🤖 Sponsored by BenePower
 BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

📌 A Personal Tragedy Sparked a Movement
 A system failure that devastated a friend’s life inspired Dave Chase to create a new framework for health plans.

📌 It All Starts with the Health Plan Contract
 Perverse incentives and system dysfunction stem from opaque, outdated plan contracts—Health Rosetta sets a new standard.

📌 Training a New Class of Benefit Professionals
 Health Rosetta focuses on empowering benefit advisors with the tools and standards to drive measurable change.

📌 The TPA, PBM, and Hospital Contracts Matter Most
 Dave breaks down the three most critical contracts and how employers can renegotiate smarter, data-driven deals.

📌 Nautilus Health Is Open-Sourcing the Playbook
 With $4M+ of legal, contracting, and tech investment, Health Rosetta is giving away the tools others would keep locked up.

📌 Unfettered Data Access Is a Game Changer
 Claims transparency isn’t optional anymore—especially under the Consolidated Appropriations Act.

📌 RosettaFest Is the Epicenter for Innovation
 Once closed-door, RosettaFest now brings together employers, advisors, clinicians, and tech innovators for radical collaboration.


⏱️ In This Episode

  • 00:00 Introduction to Health Rosetta


  • 01:02 Founding Story and Inspiration


  • 02:11 Building the Framework and Ecosystem


  • 08:28 Challenges and Pushbacks


  • 16:08 New Developments and Future Plans


26:20 Conclusion and Final Thoughts

]]> David Saltzman Buzzsprout-17467806 Tue, 08 Jul 2025 06:00:00 -0400 1695 520 full false #519 Addiction, Outcomes, and Accountability with Joanna Conti | ShiftShapers #519 Addiction, Outcomes, and Accountability with Joanna Conti | ShiftShapers In this episode of ShiftShapers, host David A. Saltzman speaks with Joanna Conti, founder and chairman of the nonprofit Conquer Addiction. Joanna’s journey began when her own daughter faced life-threatening alcoholism, prompting a years-long search for effective treatment—and an urgent realization: no one was measuring long-term success.

Joanna shares the results of her groundbreaking research following over 100,000 addiction patients, and exposes the massive gaps in transparency, accountability, and outcomes in today’s treatment centers. She also unveils how employers and families can now access verified recovery data to choose truly effective care—and how a new bundled care model is reshaping the rehab industry.

Conquer Addiction Website: https://conquer-addiction.org


🤖 Sponsored by BenePower

BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode


📌 Most Treatment Centers Don’t Track Outcomes
Joanna explains why fewer than 1% of rehabs conduct post-treatment follow-ups—and how Conquer Addiction is changing that.


📌 Verified Success Rates Vary Widely
While the average recovery rate is 36%, Joanna’s research shows some centers achieve 50%+ and others less than 15%.


📌 Aligning Incentives with Accountability
New bundled-rate models require rehabs to offer relapse support—creating better outcomes and real transparency.


📌 Employers Bear the Cost
Substance use disorders can cost employers $25,000 per year per employee—before treatment even begins.


📌 A National Claims-Based Registry Is Coming
Joanna’s team is building a predictive model using de-identified claims data to rank treatment center effectiveness nationwide.


📌 Hope and Progress
Joanna’s personal story ends with hope: her daughter is thriving after 13 years in recovery—and now four kids of her own.


⏱️ In This Episode

00:00 Introduction to Treatment Duration and Outcomes

13:59 Accessing Treatment Center Data

14:31 Challenges in the Treatment Industry

14:51 Aligning Incentives for Better Outcomes

16:32 Financial Struggles of Treatment Centers

16:58 Using Data to Identify Effective Treatment Centers

17:56 The Role of Compliance and Legislation

18:35 Developing a National Claims Registry

19:28 Predictive Modeling for Treatment Effectiveness

20:40 Sharing Data with Rehabs and Payers

21:42 Future Goals and Conclusion

]]> In this episode of ShiftShapers, host David A. Saltzman speaks with Joanna Conti, founder and chairman of the nonprofit Conquer Addiction. Joanna’s journey began when her own daughter faced life-threatening alcoholism, prompting a years-long search for effective treatment—and an urgent realization: no one was measuring long-term success.

Joanna shares the results of her groundbreaking research following over 100,000 addiction patients, and exposes the massive gaps in transparency, accountability, and outcomes in today’s treatment centers. She also unveils how employers and families can now access verified recovery data to choose truly effective care—and how a new bundled care model is reshaping the rehab industry.

Conquer Addiction Website: https://conquer-addiction.org


🤖 Sponsored by BenePower

BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode


📌 Most Treatment Centers Don’t Track Outcomes
Joanna explains why fewer than 1% of rehabs conduct post-treatment follow-ups—and how Conquer Addiction is changing that.


📌 Verified Success Rates Vary Widely
While the average recovery rate is 36%, Joanna’s research shows some centers achieve 50%+ and others less than 15%.


📌 Aligning Incentives with Accountability
New bundled-rate models require rehabs to offer relapse support—creating better outcomes and real transparency.


📌 Employers Bear the Cost
Substance use disorders can cost employers $25,000 per year per employee—before treatment even begins.


📌 A National Claims-Based Registry Is Coming
Joanna’s team is building a predictive model using de-identified claims data to rank treatment center effectiveness nationwide.


📌 Hope and Progress
Joanna’s personal story ends with hope: her daughter is thriving after 13 years in recovery—and now four kids of her own.


⏱️ In This Episode

00:00 Introduction to Treatment Duration and Outcomes

13:59 Accessing Treatment Center Data

14:31 Challenges in the Treatment Industry

14:51 Aligning Incentives for Better Outcomes

16:32 Financial Struggles of Treatment Centers

16:58 Using Data to Identify Effective Treatment Centers

17:56 The Role of Compliance and Legislation

18:35 Developing a National Claims Registry

19:28 Predictive Modeling for Treatment Effectiveness

20:40 Sharing Data with Rehabs and Payers

21:42 Future Goals and Conclusion

]]> David Saltzman Buzzsprout-17425291 Tue, 01 Jul 2025 06:00:00 -0400 1382 full false #518 Quality-Based Healthcare with Kate Grohall | ShiftShapers #518 Quality-Based Healthcare with Kate Grohall | ShiftShapers Why Reducing Variation = Better Outcomes 

In this episode of ShiftShapers, host David A. Saltzman welcomes Kate Grohall, co-founder and Vice President of Value-Based Solutions at Holista. Kate shares her powerful journey from working with patients in a teaching hospital to building a transformative platform focused on reducing variation in care, cost, and outcomes.

She unpacks how Holista restores trust in the provider-patient relationship, leverages real-time communication tools to improve outcomes, and helps employers drive change by demanding value—not volume.


🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode


📌 Quality = Reducing Variation
Kate defines healthcare quality as reducing unpredictability across cost, outcomes, and patient experience.


📌 C Still Equals MD
Most consumers can't distinguish between top- and bottom-tier physicians. Holista’s proprietary vetting process closes that gap.


📌 Restoring the Provider-Patient Relationship
Holista rebuilds what’s been lost by re-emphasizing relationships and collaboration across care teams.


📌 Real-Time Care Prevents Crisis
Through a patient app and nurse engagement, Holista helps patients avoid unnecessary ER visits and complications.


📌 Incentives That Actually Change Behavior
Forgiving copays and reducing premiums for high-value care choices gives patients immediate financial benefits.


📌 Employers Take the Wheel
Employers are stepping out of the back seat and demanding better results—and Holista helps them drive smart, sustainable change.


⏱️ In This Episode

00:00 Introduction to Better Health Outcomes

00:47 Kate Grohall’s Journey into Healthcare

03:12 Understanding Quality in Healthcare

05:19 Challenges in Reducing Variation

06:50 Provider and Patient Experience

08:57 Quality Metrics Beyond Standards

13:13 Real-Time Communication in Healthcare

14:41 Changing Behavior and Incentives

21:31 Future of Healthcare and Technology

22:56 Employers Taking the Driver's Seat

24:53 Conclusion and Final Thoughts



]]> Why Reducing Variation = Better Outcomes 

In this episode of ShiftShapers, host David A. Saltzman welcomes Kate Grohall, co-founder and Vice President of Value-Based Solutions at Holista. Kate shares her powerful journey from working with patients in a teaching hospital to building a transformative platform focused on reducing variation in care, cost, and outcomes.

She unpacks how Holista restores trust in the provider-patient relationship, leverages real-time communication tools to improve outcomes, and helps employers drive change by demanding value—not volume.


🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode


📌 Quality = Reducing Variation
Kate defines healthcare quality as reducing unpredictability across cost, outcomes, and patient experience.


📌 C Still Equals MD
Most consumers can't distinguish between top- and bottom-tier physicians. Holista’s proprietary vetting process closes that gap.


📌 Restoring the Provider-Patient Relationship
Holista rebuilds what’s been lost by re-emphasizing relationships and collaboration across care teams.


📌 Real-Time Care Prevents Crisis
Through a patient app and nurse engagement, Holista helps patients avoid unnecessary ER visits and complications.


📌 Incentives That Actually Change Behavior
Forgiving copays and reducing premiums for high-value care choices gives patients immediate financial benefits.


📌 Employers Take the Wheel
Employers are stepping out of the back seat and demanding better results—and Holista helps them drive smart, sustainable change.


⏱️ In This Episode

00:00 Introduction to Better Health Outcomes

00:47 Kate Grohall’s Journey into Healthcare

03:12 Understanding Quality in Healthcare

05:19 Challenges in Reducing Variation

06:50 Provider and Patient Experience

08:57 Quality Metrics Beyond Standards

13:13 Real-Time Communication in Healthcare

14:41 Changing Behavior and Incentives

21:31 Future of Healthcare and Technology

22:56 Employers Taking the Driver's Seat

24:53 Conclusion and Final Thoughts



]]> David Saltzman Buzzsprout-17384170 Tue, 24 Jun 2025 06:00:00 -0400 1545 full false #517 Patient No More: Medical Harm, Misdiagnosis, and Taking Control with Helene M. Epstein #517 Patient No More: Medical Harm, Misdiagnosis, and Taking Control with Helene M. Epstein Why Are We Paying More for Worse Health? | ShiftShapers

In this episode of ShiftShapers, host David A. Saltzman welcomes Helene M. Epstein—writer, speaker, and patient advocate behind the Substack series Patient No More. Helene dives deep into America’s epidemic of medical errors, misdiagnoses, and system failures. She breaks down why even the most advanced technology and training haven’t improved patient safety, how profit-driven healthcare puts patients at risk, and—most importantly—what individuals can do to protect themselves and their families.
From shocking statistics about misdiagnosis to the hidden realities of rural hospital closures, Helene provides practical advice and hope for patients who are ready to become their own advocates.

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

📌 Medical Harm Is Underreported and Overlooked
 One in four hospital patients is harmed—and most of those incidents aren’t even recorded. Medical error remains a massive, hidden problem.

📌 Diagnostic Error Is Common—and Dangerous
 5–25% of U.S. adults are misdiagnosed each year. The most common errors? Testing failures, insurance barriers, and lack of communication between patients and providers.

📌 The System Is Built for Billing, Not Healing
 EMRs, insurance company rules, and corporate healthcare ownership have prioritized profits and paperwork over patients—leaving safety and transparency behind.

📌 Rural and Marginalized Patients Are at Greater Risk
 Access to care is shrinking as hospitals close pediatric and maternal units, especially in rural and underserved communities.

📌 Patient Advocacy Is Rising
 Helene shares why empowered patients—armed with information, organized records, and second opinions—are the best defense against medical error.

📌 Practical Steps: Protect Yourself
 Keep copies of your records, use health portals, seek second opinions, and research providers before major procedures. Being “patient no more” means taking an active role in your own care.

More from Helene M. Epstein

Patient No More is a free Substack by patient advocate Helene M. Epstein, offering practical advice to help you avoid misdiagnosis and medical error. Read her ongoing guide to surviving American healthcare at https://helenemepstein.substack.com/



⏱️ In This Episode

  • 00:00 – Why Does U.S. Healthcare Cost So Much and Deliver So Little?\
  • 01:00 – What Counts as Medical Error and Harm?
  • 03:00 – The Impact on America’s Workforce
  • 04:30 – Corporatization and the Decline of Access
  • 07:45 – The Prevalence of Diagnostic Errors
  • 10:00 – The Role of Insurance in Delaying Proper Treatment
  • 12:00 – Medication Errors, Pharmacy Mistakes, and Communication Gaps
  • 15:00 – Why Electronic Medical Records Don’t Fix the Problem
  • 18:30 – Patient Advocacy, “Patient No More,” and Surviving American Healthcare
  • 21:00 – Misdiagnosis in Women, Children, and Marginalized Groups
  • 24:30 – The Future of Patient Safety and System Reform

]]> Why Are We Paying More for Worse Health? | ShiftShapers

In this episode of ShiftShapers, host David A. Saltzman welcomes Helene M. Epstein—writer, speaker, and patient advocate behind the Substack series Patient No More. Helene dives deep into America’s epidemic of medical errors, misdiagnoses, and system failures. She breaks down why even the most advanced technology and training haven’t improved patient safety, how profit-driven healthcare puts patients at risk, and—most importantly—what individuals can do to protect themselves and their families.
From shocking statistics about misdiagnosis to the hidden realities of rural hospital closures, Helene provides practical advice and hope for patients who are ready to become their own advocates.

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

📌 Medical Harm Is Underreported and Overlooked
 One in four hospital patients is harmed—and most of those incidents aren’t even recorded. Medical error remains a massive, hidden problem.

📌 Diagnostic Error Is Common—and Dangerous
 5–25% of U.S. adults are misdiagnosed each year. The most common errors? Testing failures, insurance barriers, and lack of communication between patients and providers.

📌 The System Is Built for Billing, Not Healing
 EMRs, insurance company rules, and corporate healthcare ownership have prioritized profits and paperwork over patients—leaving safety and transparency behind.

📌 Rural and Marginalized Patients Are at Greater Risk
 Access to care is shrinking as hospitals close pediatric and maternal units, especially in rural and underserved communities.

📌 Patient Advocacy Is Rising
 Helene shares why empowered patients—armed with information, organized records, and second opinions—are the best defense against medical error.

📌 Practical Steps: Protect Yourself
 Keep copies of your records, use health portals, seek second opinions, and research providers before major procedures. Being “patient no more” means taking an active role in your own care.

More from Helene M. Epstein

Patient No More is a free Substack by patient advocate Helene M. Epstein, offering practical advice to help you avoid misdiagnosis and medical error. Read her ongoing guide to surviving American healthcare at https://helenemepstein.substack.com/



⏱️ In This Episode

  • 00:00 – Why Does U.S. Healthcare Cost So Much and Deliver So Little?\
  • 01:00 – What Counts as Medical Error and Harm?
  • 03:00 – The Impact on America’s Workforce
  • 04:30 – Corporatization and the Decline of Access
  • 07:45 – The Prevalence of Diagnostic Errors
  • 10:00 – The Role of Insurance in Delaying Proper Treatment
  • 12:00 – Medication Errors, Pharmacy Mistakes, and Communication Gaps
  • 15:00 – Why Electronic Medical Records Don’t Fix the Problem
  • 18:30 – Patient Advocacy, “Patient No More,” and Surviving American Healthcare
  • 21:00 – Misdiagnosis in Women, Children, and Marginalized Groups
  • 24:30 – The Future of Patient Safety and System Reform

]]> David Saltzman Buzzsprout-17347123 Tue, 17 Jun 2025 06:00:00 -0400 1718 517 full false #516 Smart Network = Better Results with Scott Smith #516 Smart Network = Better Results with Scott Smith Rethinking PPOs: How High-Performance Networks Deliver Value | ShiftShapers

In this episode of ShiftShapers, host David A. Saltzman sits down with Scott Smith, founder and CEO of Logro Network, to discuss a revolution in health plan design: the nationally curated high-performance network. Scott unpacks the origins of PPOs, why the old “discount everything” approach is broken, and how a focus on total value—cost, quality, and outcomes—can transform employer health plans.
 You’ll learn how Logro Network uses massive data sets and provider scoring to give members more choice and better information, all while helping plans rein in costs and fulfill their fiduciary duty.

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode
📌 Why PPOs Are Stuck in the Past
Traditional networks focused only on unit cost, not total value—leaving members and plans exposed to higher downstream costs and mediocre quality.

📌 Volume and Discounts Aren’t Enough
 Providers are leaving old PPOs as deep discounts become unsustainable. The cheapest care isn’t always the best, and a “race to the bottom” can cost more in the long run.

📌 High-Performance Networks = Data-Driven Choice
 Logro Network’s national footprint scores providers on cost, quality, and appropriateness using over 50 billion claims—empowering members to pick the best care for their needs.

📌 Quality ≠ High Cost
 Surprisingly, the best providers are often not the most expensive. High-quality care can lower total cost of care through fewer complications and better outcomes.

📌 Member Experience Is Central
 With transparent, easy-to-read provider profiles (using AI to simplify 300+ metrics!) and broad network access, members get more control, less disruption, and the right information to make informed decisions.

📌 A Win for Employers and Brokers
 Plans using high-performance networks can see immediate cost reductions, better renewal rates, and lower medical loss ratios—while meeting growing fiduciary expectations.


⏱️ In This Episode

  • 00:00 Introduction to High Performance Networks
  • 00:47 Guest Introduction: Scott Smith
  • 01:30 The Evolution of Networks
  • 04:22 Challenges of Traditional Networks
  • 07:09 Introduction to High Performance Networks
  • 09:55 Building a High Performance Network
  • 14:04 Member and Plan Benefits
  • 21:02 National Coverage and Future Plans


]]> Rethinking PPOs: How High-Performance Networks Deliver Value | ShiftShapers

In this episode of ShiftShapers, host David A. Saltzman sits down with Scott Smith, founder and CEO of Logro Network, to discuss a revolution in health plan design: the nationally curated high-performance network. Scott unpacks the origins of PPOs, why the old “discount everything” approach is broken, and how a focus on total value—cost, quality, and outcomes—can transform employer health plans.
 You’ll learn how Logro Network uses massive data sets and provider scoring to give members more choice and better information, all while helping plans rein in costs and fulfill their fiduciary duty.

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode
📌 Why PPOs Are Stuck in the Past
Traditional networks focused only on unit cost, not total value—leaving members and plans exposed to higher downstream costs and mediocre quality.

📌 Volume and Discounts Aren’t Enough
 Providers are leaving old PPOs as deep discounts become unsustainable. The cheapest care isn’t always the best, and a “race to the bottom” can cost more in the long run.

📌 High-Performance Networks = Data-Driven Choice
 Logro Network’s national footprint scores providers on cost, quality, and appropriateness using over 50 billion claims—empowering members to pick the best care for their needs.

📌 Quality ≠ High Cost
 Surprisingly, the best providers are often not the most expensive. High-quality care can lower total cost of care through fewer complications and better outcomes.

📌 Member Experience Is Central
 With transparent, easy-to-read provider profiles (using AI to simplify 300+ metrics!) and broad network access, members get more control, less disruption, and the right information to make informed decisions.

📌 A Win for Employers and Brokers
 Plans using high-performance networks can see immediate cost reductions, better renewal rates, and lower medical loss ratios—while meeting growing fiduciary expectations.


⏱️ In This Episode

  • 00:00 Introduction to High Performance Networks
  • 00:47 Guest Introduction: Scott Smith
  • 01:30 The Evolution of Networks
  • 04:22 Challenges of Traditional Networks
  • 07:09 Introduction to High Performance Networks
  • 09:55 Building a High Performance Network
  • 14:04 Member and Plan Benefits
  • 21:02 National Coverage and Future Plans


]]> David Saltzman Buzzsprout-17311643 Tue, 10 Jun 2025 08:00:00 -0400 1493 516 full false #515 Health Plan Design - Struggles Shape Smarter Structures with David Contorno #515 Health Plan Design - Struggles Shape Smarter Structures with David Contorno In Part 2 of our powerful conversation with David Contorno, president and founder of ePowered Benefits, we go beyond the strategies and structures of health plan design—diving into the real-life struggles that are shaping smarter, more compassionate solutions.

Host David A. Saltzman and David Contorno discuss the realities of scaling direct primary care, creative ways to bridge care gaps, and the challenges of educating employers and advisors about fiduciary responsibility. But the heart of this episode is personal: David shares how his own battles with chronic pain and mental health have transformed his perspective—and the way he builds health plans.

The conversation uncovers the hidden crisis of mental health in the workforce, the need for more accessible and innovative care models, and the legacy that disruption can leave when leaders dare to do things differently.

If you missed Part 1, catch it now for the story of smart plan solutions and shifting structures. 

 🎧 Listen to Part 1  now: https://www.buzzsprout.com/2045524/episodes/17232879
 📺 Watch Part 1  on YouTube: https://youtu.be/rYP7-z8WD0A



🔑 Key Takeaways from This Episode

  • Direct Primary Care & Beyond: How scaling DPC and innovative provider relationships are breaking down care deserts.


  • Cash Pay Pathways: Why starting with cash pay—and embedding it into employer plans—can dramatically change access and cost.


  • Fiduciary Responsibility: Why ignoring smarter plan options is a risk for employers, and what needs to change for true accountability.


  • Educating for Change: How complexity and legacy promises are barriers, and what it really takes to shift mindsets.


  • The Mental Health Undercurrent: David’s raw account of dealing with chronic pain, mental health stigma, and his personal journey toward healing—including non-traditional therapies like virtual support and psychedelic treatment.


  • A Legacy of Empathy: Why the next wave of health plan design must address the whole person—physically and mentally—and how employer-sponsored plans can help lead the way.



⏱️ In This Episode

00:00 Introduction and Guest Welcome
00:54 Scaling Direct Primary Care (DPC)
01:33 Challenges and Solutions in DPC
03:19 Employer and Provider Perspectives
07:50 Cash Pay and Reference-Based Pricing
17:47 Mental Health and Innovative Solutions
25:56 Closing Thoughts and Personal Reflections



]]> In Part 2 of our powerful conversation with David Contorno, president and founder of ePowered Benefits, we go beyond the strategies and structures of health plan design—diving into the real-life struggles that are shaping smarter, more compassionate solutions.

Host David A. Saltzman and David Contorno discuss the realities of scaling direct primary care, creative ways to bridge care gaps, and the challenges of educating employers and advisors about fiduciary responsibility. But the heart of this episode is personal: David shares how his own battles with chronic pain and mental health have transformed his perspective—and the way he builds health plans.

The conversation uncovers the hidden crisis of mental health in the workforce, the need for more accessible and innovative care models, and the legacy that disruption can leave when leaders dare to do things differently.

If you missed Part 1, catch it now for the story of smart plan solutions and shifting structures. 

 🎧 Listen to Part 1  now: https://www.buzzsprout.com/2045524/episodes/17232879
 📺 Watch Part 1  on YouTube: https://youtu.be/rYP7-z8WD0A



🔑 Key Takeaways from This Episode

  • Direct Primary Care & Beyond: How scaling DPC and innovative provider relationships are breaking down care deserts.


  • Cash Pay Pathways: Why starting with cash pay—and embedding it into employer plans—can dramatically change access and cost.


  • Fiduciary Responsibility: Why ignoring smarter plan options is a risk for employers, and what needs to change for true accountability.


  • Educating for Change: How complexity and legacy promises are barriers, and what it really takes to shift mindsets.


  • The Mental Health Undercurrent: David’s raw account of dealing with chronic pain, mental health stigma, and his personal journey toward healing—including non-traditional therapies like virtual support and psychedelic treatment.


  • A Legacy of Empathy: Why the next wave of health plan design must address the whole person—physically and mentally—and how employer-sponsored plans can help lead the way.



⏱️ In This Episode

00:00 Introduction and Guest Welcome
00:54 Scaling Direct Primary Care (DPC)
01:33 Challenges and Solutions in DPC
03:19 Employer and Provider Perspectives
07:50 Cash Pay and Reference-Based Pricing
17:47 Mental Health and Innovative Solutions
25:56 Closing Thoughts and Personal Reflections



]]> David Saltzman Buzzsprout-17273362 Tue, 03 Jun 2025 08:00:00 -0400 1720 full false #514 Health Plan Design – Smart Solutions, Shifting Structures with David Contorno (Part 1) #514 Health Plan Design – Smart Solutions, Shifting Structures with David Contorno (Part 1) What does “smart” health plan design look like in an industry packed with legacy thinking and rising costs? In Part 1 of a special two-part ShiftShapers interview, host David A. Saltzman welcomes back David Contorno, president and founder of ePower Benefits—and one of the industry’s most well-known disruptors.

David pulls back the curtain on his journey from traditional insurance to innovative plan design, explaining why “business as usual” can’t fix the healthcare system. He discusses creative strategies like reference-based pricing, direct provider contracting, and the evolution of self-funded health plans. Through stories, data, and first-hand insights, David lays out the “shifting structures” that are changing how employers, brokers, and providers think about benefits.

🔜 Don’t miss Part 2 next week! We’ll dive even deeper as David shares the personal struggles that reshaped his perspective on plan design, including lessons from his own healthcare journey.

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

  • The Origin Story of a Disruptor: David shares how starting in insurance as a teen led to a lifetime of challenging the status quo.


  • Why Health Insurance Is Failing: Hear David’s epiphany about how current health plans fall short of protecting people from catastrophic loss.


  • Reference-Based Pricing & Beyond: Understand the pros, cons, and evolution of “blunt instrument” cost-saving strategies.


  • Direct Provider Contracting: Learn how building new provider relationships can drive savings and better outcomes.


  • Fiduciary Responsibility for Employers: Discover why doing what’s always been done is now a liability, not a strategy.

⏱️ In This Episode
00:00 Introduction and Guest Welcome

00:59 David Conno's Background and Early Career

03:03 The Epiphany: Realizing the Flaws in Health Insurance

09:35 The Power and Challenges of Reference-Based Pricing

18:23 The Cash Pay Experience and Personal Health Journey

28:03 Innovative Solutions: Direct Primary Care

31:24 Conclusion and Final Thoughts



]]> What does “smart” health plan design look like in an industry packed with legacy thinking and rising costs? In Part 1 of a special two-part ShiftShapers interview, host David A. Saltzman welcomes back David Contorno, president and founder of ePower Benefits—and one of the industry’s most well-known disruptors.

David pulls back the curtain on his journey from traditional insurance to innovative plan design, explaining why “business as usual” can’t fix the healthcare system. He discusses creative strategies like reference-based pricing, direct provider contracting, and the evolution of self-funded health plans. Through stories, data, and first-hand insights, David lays out the “shifting structures” that are changing how employers, brokers, and providers think about benefits.

🔜 Don’t miss Part 2 next week! We’ll dive even deeper as David shares the personal struggles that reshaped his perspective on plan design, including lessons from his own healthcare journey.

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

  • The Origin Story of a Disruptor: David shares how starting in insurance as a teen led to a lifetime of challenging the status quo.


  • Why Health Insurance Is Failing: Hear David’s epiphany about how current health plans fall short of protecting people from catastrophic loss.


  • Reference-Based Pricing & Beyond: Understand the pros, cons, and evolution of “blunt instrument” cost-saving strategies.


  • Direct Provider Contracting: Learn how building new provider relationships can drive savings and better outcomes.


  • Fiduciary Responsibility for Employers: Discover why doing what’s always been done is now a liability, not a strategy.

⏱️ In This Episode
00:00 Introduction and Guest Welcome

00:59 David Conno's Background and Early Career

03:03 The Epiphany: Realizing the Flaws in Health Insurance

09:35 The Power and Challenges of Reference-Based Pricing

18:23 The Cash Pay Experience and Personal Health Journey

28:03 Innovative Solutions: Direct Primary Care

31:24 Conclusion and Final Thoughts



]]> David Saltzman Buzzsprout-17232879 Tue, 27 May 2025 09:00:00 -0400 1942 514 full false #513 Medication Mandate Madness with Tiffany Ryder #513 Medication Mandate Madness with Tiffany Ryder Understanding Trump's Executive Order on Drug Pricing | ShiftShapers

In this episode of ShiftShapers, host David A. Saltzman welcomes Tiffany Ryder, emergency medicine PA, host of Healthcare Liberty Lab, and writer at Red Flag Hero on Substack. Tiffany breaks down President Trump’s executive order on drug pricing and what it could mean for patients, providers, and pharmaceutical companies.

She explores key issues like most favored nation pricing, transparency in drug costs, and the role of PBMs and middlemen. Drawing from her frontline experience and policy knowledge, Tiffany explains how these changes may impact everything from consumer behavior to research and development in the pharmaceutical world.

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode
📌 Trump’s Executive Order Is Not What It Seems
 Initial reactions framed it as a price control, but deeper analysis reveals an effort to create competitive pricing similar to standard market structures—challenging the global imbalance of U.S. drug costs.

📌 The U.S. Pays More—And It’s Unsustainable
 Americans make up only 4% of the world’s population but generate 75% of pharma’s profits. Tiffany explores how this executive order could shift the burden globally rather than stifling innovation.

📌 Transparency Could Empower Consumers
 One of the most promising aspects of the order is a potential direct-to-consumer model and increased pricing transparency. It may spark a shift in consumer behavior, giving patients tools to understand what drugs should actually cost.

📌 PBMs and Middlemen Drive Up Costs
 Tiffany highlights how pharmacy benefit managers (PBMs) and other intermediaries inflate costs, create confusion, and block consumers from accessing the best value for their medication.

📌 Generational Shift in Patient Trust Is Happening
 Today’s younger patients are skeptical of the healthcare system but often feel powerless. Tiffany argues that consumer apathy is a major barrier—but rising costs could force change from the ground up.

📌 Clinicians and Patients Both Hold the Key
 Tiffany believes change can start with both groups opting out of the broken system. Asking more questions, rejecting rushed visits, and demanding accountability are small acts that can fuel major reform.


⏱️ In This Episode
00:00 – Introduction to Trump's Executive Order on Drug Pricing
01:08 – Meet Tiffany Ryder: From Rural Louisiana to Healthcare Advocate
03:55 – Key Takeaways from the Executive Order
06:40 – Impact of Most Favored Nation Pricing
09:56 – Challenges and Potential Outcomes
15:23 – The Role of Transparency in Healthcare
24:36 – Generational Shifts in Patient Attitudes
27:06 – Future of Healthcare: Incremental Changes or a Major Overhaul?
29:45 – Conclusion and Farewell



]]> Understanding Trump's Executive Order on Drug Pricing | ShiftShapers

In this episode of ShiftShapers, host David A. Saltzman welcomes Tiffany Ryder, emergency medicine PA, host of Healthcare Liberty Lab, and writer at Red Flag Hero on Substack. Tiffany breaks down President Trump’s executive order on drug pricing and what it could mean for patients, providers, and pharmaceutical companies.

She explores key issues like most favored nation pricing, transparency in drug costs, and the role of PBMs and middlemen. Drawing from her frontline experience and policy knowledge, Tiffany explains how these changes may impact everything from consumer behavior to research and development in the pharmaceutical world.

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode
📌 Trump’s Executive Order Is Not What It Seems
 Initial reactions framed it as a price control, but deeper analysis reveals an effort to create competitive pricing similar to standard market structures—challenging the global imbalance of U.S. drug costs.

📌 The U.S. Pays More—And It’s Unsustainable
 Americans make up only 4% of the world’s population but generate 75% of pharma’s profits. Tiffany explores how this executive order could shift the burden globally rather than stifling innovation.

📌 Transparency Could Empower Consumers
 One of the most promising aspects of the order is a potential direct-to-consumer model and increased pricing transparency. It may spark a shift in consumer behavior, giving patients tools to understand what drugs should actually cost.

📌 PBMs and Middlemen Drive Up Costs
 Tiffany highlights how pharmacy benefit managers (PBMs) and other intermediaries inflate costs, create confusion, and block consumers from accessing the best value for their medication.

📌 Generational Shift in Patient Trust Is Happening
 Today’s younger patients are skeptical of the healthcare system but often feel powerless. Tiffany argues that consumer apathy is a major barrier—but rising costs could force change from the ground up.

📌 Clinicians and Patients Both Hold the Key
 Tiffany believes change can start with both groups opting out of the broken system. Asking more questions, rejecting rushed visits, and demanding accountability are small acts that can fuel major reform.


⏱️ In This Episode
00:00 – Introduction to Trump's Executive Order on Drug Pricing
01:08 – Meet Tiffany Ryder: From Rural Louisiana to Healthcare Advocate
03:55 – Key Takeaways from the Executive Order
06:40 – Impact of Most Favored Nation Pricing
09:56 – Challenges and Potential Outcomes
15:23 – The Role of Transparency in Healthcare
24:36 – Generational Shifts in Patient Attitudes
27:06 – Future of Healthcare: Incremental Changes or a Major Overhaul?
29:45 – Conclusion and Farewell



]]> David Saltzman Buzzsprout-17196111 Tue, 20 May 2025 10:00:00 -0400 1848 full false REPLAY #453: What If Ambulatory Care Was a Direct Pay Model? (with Jawad Arshad, MD) REPLAY #453: What If Ambulatory Care Was a Direct Pay Model? (with Jawad Arshad, MD) 🎧 Replay Episode: Rethinking Healthcare Costs with Direct Pay Models

As healthcare expenses continue to rise and insurance premiums stretch beyond affordability, more Americans are exploring alternatives. In this replay episode, we're revisiting a powerful conversation with Dr. Jawad Arshad, CEO of WoW Health Solutions, on how direct pay models could reshape ambulatory care.

Dr. Arshad breaks down the benefits, challenges, and potential of a direct pay approach — offering insights into a future where patients and providers interact more freely, transparently, and affordably.

Whether you're a healthcare professional, policymaker, or patient, this episode offers a thought-provoking look at how the healthcare system could work better.

🤖 Sponsored by BenePower
 BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com

]]> 🎧 Replay Episode: Rethinking Healthcare Costs with Direct Pay Models

As healthcare expenses continue to rise and insurance premiums stretch beyond affordability, more Americans are exploring alternatives. In this replay episode, we're revisiting a powerful conversation with Dr. Jawad Arshad, CEO of WoW Health Solutions, on how direct pay models could reshape ambulatory care.

Dr. Arshad breaks down the benefits, challenges, and potential of a direct pay approach — offering insights into a future where patients and providers interact more freely, transparently, and affordably.

Whether you're a healthcare professional, policymaker, or patient, this episode offers a thought-provoking look at how the healthcare system could work better.

🤖 Sponsored by BenePower
 BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com

]]> David Saltzman Buzzsprout-17153438 Tue, 13 May 2025 14:00:00 -0400 1296 full false REPLAY #445 Is Buying Health Insurance Like Renting an Apartment? with Paula Muto, MD REPLAY #445 Is Buying Health Insurance Like Renting an Apartment? with Paula Muto, MD In this REPLAY episode of ShiftShapers, host David interviews Paula Muto, a practicing surgeon and founder of Uber Docs. Paula shares her perspective on the inefficiencies in the current healthcare system, comparing buying health insurance to renting an apartment, and advocates for a direct pay model to improve the situation. She explains how Uber Docs facilitates transparent, direct transactions between patients and physicians, ultimately aiming to lower overall healthcare costs by empowering consumers. Key topics include the significant portion of healthcare costs dedicated to management rather than medical care, and how technology and consumer behaviors can drive positive changes in the healthcare landscape.

00:00 Introduction to Today's Guest and Topic

01:03 Paula Muto's Background and Inspiration

02:19 The Flaws in the Current Healthcare System

13:47 The Direct Pay Model Explained

15:55 How Uber Docs is Revolutionizing Healthcare

20:33 Conclusion and Final Thoughts

]]> In this REPLAY episode of ShiftShapers, host David interviews Paula Muto, a practicing surgeon and founder of Uber Docs. Paula shares her perspective on the inefficiencies in the current healthcare system, comparing buying health insurance to renting an apartment, and advocates for a direct pay model to improve the situation. She explains how Uber Docs facilitates transparent, direct transactions between patients and physicians, ultimately aiming to lower overall healthcare costs by empowering consumers. Key topics include the significant portion of healthcare costs dedicated to management rather than medical care, and how technology and consumer behaviors can drive positive changes in the healthcare landscape.

00:00 Introduction to Today's Guest and Topic

01:03 Paula Muto's Background and Inspiration

02:19 The Flaws in the Current Healthcare System

13:47 The Direct Pay Model Explained

15:55 How Uber Docs is Revolutionizing Healthcare

20:33 Conclusion and Final Thoughts

]]> David Saltzman Buzzsprout-17067582 Tue, 29 Apr 2025 16:00:00 -0400 1297 full false #512: Fixing the Pharmacy Desert with David Blair | ShiftShapers #512: Fixing the Pharmacy Desert with David Blair | ShiftShapers In this episode of ShiftShapers, host David A. Saltzman sits down with David Blair, founder and CEO of LucyRx, to explore a growing crisis in American healthcare: pharmacy deserts. As rural and underserved communities lose access to local pharmacies, millions are left without a vital link in the healthcare chain. David unpacks the economic and systemic challenges driving pharmacy closures and shares how LucyRx is stepping in to reshape the future of pharmacy care.

From the SPARC (Sustaining Pharmacy Access & Rural Care) program to the push for federal regulation, David outlines what it takes to restore pharmacy access, reduce costs, and deliver more integrated care. This conversation also highlights the importance of aligning pharmacy locations with care providers—a proven strategy for improving outcomes and affordability.

📌 Related Resources:

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

📌 Pharmacy Deserts Are a Healthcare Emergency
 Millions live without convenient access to a pharmacy, leading to delays in care and worsening health outcomes. David Blair explains how this silent crisis is affecting rural and underserved populations.

📌 SPARC: A Scalable Solution for Pharmacy Access
 LucyRx’s SPARC program brings pharmacy services back into communities through a hybrid of innovation, advocacy, and strategic partnerships.

📌 Federal Regulations Could Reverse the Trend
 David advocates for smarter, centralized policy to address industry-wide economic challenges and ensure that pharmacies remain viable in low-density areas.

📌 Integrated Care Saves Money—and Lives
 Blair highlights how co-locating care and pharmacy services leads to better health outcomes and significantly reduced costs.

📌 The Future of Pharmacy Is Local + Digital
 The industry is evolving toward community-based pharmacy care that is supported by modern tech infrastructure and national reform.


⏱️ In This Episode

00:00 – Introduction to Rural Pharmacy Challenges
 00:09 – Meet David Blair of LucyRx
 01:07 – The Role of Pharmacists in Healthcare
 01:48 – Understanding Pharmacy Deserts
 02:41 – The Impact of Pharmacy Closures
 05:31 – LucyRx's SPARC Program
 07:18 – Advocating for Federal Regulations
 09:58 – Economic Challenges for Pharmacies
 17:05 – Integrated Specialty Care Network
 20:58 – Future of the Pharmacy Industry
 22:47 – Conclusion and Final Thoughts



]]> In this episode of ShiftShapers, host David A. Saltzman sits down with David Blair, founder and CEO of LucyRx, to explore a growing crisis in American healthcare: pharmacy deserts. As rural and underserved communities lose access to local pharmacies, millions are left without a vital link in the healthcare chain. David unpacks the economic and systemic challenges driving pharmacy closures and shares how LucyRx is stepping in to reshape the future of pharmacy care.

From the SPARC (Sustaining Pharmacy Access & Rural Care) program to the push for federal regulation, David outlines what it takes to restore pharmacy access, reduce costs, and deliver more integrated care. This conversation also highlights the importance of aligning pharmacy locations with care providers—a proven strategy for improving outcomes and affordability.

📌 Related Resources:

🤖 Sponsored by BenePower
BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

📌 Pharmacy Deserts Are a Healthcare Emergency
 Millions live without convenient access to a pharmacy, leading to delays in care and worsening health outcomes. David Blair explains how this silent crisis is affecting rural and underserved populations.

📌 SPARC: A Scalable Solution for Pharmacy Access
 LucyRx’s SPARC program brings pharmacy services back into communities through a hybrid of innovation, advocacy, and strategic partnerships.

📌 Federal Regulations Could Reverse the Trend
 David advocates for smarter, centralized policy to address industry-wide economic challenges and ensure that pharmacies remain viable in low-density areas.

📌 Integrated Care Saves Money—and Lives
 Blair highlights how co-locating care and pharmacy services leads to better health outcomes and significantly reduced costs.

📌 The Future of Pharmacy Is Local + Digital
 The industry is evolving toward community-based pharmacy care that is supported by modern tech infrastructure and national reform.


⏱️ In This Episode

00:00 – Introduction to Rural Pharmacy Challenges
 00:09 – Meet David Blair of LucyRx
 01:07 – The Role of Pharmacists in Healthcare
 01:48 – Understanding Pharmacy Deserts
 02:41 – The Impact of Pharmacy Closures
 05:31 – LucyRx's SPARC Program
 07:18 – Advocating for Federal Regulations
 09:58 – Economic Challenges for Pharmacies
 17:05 – Integrated Specialty Care Network
 20:58 – Future of the Pharmacy Industry
 22:47 – Conclusion and Final Thoughts



]]> David Saltzman Buzzsprout-17022934 Tue, 22 Apr 2025 15:00:00 -0400 1421 full false #511: The Compliance Circus Continues – Carol Taylor | ShiftShapers #511: The Compliance Circus Continues – Carol Taylor | ShiftShapers In this episode of ShiftShapers, host David A. Saltzman welcomes compliance expert Carol Taylor, JM, of BenefitMall, for a deep dive into the rapidly evolving world of employer compliance. From court rulings and legislative penalties to HIPAA security updates and AI-driven benefit denials, Carol offers critical insights for anyone navigating today’s tangled regulatory landscape.

She unpacks the latest on ERISA preemption battles, mental health parity lawsuits, and the real-world impact of complex compliance rules on small agencies and employers. With rising penalties and tech-driven claim denials making headlines, Carol arms listeners with strategies to stay compliant—and stay out of court.

🤖 Sponsored by BenePower
 BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

📌 Penalties Are Rising—And Enforcement Is Too
 Missing a CHIP notice or 5500 filing? That could cost thousands per day. Carol outlines the latest penalty increases and why the IRS is stepping up enforcement.

📌 HIPAA Security Changes Are Coming
 From encryption rules to breach simulations, the proposed HIPAA security updates raise the bar—especially for small agencies who now face enterprise-level expectations.

📌 Compliance Risks from AI-Powered Claim Denials
 Carol explains how AI is being used inappropriately by some carriers—and why plan sponsors need to examine how these tools align with ERISA.

📌 ERISA, MIA, and Legal Landmines
 With court cases mounting over PBM regulation and mental health parity, Carol breaks down what’s at stake and how employers can avoid becoming the next headline.

📌 Future-Proofing Your Compliance Strategy
 From updated plan docs to tighter internal protocols, Carol shares best practices that can help advisors and agencies stay ahead of evolving rules.


⏱️ In This Episode

00:00 – Introduction to Compliance Challenges
 02:01 – Legislative Updates and Penalties
 09:25 – HIPAA Security Rule Changes
 18:11 – Court Cases and Legal Battles
 23:20 – Mental Health Parity and Addiction Equity Act
 27:00 – Future of Compliance and Final Thoughts


]]> In this episode of ShiftShapers, host David A. Saltzman welcomes compliance expert Carol Taylor, JM, of BenefitMall, for a deep dive into the rapidly evolving world of employer compliance. From court rulings and legislative penalties to HIPAA security updates and AI-driven benefit denials, Carol offers critical insights for anyone navigating today’s tangled regulatory landscape.

She unpacks the latest on ERISA preemption battles, mental health parity lawsuits, and the real-world impact of complex compliance rules on small agencies and employers. With rising penalties and tech-driven claim denials making headlines, Carol arms listeners with strategies to stay compliant—and stay out of court.

🤖 Sponsored by BenePower
 BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

📌 Penalties Are Rising—And Enforcement Is Too
 Missing a CHIP notice or 5500 filing? That could cost thousands per day. Carol outlines the latest penalty increases and why the IRS is stepping up enforcement.

📌 HIPAA Security Changes Are Coming
 From encryption rules to breach simulations, the proposed HIPAA security updates raise the bar—especially for small agencies who now face enterprise-level expectations.

📌 Compliance Risks from AI-Powered Claim Denials
 Carol explains how AI is being used inappropriately by some carriers—and why plan sponsors need to examine how these tools align with ERISA.

📌 ERISA, MIA, and Legal Landmines
 With court cases mounting over PBM regulation and mental health parity, Carol breaks down what’s at stake and how employers can avoid becoming the next headline.

📌 Future-Proofing Your Compliance Strategy
 From updated plan docs to tighter internal protocols, Carol shares best practices that can help advisors and agencies stay ahead of evolving rules.


⏱️ In This Episode

00:00 – Introduction to Compliance Challenges
 02:01 – Legislative Updates and Penalties
 09:25 – HIPAA Security Rule Changes
 18:11 – Court Cases and Legal Battles
 23:20 – Mental Health Parity and Addiction Equity Act
 27:00 – Future of Compliance and Final Thoughts


]]> David Saltzman Buzzsprout-16985243 Tue, 15 Apr 2025 16:00:00 -0400 1803 511 full false #510 - AI Declares War on Denials with Neal Shah | ShiftShapers #510 - AI Declares War on Denials with Neal Shah | ShiftShapers In this episode of ShiftShapers, host David A. Saltzman sits down with Neal Shah, co-founder of Counterforce Health, to explore how artificial intelligence is transforming the fight against denied health insurance claims.

Shah shares his personal journey from finance into healthcare advocacy, shaped by firsthand experiences navigating the broken healthcare system for his family. That path ultimately led to the creation of Counterforce Health—a free AI-powered platform that’s helping patients and small clinics appeal insurance claim denials with unprecedented efficiency.

With millions of claims denied each year—and most never appealed—Shah explains why automation is the key to leveling the playing field and giving patients back their voice. He also introduces Maxwell, Counterforce’s next-gen AI assistant, and previews the platform’s expanding capabilities for tackling insurers head-on.

🤖 Sponsored by BenePower
 BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com

🔑 Key Takeaways from This Episode

Why 450 Million Claims Get Denied—and Go Unchallenged
 Despite the high success rate of appeals, fewer than 2% of denied claims are contested. Shah explains how complexity, red tape, and lack of awareness keep patients and providers from fighting back.

From Wall Street to Healthcare Warrior
 Shah’s journey from finance to elder care—and ultimately to launching a mission-driven tech company—reveals how personal pain points can inspire powerful innovation.

How Counterforce Health Uses AI to Automate Appeals
 The platform generates detailed appeal letters using legal precedents, medical journals, and historical data—empowering users to overturn denials without legal or medical expertise.

A 70% Win Rate That’s Beating the Odds
 While national appeal success rates hover around 40–50%, Counterforce Health is seeing over 70% success—thanks to smart automation and a deep understanding of insurer tactics.

Introducing “Maxwell”: AI That Talks Back to Insurers
 Neal reveals a sneak peek at Maxwell, an AI-powered voice assistant designed to handle phone calls with insurance companies—reducing workload and stress for patients, caregivers, and providers.
 🎥 Watch the Maxwell demo: https://drive.google.com/file/d/1qckxAYx10cMvA_rL_vfSHxCktF19a9Qa/view

⏱️ In This Episode
 00:00 Introduction: The Problem with Denied Claims
 00:59 Meet Neal Shah: A Journey from Finance to Healthcare
 03:22 The Birth of Counterforce Health
 06:44 Understanding the Health Insurance Crisis
 11:58 Counterforce Health: How It Works
 14:42 The Role of AI in Fighting Denied Claims
 22:42 Future Prospects and Final Thoughts



]]> In this episode of ShiftShapers, host David A. Saltzman sits down with Neal Shah, co-founder of Counterforce Health, to explore how artificial intelligence is transforming the fight against denied health insurance claims.

Shah shares his personal journey from finance into healthcare advocacy, shaped by firsthand experiences navigating the broken healthcare system for his family. That path ultimately led to the creation of Counterforce Health—a free AI-powered platform that’s helping patients and small clinics appeal insurance claim denials with unprecedented efficiency.

With millions of claims denied each year—and most never appealed—Shah explains why automation is the key to leveling the playing field and giving patients back their voice. He also introduces Maxwell, Counterforce’s next-gen AI assistant, and previews the platform’s expanding capabilities for tackling insurers head-on.

🤖 Sponsored by BenePower
 BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com

🔑 Key Takeaways from This Episode

Why 450 Million Claims Get Denied—and Go Unchallenged
 Despite the high success rate of appeals, fewer than 2% of denied claims are contested. Shah explains how complexity, red tape, and lack of awareness keep patients and providers from fighting back.

From Wall Street to Healthcare Warrior
 Shah’s journey from finance to elder care—and ultimately to launching a mission-driven tech company—reveals how personal pain points can inspire powerful innovation.

How Counterforce Health Uses AI to Automate Appeals
 The platform generates detailed appeal letters using legal precedents, medical journals, and historical data—empowering users to overturn denials without legal or medical expertise.

A 70% Win Rate That’s Beating the Odds
 While national appeal success rates hover around 40–50%, Counterforce Health is seeing over 70% success—thanks to smart automation and a deep understanding of insurer tactics.

Introducing “Maxwell”: AI That Talks Back to Insurers
 Neal reveals a sneak peek at Maxwell, an AI-powered voice assistant designed to handle phone calls with insurance companies—reducing workload and stress for patients, caregivers, and providers.
 🎥 Watch the Maxwell demo: https://drive.google.com/file/d/1qckxAYx10cMvA_rL_vfSHxCktF19a9Qa/view

⏱️ In This Episode
 00:00 Introduction: The Problem with Denied Claims
 00:59 Meet Neal Shah: A Journey from Finance to Healthcare
 03:22 The Birth of Counterforce Health
 06:44 Understanding the Health Insurance Crisis
 11:58 Counterforce Health: How It Works
 14:42 The Role of AI in Fighting Denied Claims
 22:42 Future Prospects and Final Thoughts



]]> David Saltzman Buzzsprout-16940435 Tue, 08 Apr 2025 15:00:00 -0400 1734 510 full false #509 Is Prescription Pricing Transparency and Oxymoron? with Vinay Patel #509 Is Prescription Pricing Transparency and Oxymoron? with Vinay Patel In this episode of ShiftShapers, host David A. Saltzman sits down with Vinay Patel, PharmD, founder of MakoRX, to expose why prescription pricing remains so confusing—and what can be done to fix it.

Patel breaks down how pharmacy benefit managers (PBMs), vertical integration, and opaque pricing structures are driving up costs for patients—while limiting access and undermining local pharmacies. From subscription pharmacy programs to cash-pay and compounding models, Patel shares bold, practical solutions for bringing real transparency back into the healthcare system.


🤖 Sponsored by BenePower

BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

  1. The Truth About Prescription Pricing
     Patel explains how PBMs and vertically integrated systems distort drug pricing—making it difficult for patients to know what they’re really paying and why.


  2. The Power of Local Pharmacies
     Community pharmacies often serve as the most frequent healthcare touchpoint for patients. Their role in building trust, offering consultations, and providing accessible services is critical to public health.


  3. How MakoRX’s Subscription Pharmacy Program Brings Real Cost Transparency
     Patel details a model offering 300 commonly prescribed medications for a flat monthly fee—providing predictable costs and supporting a national network of independent pharmacies.


  4. Breaking Up Healthcare Oligopolies
     To fix what’s broken, Patel supports breaking up vertically integrated giants, allowing regional players to compete on quality, service, and fair pricing.


  5. The Role of Compounding and Cash-Pay Pharmacies
     With growing demand for affordability, Patel highlights how compounding and cash-pay pharmacies are offering lower-cost alternatives and bypassing insurance constraints.


  6. A Vision for Integrated, Transparent Care
     Patel explores a future where technology enables collaboration between pharmacists and medical providers—creating a more coordinated, transparent, and patient-focused care model.



⏱️ In This Episode

00:00 Introduction and Guest Welcome
 00:54 Vinay Patel's Career Journey
 04:28 Challenges in the Healthcare System
 05:49 Political Perspectives on Healthcare Reform
 14:17 The Role and Importance of Community Pharmacies
 20:02 Subscription Pharmacy Programs
 25:30 Future Trends in Pharmacy and Healthcare
 27:20 Conclusion and Farewell



]]> In this episode of ShiftShapers, host David A. Saltzman sits down with Vinay Patel, PharmD, founder of MakoRX, to expose why prescription pricing remains so confusing—and what can be done to fix it.

Patel breaks down how pharmacy benefit managers (PBMs), vertical integration, and opaque pricing structures are driving up costs for patients—while limiting access and undermining local pharmacies. From subscription pharmacy programs to cash-pay and compounding models, Patel shares bold, practical solutions for bringing real transparency back into the healthcare system.


🤖 Sponsored by BenePower

BenePower is an AI-powered platform helping advisors build high-impact, self-insured health plans quickly and seamlessly. By integrating best-in-class point solutions and eliminating inefficiencies, BenePower reduces costs, improves member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at BenePower.com


🔑 Key Takeaways from This Episode

  1. The Truth About Prescription Pricing
     Patel explains how PBMs and vertically integrated systems distort drug pricing—making it difficult for patients to know what they’re really paying and why.


  2. The Power of Local Pharmacies
     Community pharmacies often serve as the most frequent healthcare touchpoint for patients. Their role in building trust, offering consultations, and providing accessible services is critical to public health.


  3. How MakoRX’s Subscription Pharmacy Program Brings Real Cost Transparency
     Patel details a model offering 300 commonly prescribed medications for a flat monthly fee—providing predictable costs and supporting a national network of independent pharmacies.


  4. Breaking Up Healthcare Oligopolies
     To fix what’s broken, Patel supports breaking up vertically integrated giants, allowing regional players to compete on quality, service, and fair pricing.


  5. The Role of Compounding and Cash-Pay Pharmacies
     With growing demand for affordability, Patel highlights how compounding and cash-pay pharmacies are offering lower-cost alternatives and bypassing insurance constraints.


  6. A Vision for Integrated, Transparent Care
     Patel explores a future where technology enables collaboration between pharmacists and medical providers—creating a more coordinated, transparent, and patient-focused care model.



⏱️ In This Episode

00:00 Introduction and Guest Welcome
 00:54 Vinay Patel's Career Journey
 04:28 Challenges in the Healthcare System
 05:49 Political Perspectives on Healthcare Reform
 14:17 The Role and Importance of Community Pharmacies
 20:02 Subscription Pharmacy Programs
 25:30 Future Trends in Pharmacy and Healthcare
 27:20 Conclusion and Farewell



]]> David Saltzman Buzzsprout-16899139 Tue, 01 Apr 2025 14:00:00 -0400 1694 509 full false #508 Is DI The Unicorn Product You Need? Part 2 with Don Schamay #508 Is DI The Unicorn Product You Need? Part 2 with Don Schamay Part 2 of our deep dive into  Disability Insurance (DI) on the ShiftShapers Podcast goes beyond the basics—diving into strategic implementation, evolving underwriting standards, and revenue-generating opportunities for advisors.


In this episode, host David Saltzman continues the conversation with Don Schamay, Regional Director of Executive Benefits at The Principal, to explore how disability insurance can be a transformative tool for both clients and advisors. 

Don shares his insights on how DI is becoming more accessible and relevant across demographics—from young professionals starting their financial journey to high-income executives looking to protect complex compensation packages. He explains how advisors can offer real value by aligning DI solutions with life stages, business needs, and long-term financial goals.

Whether you’re an advisor looking to enhance your client relationships or a business owner considering executive benefits, this episode is packed with actionable insights and forward-thinking strategies.


✅ Key Takeaways from the Episode:

  • Young Professionals and DI
     DI isn’t just for high earners—young professionals stand to gain the most by locking in coverage early, when they’re healthy and premiums are lowest. Don shares how DI can be a cornerstone of early-stage financial planning.


  • Business & Executive Solutions
     Business owners and C-suite professionals have unique income protection needs. Learn how DI solutions can be customized to protect not only personal income but also business continuity and executive benefits.


  • Underwriting Improvements
     Traditional DI policies were often viewed as complex and hard to secure, but times have changed. With faster, more flexible underwriting options, advisors can now help clients get covered more efficiently than ever before.


  • Revenue Potential for Advisors
     DI is more than a risk management tool—it’s a practice-building opportunity. By positioning themselves as income protection strategists, advisors can deepen trust, retain clients, and grow revenue.


  • Advisor Education and Client Communication
     Don emphasizes the advisor’s role as an educator—helping clients truly understand the risks of income loss and the powerful ways DI can protect what they’ve worked so hard to build.



⏳ Episode Timestamps:

📌 00:00 – Introduction to Disability Insurance
 👩‍⚕️ 01:03 – Understanding the Needs of Young Professionals
 🏢 04:52 – Business Solutions for Disability Insurance
 💼 09:07 – Executive Benefit Solutions Explained
 📝 13:14 – The Underwriting Process and Its Evolution
 💰 15:17 – Revenue Opportunities for Advisors
 🎓 18:27 – Learning Resources and Final Thoughts


📢 This Episode is Sponsored by BenePower

BenePower is an AI-powered platform that helps advisors build high-impact, self-insured health plans quickly and seamlessly by integrating the best point solutions, eliminating inefficiencies, and improving collaboration. It streamlines plan creation, reduces costs, enhances member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at Benepower.com



]]> Part 2 of our deep dive into  Disability Insurance (DI) on the ShiftShapers Podcast goes beyond the basics—diving into strategic implementation, evolving underwriting standards, and revenue-generating opportunities for advisors.


In this episode, host David Saltzman continues the conversation with Don Schamay, Regional Director of Executive Benefits at The Principal, to explore how disability insurance can be a transformative tool for both clients and advisors. 

Don shares his insights on how DI is becoming more accessible and relevant across demographics—from young professionals starting their financial journey to high-income executives looking to protect complex compensation packages. He explains how advisors can offer real value by aligning DI solutions with life stages, business needs, and long-term financial goals.

Whether you’re an advisor looking to enhance your client relationships or a business owner considering executive benefits, this episode is packed with actionable insights and forward-thinking strategies.


✅ Key Takeaways from the Episode:

  • Young Professionals and DI
     DI isn’t just for high earners—young professionals stand to gain the most by locking in coverage early, when they’re healthy and premiums are lowest. Don shares how DI can be a cornerstone of early-stage financial planning.


  • Business & Executive Solutions
     Business owners and C-suite professionals have unique income protection needs. Learn how DI solutions can be customized to protect not only personal income but also business continuity and executive benefits.


  • Underwriting Improvements
     Traditional DI policies were often viewed as complex and hard to secure, but times have changed. With faster, more flexible underwriting options, advisors can now help clients get covered more efficiently than ever before.


  • Revenue Potential for Advisors
     DI is more than a risk management tool—it’s a practice-building opportunity. By positioning themselves as income protection strategists, advisors can deepen trust, retain clients, and grow revenue.


  • Advisor Education and Client Communication
     Don emphasizes the advisor’s role as an educator—helping clients truly understand the risks of income loss and the powerful ways DI can protect what they’ve worked so hard to build.



⏳ Episode Timestamps:

📌 00:00 – Introduction to Disability Insurance
 👩‍⚕️ 01:03 – Understanding the Needs of Young Professionals
 🏢 04:52 – Business Solutions for Disability Insurance
 💼 09:07 – Executive Benefit Solutions Explained
 📝 13:14 – The Underwriting Process and Its Evolution
 💰 15:17 – Revenue Opportunities for Advisors
 🎓 18:27 – Learning Resources and Final Thoughts


📢 This Episode is Sponsored by BenePower

BenePower is an AI-powered platform that helps advisors build high-impact, self-insured health plans quickly and seamlessly by integrating the best point solutions, eliminating inefficiencies, and improving collaboration. It streamlines plan creation, reduces costs, enhances member outcomes, and positions advisors as industry leaders.
 🔗 Learn more at Benepower.com



]]> David Saltzman Buzzsprout-16858469 Tue, 25 Mar 2025 14:00:00 -0400 1312 508 full false #507 Is DI The Unicorn Product You Need? Part 1 with Don Schamay #507 Is DI The Unicorn Product You Need? Part 1 with Don Schamay Welcome to Part One of our deep dive into Disability Insurance (DI) on the ShiftShapers Podcast! In this two-part series. In this episode, host David Saltzman converses with Don Schamay, Regional Director of Executive Benefits at The Principal, about the often-overlooked importance of disability insurance in a comprehensive health insurance strategy. Don shares his journey from military service to a seasoned expert in disability insurance, emphasizing the critical need for both individual and group disability insurance to protect one's income. The discussion covers the prevalence of disability, how group and individual disability insurances differ, and the significance of educating clients about income protection and insurance options.


Key Takeaways from the Episode:

✅ Importance of DI – Disability insurance (DI) is an often-overlooked but crucial component of a comprehensive health insurance strategy. It provides financial protection if one is unable to work due to illness or injury.

✅ Group vs. Individual DI – Group disability insurance often covers basic salary and is a cost-effective, foundational benefit for businesses. Individual DI can supplement group coverage by filling in gaps and covering additional forms of income.

✅ Coverage and Income Protection – Properly structured DI ensures that individuals have a safety net that covers up to 80% of their income, considering both salary and other compensations like bonuses and K1 distributions.

✅ Market Trends – The DI market has become more competitive and robust, improving the quality and affordability of coverage. Newer carriers have entered the marketplace, stabilizing and enhancing the options available.

✅ Advisor’s Role – Advisors must educate clients on the significance of DI, ensuring that they understand the risks and the options for mitigating them. This includes both group and individual solutions tailored to the client's specific needs.


Episode Timestamps:

⏳ 00:00 Introduction to Disability Insurance
 🛡️ 00:48 Don Schamay's Journey into Disability Insurance
 💡 02:47 The Importance of Disability Insurance Today
 📊 05:57 Understanding Disability Income Protection
 🔍 06:57 Group vs. Individual Disability Insurance
 📈 11:41 Coordinating Group and Individual Coverage
 🎯 17:44 Advisors' Role in Disability Insurance
 📉 20:44 Market Stability and Competition


📢 This Episode is Sponsored by BenePower

BenePower is an AI-powered platform that helps advisors build high-impact, self-insured health plans quickly and seamlessly by integrating the best point solutions, eliminating inefficiencies, and improving collaboration. It streamlines plan creation, reduces costs, enhances member outcomes, and positions advisors as industry leaders.

🔗 Learn more at Benepower.com.


Resources & Links:

🌐 Council for Disability Income Awareness: https://thecdia.org/



]]> Welcome to Part One of our deep dive into Disability Insurance (DI) on the ShiftShapers Podcast! In this two-part series. In this episode, host David Saltzman converses with Don Schamay, Regional Director of Executive Benefits at The Principal, about the often-overlooked importance of disability insurance in a comprehensive health insurance strategy. Don shares his journey from military service to a seasoned expert in disability insurance, emphasizing the critical need for both individual and group disability insurance to protect one's income. The discussion covers the prevalence of disability, how group and individual disability insurances differ, and the significance of educating clients about income protection and insurance options.


Key Takeaways from the Episode:

✅ Importance of DI – Disability insurance (DI) is an often-overlooked but crucial component of a comprehensive health insurance strategy. It provides financial protection if one is unable to work due to illness or injury.

✅ Group vs. Individual DI – Group disability insurance often covers basic salary and is a cost-effective, foundational benefit for businesses. Individual DI can supplement group coverage by filling in gaps and covering additional forms of income.

✅ Coverage and Income Protection – Properly structured DI ensures that individuals have a safety net that covers up to 80% of their income, considering both salary and other compensations like bonuses and K1 distributions.

✅ Market Trends – The DI market has become more competitive and robust, improving the quality and affordability of coverage. Newer carriers have entered the marketplace, stabilizing and enhancing the options available.

✅ Advisor’s Role – Advisors must educate clients on the significance of DI, ensuring that they understand the risks and the options for mitigating them. This includes both group and individual solutions tailored to the client's specific needs.


Episode Timestamps:

⏳ 00:00 Introduction to Disability Insurance
 🛡️ 00:48 Don Schamay's Journey into Disability Insurance
 💡 02:47 The Importance of Disability Insurance Today
 📊 05:57 Understanding Disability Income Protection
 🔍 06:57 Group vs. Individual Disability Insurance
 📈 11:41 Coordinating Group and Individual Coverage
 🎯 17:44 Advisors' Role in Disability Insurance
 📉 20:44 Market Stability and Competition


📢 This Episode is Sponsored by BenePower

BenePower is an AI-powered platform that helps advisors build high-impact, self-insured health plans quickly and seamlessly by integrating the best point solutions, eliminating inefficiencies, and improving collaboration. It streamlines plan creation, reduces costs, enhances member outcomes, and positions advisors as industry leaders.

🔗 Learn more at Benepower.com.


Resources & Links:

🌐 Council for Disability Income Awareness: https://thecdia.org/



]]> David Saltzman Buzzsprout-16814934 Tue, 18 Mar 2025 08:00:00 -0400 1351 507 full false #506 Scaling Smarter by Diversifying Your Practice with Dave Toeben #506 Scaling Smarter by Diversifying Your Practice with Dave Toeben In this episode of ShiftShapers, Host David Saltzman  interviews Dave Toeben, president of Insight Insurance Services, about how insurance professionals can enhance their business through business continuation planning. Dave shares his journey from focusing on group health insurance to specializing in buy-sell agreements, key person, and deferred compensation plans. They discuss the importance of reviewing buy-sell agreements, including recent legal changes such as the Conley case, and explore collaborative opportunities for health insurance advisors to expand their services and solidify client relationships.



This Episode is Sponsored by Benepower
BenePower is an AI-powered platform that helps advisors build high-impact, self-insured health plans quickly and seamlessly by integrating the best point solutions, eliminating inefficiencies, and improving collaboration. It streamlines plan creation, reduces costs, enhances member outcomes, and positions advisors as industry leaders. Learn more at Benepower.com.

Reach out to Dave Toeben at dave@look2insight.com or 615-636-1105


Scaling Your Insurance Practice: Insights from Business Continuation Planning

  • Shift Beyond Group Health Insurance: Business continuation planning, buy-sell agreements, and key person insurance are essential for scaling a business beyond group health insurance.
  • Importance of Buy-Sell Agreement Review: Regularly reviewing and updating buy-sell agreements is crucial to avoid unintended liabilities and ensure smooth business transitions in case of catastrophe.
  • Disability Insurance Parallel: Often overlooked, disability insurance can be as crucial, if not more so, than life insurance in buy-sell agreements, providing necessary funds if a business owner becomes disabled.
  • Partner Collaboration Opportunities: Health insurance advisors can partner with specialists in business continuation planning to offer comprehensive services without needing to master every aspect themselves.
  • Educational and Revenue Potential: By engaging in business continuation planning, health insurance advisors can not only solidify client relationships but also significantly boost their revenue streams.


In This Episode

00:00 Introduction and Guest Welcome

00:45 Dave Toeben's Career Journey

01:13 Transition to Business Continuation Planning

02:30 Understanding Business Continuation Planning

03:55 Importance of Disability Insurance

06:18 Opportunities for Health Insurance Advisors

08:27 The Connolly Case and Its Implications

10:25 Partnering and Mentorship in Business Continuation

18:05 Choosing the Right Carriers

20:50 Conclusion and Contact Information



]]> In this episode of ShiftShapers, Host David Saltzman  interviews Dave Toeben, president of Insight Insurance Services, about how insurance professionals can enhance their business through business continuation planning. Dave shares his journey from focusing on group health insurance to specializing in buy-sell agreements, key person, and deferred compensation plans. They discuss the importance of reviewing buy-sell agreements, including recent legal changes such as the Conley case, and explore collaborative opportunities for health insurance advisors to expand their services and solidify client relationships.



This Episode is Sponsored by Benepower
BenePower is an AI-powered platform that helps advisors build high-impact, self-insured health plans quickly and seamlessly by integrating the best point solutions, eliminating inefficiencies, and improving collaboration. It streamlines plan creation, reduces costs, enhances member outcomes, and positions advisors as industry leaders. Learn more at Benepower.com.

Reach out to Dave Toeben at dave@look2insight.com or 615-636-1105


Scaling Your Insurance Practice: Insights from Business Continuation Planning

  • Shift Beyond Group Health Insurance: Business continuation planning, buy-sell agreements, and key person insurance are essential for scaling a business beyond group health insurance.
  • Importance of Buy-Sell Agreement Review: Regularly reviewing and updating buy-sell agreements is crucial to avoid unintended liabilities and ensure smooth business transitions in case of catastrophe.
  • Disability Insurance Parallel: Often overlooked, disability insurance can be as crucial, if not more so, than life insurance in buy-sell agreements, providing necessary funds if a business owner becomes disabled.
  • Partner Collaboration Opportunities: Health insurance advisors can partner with specialists in business continuation planning to offer comprehensive services without needing to master every aspect themselves.
  • Educational and Revenue Potential: By engaging in business continuation planning, health insurance advisors can not only solidify client relationships but also significantly boost their revenue streams.


In This Episode

00:00 Introduction and Guest Welcome

00:45 Dave Toeben's Career Journey

01:13 Transition to Business Continuation Planning

02:30 Understanding Business Continuation Planning

03:55 Importance of Disability Insurance

06:18 Opportunities for Health Insurance Advisors

08:27 The Connolly Case and Its Implications

10:25 Partnering and Mentorship in Business Continuation

18:05 Choosing the Right Carriers

20:50 Conclusion and Contact Information



]]> David Saltzman Buzzsprout-16772928 Tue, 11 Mar 2025 11:00:00 -0400 1319 506 full false #505 PBMs are Sick: Is there a disruptor writing a new prescription? with Susan Thomas #505 PBMs are Sick: Is there a disruptor writing a new prescription? with Susan Thomas In this episode of Shift Shapers, Susan Thomas, Chief Commercial Officer at LucyRx, discusses how LucyRx is addressing the issues and conflicts within the traditional Pharmacy Benefit Manager (PBM) landscape. The conversation delves into the structural problems of traditional PBMs, the role of misaligned incentives, and how LucyRx aims to eliminate these conflicts to benefit plan sponsors and patients. Key topics include formulary management, specialty pharmacy networks, and the importance of transparency and true net cost evaluations.



This Episode is Sponsored by Benepower

BenePower is an AI-powered platform that helps advisors build high-impact, self-insured health plans quickly and seamlessly by integrating the best point solutions, eliminating inefficiencies, and improving collaboration. It streamlines plan creation, reduces costs, enhances member outcomes, and positions advisors as industry leaders. Learn more at Benepower.com.


Key Takeaways

**Misaligned Incentives in PBMs**: Traditional PBMs have misaligned incentives due to their vertical integration with large insurance companies and ownership of mail and specialty pharmacies. This drives up costs for plan sponsors.


**Transparent Formulary Management**: LucyRx offers a formulary marketplace that eliminates exclusive arrangements with Group Purchasing Organizations (GPOs), allowing plan sponsors broader access to formularies and more flexible utilization management.


**Independent Pharmacy Network**: LucyRx contracts with independent pharmacy networks, such as Amazon, to provide a more efficient and cost-effective mail delivery service, ensuring quicker access to medications.


**Educational Initiatives**: LucyRx is actively educating advisors and plan sponsors on the benefits of their new pharmacy care model through a robust roadshow and sharing real-world case studies.


 **Future of Pharma**: With advancements in AI and machine learning, precision medicine can help in developing more effective targeted treatments. However, skepticism remains about whether large PBMs and pharma companies want a smaller, more precise target population.


In This Episode


00:00 Introduction to PBM Issues

00:39 Meet Susan Thomas from LucyRx

00:50 Susan's Journey into Healthcare

02:06 Problems with Traditional PBMs

02:28 LucyRx's Approach to PBM Conflicts

06:23 Formulary Management Innovations

13:55 Network and Specialty Pharmacy Solutions

16:17 Educating Advisors and Plans

20:23 Future of Pharmacy Benefits and AI

22:07 The Story Behind LucyRx

23:25 Conclusion and Farewell



]]> In this episode of Shift Shapers, Susan Thomas, Chief Commercial Officer at LucyRx, discusses how LucyRx is addressing the issues and conflicts within the traditional Pharmacy Benefit Manager (PBM) landscape. The conversation delves into the structural problems of traditional PBMs, the role of misaligned incentives, and how LucyRx aims to eliminate these conflicts to benefit plan sponsors and patients. Key topics include formulary management, specialty pharmacy networks, and the importance of transparency and true net cost evaluations.



This Episode is Sponsored by Benepower

BenePower is an AI-powered platform that helps advisors build high-impact, self-insured health plans quickly and seamlessly by integrating the best point solutions, eliminating inefficiencies, and improving collaboration. It streamlines plan creation, reduces costs, enhances member outcomes, and positions advisors as industry leaders. Learn more at Benepower.com.


Key Takeaways

**Misaligned Incentives in PBMs**: Traditional PBMs have misaligned incentives due to their vertical integration with large insurance companies and ownership of mail and specialty pharmacies. This drives up costs for plan sponsors.


**Transparent Formulary Management**: LucyRx offers a formulary marketplace that eliminates exclusive arrangements with Group Purchasing Organizations (GPOs), allowing plan sponsors broader access to formularies and more flexible utilization management.


**Independent Pharmacy Network**: LucyRx contracts with independent pharmacy networks, such as Amazon, to provide a more efficient and cost-effective mail delivery service, ensuring quicker access to medications.


**Educational Initiatives**: LucyRx is actively educating advisors and plan sponsors on the benefits of their new pharmacy care model through a robust roadshow and sharing real-world case studies.


 **Future of Pharma**: With advancements in AI and machine learning, precision medicine can help in developing more effective targeted treatments. However, skepticism remains about whether large PBMs and pharma companies want a smaller, more precise target population.


In This Episode


00:00 Introduction to PBM Issues

00:39 Meet Susan Thomas from LucyRx

00:50 Susan's Journey into Healthcare

02:06 Problems with Traditional PBMs

02:28 LucyRx's Approach to PBM Conflicts

06:23 Formulary Management Innovations

13:55 Network and Specialty Pharmacy Solutions

16:17 Educating Advisors and Plans

20:23 Future of Pharmacy Benefits and AI

22:07 The Story Behind LucyRx

23:25 Conclusion and Farewell



]]> David Saltzman Buzzsprout-16698950 Wed, 26 Feb 2025 15:00:00 -0500 1451 505 full false #504 Carrots are Better Than Sticks - with Ross Bjella | ShiftShapers #504 Carrots are Better Than Sticks - with Ross Bjella | ShiftShapers In this episode of Shift Shapers, David interviews Ross Bjella, founder and CEO of Alithias, Inc., to discuss the challenges of changing health care behavior and the inaccuracies in measuring those changes. They explore the complexities of helping patients understand their health care options and costs, and advocate for transparent, actionable data to aid in more informed decisions. 



This Episode is Sponsored by Benepower

BenePower is an AI-powered platform that helps advisors build high-impact, self-insured health plans quickly and seamlessly by integrating the best point solutions, eliminating inefficiencies, and improving collaboration. It streamlines plan creation, reduces costs, enhances member outcomes, and positions advisors as industry leaders. Learn more at Benepower.com.


Transforming Health Care Behavior: Insights from Ross Bjella, CEO of Alithias, Inc.

Ross shares his journey into the health care sector, the importance of data-driven strategies, and how incentives can help patients choose high-value care providers. He also delves into the impact of consumer-directed health plans and how different company cultures affect health care engagement.



Key Takeaways

**Carrots Over Sticks:** Positive incentives (carrots) work better than punitive measures (sticks) in driving desired behavioral changes in healthcare.


**Challenge of Accurate Data:** Current tools and survey methods for measuring behavior changes in healthcare are not as accurate as desired. Ensuring accurate data collection and utilization is critical.


**Impact of Cost on Patients:** High deductibles and out-of-pocket responsibilities can lead to patients being functionally uninsured, causing them to delay care and potentially leading to more severe health outcomes and increased costs.


**Importance of Actionable Data:** Access to clean, normalized data that is understandable and actionable for patients and their families is crucial for making informed healthcare decisions.


**Effective Communication and Incentives:** Effective communication strategies and financial incentives (like waiving deductibles or providing cash rewards) can significantly improve patient engagement and lead to cost savings for both providers and patients. Tailoring communication and benefits to the culture of the organization is essential for success.


In This Episode

00:00 Introduction to Healthcare Behavior Challenges

00:47 Meet Ross Bjella: Journey to Healthcare Solutions

01:03 Understanding the Problem: High Costs and Insurance Issues

04:43 The Role of Data in Healthcare Decisions

08:33 Actionable Data for Patients and Plans

16:02 Engaging Employees and Employers

21:20 Measuring Success and Future Outlook

27:15 Conclusion and Final Thoughts



]]> In this episode of Shift Shapers, David interviews Ross Bjella, founder and CEO of Alithias, Inc., to discuss the challenges of changing health care behavior and the inaccuracies in measuring those changes. They explore the complexities of helping patients understand their health care options and costs, and advocate for transparent, actionable data to aid in more informed decisions. 



This Episode is Sponsored by Benepower

BenePower is an AI-powered platform that helps advisors build high-impact, self-insured health plans quickly and seamlessly by integrating the best point solutions, eliminating inefficiencies, and improving collaboration. It streamlines plan creation, reduces costs, enhances member outcomes, and positions advisors as industry leaders. Learn more at Benepower.com.


Transforming Health Care Behavior: Insights from Ross Bjella, CEO of Alithias, Inc.

Ross shares his journey into the health care sector, the importance of data-driven strategies, and how incentives can help patients choose high-value care providers. He also delves into the impact of consumer-directed health plans and how different company cultures affect health care engagement.



Key Takeaways

**Carrots Over Sticks:** Positive incentives (carrots) work better than punitive measures (sticks) in driving desired behavioral changes in healthcare.


**Challenge of Accurate Data:** Current tools and survey methods for measuring behavior changes in healthcare are not as accurate as desired. Ensuring accurate data collection and utilization is critical.


**Impact of Cost on Patients:** High deductibles and out-of-pocket responsibilities can lead to patients being functionally uninsured, causing them to delay care and potentially leading to more severe health outcomes and increased costs.


**Importance of Actionable Data:** Access to clean, normalized data that is understandable and actionable for patients and their families is crucial for making informed healthcare decisions.


**Effective Communication and Incentives:** Effective communication strategies and financial incentives (like waiving deductibles or providing cash rewards) can significantly improve patient engagement and lead to cost savings for both providers and patients. Tailoring communication and benefits to the culture of the organization is essential for success.


In This Episode

00:00 Introduction to Healthcare Behavior Challenges

00:47 Meet Ross Bjella: Journey to Healthcare Solutions

01:03 Understanding the Problem: High Costs and Insurance Issues

04:43 The Role of Data in Healthcare Decisions

08:33 Actionable Data for Patients and Plans

16:02 Engaging Employees and Employers

21:20 Measuring Success and Future Outlook

27:15 Conclusion and Final Thoughts



]]> David Saltzman Buzzsprout-16623027 Tue, 18 Feb 2025 06:00:00 -0500 1686 full false #502 - DPC is Becoming Direct Patient Care with Dr. Bernard Bubanic #502 - DPC is Becoming Direct Patient Care with Dr. Bernard Bubanic In this episode of Shift Shapers, we explore strategies to enhance the growth and adoption of Direct Primary Care (DPC) with Dr. Bernard Bubanic, CEO and President at Integrated Source One. Dr. Bubanic shares his journey and insights into creating a multidisciplinary approach to healthcare, ensuring access to comprehensive care without the financial hurdles. We discuss the integration of various services such as telehealth, behavioral health, and musculoskeletal services, as well as the importance of building relationships with patients for better health outcomes. The episode also covers how this model can provide measurable savings for employers and improve plan designs.


Key Takeaways

  • Multidisciplinary Approach:  Dr. Bernard Bubanic's practice, Integrated Source One, focuses on direct patient care rather than just direct primary care. This includes primary care, health coaching, musculoskeletal options, and behavioral and mental health services, all offered under one umbrella.
  • Employee and Family Coverage: Integrated Source One covers not only the employees but also their dependents at no additional cost. This approach is helping with better engagement and substantial cost savings for employers over time.
  • Brick-and-Mortar and Virtual Care Integration: The practice combines onsite, near-site, and mobile clinics with telehealth services. This ensures continuity of care and immediate attention, making sure patients get timely and efficient care without the traditional wait times.
  • Savings and ROI for Employers: By integrating direct patient care services into employee benefit plans, employers witness reduced healthcare costs and premiums over time, with a higher engagement rate by the third year, leading to significant long-term savings.
  • Future Expansion and Technology: Moving forward, the practice is looking to incorporate new technologies, including AI, to enhance patient care quality and efficiency. This will continue to lower costs while improving health outcomes for patients.




In This Episode

00:00 Introduction to Direct Primary Care

00:37 Guest Introduction: Dr. Bernard Bubanic

01:15 The Journey to Integrated Source One

02:59 Challenges in Traditional Healthcare

04:11 Direct Patient Care: A Multidisciplinary Approach

05:35 Innovations in Healthcare Delivery

06:11 Seamless Integration of Onsite and Virtual Care

09:11 Measuring Success and ROI

12:30 Plan Design and Employee Benefits

19:54 Future of Direct Primary Care

21:14 Conclusion and Final Thoughts



]]> In this episode of Shift Shapers, we explore strategies to enhance the growth and adoption of Direct Primary Care (DPC) with Dr. Bernard Bubanic, CEO and President at Integrated Source One. Dr. Bubanic shares his journey and insights into creating a multidisciplinary approach to healthcare, ensuring access to comprehensive care without the financial hurdles. We discuss the integration of various services such as telehealth, behavioral health, and musculoskeletal services, as well as the importance of building relationships with patients for better health outcomes. The episode also covers how this model can provide measurable savings for employers and improve plan designs.


Key Takeaways

  • Multidisciplinary Approach:  Dr. Bernard Bubanic's practice, Integrated Source One, focuses on direct patient care rather than just direct primary care. This includes primary care, health coaching, musculoskeletal options, and behavioral and mental health services, all offered under one umbrella.
  • Employee and Family Coverage: Integrated Source One covers not only the employees but also their dependents at no additional cost. This approach is helping with better engagement and substantial cost savings for employers over time.
  • Brick-and-Mortar and Virtual Care Integration: The practice combines onsite, near-site, and mobile clinics with telehealth services. This ensures continuity of care and immediate attention, making sure patients get timely and efficient care without the traditional wait times.
  • Savings and ROI for Employers: By integrating direct patient care services into employee benefit plans, employers witness reduced healthcare costs and premiums over time, with a higher engagement rate by the third year, leading to significant long-term savings.
  • Future Expansion and Technology: Moving forward, the practice is looking to incorporate new technologies, including AI, to enhance patient care quality and efficiency. This will continue to lower costs while improving health outcomes for patients.




In This Episode

00:00 Introduction to Direct Primary Care

00:37 Guest Introduction: Dr. Bernard Bubanic

01:15 The Journey to Integrated Source One

02:59 Challenges in Traditional Healthcare

04:11 Direct Patient Care: A Multidisciplinary Approach

05:35 Innovations in Healthcare Delivery

06:11 Seamless Integration of Onsite and Virtual Care

09:11 Measuring Success and ROI

12:30 Plan Design and Employee Benefits

19:54 Future of Direct Primary Care

21:14 Conclusion and Final Thoughts



]]> David Saltzman Buzzsprout-16518356 Tue, 28 Jan 2025 09:00:00 -0500 1326 502 full false #501 An ACA Author Looks Forward #501 An ACA Author Looks Forward Join us on this episode of ShiftShapers as host David Saltzman sits down with former New Jersey Congressman Rob Andrews, one of the key authors of the Affordable Care Act (ACA). Fifteen years after the ACA's passage and ten years since its implementation, Rob shares his journey from aspiring sports writer to influential lawmaker, his role in drafting the ACA, and thoughtful reflections on its successes, shortcomings, and future prospects. We delve into topics such as healthcare coverage expansion, consumer protections, cost control, value-based healthcare, mental health parity, and the ongoing provider shortage. Currently serving as the CEO of the Health Transformation Alliance, Rob continues to advocate for value-based health arrangements. Don't miss this insightful conversation for a deep dive into the evolution and future of U.S. healthcare.



Key Takeaways:

  • Journey to Congress and ACA Involvement: Rob Andrews initially aspired to be a sports writer but ended up in politics, driven by a mix of early professional exposure and personal family experiences. He was significantly involved in drafting portions of the Affordable Care Act (ACA).
  • ACA Achievements: The ACA successfully expanded coverage to millions, with Medicaid expansion and subsidies being critical components. It improved patient rights, eliminating pre-existing condition exclusions, extending coverage for young adults, and removing lifetime and annual policy limits.
  • Shortcomings and Future Goals: ACA did not sufficiently address healthcare costs. The prevailing issue is that the system rewards the number of procedures over the quality of outcomes. There's a need for more focus on preventive health measures, behavioral health services, and better alignment of payment to performance.
  • Healthcare Provider Shortage: There is a significant shortage of primary care providers and behavioral health professionals. Proposed solutions include increased compensation and incentives such as debt relief programs for medical students who work in underserved areas.
  • Value-Based Healthcare: Value-based healthcare is crucial for better outcomes, involving rewarding providers based on risk-adjusted, clinically sound outcomes Both quantitative metrics (e.g., reduced A1C levels in diabetics) and qualitative measures (e.g., patient self-evaluation) should be considered to assess quality effectively.
  • Current Role: Rob Andrews is the CEO of the Health Transformation Alliance, focusing on pooling resources to buy healthcare more efficiently and promoting value-based arrangements among member companies.



In This Episode

00:00 Introduction and Guest Welcome

00:41 Rob Andrews' Journey to Congress

03:14 Involvement in ACA Drafting

04:53 ACA Successes and Shortcomings

07:03 Future Improvements and Value-Based Healthcare

10:07 Addressing Primary Care and Behavioral Health Shortages

16:13 Measuring Quality in Healthcare

17:47 Rob Andrews' Current Role and Conclusion



]]> Join us on this episode of ShiftShapers as host David Saltzman sits down with former New Jersey Congressman Rob Andrews, one of the key authors of the Affordable Care Act (ACA). Fifteen years after the ACA's passage and ten years since its implementation, Rob shares his journey from aspiring sports writer to influential lawmaker, his role in drafting the ACA, and thoughtful reflections on its successes, shortcomings, and future prospects. We delve into topics such as healthcare coverage expansion, consumer protections, cost control, value-based healthcare, mental health parity, and the ongoing provider shortage. Currently serving as the CEO of the Health Transformation Alliance, Rob continues to advocate for value-based health arrangements. Don't miss this insightful conversation for a deep dive into the evolution and future of U.S. healthcare.



Key Takeaways:

  • Journey to Congress and ACA Involvement: Rob Andrews initially aspired to be a sports writer but ended up in politics, driven by a mix of early professional exposure and personal family experiences. He was significantly involved in drafting portions of the Affordable Care Act (ACA).
  • ACA Achievements: The ACA successfully expanded coverage to millions, with Medicaid expansion and subsidies being critical components. It improved patient rights, eliminating pre-existing condition exclusions, extending coverage for young adults, and removing lifetime and annual policy limits.
  • Shortcomings and Future Goals: ACA did not sufficiently address healthcare costs. The prevailing issue is that the system rewards the number of procedures over the quality of outcomes. There's a need for more focus on preventive health measures, behavioral health services, and better alignment of payment to performance.
  • Healthcare Provider Shortage: There is a significant shortage of primary care providers and behavioral health professionals. Proposed solutions include increased compensation and incentives such as debt relief programs for medical students who work in underserved areas.
  • Value-Based Healthcare: Value-based healthcare is crucial for better outcomes, involving rewarding providers based on risk-adjusted, clinically sound outcomes Both quantitative metrics (e.g., reduced A1C levels in diabetics) and qualitative measures (e.g., patient self-evaluation) should be considered to assess quality effectively.
  • Current Role: Rob Andrews is the CEO of the Health Transformation Alliance, focusing on pooling resources to buy healthcare more efficiently and promoting value-based arrangements among member companies.



In This Episode

00:00 Introduction and Guest Welcome

00:41 Rob Andrews' Journey to Congress

03:14 Involvement in ACA Drafting

04:53 ACA Successes and Shortcomings

07:03 Future Improvements and Value-Based Healthcare

10:07 Addressing Primary Care and Behavioral Health Shortages

16:13 Measuring Quality in Healthcare

17:47 Rob Andrews' Current Role and Conclusion



]]> David Saltzman Buzzsprout-16475669 Tue, 21 Jan 2025 08:00:00 -0500 1234 501 full false Ep # 500 Navigating Gag Clause Attestation with Jennifer Berman, JD | ShiftShapers Ep # 500 Navigating Gag Clause Attestation with Jennifer Berman, JD | ShiftShapers Are you struggling to navigate the complex world of gag clause attestation requirements? In this must-watch episode of Shift Shapers, Jennifer Berman, JD, CEO of MZQ Consulting, provides a comprehensive breakdown of everything plan sponsors and advisors need to know about these critical compliance requirements.

From the Consolidated Appropriations Act of 2021 to today's implementation challenges, discover how these regulations are reshaping healthcare plan transparency. Jennifer explains why many contracts still contain illegal gag clauses in 2024 and what this means for your organization. Learn about the crucial differences between fully-insured and self-funded plans, and how these differences impact your compliance obligations.


Key topics covered:

  • Detailed explanation of gag clauses and their impact on healthcare plans
  • Step-by-step guide to annual CMS attestation requirements
  • Understanding potential penalties and enforcement mechanisms
  • Navigation of the HIOS system reporting process
  • Critical differences between fully-insured vs. self-funded plan requirements
  • Practical strategies for verifying gag clause compliance
  • Tips for accessing and utilizing plan data effectively
  • Real-world challenges in contract review and compliance

This episode delivers essential insights for anyone involved in healthcare plan administration and compliance. Whether you're managing benefits for your organization, advising clients on their healthcare plans, or ensuring regulatory compliance, you'll gain valuable knowledge about navigating these complex requirements. Jennifer's expertise provides actionable guidance for insurance professionals, consultants, and organizational leaders who need to understand and implement these critical transparency regulations.



In This Episode
00:00 Introduction to Gag Clause Attestation

00:45 Understanding Gag Clauses

01:39 Legal Requirements and Compliance

03:00 Challenges and Real-World Implications

04:58 Access to Plan Data and Its Importance

07:11 Reporting and Documentation

07:33 Understanding Certification and Penalties

10:02 Annual Reporting Requirements

10:18 Advisor's Role in Compliance

10:40 Self-Funded vs Fully Insured Plans

13:03 Ensuring No Gag Clauses

13:20 Final Thoughts and Key Takeaways

14:39 Conclusion and Farewell



]]> Are you struggling to navigate the complex world of gag clause attestation requirements? In this must-watch episode of Shift Shapers, Jennifer Berman, JD, CEO of MZQ Consulting, provides a comprehensive breakdown of everything plan sponsors and advisors need to know about these critical compliance requirements.

From the Consolidated Appropriations Act of 2021 to today's implementation challenges, discover how these regulations are reshaping healthcare plan transparency. Jennifer explains why many contracts still contain illegal gag clauses in 2024 and what this means for your organization. Learn about the crucial differences between fully-insured and self-funded plans, and how these differences impact your compliance obligations.


Key topics covered:

  • Detailed explanation of gag clauses and their impact on healthcare plans
  • Step-by-step guide to annual CMS attestation requirements
  • Understanding potential penalties and enforcement mechanisms
  • Navigation of the HIOS system reporting process
  • Critical differences between fully-insured vs. self-funded plan requirements
  • Practical strategies for verifying gag clause compliance
  • Tips for accessing and utilizing plan data effectively
  • Real-world challenges in contract review and compliance

This episode delivers essential insights for anyone involved in healthcare plan administration and compliance. Whether you're managing benefits for your organization, advising clients on their healthcare plans, or ensuring regulatory compliance, you'll gain valuable knowledge about navigating these complex requirements. Jennifer's expertise provides actionable guidance for insurance professionals, consultants, and organizational leaders who need to understand and implement these critical transparency regulations.



In This Episode
00:00 Introduction to Gag Clause Attestation

00:45 Understanding Gag Clauses

01:39 Legal Requirements and Compliance

03:00 Challenges and Real-World Implications

04:58 Access to Plan Data and Its Importance

07:11 Reporting and Documentation

07:33 Understanding Certification and Penalties

10:02 Annual Reporting Requirements

10:18 Advisor's Role in Compliance

10:40 Self-Funded vs Fully Insured Plans

13:03 Ensuring No Gag Clauses

13:20 Final Thoughts and Key Takeaways

14:39 Conclusion and Farewell



]]> David Saltzman Buzzsprout-16018021 Wed, 30 Oct 2024 08:00:00 -0400 911 full false REPLAY 339: Paying the Claim After Paying the Claim with Jordan Hersh REPLAY 339: Paying the Claim After Paying the Claim with Jordan Hersh Unlocking Post Claim Adjudication: Insights with Jordan Hersh

In this episode of ShiftShapers, host David explores the complex world of post claim adjudication with Jordan Hersh, Vice President of Enterprise Solutions at Vālenz. They discuss the intricacies of self-funded plans, reference-based pricing, and the potential savings associated with renegotiating out-of-network claims. The conversation delves into high performance networks, the inverse relationship between cost and quality in healthcare, and methods for improving transparency and cost containment. Learn about the strategies that can lead to significant cost savings while maintaining high-quality care.


In This Episode:

00:00 Introduction to Post Claim Adjudication

00:34 Meet Jordan Hirsch from Vālenz

01:29 Understanding Post Claim Work

02:13 Reference Based Pricing: Pros and Cons

03:55 Narrow Networks vs High Performance Networks

08:14 Out of Network Claims and Cost Containment

15:23 Transparency in Medical Care Costs and Quality

17:18 Incentives for Care Coordination

18:28 Wrapping Up: Savings and Final Thoughts



Quotes:

“Readmission rates, complication rates, mortality rates, we’re taking that into account and making sure that when people do people stay in-network or go to the panel of those high-performance network partners, they’re getting top tier coverage.”

“Depending on the primary PPO network regardless of broad network or network of concise nature, there’s going to be out-of-network medical claims. And that can cost self-funded plans a lot of money if it’s not managed correctly.”

“Some plans we’ve seen pay out-of-network claims at full bill charges, some take a usual customary approach. Having a much more direct and aggressive approach can really be a game-changer for self-funded plans and materially impact the bottom line.”

“So being able to achieve a discount, that can also assure them that they’re going to be paid and have a little bit more clarity on how the member responsibly can be split up. Oftentimes we see self-funded plans offering some type of incentive.”

“So a plan with a medical spend with a million dollars, implementing these types of tools into the right education training to the members, could reduce their overall medical spend by about 25%.”



]]> Unlocking Post Claim Adjudication: Insights with Jordan Hersh

In this episode of ShiftShapers, host David explores the complex world of post claim adjudication with Jordan Hersh, Vice President of Enterprise Solutions at Vālenz. They discuss the intricacies of self-funded plans, reference-based pricing, and the potential savings associated with renegotiating out-of-network claims. The conversation delves into high performance networks, the inverse relationship between cost and quality in healthcare, and methods for improving transparency and cost containment. Learn about the strategies that can lead to significant cost savings while maintaining high-quality care.


In This Episode:

00:00 Introduction to Post Claim Adjudication

00:34 Meet Jordan Hirsch from Vālenz

01:29 Understanding Post Claim Work

02:13 Reference Based Pricing: Pros and Cons

03:55 Narrow Networks vs High Performance Networks

08:14 Out of Network Claims and Cost Containment

15:23 Transparency in Medical Care Costs and Quality

17:18 Incentives for Care Coordination

18:28 Wrapping Up: Savings and Final Thoughts



Quotes:

“Readmission rates, complication rates, mortality rates, we’re taking that into account and making sure that when people do people stay in-network or go to the panel of those high-performance network partners, they’re getting top tier coverage.”

“Depending on the primary PPO network regardless of broad network or network of concise nature, there’s going to be out-of-network medical claims. And that can cost self-funded plans a lot of money if it’s not managed correctly.”

“Some plans we’ve seen pay out-of-network claims at full bill charges, some take a usual customary approach. Having a much more direct and aggressive approach can really be a game-changer for self-funded plans and materially impact the bottom line.”

“So being able to achieve a discount, that can also assure them that they’re going to be paid and have a little bit more clarity on how the member responsibly can be split up. Oftentimes we see self-funded plans offering some type of incentive.”

“So a plan with a medical spend with a million dollars, implementing these types of tools into the right education training to the members, could reduce their overall medical spend by about 25%.”



]]> David Saltzman Buzzsprout-15899191 Wed, 09 Oct 2024 16:00:00 -0400 1204 full false REPLAY: Ep #291 Tech-Driven Strategies for Equitable Healthcare Access with Kornelius Bankston | ShiftShapers REPLAY: Ep #291 Tech-Driven Strategies for Equitable Healthcare Access with Kornelius Bankston | ShiftShapers What if technology could bridge the gap in healthcare access for underserved communities? Join us on this episode of ShiftShapers as we explore the intersection of healthcare technology and underserved communities with Kornelius Bankston, Managing Partner at TechPlug. Discover how innovative solutions are being tailored to meet the unique challenges faced by marginalized populations. Learn about the role of economic factors, geographical disparities, and the historical context affecting these communities, and see how grassroots efforts and collaborations with local health departments are paving the way for better healthcare access. Dive into the specifics of projects like SensorMed, which offer remote patient monitoring and other tech-based health solutions, and understand the foundational work that TechPlug is doing to bridge gaps in healthcare through specialized tech incubation.


We'll explore the real-world challenges faced by marginalized populations, such as transportation hurdles, prescription adherence, and food security, and how innovative solutions like remote patient monitoring are making a difference. Using New Orleans as a case study,Kornelius reveals how TechPlug collaborates with local health departments to assess and meet community needs effectively.

As we journey through TechPlug's early initiatives, Kornelius shares insights from his diverse career path, from aspiring physician to biotech recruiter and beyond. Learn about the grassroots efforts crucial for educating communities on healthcare technology and the challenges of building trust around data security. Cornelius's unique perspective underscores the importance of continuous innovation tailored to diverse populations' needs. Don't miss this thought-provoking conversation on making healthcare accessible for everyone.


Key Moments In this Episode:
“We identify an ambassador in a city, and typically it’s the department of health, to partner with to bring these innovative solutions to the community.” 

“As opposed to developing solutions in a vacuum, we’re able to bring real data, real time, quantitative and qualitative information back to the companies within our portfolio so they can provide the best possible solution to these populations.”

“I really don’t think a lot of companies that have innovative health solutions are really conscientiously having their innovation addressing the population.”

“There’s a lot of distrust within the healthcare system.”

“In tech, there’s this whole idea around privacy and data security and a lot of populations of underserved and marginalized communities really don’t understand where the data is going and who’s keeping data and how they get empowered by the data.”



00:00 Introduction to Healthcare Technology for Underserved Populations

01:52 Understanding Underserved and Marginalized Communities

03:02 Challenges Faced by Underserved Populations

04:55 Innovative Solutions and Technology in Healthcare

05:48 Community Assessment and Partnerships

09:57 The Role of TechPlug in Healthcare Innovation

14:37 Building Trust and Overcoming Skepticism

16:11 Future Prospects and Challenges in Healthcare Technology

18:43 Addressing Privacy and Data Security Concerns

20:07 Conclusion and Acknowledgments



]]> What if technology could bridge the gap in healthcare access for underserved communities? Join us on this episode of ShiftShapers as we explore the intersection of healthcare technology and underserved communities with Kornelius Bankston, Managing Partner at TechPlug. Discover how innovative solutions are being tailored to meet the unique challenges faced by marginalized populations. Learn about the role of economic factors, geographical disparities, and the historical context affecting these communities, and see how grassroots efforts and collaborations with local health departments are paving the way for better healthcare access. Dive into the specifics of projects like SensorMed, which offer remote patient monitoring and other tech-based health solutions, and understand the foundational work that TechPlug is doing to bridge gaps in healthcare through specialized tech incubation.


We'll explore the real-world challenges faced by marginalized populations, such as transportation hurdles, prescription adherence, and food security, and how innovative solutions like remote patient monitoring are making a difference. Using New Orleans as a case study,Kornelius reveals how TechPlug collaborates with local health departments to assess and meet community needs effectively.

As we journey through TechPlug's early initiatives, Kornelius shares insights from his diverse career path, from aspiring physician to biotech recruiter and beyond. Learn about the grassroots efforts crucial for educating communities on healthcare technology and the challenges of building trust around data security. Cornelius's unique perspective underscores the importance of continuous innovation tailored to diverse populations' needs. Don't miss this thought-provoking conversation on making healthcare accessible for everyone.


Key Moments In this Episode:
“We identify an ambassador in a city, and typically it’s the department of health, to partner with to bring these innovative solutions to the community.” 

“As opposed to developing solutions in a vacuum, we’re able to bring real data, real time, quantitative and qualitative information back to the companies within our portfolio so they can provide the best possible solution to these populations.”

“I really don’t think a lot of companies that have innovative health solutions are really conscientiously having their innovation addressing the population.”

“There’s a lot of distrust within the healthcare system.”

“In tech, there’s this whole idea around privacy and data security and a lot of populations of underserved and marginalized communities really don’t understand where the data is going and who’s keeping data and how they get empowered by the data.”



00:00 Introduction to Healthcare Technology for Underserved Populations

01:52 Understanding Underserved and Marginalized Communities

03:02 Challenges Faced by Underserved Populations

04:55 Innovative Solutions and Technology in Healthcare

05:48 Community Assessment and Partnerships

09:57 The Role of TechPlug in Healthcare Innovation

14:37 Building Trust and Overcoming Skepticism

16:11 Future Prospects and Challenges in Healthcare Technology

18:43 Addressing Privacy and Data Security Concerns

20:07 Conclusion and Acknowledgments



]]> David Saltzman Buzzsprout-15853207 Wed, 02 Oct 2024 14:00:00 -0400 1243 full false #Ep 499 Understanding Medicare Creditable Coverage: Compliance Insights with Marissa Rufo #Ep 499 Understanding Medicare Creditable Coverage: Compliance Insights with Marissa Rufo In this episode of the ShiftShapers Podcast, host David Saltzman chats with Marissa Rufo, JD, MBA, a subject matter expert from MZQ Consulting, to demystify the complexities surrounding Medicare Creditable Coverage. They discuss why it's significant for employers and employees alike, particularly in light of recent legislative changes and the growing number of older employees in the workforce. The conversation addresses compliance requirements, methods for determining creditable coverage, and practical steps employers need to take to avoid penalties and lawsuits.

Medicare creditable coverage is a requirement for group health plans to be comparable to an average Medicare Part D plan. The consternation and confusion around creditable coverage has increased due to recent changes in legislation and the growing number of Medicare-eligible individuals still working full-time. Employers have a fiduciary duty to ensure compliance with creditable coverage requirements, as failure to do so can result in lawsuits and penalties. While employers are not required to have actual creditable coverage, they must determine the creditability of their prescription drug plans, provide notices to Medicare-eligible employees, and report their credibility status to CMS annually. Failure to provide accurate notices can result in financial costs and penalties for employees. There are two methods for calculating creditable coverage: the simplified determination method and the actuarial analysis method. Brokers can help employers navigate the compliance requirements and ensure they are providing the necessary notices to all Medicare-eligible individuals. MZQ Consulting offers affordable testing services to help employers determine the creditability of their prescription drug plans.



Takeaways

  • Medicare creditable coverage is a requirement for group health plans, comparable to an average Medicare Part D plan.
  • Employers have a fiduciary duty to ensure compliance with creditable coverage requirements.
  • Failure to provide accurate notices can result in financial costs and penalties for employees.
  • Brokers can help employers navigate the compliance requirements and ensure they are providing the necessary notices to all Medicare-eligible individuals.
  • MZQ Consulting offers affordable testing services to help employers determine the creditability of their prescription drug plans.
]]> In this episode of the ShiftShapers Podcast, host David Saltzman chats with Marissa Rufo, JD, MBA, a subject matter expert from MZQ Consulting, to demystify the complexities surrounding Medicare Creditable Coverage. They discuss why it's significant for employers and employees alike, particularly in light of recent legislative changes and the growing number of older employees in the workforce. The conversation addresses compliance requirements, methods for determining creditable coverage, and practical steps employers need to take to avoid penalties and lawsuits.

Medicare creditable coverage is a requirement for group health plans to be comparable to an average Medicare Part D plan. The consternation and confusion around creditable coverage has increased due to recent changes in legislation and the growing number of Medicare-eligible individuals still working full-time. Employers have a fiduciary duty to ensure compliance with creditable coverage requirements, as failure to do so can result in lawsuits and penalties. While employers are not required to have actual creditable coverage, they must determine the creditability of their prescription drug plans, provide notices to Medicare-eligible employees, and report their credibility status to CMS annually. Failure to provide accurate notices can result in financial costs and penalties for employees. There are two methods for calculating creditable coverage: the simplified determination method and the actuarial analysis method. Brokers can help employers navigate the compliance requirements and ensure they are providing the necessary notices to all Medicare-eligible individuals. MZQ Consulting offers affordable testing services to help employers determine the creditability of their prescription drug plans.



Takeaways

  • Medicare creditable coverage is a requirement for group health plans, comparable to an average Medicare Part D plan.
  • Employers have a fiduciary duty to ensure compliance with creditable coverage requirements.
  • Failure to provide accurate notices can result in financial costs and penalties for employees.
  • Brokers can help employers navigate the compliance requirements and ensure they are providing the necessary notices to all Medicare-eligible individuals.
  • MZQ Consulting offers affordable testing services to help employers determine the creditability of their prescription drug plans.
]]> David Saltzman Buzzsprout-15607522 Tue, 20 Aug 2024 05:00:00 -0400 1392 499 full false #498 Healthcare Advocacy and Innovation: NABIP President Alycia Riedl’s Leadership Vision #498 Healthcare Advocacy and Innovation: NABIP President Alycia Riedl’s Leadership Vision In this episode of Shift Shapers, host David Saltzman sits down with Alycia Riedl, the new National President of NABIP, to discuss the future of the healthcare advisory industry. Alycia  shares her personal journey from reluctance to passion in the industry, following the legacy of her innovative father. They explore key issues on NABIP's radar, such as transparency, technology, and advocacy against single-payer systems. Alycia emphasizes the importance of evolving the role of advisors and her vision for a consumer-centered healthcare system. Additionally, they address leadership values and the strategic goals of NABIP for the coming years. Tune in to learn about the upcoming developments and strategic initiatives aimed at supporting healthcare advisors and improving the overall healthcare landscape.


Key Takeaways From This interview:

Career Journey: Alycia Riedl’s unexpected path to the insurance industry fueled by a passion for helping others.

Innovation and Adaptability: The importance of continuous improvement and innovation in the insurance industry.

Consumer-Centered Healthcare: NABIP’s commitment to a transparent, consumer-focused healthcare system.

Advisor Challenges: Addressing the difficulties advisors face with restrictive laws and compensation issues.

Leadership and Empathy: Reidl's emphasis on empathetic, data-driven leadership that supports team well-being.

]]> In this episode of Shift Shapers, host David Saltzman sits down with Alycia Riedl, the new National President of NABIP, to discuss the future of the healthcare advisory industry. Alycia  shares her personal journey from reluctance to passion in the industry, following the legacy of her innovative father. They explore key issues on NABIP's radar, such as transparency, technology, and advocacy against single-payer systems. Alycia emphasizes the importance of evolving the role of advisors and her vision for a consumer-centered healthcare system. Additionally, they address leadership values and the strategic goals of NABIP for the coming years. Tune in to learn about the upcoming developments and strategic initiatives aimed at supporting healthcare advisors and improving the overall healthcare landscape.


Key Takeaways From This interview:

Career Journey: Alycia Riedl’s unexpected path to the insurance industry fueled by a passion for helping others.

Innovation and Adaptability: The importance of continuous improvement and innovation in the insurance industry.

Consumer-Centered Healthcare: NABIP’s commitment to a transparent, consumer-focused healthcare system.

Advisor Challenges: Addressing the difficulties advisors face with restrictive laws and compensation issues.

Leadership and Empathy: Reidl's emphasis on empathetic, data-driven leadership that supports team well-being.

]]> David Saltzman Buzzsprout-15405008 Tue, 30 Jul 2024 05:00:00 -0400 1442 498 full false #497 Replay: Can a Throwback TPA be a Better Option? — With Bob McCollins #497 Replay: Can a Throwback TPA be a Better Option? — With Bob McCollins The focus of this week's episode is on how modern healthcare system innovations utilize throwback TPA. Bob McCollins, vice president of sales at Edison Health Solutions, explains what’s happening in the TPA industry today and how a throwback TPA can help combine all the fantastic solutions out there to provide top-notch services.



What You’ll Learn From This Episode:


2:34 What throwback TPA means and how it works with current healthcare systems.

4:35 Keeping all of the various solutions together for the benefit of clients and potential clients.

7:57 TPAs need to be adaptable or focused on a single path in order to provide best-in-class services.

11:10 Changes to offerings and support in reference-based pricing.

14:48 Tasks they outsource to third parties.

16:39 Factors affecting claims' automatic adjudication.

20:35 TPA in the coming years.


This episode originally aired September 26, 2022

]]> The focus of this week's episode is on how modern healthcare system innovations utilize throwback TPA. Bob McCollins, vice president of sales at Edison Health Solutions, explains what’s happening in the TPA industry today and how a throwback TPA can help combine all the fantastic solutions out there to provide top-notch services.



What You’ll Learn From This Episode:


2:34 What throwback TPA means and how it works with current healthcare systems.

4:35 Keeping all of the various solutions together for the benefit of clients and potential clients.

7:57 TPAs need to be adaptable or focused on a single path in order to provide best-in-class services.

11:10 Changes to offerings and support in reference-based pricing.

14:48 Tasks they outsource to third parties.

16:39 Factors affecting claims' automatic adjudication.

20:35 TPA in the coming years.


This episode originally aired September 26, 2022

]]> David Saltzman Buzzsprout-15404989 Tue, 23 Jul 2024 05:00:00 -0400 1388 497 full false #496 Replay: Overmedicating in the New CAA Environment — with Mark A. Smith #496 Replay: Overmedicating in the New CAA Environment — with Mark A. Smith
This week's episode delves into the world of pharmacogenomics (PGx) and how it is changing the way we approach medication management. We sit down with a leading expert in the field to discuss the current state of PGx adoption, the challenges it faces in gaining wider acceptance in the medical community, and the potential impact it could have on our healthcare system in the future. From the role of direct-to-consumer testing to the importance of involving clinicians in the decision-making process, we explore the complexities of this emerging field and what it could mean for patient care. Join us for this informative and thought-provoking conversation on the cutting edge of personalized medicine.



What You’ll Learn From This Episode:


1:54 Overmedication: A systemic problem in healthcare.


4:16 The evolution and future of pharmacogenetics (PGx) as a standard of care.


12:44 Implementing pharmacogenomics testing in employer healthcare plans: Overcoming adoption challenges and practical applications.


14:51 The adoption curve of pharmacogenomics testing in healthcare: A bottom-up mission.


17:34 The future of PGx: Adoption by early adopters and the role of payers.



This Episode Originally Aired March 13, 2023

]]>
This week's episode delves into the world of pharmacogenomics (PGx) and how it is changing the way we approach medication management. We sit down with a leading expert in the field to discuss the current state of PGx adoption, the challenges it faces in gaining wider acceptance in the medical community, and the potential impact it could have on our healthcare system in the future. From the role of direct-to-consumer testing to the importance of involving clinicians in the decision-making process, we explore the complexities of this emerging field and what it could mean for patient care. Join us for this informative and thought-provoking conversation on the cutting edge of personalized medicine.



What You’ll Learn From This Episode:


1:54 Overmedication: A systemic problem in healthcare.


4:16 The evolution and future of pharmacogenetics (PGx) as a standard of care.


12:44 Implementing pharmacogenomics testing in employer healthcare plans: Overcoming adoption challenges and practical applications.


14:51 The adoption curve of pharmacogenomics testing in healthcare: A bottom-up mission.


17:34 The future of PGx: Adoption by early adopters and the role of payers.



This Episode Originally Aired March 13, 2023

]]> David Saltzman Buzzsprout-15404939 Tue, 16 Jul 2024 13:00:00 -0400 1152 496 full false #496 Chevron Deferment Overturned: The Impact on Advisors and Compliance with Jennifer Berman #496 Chevron Deferment Overturned: The Impact on Advisors and Compliance with Jennifer Berman In this episode of ShiftShapers, host David Saltzman discusses the recent Supreme Court decision to overturn the 40-year Chevron Deferment precedent and its implications for advisors and their clients. Joined by Jennifer Berman, ERISA attorney Jennifer Berman, the NABIP (National Association of Benefit Insurance Professionals) Legislative Vice Chair and CEO of MZQ Consulting, the discussion explores the decision's potential long-term effects on federal regulations and compliance in the healthcare sector. They delve into how this ruling shifts the responsibility from federal agencies to the judiciary in interpreting ambiguous statutes and assess the impact on specific regulations like compensation disclosures under the Consolidated Appropriations Act. Berman emphasizes to advisors and employers the importance of maintaining fiduciary duties and regulatory compliance while staying informed about future changes.

More from MZQ Consulting



Key Takeaways:

SCOTUS Decision Impact: The Supreme Court recently overturned the Chevron Deferment, shifting the power of interpreting ambiguous federal statutes from federal agencies to the judiciary. This major change may lead to increased challenges to existing regulations.


Immediate Effects on Law: Currently, the ruling doesn't change existing laws or regulations. However, advisors should anticipate more court challenges to federal regulations based on ambiguities in the underlying statutes.


Advisors' Immediate Actions: Advisors should communicate to their clients that no immediate changes are necessary. They should continue to follow current laws and regulations and focus on fulfilling their fiduciary duties.


Potential Healthcare Changes: Specific areas in healthcare, such as compensation disclosures and mental health parity, may become more contentious and face judicial challenges. However, statutory requirements like HIPAA, COBRA, and ACA reporting remain intact.


Need for Robust Fiduciary Processes: Advisors should emphasize the importance of maintaining documented fiduciary processes, including setting up committees, meeting regularly, and properly documenting actions to demonstrate compliance and best efforts.



]]> In this episode of ShiftShapers, host David Saltzman discusses the recent Supreme Court decision to overturn the 40-year Chevron Deferment precedent and its implications for advisors and their clients. Joined by Jennifer Berman, ERISA attorney Jennifer Berman, the NABIP (National Association of Benefit Insurance Professionals) Legislative Vice Chair and CEO of MZQ Consulting, the discussion explores the decision's potential long-term effects on federal regulations and compliance in the healthcare sector. They delve into how this ruling shifts the responsibility from federal agencies to the judiciary in interpreting ambiguous statutes and assess the impact on specific regulations like compensation disclosures under the Consolidated Appropriations Act. Berman emphasizes to advisors and employers the importance of maintaining fiduciary duties and regulatory compliance while staying informed about future changes.

More from MZQ Consulting



Key Takeaways:

SCOTUS Decision Impact: The Supreme Court recently overturned the Chevron Deferment, shifting the power of interpreting ambiguous federal statutes from federal agencies to the judiciary. This major change may lead to increased challenges to existing regulations.


Immediate Effects on Law: Currently, the ruling doesn't change existing laws or regulations. However, advisors should anticipate more court challenges to federal regulations based on ambiguities in the underlying statutes.


Advisors' Immediate Actions: Advisors should communicate to their clients that no immediate changes are necessary. They should continue to follow current laws and regulations and focus on fulfilling their fiduciary duties.


Potential Healthcare Changes: Specific areas in healthcare, such as compensation disclosures and mental health parity, may become more contentious and face judicial challenges. However, statutory requirements like HIPAA, COBRA, and ACA reporting remain intact.


Need for Robust Fiduciary Processes: Advisors should emphasize the importance of maintaining documented fiduciary processes, including setting up committees, meeting regularly, and properly documenting actions to demonstrate compliance and best efforts.



]]> David Saltzman Buzzsprout-15344895 Tue, 02 Jul 2024 05:00:00 -0400 1281 495 full false Ep #494 Connecting Employees to Crucial Resources: Insights from Ashley Reid of Wellist Ep #494 Connecting Employees to Crucial Resources: Insights from Ashley Reid of Wellist In this episode of the ShiftShapers Podcast, host David Saltzman chats with Ashley Reid, founder and CEO of Wellist, to explore how companies can better connect employees to vital health and well-being resources. Reid discusses her transition from a marketing career to corporate strategy and the inception of Wellist. Driven by personal experiences with cancer care, she sheds light on the current challenges employers face in meeting wellness needs and how Wellist's Precision Resource Matching Platform uses AI to address these issues. They delve into practical examples, the financial impact of optimized benefits, and the importance of whole-person support. Reid shares how actionable data can help employers make informed decisions, and also the future aspirations for Wellist to become a standard support system across diverse industries.

Key Takeaways

  • Organizations are increasingly focusing on connecting employees to the right wellness resources and benefits at the right time to boost overall well-being and engagement.
  • The use of AI and data-driven platforms is transforming the employee benefits industry by providing personalized and efficient access to support resources.
  • Employers can optimize their health benefits investments by leveraging data analytics to identify redundancies and gaps in their current offerings.
  • Comprehensive employee support addressing a wide range of needs, including mental health and daily living aids, is becoming essential for maintaining workplace productivity and employee satisfaction.
  • There is a growing trend toward standardizing integrated support systems to ensure employees can easily access the health and wellness assistance they need, particularly during critical life events.
]]> In this episode of the ShiftShapers Podcast, host David Saltzman chats with Ashley Reid, founder and CEO of Wellist, to explore how companies can better connect employees to vital health and well-being resources. Reid discusses her transition from a marketing career to corporate strategy and the inception of Wellist. Driven by personal experiences with cancer care, she sheds light on the current challenges employers face in meeting wellness needs and how Wellist's Precision Resource Matching Platform uses AI to address these issues. They delve into practical examples, the financial impact of optimized benefits, and the importance of whole-person support. Reid shares how actionable data can help employers make informed decisions, and also the future aspirations for Wellist to become a standard support system across diverse industries.

Key Takeaways

  • Organizations are increasingly focusing on connecting employees to the right wellness resources and benefits at the right time to boost overall well-being and engagement.
  • The use of AI and data-driven platforms is transforming the employee benefits industry by providing personalized and efficient access to support resources.
  • Employers can optimize their health benefits investments by leveraging data analytics to identify redundancies and gaps in their current offerings.
  • Comprehensive employee support addressing a wide range of needs, including mental health and daily living aids, is becoming essential for maintaining workplace productivity and employee satisfaction.
  • There is a growing trend toward standardizing integrated support systems to ensure employees can easily access the health and wellness assistance they need, particularly during critical life events.
]]> David Saltzman Buzzsprout-15270744 Tue, 25 Jun 2024 05:00:00 -0400 1661 494 full false Ep #493 Behavioral Economics in Healthcare - Matt Loper | ShiftShapers Ep #493 Behavioral Economics in Healthcare - Matt Loper | ShiftShapers In this episode of the ShiftShapers Podcast, host David Saltzman engages in a deep conversation with Matt Loper, CEO and co-founder of Wellth. They explore how healthcare plans can leverage behavioral economics to achieve better outcomes. Loper recounts his journey from aspiring biotechnologist to a leader in healthcare technology, emphasizing his efforts to increase patient engagement and improve health outcomes by using behavioral science and technology. The insightful discussion for business leaders also focuses on the core issues Wellth aims to solve, the importance of daily member engagement, and the need for consistent, trust-based relationships to drive better health behaviors and quality metrics. Loper shares insights on the methodologies employed, including targeted outreach and personalized communication strategies. He also touches on the future goals and expansions of Wellth.

Key Takeaways:

  • Innovative Problem-Solving: Embracing behavioral economics offers innovative solutions to longstanding healthcare engagement challenges.
  • Engagement is Key: Recognizing the engagement gap in healthcare underscores the importance of leveraging behavioral science and technology for patient involvement.
  • Personalized Approaches Matter: Tailored communication and daily engagement strategies prove essential for nurturing healthier behaviors and improving overall healthcare outcomes.
  • Financial Benefits of Engagement: Quantifying the financial impact of behavioral interventions highlights significant cost-saving opportunities for healthcare providers.
  • Trust and Expansion Drive Success: Building trust-based relationships and expanding services are crucial components of achieving long-term success in healthcare innovation.

From from Wellth: https://www.wellthapp.com/


]]> In this episode of the ShiftShapers Podcast, host David Saltzman engages in a deep conversation with Matt Loper, CEO and co-founder of Wellth. They explore how healthcare plans can leverage behavioral economics to achieve better outcomes. Loper recounts his journey from aspiring biotechnologist to a leader in healthcare technology, emphasizing his efforts to increase patient engagement and improve health outcomes by using behavioral science and technology. The insightful discussion for business leaders also focuses on the core issues Wellth aims to solve, the importance of daily member engagement, and the need for consistent, trust-based relationships to drive better health behaviors and quality metrics. Loper shares insights on the methodologies employed, including targeted outreach and personalized communication strategies. He also touches on the future goals and expansions of Wellth.

Key Takeaways:

  • Innovative Problem-Solving: Embracing behavioral economics offers innovative solutions to longstanding healthcare engagement challenges.
  • Engagement is Key: Recognizing the engagement gap in healthcare underscores the importance of leveraging behavioral science and technology for patient involvement.
  • Personalized Approaches Matter: Tailored communication and daily engagement strategies prove essential for nurturing healthier behaviors and improving overall healthcare outcomes.
  • Financial Benefits of Engagement: Quantifying the financial impact of behavioral interventions highlights significant cost-saving opportunities for healthcare providers.
  • Trust and Expansion Drive Success: Building trust-based relationships and expanding services are crucial components of achieving long-term success in healthcare innovation.

From from Wellth: https://www.wellthapp.com/


]]> David Saltzman Buzzsprout-15263522 Tue, 18 Jun 2024 05:00:00 -0400 1424 493 full false Ep#492 Transforming Workplace Mental Health: Stephen Sokoler Ep#492 Transforming Workplace Mental Health: Stephen Sokoler In this episode of the ShiftShapers podcast, host David Saltzman welcomes Stephen Sokoler, founder and CEO of Journey, to discuss the importance of mental health care in the workplace. Stephen shares his personal journey, from entrepreneurial beginnings to discovering meditation and ultimately founding Journey in 2015. They delve into pressing mental health challenges including stigma, therapist shortages, and the inefficiency of traditional EAPs. Stephen outlines Journey's proactive and inclusive approach to mental health care, emphasizing the importance of early intervention, awareness, and cultural competency. Tune in to learn how Journey is making mental health care more accessible and effective, and boosting EAP utilization through innovative strategies.

Key Takeaways:

  • Daily Integration: Embedding mental health resources in workplace tools like Slack improves accessibility.
  • Cultural Competency: Providing multilingual and culturally relevant content ensures effective support.
  • Confidentiality: Strong privacy measures are crucial for employee trust and usage of mental health services.
  • Thorough Evaluation: Comprehensive assessments help tailor support to individual needs.
  • Awareness: Increasing awareness and reducing stigma around mental health resources is vital.


More From Journey


]]> In this episode of the ShiftShapers podcast, host David Saltzman welcomes Stephen Sokoler, founder and CEO of Journey, to discuss the importance of mental health care in the workplace. Stephen shares his personal journey, from entrepreneurial beginnings to discovering meditation and ultimately founding Journey in 2015. They delve into pressing mental health challenges including stigma, therapist shortages, and the inefficiency of traditional EAPs. Stephen outlines Journey's proactive and inclusive approach to mental health care, emphasizing the importance of early intervention, awareness, and cultural competency. Tune in to learn how Journey is making mental health care more accessible and effective, and boosting EAP utilization through innovative strategies.

Key Takeaways:

  • Daily Integration: Embedding mental health resources in workplace tools like Slack improves accessibility.
  • Cultural Competency: Providing multilingual and culturally relevant content ensures effective support.
  • Confidentiality: Strong privacy measures are crucial for employee trust and usage of mental health services.
  • Thorough Evaluation: Comprehensive assessments help tailor support to individual needs.
  • Awareness: Increasing awareness and reducing stigma around mental health resources is vital.


More From Journey


]]> David Saltzman Buzzsprout-15186365 Tue, 04 Jun 2024 05:00:00 -0400 1474 492 full false Ep #491 Exploring Innovations in Stop Loss Self Funding - Daniel Cobb | ShiftShapers Ep #491 Exploring Innovations in Stop Loss Self Funding - Daniel Cobb | ShiftShapers In this episode of the ShiftShapers podcast, we're joined by Daniel Cobb, Vice President of Sales and Strategy at Strategic Benefit Resources, to discuss the evolving landscape of Stop Loss Self Funding and the tech and data solutions supporting it. Cobb shares his journey from the mortgage business to insurance, emphasizing the significant changes and opportunities in self-funded health benefits plans. We discuss how the expansion of self-funded plans is now reaching groups as small as 25 employees. Cobb also explains the role of artificial intelligence in pricing stop loss, as well as the increasing demand for transparency and flexibility in health benefits management. Cobb also offers insights into how advisors can help clients transition to self-funding, the importance of understanding client needs, and other future trends in the industry. Business owners and executives - from large and small firms alike - stand to benefit from the important insights in this business podcast. 

Key Takeaways:

  • The expansion of self-funded health plans now includes smaller groups, with as few as 25 employees participating.
  • Artificial intelligence and advanced data tools are crucial in pricing stop loss and expanding self-funded health plans to smaller groups.
  • Advisors need to understand whether their clients are savings buyers or quality buyers to effectively present self-funding options.
  • Transparency and access to first-dollar claims data are key benefits of self-funding, allowing for better management of healthcare costs.
  • The future of self-funding involves greater access to data, regional variations in plan management, and continued evolution of high-performance health plans.



Strategic Benefit Resources: https://www.strategicbenefitresources.com/


Thank you for tuning into this insightful episode of Shift Shapers. If you enjoyed our conversation with Daniel Cobb, please rate, follow, share and review our podcast. Stay tuned for more episodes where we explore the latest trends and innovations in the health benefits industry.


]]> In this episode of the ShiftShapers podcast, we're joined by Daniel Cobb, Vice President of Sales and Strategy at Strategic Benefit Resources, to discuss the evolving landscape of Stop Loss Self Funding and the tech and data solutions supporting it. Cobb shares his journey from the mortgage business to insurance, emphasizing the significant changes and opportunities in self-funded health benefits plans. We discuss how the expansion of self-funded plans is now reaching groups as small as 25 employees. Cobb also explains the role of artificial intelligence in pricing stop loss, as well as the increasing demand for transparency and flexibility in health benefits management. Cobb also offers insights into how advisors can help clients transition to self-funding, the importance of understanding client needs, and other future trends in the industry. Business owners and executives - from large and small firms alike - stand to benefit from the important insights in this business podcast. 

Key Takeaways:

  • The expansion of self-funded health plans now includes smaller groups, with as few as 25 employees participating.
  • Artificial intelligence and advanced data tools are crucial in pricing stop loss and expanding self-funded health plans to smaller groups.
  • Advisors need to understand whether their clients are savings buyers or quality buyers to effectively present self-funding options.
  • Transparency and access to first-dollar claims data are key benefits of self-funding, allowing for better management of healthcare costs.
  • The future of self-funding involves greater access to data, regional variations in plan management, and continued evolution of high-performance health plans.



Strategic Benefit Resources: https://www.strategicbenefitresources.com/


Thank you for tuning into this insightful episode of Shift Shapers. If you enjoyed our conversation with Daniel Cobb, please rate, follow, share and review our podcast. Stay tuned for more episodes where we explore the latest trends and innovations in the health benefits industry.


]]> David Saltzman Buzzsprout-15151445 Tue, 28 May 2024 14:00:00 -0400 1735 491 full false Ep #490 Navigating Modern Marketing Challenges with Steven Amiel | ShiftShapers Ep #490 Navigating Modern Marketing Challenges with Steven Amiel | ShiftShapers In this episode of the ShiftShapers podcast, host David Saltzman welcomes Steven Amiel, CMO at NextGen Benefits, to explore why marketing has become more challenging, costly and less effective in terms of ROI than ever before. They delve into the new regulations on tracking and targeting prospects, discussing how the move toward double opt-ins has changed the landscape of data collection. The importance of authentic communication is highlighted through real-world examples, emphasizing why marketing messages need to be genuine and aligned with personal branding. They also discuss the pitfalls of overextending marketing efforts, particularly on platforms like LinkedIn, and the need to focus on conversions rather than likes or opens. Steven provides insights on the shift from mass advertising to an account-based marketing approach and the crucial role of first-party data in effective marketing. He addresses how different strategies apply to small versus large companies and emphasizes the importance of building executive credibility and personalized engagement in sales. Steven also talks about future marketing trends, including interactive webinars and storytelling, as key strategies for 2024 and beyond.

Key Takeaways:

1. Government regulations have changed how health benefits marketers can track and target prospects, emphasizing the need for authentic communication.=

2. Authenticity is crucial in marketing communication to establish a personal connection and engage prospects effectively.

3. Emphasize conversions over likes or opens to drive meaningful results in marketing efforts.

4. Shift toward building first-party data through engaging strategies and personalized interactions to improve deliverability and lead quality.

5. Focus on differentiating yourself by understanding prospects, establishing executive credibility, and aligning messages with the target audience for successful marketing campaigns.


More from NextGen Benefits: https://www.nextgenbenefits.com/


]]> In this episode of the ShiftShapers podcast, host David Saltzman welcomes Steven Amiel, CMO at NextGen Benefits, to explore why marketing has become more challenging, costly and less effective in terms of ROI than ever before. They delve into the new regulations on tracking and targeting prospects, discussing how the move toward double opt-ins has changed the landscape of data collection. The importance of authentic communication is highlighted through real-world examples, emphasizing why marketing messages need to be genuine and aligned with personal branding. They also discuss the pitfalls of overextending marketing efforts, particularly on platforms like LinkedIn, and the need to focus on conversions rather than likes or opens. Steven provides insights on the shift from mass advertising to an account-based marketing approach and the crucial role of first-party data in effective marketing. He addresses how different strategies apply to small versus large companies and emphasizes the importance of building executive credibility and personalized engagement in sales. Steven also talks about future marketing trends, including interactive webinars and storytelling, as key strategies for 2024 and beyond.

Key Takeaways:

1. Government regulations have changed how health benefits marketers can track and target prospects, emphasizing the need for authentic communication.=

2. Authenticity is crucial in marketing communication to establish a personal connection and engage prospects effectively.

3. Emphasize conversions over likes or opens to drive meaningful results in marketing efforts.

4. Shift toward building first-party data through engaging strategies and personalized interactions to improve deliverability and lead quality.

5. Focus on differentiating yourself by understanding prospects, establishing executive credibility, and aligning messages with the target audience for successful marketing campaigns.


More from NextGen Benefits: https://www.nextgenbenefits.com/


]]> David Saltzman Buzzsprout-15117813 Wed, 22 May 2024 13:00:00 -0400 1593 409 full false Ep #489 Navigating Legislative and Regulatory Challenges with David Mordo (Part 2) | ShiftShapers Ep #489 Navigating Legislative and Regulatory Challenges with David Mordo (Part 2) | ShiftShapers This episode of the ShiftShapers Podcast features a discussion with David Mordo, Senior Compliance Officer at MZQ Consulting, focusing on essential legislative and regulatory knowledge advisors need to possess, especially pertaining to offering health benefit packages. The conversation highlights the recent FTC ruling on non-compete clauses, emphasizing its potential impact on employers and the broader implications for your workplace. Mordo and our host David Saltzman also delve into a pressing lawsuit against Johnson & Johnson related to fiduciary duties and prescription drug pricing, forecasting a rise in similar legal challenges. Furthermore, the interview underscores the importance of advisors understanding their role in ensuring employer clients comply with fiduciary responsibilities, especially in relation to employee health plans and benefits to meet complex compliance regulations.



Key Takeaways from the episode of the ShiftShapers Podcast:



  • The Federal Trade Commission banned non-compete clauses, aiming to boost employee wages and opportunities.
  • Lawsuits over fiduciary responsibilities in benefit plans are increasing, underscoring the importance of acting in employees' best interests.
  • Advisors are pivotal in educating employers on fiduciary duties and compliance to navigate benefit complexities.
  • Compliance professionals help translate regulations for brokers and employers to ensure adherence to regulations and to avoid risks.
  • Fiduciary care under ERISA is crucial for all employers to comply with regulations and protect employees.

https://www.mzqconsulting.com/

]]> This episode of the ShiftShapers Podcast features a discussion with David Mordo, Senior Compliance Officer at MZQ Consulting, focusing on essential legislative and regulatory knowledge advisors need to possess, especially pertaining to offering health benefit packages. The conversation highlights the recent FTC ruling on non-compete clauses, emphasizing its potential impact on employers and the broader implications for your workplace. Mordo and our host David Saltzman also delve into a pressing lawsuit against Johnson & Johnson related to fiduciary duties and prescription drug pricing, forecasting a rise in similar legal challenges. Furthermore, the interview underscores the importance of advisors understanding their role in ensuring employer clients comply with fiduciary responsibilities, especially in relation to employee health plans and benefits to meet complex compliance regulations.



Key Takeaways from the episode of the ShiftShapers Podcast:



  • The Federal Trade Commission banned non-compete clauses, aiming to boost employee wages and opportunities.
  • Lawsuits over fiduciary responsibilities in benefit plans are increasing, underscoring the importance of acting in employees' best interests.
  • Advisors are pivotal in educating employers on fiduciary duties and compliance to navigate benefit complexities.
  • Compliance professionals help translate regulations for brokers and employers to ensure adherence to regulations and to avoid risks.
  • Fiduciary care under ERISA is crucial for all employers to comply with regulations and protect employees.

https://www.mzqconsulting.com/

]]> David Saltzman Buzzsprout-15058619 Tue, 14 May 2024 05:00:00 -0400 1370 489 full false Ep #488 RxDC Reporting - June 3 Deadline Looms with David Mordo Part 1 | ShiftShapers Ep #488 RxDC Reporting - June 3 Deadline Looms with David Mordo Part 1 | ShiftShapers In this episode of ShiftShapers, host David Saltzman invites David Mordo, Senior Compliance Officer at MZQ Consulting, to discuss the intricacies of prescription drug reporting (RxDC) as mandated by the Consolidated Appropriations Act of 2021. The conversation delves into the transparency requirements for employers regarding their prescription drug plans, encompassing the scope of reporting, deadlines, submission processes, and implications of non-compliance. With a focus on the pivotal role of employers, insurance carriers, third-party administrators (TPAs), and Pharmacy Benefit Managers (PBMs) in this process, the talk highlights the collaborative effort needed to ensure compliance. Mordo offers valuable insights are offered on how brokers and advisors can assist their clients in navigating the complexities of RxDC reporting, the selection of vendors for report preparation, and the importance of timely action to meet regulatory deadlines.


Key Takeaways From This Episode:

  • RxDC is part of the Consolidated Appropriations Act of 2021, requiring employers to provide prescription drug plan information.
  • Employers have to comply with multiple reporting requirements related to prescription drug plans annually.
  • Reports for 2024 regarding prescription drug plans are due on June 3rd.
  • Employers are responsible for ensuring compliance with prescription reporting, even if they use TPAs or PBMs for assistance.
  • Brokers need to ensure vendors for reporting have experience, are reasonably priced, and can deliver timely and accurate data.


]]> In this episode of ShiftShapers, host David Saltzman invites David Mordo, Senior Compliance Officer at MZQ Consulting, to discuss the intricacies of prescription drug reporting (RxDC) as mandated by the Consolidated Appropriations Act of 2021. The conversation delves into the transparency requirements for employers regarding their prescription drug plans, encompassing the scope of reporting, deadlines, submission processes, and implications of non-compliance. With a focus on the pivotal role of employers, insurance carriers, third-party administrators (TPAs), and Pharmacy Benefit Managers (PBMs) in this process, the talk highlights the collaborative effort needed to ensure compliance. Mordo offers valuable insights are offered on how brokers and advisors can assist their clients in navigating the complexities of RxDC reporting, the selection of vendors for report preparation, and the importance of timely action to meet regulatory deadlines.


Key Takeaways From This Episode:

  • RxDC is part of the Consolidated Appropriations Act of 2021, requiring employers to provide prescription drug plan information.
  • Employers have to comply with multiple reporting requirements related to prescription drug plans annually.
  • Reports for 2024 regarding prescription drug plans are due on June 3rd.
  • Employers are responsible for ensuring compliance with prescription reporting, even if they use TPAs or PBMs for assistance.
  • Brokers need to ensure vendors for reporting have experience, are reasonably priced, and can deliver timely and accurate data.


]]> David Saltzman Buzzsprout-15019360 Tue, 07 May 2024 05:00:00 -0400 1349 full false Ep #487: Fiduciary Responsibility in Healthcare | Donovan Ryckis | ShiftShapers Ep #487: Fiduciary Responsibility in Healthcare | Donovan Ryckis | ShiftShapers Welcome to this episode of the ShiftShapers podcast, where we explore the journey of Donovan Ryckis, CEO of Ethos Benefits. Here, we discuss fiduciary responsibility in healthcare as Ryckis tell us the story of his personal evolution. From managing a Gold's Gym to working in securities advising, he ultimately established a flourishing healthcare agency. His narrative unveils the hurdles and triumphs encountered when transitioning from a commission-driven approach to fee-based consulting. Throughout our conversation, Ryckis underscores the pivotal role of fiduciary duty and transparency in cultivating client trust in the healthcare industry.


Ryckis sheds light on the intricacies of reference-based pricing, highlighting its potential in managing healthcare expenses while acknowledging the accompanying need for heightened administration and employee communication. Moreover, he articulates how Ethos Benefits' commitment to ethical standards and delivering genuine value has been instrumental in its ascent. Business executives and other organizational leaders, we invite you to tune in to this episode of ShiftShapers and learn the importance of selecting a benefits vendor who acts with the healthcare recipients’ best interests at heart. After all, you deserve a healthy workforce that appreciates the best possible benefits..  


Takeaways:

  • Adopting a fee-based consultancy model and embracing fiduciary responsibilities are key for tailoring optimal healthcare solutions for clients.
  • Embracing radical transparency, including commission disclosures, fosters candid dialogues and fortifies client relationships.
  • Reference-based pricing emerges as a potent strategy for cost control in providing healthcare benefits, albeit requiring meticulous administration and communication efforts.
  • Storytelling not only shapes agency culture, but also nurtures robust client connections.
  • While the momentum behind fee-based models is palpable, the industry still grapples with the gradual acceptance of compensation disclosure.
]]> Welcome to this episode of the ShiftShapers podcast, where we explore the journey of Donovan Ryckis, CEO of Ethos Benefits. Here, we discuss fiduciary responsibility in healthcare as Ryckis tell us the story of his personal evolution. From managing a Gold's Gym to working in securities advising, he ultimately established a flourishing healthcare agency. His narrative unveils the hurdles and triumphs encountered when transitioning from a commission-driven approach to fee-based consulting. Throughout our conversation, Ryckis underscores the pivotal role of fiduciary duty and transparency in cultivating client trust in the healthcare industry.


Ryckis sheds light on the intricacies of reference-based pricing, highlighting its potential in managing healthcare expenses while acknowledging the accompanying need for heightened administration and employee communication. Moreover, he articulates how Ethos Benefits' commitment to ethical standards and delivering genuine value has been instrumental in its ascent. Business executives and other organizational leaders, we invite you to tune in to this episode of ShiftShapers and learn the importance of selecting a benefits vendor who acts with the healthcare recipients’ best interests at heart. After all, you deserve a healthy workforce that appreciates the best possible benefits..  


Takeaways:

  • Adopting a fee-based consultancy model and embracing fiduciary responsibilities are key for tailoring optimal healthcare solutions for clients.
  • Embracing radical transparency, including commission disclosures, fosters candid dialogues and fortifies client relationships.
  • Reference-based pricing emerges as a potent strategy for cost control in providing healthcare benefits, albeit requiring meticulous administration and communication efforts.
  • Storytelling not only shapes agency culture, but also nurtures robust client connections.
  • While the momentum behind fee-based models is palpable, the industry still grapples with the gradual acceptance of compensation disclosure.
]]> David Saltzman Buzzsprout-14974791 Tue, 30 Apr 2024 05:00:00 -0400 1554 487 full false Ep #486 Exploring Lifestyle Spending Accounts with Jon Shooshani of JOON | ShiftShapers Ep #486 Exploring Lifestyle Spending Accounts with Jon Shooshani of JOON | ShiftShapers In this episode of the ShiftShapers podcast, Jon Shooshani, co-founder of JOON, discusses the concept of lifestyle spending accounts (LSAs) and their impact on health and well-being. Shooshani shares his journey from being deeply interested in health and wellness to the founding of his company, JOON, which offers personalized wellness and lifestyle benefits for employees. LSAs are employer-funded accounts with flexible spending on well-being-related items and experiences. They may vary in name and structure across different companies. Shooshani explains the value of LSAs in promoting employee health, satisfaction and retention, while also covering practical aspects like budgeting, implementation and the unique features of JOON’s platform. The story concludes with a touching background on the company's name and vision to provide meaningful employee benefits. Throughout this podcast, business executives and owners, big and small, will receive expert insights on how to provide competitive benefits packages that serve their employees well.


ShiftShaper Episode Takeaways
- A lifestyle spending account (LSA) is an employer-funded fund that allows employees to spend on items and experiences that contribute to their well-being.

- LSAs can be customized and flexible, offering a range of categories such as health and wellness, professional development, work-from-home purchases, and family care.

- LSAs can have a positive impact on employee well-being and satisfaction, and can be used as a tool to attract and retain employees.

- Employers can determine the amount and reset frequency of LSAs based on their budget and goals. LSAs can be administered and streamlined through platforms like JOON.


]]> In this episode of the ShiftShapers podcast, Jon Shooshani, co-founder of JOON, discusses the concept of lifestyle spending accounts (LSAs) and their impact on health and well-being. Shooshani shares his journey from being deeply interested in health and wellness to the founding of his company, JOON, which offers personalized wellness and lifestyle benefits for employees. LSAs are employer-funded accounts with flexible spending on well-being-related items and experiences. They may vary in name and structure across different companies. Shooshani explains the value of LSAs in promoting employee health, satisfaction and retention, while also covering practical aspects like budgeting, implementation and the unique features of JOON’s platform. The story concludes with a touching background on the company's name and vision to provide meaningful employee benefits. Throughout this podcast, business executives and owners, big and small, will receive expert insights on how to provide competitive benefits packages that serve their employees well.


ShiftShaper Episode Takeaways
- A lifestyle spending account (LSA) is an employer-funded fund that allows employees to spend on items and experiences that contribute to their well-being.

- LSAs can be customized and flexible, offering a range of categories such as health and wellness, professional development, work-from-home purchases, and family care.

- LSAs can have a positive impact on employee well-being and satisfaction, and can be used as a tool to attract and retain employees.

- Employers can determine the amount and reset frequency of LSAs based on their budget and goals. LSAs can be administered and streamlined through platforms like JOON.


]]> David Saltzman Buzzsprout-14934983 Tue, 23 Apr 2024 05:00:00 -0400 1645 486 full false Ep#485 Health Plans for Small and Mid-Sized Businesses - John Clay | ShiftShapers Ep#485 Health Plans for Small and Mid-Sized Businesses - John Clay | ShiftShapers This episode of the ShiftShapers Podcast features host David Saltzman interviewing John Clay, president of Better Source Benefits, about unique health plan solutions for small and mid-sized groups. John shares his background in the insurance industry, highlighting the journey from working in materials control to discovering innovative health plan solutions. Despite challenges, such as a lack of options beyond traditional insurance providers, John discusses how attending conferences and learning from others in the industry transformed his approach to offering health plans. He emphasizes the importance of understanding the needs of smaller businesses and how custom, level-funded health plans can offer significant benefits. The conversation also delves into the future of health plans for small and mid-sized businesses and how creative solutions can positively impact employee health outcomes and financial security.


]]> This episode of the ShiftShapers Podcast features host David Saltzman interviewing John Clay, president of Better Source Benefits, about unique health plan solutions for small and mid-sized groups. John shares his background in the insurance industry, highlighting the journey from working in materials control to discovering innovative health plan solutions. Despite challenges, such as a lack of options beyond traditional insurance providers, John discusses how attending conferences and learning from others in the industry transformed his approach to offering health plans. He emphasizes the importance of understanding the needs of smaller businesses and how custom, level-funded health plans can offer significant benefits. The conversation also delves into the future of health plans for small and mid-sized businesses and how creative solutions can positively impact employee health outcomes and financial security.


]]> David Saltzman Buzzsprout-14877037 Tue, 16 Apr 2024 05:00:00 -0400 1495 485 full false Ep #484 Medication Intelligence via AI with Yoona Kim of Arine Ep #484 Medication Intelligence via AI with Yoona Kim of Arine This episode of the ShiftShapers podcast features an interview with Yoona Kim, the CEO and co-founder of Arine, a company focusing on medication intelligence via AI to improve clinical and financial outcomes in healthcare. In this episode, Kim shares insights from a healthcare background into the challenges surrounding drug prescriptions including accessibility, cost, and the impact of incorrect or suboptimal medication on patient outcomes. Arine leverages large-scale data analysis to provide actionable recommendations, aiming to correct discrepancies in medication use, particularly in polypharmacy (multiple medication) cases. The technology not only promises to significantly reduce hospitalizations and overall healthcare costs within a short period, but also enhances patient adherence to prescribed medication regimes. Kim elaborates on the collaborative process with healthcare providers and insurers to implement these changes effectively, highlighting the potential for widespread improvement in healthcare management and outcomes.


]]> This episode of the ShiftShapers podcast features an interview with Yoona Kim, the CEO and co-founder of Arine, a company focusing on medication intelligence via AI to improve clinical and financial outcomes in healthcare. In this episode, Kim shares insights from a healthcare background into the challenges surrounding drug prescriptions including accessibility, cost, and the impact of incorrect or suboptimal medication on patient outcomes. Arine leverages large-scale data analysis to provide actionable recommendations, aiming to correct discrepancies in medication use, particularly in polypharmacy (multiple medication) cases. The technology not only promises to significantly reduce hospitalizations and overall healthcare costs within a short period, but also enhances patient adherence to prescribed medication regimes. Kim elaborates on the collaborative process with healthcare providers and insurers to implement these changes effectively, highlighting the potential for widespread improvement in healthcare management and outcomes.


]]> David Saltzman Buzzsprout-14848348 Tue, 09 Apr 2024 05:00:00 -0400 1304 484 full false Ep# 483 Why You Need A Fiduciary PBM with Renzo Luzzatti | ShiftShapers Ep# 483 Why You Need A Fiduciary PBM with Renzo Luzzatti | ShiftShapers In this episode of the ShiftShapers podcast, we explore the complex world of Pharmacy Benefit Managers (PBMs) and their impact on healthcare costs, sparked by the Johnson & Johnson lawsuit. Our guest, USRxCare President Renzo Luzzatti, with a 30-year healthcare background, discusses the Consolidated Appropriations Act of 2021, which is aimed at shifting power back to payers from vendors by enhancing transparency and fiduciary responsibilities. The episode sheds light on the lawsuit against J&J for excessive pharmaceutical payments through their PBM, Express Scripts, highlighting the issue of overpayment in the industry. Luzzatti emphasizes the necessity of fiduciary PBMs, devoid of conflicts of interest, and the importance of transparency and beneficiary interests. We also discuss how employers can strategically manage their pharmacy benefits to avoid overpayment and ensure compliance with fiduciary duties, emphasizing the role of advisers in navigating this complex territory. The conversation also touches on current trends and future outlooks for managing pharmacy benefits more effectively and ethically. Each of these insights are critical to business owners and other organizational leaders who must manage healthcare benefits to be cost-effective while providing for employee health needs.  

USRxCare: https://usrxcare.com/



]]> In this episode of the ShiftShapers podcast, we explore the complex world of Pharmacy Benefit Managers (PBMs) and their impact on healthcare costs, sparked by the Johnson & Johnson lawsuit. Our guest, USRxCare President Renzo Luzzatti, with a 30-year healthcare background, discusses the Consolidated Appropriations Act of 2021, which is aimed at shifting power back to payers from vendors by enhancing transparency and fiduciary responsibilities. The episode sheds light on the lawsuit against J&J for excessive pharmaceutical payments through their PBM, Express Scripts, highlighting the issue of overpayment in the industry. Luzzatti emphasizes the necessity of fiduciary PBMs, devoid of conflicts of interest, and the importance of transparency and beneficiary interests. We also discuss how employers can strategically manage their pharmacy benefits to avoid overpayment and ensure compliance with fiduciary duties, emphasizing the role of advisers in navigating this complex territory. The conversation also touches on current trends and future outlooks for managing pharmacy benefits more effectively and ethically. Each of these insights are critical to business owners and other organizational leaders who must manage healthcare benefits to be cost-effective while providing for employee health needs.  

USRxCare: https://usrxcare.com/



]]> David Saltzman Buzzsprout-14805507 Tue, 02 Apr 2024 05:00:00 -0400 2050 483 full false Ep #482 First Dollar Coverage with MERPs with David Sloves | ShiftShapers Ep #482 First Dollar Coverage with MERPs with David Sloves | ShiftShapers In this episode of the ShiftShapers podcast, David Sloves, CEO of Nonstop Health, discusses the evolution and impact of Medical Expense Reimbursement Plans (MERPs) in the healthcare industry. He explains how MERPs differ from traditional health reimbursement arrangements (HRAs), HSAs, and FSAs by offering first-dollar coverage and customizable financial outcomes for both employers and employees. Sloves outlines the historical context of MERPs, their tax benefits, and how they aim to address the skyrocketing costs of healthcare and improve access to medical services. The conversation also covers the challenges of implementing MERPs, their role in enhancing employee satisfaction, recruitment, and retention, and the broader implications for the healthcare system in the United States. Through anecdotes and data, Sloves makes a case for MERPs as an ethical and effective solution to the current healthcare crisis.


We wrap up by celebrating the successes of mission-driven companies in the healthcare industry, specifically how they've introduced advanced healthcare programs to employers. David Slove recounts overcoming initial skepticism and the strategies that led to significant financial benefits for clients, thanks to the MERP model. As we close, we reflect on the cascading impact of such inclusive healthcare initiatives. These efforts aren't just reshaping employee benefits—they're empowering businesses, stimulating the consulting community, and fostering a culture of retention and recruitment excellence from the heart of conservative states to the broader national arena.

]]> In this episode of the ShiftShapers podcast, David Sloves, CEO of Nonstop Health, discusses the evolution and impact of Medical Expense Reimbursement Plans (MERPs) in the healthcare industry. He explains how MERPs differ from traditional health reimbursement arrangements (HRAs), HSAs, and FSAs by offering first-dollar coverage and customizable financial outcomes for both employers and employees. Sloves outlines the historical context of MERPs, their tax benefits, and how they aim to address the skyrocketing costs of healthcare and improve access to medical services. The conversation also covers the challenges of implementing MERPs, their role in enhancing employee satisfaction, recruitment, and retention, and the broader implications for the healthcare system in the United States. Through anecdotes and data, Sloves makes a case for MERPs as an ethical and effective solution to the current healthcare crisis.


We wrap up by celebrating the successes of mission-driven companies in the healthcare industry, specifically how they've introduced advanced healthcare programs to employers. David Slove recounts overcoming initial skepticism and the strategies that led to significant financial benefits for clients, thanks to the MERP model. As we close, we reflect on the cascading impact of such inclusive healthcare initiatives. These efforts aren't just reshaping employee benefits—they're empowering businesses, stimulating the consulting community, and fostering a culture of retention and recruitment excellence from the heart of conservative states to the broader national arena.

]]> David Saltzman Buzzsprout-14771208 Tue, 26 Mar 2024 11:00:00 -0400 2149 482 full false Ep #481 The Gut-Brain Connection: Exploring Digestive Health with Bill Snyder | ShiftShapers Ep #481 The Gut-Brain Connection: Exploring Digestive Health with Bill Snyder | ShiftShapers Bill Snyder, CEO of Vivante Health, discusses the importance of digestive health and its impact on healthcare spend. Digestive health issues like irritable bowel syndrome and GERD affect a significant portion of the population, leading to high claim spend and unnecessary utilization. The medical establishment is becoming more aware of these conditions, but diagnosis and treatment can still be challenging. Vivante Health aims to supplement traditional care with digital interventions to improve patient outcomes. By leveraging data and predictive modeling, Vivante Health can provide personalized care and identify trigger foods that cause inflammation. 


Snyder, with a background in healthcare and a personal connection to digestive disorders, highlights the widespread impact of conditions such as irritable bowel syndrome, ulcerative colitis, and GERD on individuals and healthcare spending. The discussion covers the lack of awareness, diagnosis challenges, and the potential of digital interventions to improve care. The importance of the gut-brain connection and its relation to stress, anxiety, and possibly Alzheimer's disease is also explored. Snyder shares insights into how Vivante Health is addressing these issues through pattern recognition, personalized care pathways, and dietary adjustments to manage symptoms, significantly improving patients' lives. The conversation also touches on the future of digestive health care, the role of data in advancing treatment, and Vivante Health's approach to integrating with the healthcare ecosystem.

]]> Bill Snyder, CEO of Vivante Health, discusses the importance of digestive health and its impact on healthcare spend. Digestive health issues like irritable bowel syndrome and GERD affect a significant portion of the population, leading to high claim spend and unnecessary utilization. The medical establishment is becoming more aware of these conditions, but diagnosis and treatment can still be challenging. Vivante Health aims to supplement traditional care with digital interventions to improve patient outcomes. By leveraging data and predictive modeling, Vivante Health can provide personalized care and identify trigger foods that cause inflammation. 


Snyder, with a background in healthcare and a personal connection to digestive disorders, highlights the widespread impact of conditions such as irritable bowel syndrome, ulcerative colitis, and GERD on individuals and healthcare spending. The discussion covers the lack of awareness, diagnosis challenges, and the potential of digital interventions to improve care. The importance of the gut-brain connection and its relation to stress, anxiety, and possibly Alzheimer's disease is also explored. Snyder shares insights into how Vivante Health is addressing these issues through pattern recognition, personalized care pathways, and dietary adjustments to manage symptoms, significantly improving patients' lives. The conversation also touches on the future of digestive health care, the role of data in advancing treatment, and Vivante Health's approach to integrating with the healthcare ecosystem.

]]> David Saltzman Buzzsprout-14712479 Tue, 19 Mar 2024 05:00:00 -0400 1526 481 full false Ep #480 - Revolutionizing Healthcare: The Power of ICHRA with Maya Perl Ep #480 - Revolutionizing Healthcare: The Power of ICHRA with Maya Perl
Welcome to another insightful episode of ShiftShapers! Join host David Saltzman as he delves into a conversation with Maya Perl, the visionary co-founder of Zorro. Together, they unravel the intricacies of the Individual Contribution Health Reimbursement Arrangement (ICHRA) and its profound impact on both employers and employees.

Discover how ICHRA empowers employers to revolutionize healthcare benefits by offering a defined contribution model, granting employees the autonomy to select tailored health plans that cater to their unique needs. Maya shares her inspiring journey in the healthcare realm, unveiling the genesis of Zorro and how their innovative platform, infused with AI prowess, simplifies plan selection, making healthcare more accessible and cost-effective than ever before.

In this discussion, explore the unparalleled advantages of ICHRA, including substantial cost savings, enhanced flexibility, and a plethora of personalized healthcare options. Learn how Zorro's cutting-edge technology educates employees, streamlines allowance calculations, and facilitates seamless enrollment into ICHRA plans, irrespective of employer size or geographical boundaries.

Join us as we uncover the transformative potential of ICHRA in reshaping the healthcare landscape, fostering higher retention rates, and paving the way for a healthier, more empowered workforce. Don't miss out on this enlightening exploration into the future of healthcare—tune in now and embark on a journey towards a healthier tomorrow!

]]>
Welcome to another insightful episode of ShiftShapers! Join host David Saltzman as he delves into a conversation with Maya Perl, the visionary co-founder of Zorro. Together, they unravel the intricacies of the Individual Contribution Health Reimbursement Arrangement (ICHRA) and its profound impact on both employers and employees.

Discover how ICHRA empowers employers to revolutionize healthcare benefits by offering a defined contribution model, granting employees the autonomy to select tailored health plans that cater to their unique needs. Maya shares her inspiring journey in the healthcare realm, unveiling the genesis of Zorro and how their innovative platform, infused with AI prowess, simplifies plan selection, making healthcare more accessible and cost-effective than ever before.

In this discussion, explore the unparalleled advantages of ICHRA, including substantial cost savings, enhanced flexibility, and a plethora of personalized healthcare options. Learn how Zorro's cutting-edge technology educates employees, streamlines allowance calculations, and facilitates seamless enrollment into ICHRA plans, irrespective of employer size or geographical boundaries.

Join us as we uncover the transformative potential of ICHRA in reshaping the healthcare landscape, fostering higher retention rates, and paving the way for a healthier, more empowered workforce. Don't miss out on this enlightening exploration into the future of healthcare—tune in now and embark on a journey towards a healthier tomorrow!

]]> David Saltzman Buzzsprout-14675857 Tue, 12 Mar 2024 09:00:00 -0400 1589 480 full false Ep#479 Driving Growth in the Benefits Industry with Marketing: A Conversation with Kevin Trokey and Wendy Keneipp Ep#479 Driving Growth in the Benefits Industry with Marketing: A Conversation with Kevin Trokey and Wendy Keneipp On this episode of ShiftShapers, a podcast focused on the employee benefits industry, host David Saltzman discusses the secrets of business growth with Kevin Trokey and Wendy Keneipp from Q4 Intelligence. 

The ShiftShapers Podcast is brought to you by MZQ Consulting, offering concierge-level service for all your benefits compliance needs, and the agility to keep up with the changing landscape.

In this enlightening discussion, Kevin and Wendy share their experiences and lessons learned which are also included in their book, “The Salesperson's Guide to Growing a Business.” The conversation touches on the importance of shifting from accidental to intentional business strategies, the role of marketing, effective prospecting in sales, the impact of technology, and the crucial role of leadership in an organization. They emphasize the need for viewing sales as a relationship and advice-based endeavor, while providing great insights regarding industry practices and strategies.

]]> On this episode of ShiftShapers, a podcast focused on the employee benefits industry, host David Saltzman discusses the secrets of business growth with Kevin Trokey and Wendy Keneipp from Q4 Intelligence. 

The ShiftShapers Podcast is brought to you by MZQ Consulting, offering concierge-level service for all your benefits compliance needs, and the agility to keep up with the changing landscape.

In this enlightening discussion, Kevin and Wendy share their experiences and lessons learned which are also included in their book, “The Salesperson's Guide to Growing a Business.” The conversation touches on the importance of shifting from accidental to intentional business strategies, the role of marketing, effective prospecting in sales, the impact of technology, and the crucial role of leadership in an organization. They emphasize the need for viewing sales as a relationship and advice-based endeavor, while providing great insights regarding industry practices and strategies.

]]> David Saltzman Buzzsprout-14624155 Tue, 05 Mar 2024 05:00:00 -0500 1952 479 full false Ep #478 Transforming Tragedy into Greatness: Interview with Ryan James Miller Ep #478 Transforming Tragedy into Greatness: Interview with Ryan James Miller In this episode of the ShiftShapers Podcast, host David Saltzman interviews Ryan James Miller, a performance coach, consultant, keynote speaker and author of the book “Wounds.” Miller shares his professional journey and the adversities he had to overcome, including his father's abandonment, his fight for acceptance during his adolescence, the layoffs during the 2011 recession, and surviving the Route 91 Harvest Festival shooting in Las Vegas in 2017. 

The ShiftShapers Podcast is brought to you by MZQ Consulting, offering concierge-level service for all your benefits compliance needs, and the agility to keep up with the changing landscape.

Ryan talks about how these experiences led to his realization of the link between personal wounds and unlocking one's unique greatness. He stresses on the importance of acknowledging wounds, understanding the rippling impact, finding the good and unlocking the greatness within oneself. Ryan presents “Wound Analysis Framework” that helps in personal transformation based on these principles.


]]> In this episode of the ShiftShapers Podcast, host David Saltzman interviews Ryan James Miller, a performance coach, consultant, keynote speaker and author of the book “Wounds.” Miller shares his professional journey and the adversities he had to overcome, including his father's abandonment, his fight for acceptance during his adolescence, the layoffs during the 2011 recession, and surviving the Route 91 Harvest Festival shooting in Las Vegas in 2017. 

The ShiftShapers Podcast is brought to you by MZQ Consulting, offering concierge-level service for all your benefits compliance needs, and the agility to keep up with the changing landscape.

Ryan talks about how these experiences led to his realization of the link between personal wounds and unlocking one's unique greatness. He stresses on the importance of acknowledging wounds, understanding the rippling impact, finding the good and unlocking the greatness within oneself. Ryan presents “Wound Analysis Framework” that helps in personal transformation based on these principles.


]]> David Saltzman Buzzsprout-14579001 Mon, 26 Feb 2024 12:00:00 -0500 1807 478 full false Ep #477 - Understanding Compliance Issues and Future Legislative Developments in Employee Benefits - with ERISA attorney Jennifer Berman. Ep #477 - Understanding Compliance Issues and Future Legislative Developments in Employee Benefits - with ERISA attorney Jennifer Berman. What are the compliance issues that you should be aware of and what's coming down the pike legislatively for your business?


In this episode of the ShiftShapers podcast hosted by David Saltzman, ERISA attorney Jennifer Berman, the NABIP (National Association of Benefit Insurance Professionals) Legislative Vice Chair and CEO of MZQ Consulting, discusses various compliance issues that employers and their advisors must know.


00:00 Introduction to Compliance Issues and Legislative Updates

00:49 Understanding Mental Health Parity

02:51 Changes in Mental Health Parity Law

03:47 Annual Reporting Requirements

08:04 Understanding Prescription Drug Data Collection (RxDC)

12:42 The Complexity of ACA Reporting

16:57 Understanding Gag Clause Attestation

25:28 The Importance of Fiduciary Responsibility

33:39 Legislative Updates: Employer Reporting Bill and More

39:21 The Future of Telehealth and Virtual Care

41:09 Conclusion and Final Thoughts


]]> What are the compliance issues that you should be aware of and what's coming down the pike legislatively for your business?


In this episode of the ShiftShapers podcast hosted by David Saltzman, ERISA attorney Jennifer Berman, the NABIP (National Association of Benefit Insurance Professionals) Legislative Vice Chair and CEO of MZQ Consulting, discusses various compliance issues that employers and their advisors must know.


00:00 Introduction to Compliance Issues and Legislative Updates

00:49 Understanding Mental Health Parity

02:51 Changes in Mental Health Parity Law

03:47 Annual Reporting Requirements

08:04 Understanding Prescription Drug Data Collection (RxDC)

12:42 The Complexity of ACA Reporting

16:57 Understanding Gag Clause Attestation

25:28 The Importance of Fiduciary Responsibility

33:39 Legislative Updates: Employer Reporting Bill and More

39:21 The Future of Telehealth and Virtual Care

41:09 Conclusion and Final Thoughts


]]> David Saltzman Buzzsprout-14530845 Tue, 20 Feb 2024 05:00:00 -0500 2502 477 full false Ep #476: Understanding Consumer Desires and Building Brand Authenticity - with Kurt Bartolich Ep #476: Understanding Consumer Desires and Building Brand Authenticity - with Kurt Bartolich Ever wanted to know what consumers really desire from their brands? Then you won't want to miss this episode with our phenomenal guest, Kurt Bartolich, the founder of Brand Certain. Kurt's bi-annual survey of 1,600 consumers provides precious insights into shifting consumer preferences, shattering the old paradigm of 'uniqueness' in favor of genuine qualities like honesty and authenticity. We unearth the importance of convenience and originality to consumers and scrutinize case studies: Bed Bath and Beyond's failure to meet consumer desires and Verbo's triumphant brand positioning.

Can CEOs master the art of public speaking? Kurt's years of experience lend us invaluable advice on this topic. With a focus on honesty, transparency, and authenticity, he discloses practical tips to enhance unscripted, natural conversation, ensuring your brand message resonates with consumers. We also delve into a crisis management case, examining how Toyota navigated troubled waters. This episode is a treasure trove of practical takeaways on building consumer trust and shaping successful brands - a must-listen for anyone invested in understanding and meeting consumer needs.

]]> Ever wanted to know what consumers really desire from their brands? Then you won't want to miss this episode with our phenomenal guest, Kurt Bartolich, the founder of Brand Certain. Kurt's bi-annual survey of 1,600 consumers provides precious insights into shifting consumer preferences, shattering the old paradigm of 'uniqueness' in favor of genuine qualities like honesty and authenticity. We unearth the importance of convenience and originality to consumers and scrutinize case studies: Bed Bath and Beyond's failure to meet consumer desires and Verbo's triumphant brand positioning.

Can CEOs master the art of public speaking? Kurt's years of experience lend us invaluable advice on this topic. With a focus on honesty, transparency, and authenticity, he discloses practical tips to enhance unscripted, natural conversation, ensuring your brand message resonates with consumers. We also delve into a crisis management case, examining how Toyota navigated troubled waters. This episode is a treasure trove of practical takeaways on building consumer trust and shaping successful brands - a must-listen for anyone invested in understanding and meeting consumer needs.

]]> David Saltzman Buzzsprout-13601130 Mon, 30 Oct 2023 11:00:00 -0400 1285 476 full false Ep #475: Revolutionizing Company Healthcare: The Power of Direct Primary Care - with Ryan Robbins Ep #475: Revolutionizing Company Healthcare: The Power of Direct Primary Care - with Ryan Robbins Want to revolutionize your company's healthcare experience? Tune in as we welcome Ryan Robbins, the dynamic co-founder of Ello Benefits, who is here to discuss the transformative power of direct primary care (DPC) and its potential to significantly impact medical costs, improve employee experiences, and manage chronic conditions. Ryan offers an insider's perspective on how his team is shaking things up in the healthcare industry, providing tailored solutions to enhance efficiency and effectiveness in underserviced markets. 

Shifting gears, we delve into the role our physicians play in the healthcare equation, highlighting the importance of understanding patients' insurance status. Ryan shares how they are educating employees on optimal use of medical insurance through open enrollment meetings, with physicians playing a vital role. We also touch on the benefits of DPC from the perspective of both physicians and employees, and the advantages of level funded plans for employers with fewer than 300 employees. Don't miss out on this eye-opening conversation as we unpack these innovative ideas and strategies leading to a better healthcare experience for all.

]]> Want to revolutionize your company's healthcare experience? Tune in as we welcome Ryan Robbins, the dynamic co-founder of Ello Benefits, who is here to discuss the transformative power of direct primary care (DPC) and its potential to significantly impact medical costs, improve employee experiences, and manage chronic conditions. Ryan offers an insider's perspective on how his team is shaking things up in the healthcare industry, providing tailored solutions to enhance efficiency and effectiveness in underserviced markets. 

Shifting gears, we delve into the role our physicians play in the healthcare equation, highlighting the importance of understanding patients' insurance status. Ryan shares how they are educating employees on optimal use of medical insurance through open enrollment meetings, with physicians playing a vital role. We also touch on the benefits of DPC from the perspective of both physicians and employees, and the advantages of level funded plans for employers with fewer than 300 employees. Don't miss out on this eye-opening conversation as we unpack these innovative ideas and strategies leading to a better healthcare experience for all.

]]> David Saltzman Buzzsprout-13601087 Mon, 23 Oct 2023 11:00:00 -0400 1777 475 full false Ep #474: Unlocking the Power of Authenticity and Servant Leadership in Business - with Andre Davis Ep #474: Unlocking the Power of Authenticity and Servant Leadership in Business - with Andre Davis Want to crack the secret to building enduring business relationships? What if we told you that the key is not hidden within complex strategies but lies in simplicity, authenticity, and selflessness? This awe-inspiring conversation with Andre Davis, a respected communication specialist and public speaker, brings that theory to life.

You'll be fascinated as Andre unravels his approach to forming meaningful connections, emphasizing genuine interest in understanding someone's story, needs, and goals over pushing an agenda. Andre also breathes life into the concept of servant leadership, challenging traditional thoughts and showing how helping others when they can offer you nothing in return is a powerful tool for long-term success. Prepare to be deeply moved and influenced by Andre's perspective. 

Furthermore, Andre sheds light on the compelling influence of 'Go-Giver' on his business philosophy and how it shapes his strategy in forming authentic connections on platforms like LinkedIn. He also emphasizes the immense power of effective communication in building trust, standing out, and establishing a strong business presence. Filled with Andre's enlightening anecdotes and practical tips, this episode is an invaluable guide to anyone willing to step up their relationship-building game in business. Be ready for an incredible journey that combines the power of communication, authentic leadership, and the magic of giving in the world of business. Enjoy the ride!

]]> Want to crack the secret to building enduring business relationships? What if we told you that the key is not hidden within complex strategies but lies in simplicity, authenticity, and selflessness? This awe-inspiring conversation with Andre Davis, a respected communication specialist and public speaker, brings that theory to life.

You'll be fascinated as Andre unravels his approach to forming meaningful connections, emphasizing genuine interest in understanding someone's story, needs, and goals over pushing an agenda. Andre also breathes life into the concept of servant leadership, challenging traditional thoughts and showing how helping others when they can offer you nothing in return is a powerful tool for long-term success. Prepare to be deeply moved and influenced by Andre's perspective. 

Furthermore, Andre sheds light on the compelling influence of 'Go-Giver' on his business philosophy and how it shapes his strategy in forming authentic connections on platforms like LinkedIn. He also emphasizes the immense power of effective communication in building trust, standing out, and establishing a strong business presence. Filled with Andre's enlightening anecdotes and practical tips, this episode is an invaluable guide to anyone willing to step up their relationship-building game in business. Be ready for an incredible journey that combines the power of communication, authentic leadership, and the magic of giving in the world of business. Enjoy the ride!

]]> David Saltzman Buzzsprout-13601090 Mon, 16 Oct 2023 11:00:00 -0400 1690 474 full false Ep #473: Illuminating the Healthcare Sector: Transparency and Data-driven Insights - with Keith Somers Ep #473: Illuminating the Healthcare Sector: Transparency and Data-driven Insights - with Keith Somers Are you tired of feeling lost in the complex world of healthcare? Ever wish you had a guide to navigate you through it all? Well, meet Keith Somers, co-founder and CRO of HealthCorum, a company that's revolutionizing the healthcare sector, giving you the power to make informed decisions. Keith shares his personal journey of how his encounters with wasteful and low-value care inspired him to tackle these issues head-on, advocating for high-value, high-quality care.

HealthCorum's approach is simple yet innovative - transparency and data-driven insights. This episode reveals how risk adjustment using data analytics can provide a fair comparison of healthcare providers, leading to potential massive cost savings. Keith also explains how HealthCorum is fighting to improve patient outcomes at a grassroots level, marrying price transparency and data-driven scores to empower you, the consumer. No more feeling left in the dark when making healthcare decisions, tune in to understand how HealthCorum is lighting the way!

]]> Are you tired of feeling lost in the complex world of healthcare? Ever wish you had a guide to navigate you through it all? Well, meet Keith Somers, co-founder and CRO of HealthCorum, a company that's revolutionizing the healthcare sector, giving you the power to make informed decisions. Keith shares his personal journey of how his encounters with wasteful and low-value care inspired him to tackle these issues head-on, advocating for high-value, high-quality care.

HealthCorum's approach is simple yet innovative - transparency and data-driven insights. This episode reveals how risk adjustment using data analytics can provide a fair comparison of healthcare providers, leading to potential massive cost savings. Keith also explains how HealthCorum is fighting to improve patient outcomes at a grassroots level, marrying price transparency and data-driven scores to empower you, the consumer. No more feeling left in the dark when making healthcare decisions, tune in to understand how HealthCorum is lighting the way!

]]> David Saltzman Buzzsprout-13601013 Mon, 09 Oct 2023 11:00:00 -0400 1153 473 full false Ep #472: Enhancing Benefits Experience and Tackling Premium Leakage: Revolutionizing Data Management with AI - with Shannon Goggin Ep #472: Enhancing Benefits Experience and Tackling Premium Leakage: Revolutionizing Data Management with AI - with Shannon Goggin Do you often find yourself wrestling with the myriad of challenges in benefits administration? Tune into our fascinating conversation with Shannon Goggin, co-founder and CEO of Noyo, as we traverse the landscape of benefits experience enhancement for customers. Shannon shares the inception story of Noyo, a visionary company that simplifies data exchange across divergent systems and how their mission is to enable secure data sharing with the goal of delivering the right information to the right people, at the opportune time.

Ever felt exasperated by the industry's stumbling blocks such as the absence of universally accepted standards or the herculean task of processing an ocean of information? We've got you covered! We dive into the heart of these issues and discuss how Noyo provides comprehensive solutions for companies longing to integrate a seamless benefits experience into their software. We also unravel the knotty issue of premium leakage and delve into the transformative potential of technology, particularly AI, in boosting operational efficiency and reducing the burden on employers. Catch the wave and join us in exploring the monumental influence of AI in managing data and the urgent requirement for speedy carrier set-up and how Noyo's pioneering technology simplifies this process.

]]> Do you often find yourself wrestling with the myriad of challenges in benefits administration? Tune into our fascinating conversation with Shannon Goggin, co-founder and CEO of Noyo, as we traverse the landscape of benefits experience enhancement for customers. Shannon shares the inception story of Noyo, a visionary company that simplifies data exchange across divergent systems and how their mission is to enable secure data sharing with the goal of delivering the right information to the right people, at the opportune time.

Ever felt exasperated by the industry's stumbling blocks such as the absence of universally accepted standards or the herculean task of processing an ocean of information? We've got you covered! We dive into the heart of these issues and discuss how Noyo provides comprehensive solutions for companies longing to integrate a seamless benefits experience into their software. We also unravel the knotty issue of premium leakage and delve into the transformative potential of technology, particularly AI, in boosting operational efficiency and reducing the burden on employers. Catch the wave and join us in exploring the monumental influence of AI in managing data and the urgent requirement for speedy carrier set-up and how Noyo's pioneering technology simplifies this process.

]]> David Saltzman Buzzsprout-13601010 Mon, 02 Oct 2023 11:00:00 -0400 1268 472 full false Ep #471: Reimagining the Future of Healthcare: No Deductibles and Copays - with James Millaway Ep #471: Reimagining the Future of Healthcare: No Deductibles and Copays - with James Millaway Imagine a future where health plans come with no deductibles and no copays, doesn't it seem like a fantasy? But what if it's not? In our enlightening conversation with James Millaway, the CEO of Zero Health, we unpack the concept of health plans without the burden of deductibles and copays. We trace the history of these cost-sharing measures and their effect on overall healthcare costs. We also highlight the idea of insurance and how it should be a guard against catastrophic risks, not everyday events. 

Moving onto the second half of our discussion, we delve into the realm of efficient healthcare purchasing and its potential for significant cost savings. We ponder on how employers and brokers can enable their employees to make informed decisions about their care. The talk also covers the integration of care management and the potential savings in medical expenditure. Our discussion reaches its peak as we talk about the future of healthcare and the vital role of trust. We explore Zero Health's impact on this future, and the importance of creating a trustworthy product. Don't miss out on this insightful conversation where we reimagine the future of healthcare.

]]> Imagine a future where health plans come with no deductibles and no copays, doesn't it seem like a fantasy? But what if it's not? In our enlightening conversation with James Millaway, the CEO of Zero Health, we unpack the concept of health plans without the burden of deductibles and copays. We trace the history of these cost-sharing measures and their effect on overall healthcare costs. We also highlight the idea of insurance and how it should be a guard against catastrophic risks, not everyday events. 

Moving onto the second half of our discussion, we delve into the realm of efficient healthcare purchasing and its potential for significant cost savings. We ponder on how employers and brokers can enable their employees to make informed decisions about their care. The talk also covers the integration of care management and the potential savings in medical expenditure. Our discussion reaches its peak as we talk about the future of healthcare and the vital role of trust. We explore Zero Health's impact on this future, and the importance of creating a trustworthy product. Don't miss out on this insightful conversation where we reimagine the future of healthcare.

]]> David Saltzman Buzzsprout-13601005 Mon, 25 Sep 2023 11:00:00 -0400 1188 471 full false Ep #470: Revealing the Hidden Layers of Healthcare Costs - with Dr. Keith Smith Ep #470: Revealing the Hidden Layers of Healthcare Costs - with Dr. Keith Smith Have you ever wondered about the hidden layers of healthcare costs? Today, we bring you insights from an eye-opening conversation with Dr. Keith Smith, co-founder of the Surgery Center of Oklahoma. Dr. Smith shares his personal journey of navigating the healthcare industry, and the shocking discovery that hospitals were not always the best advocates for patients or surgeons. He and his colleague dared to change this by establishing their own facility, a radical move that influenced the Trump Executive Order Mandating Price Transparency.

We're also discussing the rising trend of self-funded healthcare plans and why employers are looking for alternatives to traditional ones. Imagine a zero-deductible and zero-copay approach to healthcare; it's happening, and it's giving companies a competitive advantage in the labor market. But it's not all smooth sailing; there are important regulations to consider like CAA notifications and ERISA. Plus, we highlight why quality assurance remains crucial when choosing healthcare facilities.

Rounding off, we question traditional quality metrics and argue for the value of price transparency in measuring the quality of care. We draw on insights from Marty McCary's book Unaccountable to challenge the reliability of existing quality metrics. Finally, Dr. Smith shares his thoughts on the future of healthcare and the ongoing need for more transparency and patient advocacy. So, sit back and join us for a compelling discussion filled with revelations about the evolving healthcare industry.

]]> Have you ever wondered about the hidden layers of healthcare costs? Today, we bring you insights from an eye-opening conversation with Dr. Keith Smith, co-founder of the Surgery Center of Oklahoma. Dr. Smith shares his personal journey of navigating the healthcare industry, and the shocking discovery that hospitals were not always the best advocates for patients or surgeons. He and his colleague dared to change this by establishing their own facility, a radical move that influenced the Trump Executive Order Mandating Price Transparency.

We're also discussing the rising trend of self-funded healthcare plans and why employers are looking for alternatives to traditional ones. Imagine a zero-deductible and zero-copay approach to healthcare; it's happening, and it's giving companies a competitive advantage in the labor market. But it's not all smooth sailing; there are important regulations to consider like CAA notifications and ERISA. Plus, we highlight why quality assurance remains crucial when choosing healthcare facilities.

Rounding off, we question traditional quality metrics and argue for the value of price transparency in measuring the quality of care. We draw on insights from Marty McCary's book Unaccountable to challenge the reliability of existing quality metrics. Finally, Dr. Smith shares his thoughts on the future of healthcare and the ongoing need for more transparency and patient advocacy. So, sit back and join us for a compelling discussion filled with revelations about the evolving healthcare industry.

]]> David Saltzman Buzzsprout-13433966 Mon, 18 Sep 2023 11:00:00 -0400 1278 full false Ep #469: Pharmacy Benefit Management Unraveled: From Pricing to Genomics - with Dave Parker Ep #469: Pharmacy Benefit Management Unraveled: From Pricing to Genomics - with Dave Parker Ever wondered how the Pharmacy Benefit Management (PBM) industry really works? Join us for an enlightening chat with our guest, Dave Parker, the Vice President of Sales and Marketing at TrueScript, as we unravel the intricacies of the traditional PBM relationship. Gain insight as Dave dissects key terms like average wholesale price and net cost, and unveils the ways PBMs make their money. We also delve into the trend of manufacturers moving closer to employers to shake off spread pricing models. More importantly, discover why it’s crucial to ask the right questions in a PBM relationship.

We also step into the fascinating world of pharmacogenomics testing for prescription drugs, a game-changing approach that could redefine the healthcare industry. Picture this - a one-time test that prevents the misprescribing of medications, saving patients and doctors from hefty medical bills and hospital stays. Indeed, such a test already exists, and some PBMs are benefiting from the potential savings it brings. We’ll also investigate the prospect of making this a routine test for newborns and what it could mean for stop loss carriers. Last but not least, Dave returns to introduce us to the emergence of transparent PBMs - a revolutionary shift that is transforming the industry and proving particularly appealing to younger consumers. Tune in for an episode packed with industry insights and thought-provoking discussions.

]]> Ever wondered how the Pharmacy Benefit Management (PBM) industry really works? Join us for an enlightening chat with our guest, Dave Parker, the Vice President of Sales and Marketing at TrueScript, as we unravel the intricacies of the traditional PBM relationship. Gain insight as Dave dissects key terms like average wholesale price and net cost, and unveils the ways PBMs make their money. We also delve into the trend of manufacturers moving closer to employers to shake off spread pricing models. More importantly, discover why it’s crucial to ask the right questions in a PBM relationship.

We also step into the fascinating world of pharmacogenomics testing for prescription drugs, a game-changing approach that could redefine the healthcare industry. Picture this - a one-time test that prevents the misprescribing of medications, saving patients and doctors from hefty medical bills and hospital stays. Indeed, such a test already exists, and some PBMs are benefiting from the potential savings it brings. We’ll also investigate the prospect of making this a routine test for newborns and what it could mean for stop loss carriers. Last but not least, Dave returns to introduce us to the emergence of transparent PBMs - a revolutionary shift that is transforming the industry and proving particularly appealing to younger consumers. Tune in for an episode packed with industry insights and thought-provoking discussions.

]]> David Saltzman Buzzsprout-13433958 Mon, 11 Sep 2023 11:00:00 -0400 1160 full false Ep #468: The Journey and Implications of Direct Primary Care - with Dr. Kyle Rickner Ep #468: The Journey and Implications of Direct Primary Care - with Dr. Kyle Rickner Prepare yourself to be fascinated by Dr. Kyle Rickner, co-founder and chairman at Primary Health Partners, as he takes us on an inspiring journey of how direct primary care became his answer to physician burnout and subpar patient experiences. Step into the world of evolving healthcare models as we dissect the barriers that prevent more physicians from transitioning to this progressive model. Together, we untangle the web of the traditional fee-for-service system and how it has stagnated the growth of direct primary care. We also unpack the implications of misused health insurance and sky-rocketing premiums leading to a precarious cycle of healthcare costs.

In the latter half of our enlightening conversation, we journey across state lines to understand how direct primary care physicians unite in their mission to deliver patient care. Listen to Dr. Rickner narrate the challenges and triumphs of coordinating care for a substantial client base, all while pushing the scalability model forward. We also shine a spotlight on the significance of data collection in establishing the value of direct primary care and highlight the urgent need for educating people about its benefits. Join us and share our curiosity, as we discover how direct primary care is revolutionizing the healthcare industry.

]]> Prepare yourself to be fascinated by Dr. Kyle Rickner, co-founder and chairman at Primary Health Partners, as he takes us on an inspiring journey of how direct primary care became his answer to physician burnout and subpar patient experiences. Step into the world of evolving healthcare models as we dissect the barriers that prevent more physicians from transitioning to this progressive model. Together, we untangle the web of the traditional fee-for-service system and how it has stagnated the growth of direct primary care. We also unpack the implications of misused health insurance and sky-rocketing premiums leading to a precarious cycle of healthcare costs.

In the latter half of our enlightening conversation, we journey across state lines to understand how direct primary care physicians unite in their mission to deliver patient care. Listen to Dr. Rickner narrate the challenges and triumphs of coordinating care for a substantial client base, all while pushing the scalability model forward. We also shine a spotlight on the significance of data collection in establishing the value of direct primary care and highlight the urgent need for educating people about its benefits. Join us and share our curiosity, as we discover how direct primary care is revolutionizing the healthcare industry.

]]> David Saltzman Buzzsprout-13433984 Mon, 04 Sep 2023 11:00:00 -0400 1281 full false Ep #467: A Deep Dive into the World of Healthcare Costs - with Kelly McDevitt Ep #467: A Deep Dive into the World of Healthcare Costs - with Kelly McDevitt Ever wondered if your business is really understanding the true cost of healthcare? Join us as we pick the brain of Kelly McDevitt, the President of the Nonprofit Integrated Benefits Institute (IBI). With a whopping 40 years of industry experience, Kelly unpacks how IBI assists businesses in deciphering the often-complex healthcare costs beyond just medical and pharmacy expenses. We dive into the increasing curiosity around self-insured plans and the pivotal role of data in employer decision-making. Plus, you'll discover how IBI’s benchmarking data provides a panoramic view, setting the stage for strategic planning.

Then, as the conversation deepens, we navigate the murky waters of delayed healthcare and the difficulties it presents in sourcing relevant claims data. Our journey takes us into the heart of the pandemic's impacts on health and disability claims - including prolonged health issues related to COVID-19. Kelly sheds light on how businesses can utilize this data to craft well-informed decisions, the significance of benchmarking, and the unique challenges HR teams are currently facing. Tune in for an insightful conversation packed with valuable insights for employers seeking to understand the labyrinth of healthcare costs.

]]> Ever wondered if your business is really understanding the true cost of healthcare? Join us as we pick the brain of Kelly McDevitt, the President of the Nonprofit Integrated Benefits Institute (IBI). With a whopping 40 years of industry experience, Kelly unpacks how IBI assists businesses in deciphering the often-complex healthcare costs beyond just medical and pharmacy expenses. We dive into the increasing curiosity around self-insured plans and the pivotal role of data in employer decision-making. Plus, you'll discover how IBI’s benchmarking data provides a panoramic view, setting the stage for strategic planning.

Then, as the conversation deepens, we navigate the murky waters of delayed healthcare and the difficulties it presents in sourcing relevant claims data. Our journey takes us into the heart of the pandemic's impacts on health and disability claims - including prolonged health issues related to COVID-19. Kelly sheds light on how businesses can utilize this data to craft well-informed decisions, the significance of benchmarking, and the unique challenges HR teams are currently facing. Tune in for an insightful conversation packed with valuable insights for employers seeking to understand the labyrinth of healthcare costs.

]]> David Saltzman Buzzsprout-13433978 Mon, 28 Aug 2023 11:00:00 -0400 1215 full false Ep #466: 48 Employees Walked Out: Lessons Learned- with Kristen Hadeed Ep #466: 48 Employees Walked Out: Lessons Learned- with Kristen Hadeed Have you ever wondered about the balance between empowering employees and maintaining control as a leader? Get your answers as we have an enlightening conversation with Kristen Hadeed, author of Permission to Screw Up and Leadership Thought Leader. Kristen takes us on her leadership journey, a journey that began when she was 21 and saw 45 of her employees walk out on her, a pivotal event that reshaped her leadership approach. She shares how this experience transformed her into an advocate for fostering an environment of trust, empowerment, and psychological safety.

What if your team could solve problems without micromanagement? Would it be more effective? Kristen takes a deep dive into these questions and unravels the delicate balance between supporting employees and giving them ownership of their work. She also shares her insights on how to avoid micromanagement and the impact it can have on your team’s morale and your own wellbeing. At the heart of her message is the importance of cultivating a culture of trust that encourages constructive feedback.

Can vulnerability be a game-changer in the workplace? Let's find out from Kristen's personal experience. She unveils how her honesty and vulnerability with her team not only led them to trust her but also gave her a second chance. Listen in as she passionately talks about the value of fostering an environment of vulnerability in the workplace. You'll learn the importance of striking a balance between guiding and supporting employees and giving them ownership of their work. It's time to explore the creation of human workplaces where vulnerability is embraced. This episode is loaded with wisdom, practical advice and a fresh perspective on leadership. Don't miss out!

GET KRISTEN'S BOOK: Permission To Screw Up

]]> Have you ever wondered about the balance between empowering employees and maintaining control as a leader? Get your answers as we have an enlightening conversation with Kristen Hadeed, author of Permission to Screw Up and Leadership Thought Leader. Kristen takes us on her leadership journey, a journey that began when she was 21 and saw 45 of her employees walk out on her, a pivotal event that reshaped her leadership approach. She shares how this experience transformed her into an advocate for fostering an environment of trust, empowerment, and psychological safety.

What if your team could solve problems without micromanagement? Would it be more effective? Kristen takes a deep dive into these questions and unravels the delicate balance between supporting employees and giving them ownership of their work. She also shares her insights on how to avoid micromanagement and the impact it can have on your team’s morale and your own wellbeing. At the heart of her message is the importance of cultivating a culture of trust that encourages constructive feedback.

Can vulnerability be a game-changer in the workplace? Let's find out from Kristen's personal experience. She unveils how her honesty and vulnerability with her team not only led them to trust her but also gave her a second chance. Listen in as she passionately talks about the value of fostering an environment of vulnerability in the workplace. You'll learn the importance of striking a balance between guiding and supporting employees and giving them ownership of their work. It's time to explore the creation of human workplaces where vulnerability is embraced. This episode is loaded with wisdom, practical advice and a fresh perspective on leadership. Don't miss out!

GET KRISTEN'S BOOK: Permission To Screw Up

]]> David Saltzman Buzzsprout-13359342 Mon, 21 Aug 2023 11:00:00 -0400 1528 full false Ep #465: How to Stop Creating Functionally Uninsured Members - with Kevin Kickhaefar Ep #465: How to Stop Creating Functionally Uninsured Members - with Kevin Kickhaefar You ever wonder why the current healthcare system is so expensive and seemingly broken? Get ready to explore the potential of innovative healthcare plan designs that seek to reduce out-of-pocket costs and increase access to care with our special guest, Kevin Kickhaefar, President and Chief Growth Officer at Gravy.  We'll learn about Kevin's fascinating journey from the Midwest to leading a healthcare startup and his vision of a redesigned healthcare system that works for everyone. We'll investigate the integration of direct primary care with plan design, and the challenges that brokers and advisors face in the current climate.

Thinking about level-funded and self-funded plans? Our insightful discussion with Kevin also covers their impact on employers and traditional health insurance carriers. We'll explore how these plans provide employers with more control over their healthcare costs, leading to a more sustainable model for the future. Learn about how direct primary care can bridge the healthcare gap in underserved communities, and how innovative partnerships like the Gravy Pay card and Teladot are simplifying the payment process and virtual visits for patients and providers alike. If you're curious about the future of health insurance, this is one episode you won't want to miss.

]]> You ever wonder why the current healthcare system is so expensive and seemingly broken? Get ready to explore the potential of innovative healthcare plan designs that seek to reduce out-of-pocket costs and increase access to care with our special guest, Kevin Kickhaefar, President and Chief Growth Officer at Gravy.  We'll learn about Kevin's fascinating journey from the Midwest to leading a healthcare startup and his vision of a redesigned healthcare system that works for everyone. We'll investigate the integration of direct primary care with plan design, and the challenges that brokers and advisors face in the current climate.

Thinking about level-funded and self-funded plans? Our insightful discussion with Kevin also covers their impact on employers and traditional health insurance carriers. We'll explore how these plans provide employers with more control over their healthcare costs, leading to a more sustainable model for the future. Learn about how direct primary care can bridge the healthcare gap in underserved communities, and how innovative partnerships like the Gravy Pay card and Teladot are simplifying the payment process and virtual visits for patients and providers alike. If you're curious about the future of health insurance, this is one episode you won't want to miss.

]]> David Saltzman Buzzsprout-13359321 Mon, 14 Aug 2023 11:00:00 -0400 1447 1 465 full false Ep #464: The Art and Science of Staying Relevant in the Insurance Industry - with Daniel Grun Ep #464: The Art and Science of Staying Relevant in the Insurance Industry - with Daniel Grun Join us for a riveting conversation with our guest, Daniel Grun, Chief Marketing Officer at Leading Edge Administrators.  From nonprofit to insurance, he brings a unique perspective to our discussion about the key factors keeping the market static - cost, access, and education of care.  Daniel drops knowledge on the benefits of strong partnerships and the increasing influence of self-funded plans in the industry. We also dig into the vital role of training and establishing a bond of trust in selling and keeping insurance businesses afloat.

Stay tuned as we navigate the terrains of data lakes, benchmarking, and reference-based pricing, technologies that are radically altering outcomes. Get an inside look at how Artificial Intelligence, guided by correctly labeled data, is bridging the underwriting gap.  Join us as we tackle the responsibilities attached to selling insurance plans, the necessity for proper education, and the thrill (and risk) of being on the cutting edge.  Buckle up for an enlightening discussion on the ever-changing insurance panorama and how to master the art of navigating it.

]]> Join us for a riveting conversation with our guest, Daniel Grun, Chief Marketing Officer at Leading Edge Administrators.  From nonprofit to insurance, he brings a unique perspective to our discussion about the key factors keeping the market static - cost, access, and education of care.  Daniel drops knowledge on the benefits of strong partnerships and the increasing influence of self-funded plans in the industry. We also dig into the vital role of training and establishing a bond of trust in selling and keeping insurance businesses afloat.

Stay tuned as we navigate the terrains of data lakes, benchmarking, and reference-based pricing, technologies that are radically altering outcomes. Get an inside look at how Artificial Intelligence, guided by correctly labeled data, is bridging the underwriting gap.  Join us as we tackle the responsibilities attached to selling insurance plans, the necessity for proper education, and the thrill (and risk) of being on the cutting edge.  Buckle up for an enlightening discussion on the ever-changing insurance panorama and how to master the art of navigating it.

]]> David Saltzman Buzzsprout-13359264 Mon, 07 Aug 2023 11:00:00 -0400 1352 1 464 full false EP #463: Unlocking the Secrets to Building Trust: Transforming Organizational Culture - with Cory Scheer EP #463: Unlocking the Secrets to Building Trust: Transforming Organizational Culture - with Cory Scheer Are you ready to tackle the trust problem impacting organizations across all industries? Join us as we unravel the secrets to building trust with our exceptional guest, Corey Sheer, founder and CEO of TrustCentric Consulting. Corey shares his journey and research on the structure of trust, and reveals the three vital building blocks that can make or break trust within an organization: organizational competencies, problem-solving skills, and demonstrating care for others.

Dive into the world of trust with us as we examine the importance of making trust a key performance indicator (KPI) to become more strategic. Corey highlights five critical priorities for organizations seeking to build trust: regular employee feedback, honest conversations, a clear strategy, transparency, and clear ownership of tasks and projects. We explore how prioritizing these elements can help create a culture of trust and the impact of a lack of trust on key performance indicators like employee productivity, retention, loyalty, and advocacy. Corey even shares some practical advice for leaders eager to start rebuilding trust in their organizations. Don't miss this insightful conversation that will help you transform your organization's trust landscape!

]]> Are you ready to tackle the trust problem impacting organizations across all industries? Join us as we unravel the secrets to building trust with our exceptional guest, Corey Sheer, founder and CEO of TrustCentric Consulting. Corey shares his journey and research on the structure of trust, and reveals the three vital building blocks that can make or break trust within an organization: organizational competencies, problem-solving skills, and demonstrating care for others.

Dive into the world of trust with us as we examine the importance of making trust a key performance indicator (KPI) to become more strategic. Corey highlights five critical priorities for organizations seeking to build trust: regular employee feedback, honest conversations, a clear strategy, transparency, and clear ownership of tasks and projects. We explore how prioritizing these elements can help create a culture of trust and the impact of a lack of trust on key performance indicators like employee productivity, retention, loyalty, and advocacy. Corey even shares some practical advice for leaders eager to start rebuilding trust in their organizations. Don't miss this insightful conversation that will help you transform your organization's trust landscape!

]]> David Saltzman Buzzsprout-13073238 Mon, 31 Jul 2023 11:00:00 -0400 1339 full false Ep #462: Unlocking Career Fulfillment for Type A Personalities: Strategies for Embracing Authenticity and Change - with Maki Moussavi Ep #462: Unlocking Career Fulfillment for Type A Personalities: Strategies for Embracing Authenticity and Change - with Maki Moussavi Are you a Type A personality?  Discover how our guest, a fellow Type A individual, managed to transform their career journey to find meaning and fulfillment in their work. We dig deep into the need for variety and engagement for easily bored Type A personalities, the impact of early childhood experiences on our tendencies, and the role societal influences play in shaping our career choices. Plus, we reveal how understanding our coping mechanisms is essential to finding a career that truly works for us.
  
  Feeling trapped in a role that doesn't suit your personality?  Find out how to self-assess what you're tolerating and not accepting in your life, and how making small decisions can help shift your experience for the better. We also discuss the significance of being aware of your emotions throughout the day, so you can reach that tipping point where it becomes less painful to make a change than to stay stuck in a lane that doesn't work for you. 

]]> Are you a Type A personality?  Discover how our guest, a fellow Type A individual, managed to transform their career journey to find meaning and fulfillment in their work. We dig deep into the need for variety and engagement for easily bored Type A personalities, the impact of early childhood experiences on our tendencies, and the role societal influences play in shaping our career choices. Plus, we reveal how understanding our coping mechanisms is essential to finding a career that truly works for us.
  
  Feeling trapped in a role that doesn't suit your personality?  Find out how to self-assess what you're tolerating and not accepting in your life, and how making small decisions can help shift your experience for the better. We also discuss the significance of being aware of your emotions throughout the day, so you can reach that tipping point where it becomes less painful to make a change than to stay stuck in a lane that doesn't work for you. 

]]> David Saltzman Buzzsprout-13073219 Mon, 24 Jul 2023 11:00:00 -0400 1370 full false EP #461: Revolutionizing Musculoskeletal Care: Empowering Patients - with Dr. Michael Greiwe EP #461: Revolutionizing Musculoskeletal Care: Empowering Patients - with Dr. Michael Greiwe What if there was a way to revolutionize musculoskeletal care while reducing unnecessary procedures? Discover how Dr. Michael Greiwe, founder of OrthoLive, is using telemedicine to ensure patients receive the right treatment. In our engaging conversation, Dr. Greiwe shares his journey from medical school to creating OrthoLive and the importance of listening to patients' stories in making informed diagnoses. 
 
 We also explore the power of shared decision-making in healthcare, empowering patients to become informed and communicate with their physicians for better compliance and outcomes. Learn how coming together and creating a plan benefits both patients and physicians while potentially transforming the way we approach musculoskeletal care. Join us as we discuss the future of OrthoLive as a network of surgeons providing efficient and cost-effective healthcare solutions.

]]> What if there was a way to revolutionize musculoskeletal care while reducing unnecessary procedures? Discover how Dr. Michael Greiwe, founder of OrthoLive, is using telemedicine to ensure patients receive the right treatment. In our engaging conversation, Dr. Greiwe shares his journey from medical school to creating OrthoLive and the importance of listening to patients' stories in making informed diagnoses. 
 
 We also explore the power of shared decision-making in healthcare, empowering patients to become informed and communicate with their physicians for better compliance and outcomes. Learn how coming together and creating a plan benefits both patients and physicians while potentially transforming the way we approach musculoskeletal care. Join us as we discuss the future of OrthoLive as a network of surgeons providing efficient and cost-effective healthcare solutions.

]]> David Saltzman Buzzsprout-13073232 Mon, 17 Jul 2023 11:00:00 -0400 1346 full false Ep #460: Healthcare is Stealing the American Dream - with Dave Chase Ep #460: Healthcare is Stealing the American Dream - with Dave Chase What if healthcare as we know it is stealing the American Dream? Join us on this eye-opening episode  as we welcome Dave Chase, creator and co-founder of Health Rosetta, to discuss the vital role of benefits advisors in preventing medical mistakes and saving the US economy.  Learn how Dave's personal journey to understand a tragic misdiagnosis led him to create a movement aimed at transforming healthcare and restoring the American Dream.

Together, we explore the origin story of Health Rosetta, how the ACA sparked the journey to change, and how the 2016 election illuminated the need for a drastic overhaul of our healthcare system. Discover how wage stagnation and rising premiums have contributed to economic depression for the working and middle classes over the past 30 years, and why it's time to take action. Uncover the potential of using LEED standards to accredit and certify health plans, and how focusing on quality and affordability could be the key to reducing healthcare spending. Don't miss this powerful conversation with Dave Chase as we work towards restoring the American Dream through healthcare transformation!

SPECIAL NOTE: Join Dave and the Health Rosetta team at ROSETTA FEST August 7-9, 2023 in Chicago. Click HERE for more information.

]]> What if healthcare as we know it is stealing the American Dream? Join us on this eye-opening episode  as we welcome Dave Chase, creator and co-founder of Health Rosetta, to discuss the vital role of benefits advisors in preventing medical mistakes and saving the US economy.  Learn how Dave's personal journey to understand a tragic misdiagnosis led him to create a movement aimed at transforming healthcare and restoring the American Dream.

Together, we explore the origin story of Health Rosetta, how the ACA sparked the journey to change, and how the 2016 election illuminated the need for a drastic overhaul of our healthcare system. Discover how wage stagnation and rising premiums have contributed to economic depression for the working and middle classes over the past 30 years, and why it's time to take action. Uncover the potential of using LEED standards to accredit and certify health plans, and how focusing on quality and affordability could be the key to reducing healthcare spending. Don't miss this powerful conversation with Dave Chase as we work towards restoring the American Dream through healthcare transformation!

SPECIAL NOTE: Join Dave and the Health Rosetta team at ROSETTA FEST August 7-9, 2023 in Chicago. Click HERE for more information.

]]> David Saltzman Buzzsprout-13027665 Mon, 10 Jul 2023 11:00:00 -0400 1561 460 full false Ep #458: "Navigating Self-Funding Solutions for Small Business Healthcare - With Chris Corkran Ep #458: "Navigating Self-Funding Solutions for Small Business Healthcare - With Chris Corkran Why is self-funding becoming a popular choice for small businesses, and how can you implement it effectively? Join us in an engaging conversation with Chris Corkran, President and CEO of Creative Benefits Consultants, as he shares his journey and expertise on this innovative benefits solution. 

We dive deep into the level-funded healthcare plans approach , discussing strategies for helping employers save money while providing improved benefits for their employees. Learn about the crawl, walk, run continuum and taking a holistic approach to benefits consulting. Chris also shares valuable insights on the importance of working with an independent benefits consultant to navigate these decisions. Don't miss this opportunity to gain practical knowledge on creative benefits solutions for small groups.

]]> Why is self-funding becoming a popular choice for small businesses, and how can you implement it effectively? Join us in an engaging conversation with Chris Corkran, President and CEO of Creative Benefits Consultants, as he shares his journey and expertise on this innovative benefits solution. 

We dive deep into the level-funded healthcare plans approach , discussing strategies for helping employers save money while providing improved benefits for their employees. Learn about the crawl, walk, run continuum and taking a holistic approach to benefits consulting. Chris also shares valuable insights on the importance of working with an independent benefits consultant to navigate these decisions. Don't miss this opportunity to gain practical knowledge on creative benefits solutions for small groups.

]]> David Saltzman Buzzsprout-13016914 Mon, 26 Jun 2023 11:00:00 -0400 1216 458 full false EP #457: What Happens When the Traditional Agency Meets the Gig Economy? — with Adam Michaels EP #457: What Happens When the Traditional Agency Meets the Gig Economy? — with Adam Michaels This week's episode explores the fascinating intersection between the traditional agency model and the gig economy. In a rapidly changing world where frictionless relationships and instant, on-demand services are sought after, how can the insurance industry adapt to attract younger generations and diverse talent? 

Join us as we delve into the potential of platform-as-a-service solutions and their role in revolutionizing the employee benefits landscape, offering opportunities for both advisors and employees alike.


What You’ll Learn From This Episode:
0:45 From unexpected beginnings to the insurance industry.

1:32 Addressing the failure of employee benefits: Enroll-a-five’s mission.

5:13 The first gig economy play in insurance: Monetizing expertise and expanding reach.

7:16 Meeting the needs of a changing workforce: Fragmentation, friction, and the call for streamlined solutions.

9:07 A pathway for engaging the youth and diverse populations.

11:57 The role of benefit advisors in driving engagement and care.

14:19 Presenting a customized solution for employers.

15:50 Balancing relationships and technology in the industry.


Enjoy The Show?

]]> This week's episode explores the fascinating intersection between the traditional agency model and the gig economy. In a rapidly changing world where frictionless relationships and instant, on-demand services are sought after, how can the insurance industry adapt to attract younger generations and diverse talent? 

Join us as we delve into the potential of platform-as-a-service solutions and their role in revolutionizing the employee benefits landscape, offering opportunities for both advisors and employees alike.


What You’ll Learn From This Episode:
0:45 From unexpected beginnings to the insurance industry.

1:32 Addressing the failure of employee benefits: Enroll-a-five’s mission.

5:13 The first gig economy play in insurance: Monetizing expertise and expanding reach.

7:16 Meeting the needs of a changing workforce: Fragmentation, friction, and the call for streamlined solutions.

9:07 A pathway for engaging the youth and diverse populations.

11:57 The role of benefit advisors in driving engagement and care.

14:19 Presenting a customized solution for employers.

15:50 Balancing relationships and technology in the industry.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12928946 Mon, 19 Jun 2023 11:00:00 -0400 1122 full false EP #456: Genetic Testing Is a Total Game Changer — With Nick Glimcher EP #456: Genetic Testing Is a Total Game Changer — With Nick Glimcher This week's episode delves into the revolutionary advancements in genetic testing and its transformative impact on healthcare. With the advent of precision medicine, the ability to analyze an individual's genetic makeup has become a total game changer. By understanding how genes influence drug response and metabolism, healthcare providers can tailor treatment plans for optimal effectiveness while minimizing risks and costs. Join us as we explore the potential of genetic testing to revolutionize patient care and address concerns surrounding privacy and discrimination fears.


What You’ll Learn From This Episode:

1:04 Journey to expanding offerings: Antimicrobial stewardship and medication adherence programming. 

2:42 Addressing inefficacy and personalized medicine: Leveraging genetic information. 

5:13 Educating payers for improved outcomes and cost reduction. 

6:22 The process of genetic testing and how the various pieces come together. 

8:12 How the integration of genetic test results works in the doctor-patient interaction and its broader implications. 

11:31 Improving patient outcomes and cost-efficiency.


Enjoy The Show?

]]> This week's episode delves into the revolutionary advancements in genetic testing and its transformative impact on healthcare. With the advent of precision medicine, the ability to analyze an individual's genetic makeup has become a total game changer. By understanding how genes influence drug response and metabolism, healthcare providers can tailor treatment plans for optimal effectiveness while minimizing risks and costs. Join us as we explore the potential of genetic testing to revolutionize patient care and address concerns surrounding privacy and discrimination fears.


What You’ll Learn From This Episode:

1:04 Journey to expanding offerings: Antimicrobial stewardship and medication adherence programming. 

2:42 Addressing inefficacy and personalized medicine: Leveraging genetic information. 

5:13 Educating payers for improved outcomes and cost reduction. 

6:22 The process of genetic testing and how the various pieces come together. 

8:12 How the integration of genetic test results works in the doctor-patient interaction and its broader implications. 

11:31 Improving patient outcomes and cost-efficiency.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12928920 Mon, 12 Jun 2023 11:00:00 -0400 912 full false EP #455: Modernizing Ancillary Benefits — With Alex Frommeyer EP #455: Modernizing Ancillary Benefits — With Alex Frommeyer This week's episode explored the intriguing realm of modernizing ancillary benefits, shedding light on the shifting landscape of employee benefits and the profound impact it has on employers and their workforce. The discussion emphasized the increasing significance of ancillary benefits, such as dental, vision, and life insurance, in today's competitive market, where employers strive to attract and retain top talent. 

The conversation delved into the evolving expectations of employees, the role of technology in streamlining benefits administration, and the growing recognition of the interconnectedness between benefits, company culture, and overall employee experience. Join us as we uncover the transformative power of modernizing ancillary benefits and its profound implications for businesses of all sizes.


What You’ll Learn From This Episode:
0:49 Unexpected path: From engineering to employee benefits.

1:41 Unveiling a forgotten corner: Addressing dental insurance gaps.

3:14 From connected toothbrushes to building an insurance company.

7:27 Beam’s mission to empower brokers and enhance customer experience.

12:12 The strategic connection between benefits, culture, and measurable outcomes.

15:38 Enrollment, participation, and employee happiness outcomes.


Enjoy The Show?

]]> This week's episode explored the intriguing realm of modernizing ancillary benefits, shedding light on the shifting landscape of employee benefits and the profound impact it has on employers and their workforce. The discussion emphasized the increasing significance of ancillary benefits, such as dental, vision, and life insurance, in today's competitive market, where employers strive to attract and retain top talent. 

The conversation delved into the evolving expectations of employees, the role of technology in streamlining benefits administration, and the growing recognition of the interconnectedness between benefits, company culture, and overall employee experience. Join us as we uncover the transformative power of modernizing ancillary benefits and its profound implications for businesses of all sizes.


What You’ll Learn From This Episode:
0:49 Unexpected path: From engineering to employee benefits.

1:41 Unveiling a forgotten corner: Addressing dental insurance gaps.

3:14 From connected toothbrushes to building an insurance company.

7:27 Beam’s mission to empower brokers and enhance customer experience.

12:12 The strategic connection between benefits, culture, and measurable outcomes.

15:38 Enrollment, participation, and employee happiness outcomes.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12928895 Mon, 05 Jun 2023 11:00:00 -0400 1142 455 full false EP #454: How TPAs Help You Build Better Plans — with Jay Kempton EP #454: How TPAs Help You Build Better Plans — with Jay Kempton In this week's episode of the ShiftShapers Podcast, the spotlight shines on the evolving landscape of self-funded plans and the critical role of third-party administrators (TPAs). Jay Kempton, President and CEO of the Kempton Group, discusses the increasing demand for TPAs and the education gaps among advisors. From discussing the industry's growth and the need for knowledgeable TPAs to navigating regulatory boundaries and understanding ERISA, this episode provides valuable insights for advisors and industry professionals alike.

What You’ll Learn From This Episode:
0:56 Increased business opportunities and growth for TPAs in a challenging industry.

2:56 Deficits among advisors in understanding ERISA and self-funded plans.

3:57 Expanded scope of fiduciary responsibility for plan administrators and sponsors.

6:15 Liability and accountability: The role of advisors in addressing unethical vendor practices.

8:27 Lack of patient engagement: Disempowerment and limited decision-making rights.

11:17 Empowering patients as healthcare buyers: Changing perceptions and social challenges.

13:56 Shifting healthcare behavior: Unfulfilled expectations of patient engagement.

15:55 The power of bundled healthcare for informed decision-making.


Enjoy The Show?

]]> In this week's episode of the ShiftShapers Podcast, the spotlight shines on the evolving landscape of self-funded plans and the critical role of third-party administrators (TPAs). Jay Kempton, President and CEO of the Kempton Group, discusses the increasing demand for TPAs and the education gaps among advisors. From discussing the industry's growth and the need for knowledgeable TPAs to navigating regulatory boundaries and understanding ERISA, this episode provides valuable insights for advisors and industry professionals alike.

What You’ll Learn From This Episode:
0:56 Increased business opportunities and growth for TPAs in a challenging industry.

2:56 Deficits among advisors in understanding ERISA and self-funded plans.

3:57 Expanded scope of fiduciary responsibility for plan administrators and sponsors.

6:15 Liability and accountability: The role of advisors in addressing unethical vendor practices.

8:27 Lack of patient engagement: Disempowerment and limited decision-making rights.

11:17 Empowering patients as healthcare buyers: Changing perceptions and social challenges.

13:56 Shifting healthcare behavior: Unfulfilled expectations of patient engagement.

15:55 The power of bundled healthcare for informed decision-making.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12928884 Mon, 29 May 2023 11:00:00 -0400 1140 454 full false EP #453: What If Ambulatory Care Was a Direct Pay Model? — With Jawad Arshad, MD EP #453: What If Ambulatory Care Was a Direct Pay Model? — With Jawad Arshad, MD As healthcare costs continue to rise and insurance premiums become increasingly unaffordable for many Americans, the concept of direct pay models has gained traction.

In this episode, we sit down with Dr. Jawad Arshad, CEO at WoW Health Solutions, to explore the idea of a direct pay model for ambulatory care. We dive into the benefits and challenges of such a model for ambulatory care and explore how it could potentially transform the healthcare industry.

Join us for a thought-provoking conversation on the future of healthcare in the United States.

What You’ll Learn From This Episode:
0:47 ER physician turned CEO: An insight into the challenges faced by providers and payers in healthcare delivery.

2:09 Understanding direct pay model for ambulatory care: A transparent and consumer-centric approach to healthcare payment.

5:17 Addressing misconceptions about insurance policies and direct pay models.

7:25 Benefits of Direct Primary Care and Challenges in the Current Healthcare System

11:55 The role of benefits advisors in changing employee behavior and reducing healthcare costs.

11:47 Exploring the direct pay model and insurance deductibles: Can you still file for reimbursement?

16:07 Alternative arrangements and market stressors driving direct pay models.


Enjoy The Show?

]]> As healthcare costs continue to rise and insurance premiums become increasingly unaffordable for many Americans, the concept of direct pay models has gained traction.

In this episode, we sit down with Dr. Jawad Arshad, CEO at WoW Health Solutions, to explore the idea of a direct pay model for ambulatory care. We dive into the benefits and challenges of such a model for ambulatory care and explore how it could potentially transform the healthcare industry.

Join us for a thought-provoking conversation on the future of healthcare in the United States.

What You’ll Learn From This Episode:
0:47 ER physician turned CEO: An insight into the challenges faced by providers and payers in healthcare delivery.

2:09 Understanding direct pay model for ambulatory care: A transparent and consumer-centric approach to healthcare payment.

5:17 Addressing misconceptions about insurance policies and direct pay models.

7:25 Benefits of Direct Primary Care and Challenges in the Current Healthcare System

11:55 The role of benefits advisors in changing employee behavior and reducing healthcare costs.

11:47 Exploring the direct pay model and insurance deductibles: Can you still file for reimbursement?

16:07 Alternative arrangements and market stressors driving direct pay models.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12741565 Mon, 22 May 2023 11:00:00 -0400 1163 453 full false EP #452: Ancillary Benefits: Your Time To Shine — with Kevin Curran EP #452: Ancillary Benefits: Your Time To Shine — with Kevin Curran This week's episode is all about ancillary benefits and why they should be an important consideration for employers.

Together with Kevin Curran, founding partner at Salt Margin, We'll dive into the world of employee benefits and explore the ways in which ancillary benefits can add value to your company's offerings. While health insurance and retirement plans are often top of mind for employers, ancillary benefits can make a big difference in attracting and retaining top talent.

It's time to shine a light on these often-overlooked benefits and discover how they can give your company a competitive edge in today's tight job market. So, sit back, grab a cup of coffee, and join us as we explore the world of ancillary benefits.


What You’ll Learn From This Episode:
0:48 How Kevin got started in the insurance business.

3:30 The flawed approach to marketing traditional ancillary benefits.

5:09 The shift towards ancillary benefit consulting: Opportunities and challenges for advisors.

8:17 Coordinating with leave programs: How it can save you money on short-term disability insurance.

12:27 Reverse discrimination and overcoming it: Strategies for successful advisors and agencies.


Enjoy The Show?

]]> This week's episode is all about ancillary benefits and why they should be an important consideration for employers.

Together with Kevin Curran, founding partner at Salt Margin, We'll dive into the world of employee benefits and explore the ways in which ancillary benefits can add value to your company's offerings. While health insurance and retirement plans are often top of mind for employers, ancillary benefits can make a big difference in attracting and retaining top talent.

It's time to shine a light on these often-overlooked benefits and discover how they can give your company a competitive edge in today's tight job market. So, sit back, grab a cup of coffee, and join us as we explore the world of ancillary benefits.


What You’ll Learn From This Episode:
0:48 How Kevin got started in the insurance business.

3:30 The flawed approach to marketing traditional ancillary benefits.

5:09 The shift towards ancillary benefit consulting: Opportunities and challenges for advisors.

8:17 Coordinating with leave programs: How it can save you money on short-term disability insurance.

12:27 Reverse discrimination and overcoming it: Strategies for successful advisors and agencies.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12741537 Mon, 15 May 2023 11:00:00 -0400 1133 full false EP #451: The Most Appreciated Benefit (Woof!) — with Aaron Oaks EP #451: The Most Appreciated Benefit (Woof!) — with Aaron Oaks In this week's episode, we delve into the increasing popularity of pet insurance in the workplace. As a larger number of Americans own pets, employers are acknowledging the significance of incorporating pet-related benefits into their employee wellness programs.

Join David Saltsman and Aaron Oaks, CEO of United Pet Car, as we explore the benefits of pet insurance for both employees and employers and discuss how this trend is shaping the future of employee benefits.


What You’ll Learn From This Episode:
0:30 Aaron shares his journey: From Non-Pet Healthcare to Pet Insurance.

2:20 Exploring the gaps and challenges in pet care.

3:36 Pre-existing conditions and exclusions in traditional pet insurance.

5:31 The growing market of pet ownership and the lack of proportional increase in pet insurance coverage.

6:25 A new approach to financial protection for pets.

8:13 A discussion on the HMO model and referral system in pet healthcare.

9:47 A step-by-step guide to enrolling in united pet care’s plan.

11:49 Understanding the fee structure for vet services on the plan.


Enjoy The Show?

]]> In this week's episode, we delve into the increasing popularity of pet insurance in the workplace. As a larger number of Americans own pets, employers are acknowledging the significance of incorporating pet-related benefits into their employee wellness programs.

Join David Saltsman and Aaron Oaks, CEO of United Pet Car, as we explore the benefits of pet insurance for both employees and employers and discuss how this trend is shaping the future of employee benefits.


What You’ll Learn From This Episode:
0:30 Aaron shares his journey: From Non-Pet Healthcare to Pet Insurance.

2:20 Exploring the gaps and challenges in pet care.

3:36 Pre-existing conditions and exclusions in traditional pet insurance.

5:31 The growing market of pet ownership and the lack of proportional increase in pet insurance coverage.

6:25 A new approach to financial protection for pets.

8:13 A discussion on the HMO model and referral system in pet healthcare.

9:47 A step-by-step guide to enrolling in united pet care’s plan.

11:49 Understanding the fee structure for vet services on the plan.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12741530 Mon, 08 May 2023 11:00:00 -0400 1026 451 full false EP #450: Are You Using an Integrated Optimization Platform? — With Rob Gelb EP #450: Are You Using an Integrated Optimization Platform? — With Rob Gelb This week's episode features a fascinating conversation about the future of healthcare and the challenges facing the industry in providing a frictionless experience for members. Rob Gelb, CEO of Valence Health shares insights on how their company is working towards creating a single point of coordination and alignment for all parties involved in healthcare, from the patient to the payer, to reduce complexity and improve the overall experience.

Join us as we explore the exciting possibilities and potential obstacles that lie ahead in the ever-evolving world of healthcare.


What You’ll Learn From This Episode:
2:03 Two major problems facing the healthcare industry

4:05 Educating and Aligning with Self-Funded Employers and Their Networks

6:16 The four pillars that need to be aligned in your business.

8:41 Helping clients Move from reactive to proactive: A real-life example from the healthcare industry.

10:09 An example of how the integrated optimization platform has changed the member experience of an association.

12:05 Consultative approach to introducing integrated optimization platform to struggling employers: An example conversation with benefit advisors.

13:25 How Valence Health communicates and delivers integrated care to members.

14:47 Finding the balance between simplifying user experience and maintaining partnership with other providers.

15:50 Designing a frictionless healthcare system: Balancing expanded services and a seamless member experience.

18:24 Building a frictionless future: Creating alignment and coordination for patients, plans, payers, and providers.


Enjoy The Show?

]]> This week's episode features a fascinating conversation about the future of healthcare and the challenges facing the industry in providing a frictionless experience for members. Rob Gelb, CEO of Valence Health shares insights on how their company is working towards creating a single point of coordination and alignment for all parties involved in healthcare, from the patient to the payer, to reduce complexity and improve the overall experience.

Join us as we explore the exciting possibilities and potential obstacles that lie ahead in the ever-evolving world of healthcare.


What You’ll Learn From This Episode:
2:03 Two major problems facing the healthcare industry

4:05 Educating and Aligning with Self-Funded Employers and Their Networks

6:16 The four pillars that need to be aligned in your business.

8:41 Helping clients Move from reactive to proactive: A real-life example from the healthcare industry.

10:09 An example of how the integrated optimization platform has changed the member experience of an association.

12:05 Consultative approach to introducing integrated optimization platform to struggling employers: An example conversation with benefit advisors.

13:25 How Valence Health communicates and delivers integrated care to members.

14:47 Finding the balance between simplifying user experience and maintaining partnership with other providers.

15:50 Designing a frictionless healthcare system: Balancing expanded services and a seamless member experience.

18:24 Building a frictionless future: Creating alignment and coordination for patients, plans, payers, and providers.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12741501 Mon, 01 May 2023 11:00:00 -0400 1273 450 full false EP #449: Becoming the Leader Your Organization Needs — with Katie Ervin, Ed.D. EP #449: Becoming the Leader Your Organization Needs — with Katie Ervin, Ed.D. In this week's episode, we explore leadership development with a renowned expert in the field, Katie Ervin. She provides insights into how organizations can identify and cultivate leadership potential in their employees. Additionally, she emphasizes the importance of self-awareness and emotional intelligence for effective leadership. We also discuss strategies for overcoming imposter syndrome and empowering introverted individuals to step up as leaders.

Join us for a thought-provoking discussion on the keys to successful leadership development.


What You’ll Learn From This Episode:
0:59 Katie's journey to becoming a CEO.

2:47 The importance of building relationships and trust in leadership and the workplace.

5:20 The significance of self-awareness and a growth mindset for leaders and organizations.

7:16 The importance of effective leadership development for business growth.

10:35 How to become your inner cheerleader and find your inner coach.

12:04 Helping other leaders realize their potential.


Enjoy The Show?

]]> In this week's episode, we explore leadership development with a renowned expert in the field, Katie Ervin. She provides insights into how organizations can identify and cultivate leadership potential in their employees. Additionally, she emphasizes the importance of self-awareness and emotional intelligence for effective leadership. We also discuss strategies for overcoming imposter syndrome and empowering introverted individuals to step up as leaders.

Join us for a thought-provoking discussion on the keys to successful leadership development.


What You’ll Learn From This Episode:
0:59 Katie's journey to becoming a CEO.

2:47 The importance of building relationships and trust in leadership and the workplace.

5:20 The significance of self-awareness and a growth mindset for leaders and organizations.

7:16 The importance of effective leadership development for business growth.

10:35 How to become your inner cheerleader and find your inner coach.

12:04 Helping other leaders realize their potential.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12559304 Mon, 24 Apr 2023 11:00:00 -0400 1154 449 full false EP #448: How Buyers are Qualifying YOU! — with C. Lee Smith EP #448: How Buyers are Qualifying YOU! — with C. Lee Smith In this week's episode, Lee Smith, the CEO of SalesFuel and author of "SalesCred: How Buyers Qualify Sellers," shares insights on the significance of credibility in sales. He emphasizes how credibility is often overlooked in today's fast-paced and technology-driven sales environment, and how sales is more of an intelligence game than a numbers game.

In, Lee shares his journey in sales and how he started SalesFuel to help salespeople become more credible with their buyers. He also covers the three pillars of credibility and the five levels of credibility in sales, as well as the importance of avoiding arrogance in sales.

What You’ll Learn From This Episode:
0:27 Lee shares his journey in sales and how he started his company, SalesFuel, to help salespeople become more credible with their buyers.

2:38 Buyer perception and the importance of credibility in sales.

4:59 The three pillars of credibility.

9:51 The five levels of credibility in sales.

14:08 The importance of credibility and avoiding arrogance in sales.


Enjoy The Show?

]]> In this week's episode, Lee Smith, the CEO of SalesFuel and author of "SalesCred: How Buyers Qualify Sellers," shares insights on the significance of credibility in sales. He emphasizes how credibility is often overlooked in today's fast-paced and technology-driven sales environment, and how sales is more of an intelligence game than a numbers game.

In, Lee shares his journey in sales and how he started SalesFuel to help salespeople become more credible with their buyers. He also covers the three pillars of credibility and the five levels of credibility in sales, as well as the importance of avoiding arrogance in sales.

What You’ll Learn From This Episode:
0:27 Lee shares his journey in sales and how he started his company, SalesFuel, to help salespeople become more credible with their buyers.

2:38 Buyer perception and the importance of credibility in sales.

4:59 The three pillars of credibility.

9:51 The five levels of credibility in sales.

14:08 The importance of credibility and avoiding arrogance in sales.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12559223 Mon, 17 Apr 2023 11:00:00 -0400 1055 447 full false EP #447: Why Workplace Wellbeing Matters to Your Clients - with Haley Prophet EP #447: Why Workplace Wellbeing Matters to Your Clients - with Haley Prophet In this week's episode, we dive into the important topic of mental health in the workplace. Haley Prophet, a consultant, and expert in this field, shares valuable insights on how to create a supportive workplace culture that promotes connectedness, safety, trust, care, and compassion.

Haley emphasizes the need for leaders to shift their mindset from being bosses to being coaches, and to view the current situation as an opportunity for growth and evolution. With the pandemic drastically changing the way we work, it's more important than ever to prioritize mental health in the workplace.

Join us as we explore these important issues and learn from Haley's insights.


What You’ll Learn From This Episode:
1:50 Expert insights on workplace well-being.

4:43 The shared responsibility between employers and employees in prioritizing workplace well-being.

7:30 The importance of organizational culture and recognizing symptoms of a bad culture: Emphasizing the connection between well-being and organizational performance.

12:01 The importance of value on investment (Voi) In businesses: Moving beyond ROI to embrace holistic measures of performance and well-being.

14:06 Creating a multi-pronged approach to address mental health in the workplace: Shifting mindsets and embracing opportunities for growth and evolution.


Enjoy The Show?

]]> In this week's episode, we dive into the important topic of mental health in the workplace. Haley Prophet, a consultant, and expert in this field, shares valuable insights on how to create a supportive workplace culture that promotes connectedness, safety, trust, care, and compassion.

Haley emphasizes the need for leaders to shift their mindset from being bosses to being coaches, and to view the current situation as an opportunity for growth and evolution. With the pandemic drastically changing the way we work, it's more important than ever to prioritize mental health in the workplace.

Join us as we explore these important issues and learn from Haley's insights.


What You’ll Learn From This Episode:
1:50 Expert insights on workplace well-being.

4:43 The shared responsibility between employers and employees in prioritizing workplace well-being.

7:30 The importance of organizational culture and recognizing symptoms of a bad culture: Emphasizing the connection between well-being and organizational performance.

12:01 The importance of value on investment (Voi) In businesses: Moving beyond ROI to embrace holistic measures of performance and well-being.

14:06 Creating a multi-pronged approach to address mental health in the workplace: Shifting mindsets and embracing opportunities for growth and evolution.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12559287 Mon, 10 Apr 2023 11:00:00 -0400 1165 448 full false EP #446: Why Transparency Isn't - with Daniel Meylan EP #446: Why Transparency Isn't - with Daniel Meylan In this week's episode, Daniel Meylan, Senior VP of broker relations at Payer Compass, shares his insights on the importance of transparency in the insurance industry and why it's often lacking. In spite of the importance of transparency for establishing trust and building strong client relationships, many brokers have difficulties disclosing their revenue sources.

In this interview, Meylan shares his perspectives on how brokers can navigate this challenge, emphasizing the need for completeness, transparency, and ethics. He also touches on the role of data and technology in the future of the industry, and why he's optimistic about the next generation of brokers.

What You’ll Learn From This Episode:

1:47 Daniel Meylan’s background in the broker-dealer world.

4:00 The three classes of the American healthcare system and how transparency will change the system over the next decade.

6:31 How direct primary care and reference-based pricing are promoting transparency in healthcare.

11:10 The challenges of modernizing technology infrastructures in the insurance industry and how aggregating data can eventually lead to transparency in healthcare costs for consumers.

13:36 The consolidated appropriations act and its implications on fiduciary responsibility, class action lawsuits, and broker disclosure.

17:50 Meylan shares his views on the future of the insurance industry.

Enjoy The Show?

]]> In this week's episode, Daniel Meylan, Senior VP of broker relations at Payer Compass, shares his insights on the importance of transparency in the insurance industry and why it's often lacking. In spite of the importance of transparency for establishing trust and building strong client relationships, many brokers have difficulties disclosing their revenue sources.

In this interview, Meylan shares his perspectives on how brokers can navigate this challenge, emphasizing the need for completeness, transparency, and ethics. He also touches on the role of data and technology in the future of the industry, and why he's optimistic about the next generation of brokers.

What You’ll Learn From This Episode:

1:47 Daniel Meylan’s background in the broker-dealer world.

4:00 The three classes of the American healthcare system and how transparency will change the system over the next decade.

6:31 How direct primary care and reference-based pricing are promoting transparency in healthcare.

11:10 The challenges of modernizing technology infrastructures in the insurance industry and how aggregating data can eventually lead to transparency in healthcare costs for consumers.

13:36 The consolidated appropriations act and its implications on fiduciary responsibility, class action lawsuits, and broker disclosure.

17:50 Meylan shares his views on the future of the insurance industry.

Enjoy The Show?

]]> David Saltzman Buzzsprout-12548707 Mon, 03 Apr 2023 11:00:00 -0400 1194 446 full false EP #445: Is Buying Health Insurance Like Renting an Apartment? – With Paula Muto, MD EP #445: Is Buying Health Insurance Like Renting an Apartment? – With Paula Muto, MD This week's episode features a fascinating discussion with Dr. Paula Muto, a practicing surgeon and founder of Uberdoc, a healthcare platform designed to provide patients with greater access and control over their medical care. In this insightful conversation, Dr. Muto shares her unique perspective on the current state of healthcare in the US and highlights the need for a more patient-centered approach. She emphasizes the importance of separating the practice of medicine from the business of healthcare and explains how Uberdoc is revolutionizing the traditional healthcare model by empowering patients to take charge of their care journey.

What You’ll Learn From This Episode:

2:10 A surgeon’s perspective on direct pay model and why health insurance is like renting an apartment.

3:39 Building health equity: Moving from rental to a mortgage model in healthcare.

6:35 The healthcare spending crisis: Why two-thirds of healthcare spending is wasted on managing data and care, and how we can redirect the funds to improve patient outcomes.

9:19 The future of healthcare consumerism: Empowering patients to take control of their care.

11:35 The direct pay model: A practical solution for consumer-driven healthcare.

14:05 Uberdoc’s role in direct pay model: Making medical appointments and payments simple and transparent.

17:46 Separating medicine from healthcare.


Enjoy The Show?

]]> This week's episode features a fascinating discussion with Dr. Paula Muto, a practicing surgeon and founder of Uberdoc, a healthcare platform designed to provide patients with greater access and control over their medical care. In this insightful conversation, Dr. Muto shares her unique perspective on the current state of healthcare in the US and highlights the need for a more patient-centered approach. She emphasizes the importance of separating the practice of medicine from the business of healthcare and explains how Uberdoc is revolutionizing the traditional healthcare model by empowering patients to take charge of their care journey.

What You’ll Learn From This Episode:

2:10 A surgeon’s perspective on direct pay model and why health insurance is like renting an apartment.

3:39 Building health equity: Moving from rental to a mortgage model in healthcare.

6:35 The healthcare spending crisis: Why two-thirds of healthcare spending is wasted on managing data and care, and how we can redirect the funds to improve patient outcomes.

9:19 The future of healthcare consumerism: Empowering patients to take control of their care.

11:35 The direct pay model: A practical solution for consumer-driven healthcare.

14:05 Uberdoc’s role in direct pay model: Making medical appointments and payments simple and transparent.

17:46 Separating medicine from healthcare.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12383725 Mon, 27 Mar 2023 11:00:00 -0400 1164 445 full false EP #444: New Trends in Enhanced (Voluntary) Benefits — with Eric Silverman EP #444: New Trends in Enhanced (Voluntary) Benefits — with Eric Silverman This week's episode of our podcast features a fascinating conversation with Eric Silverman, a renowned speaker, author, and voluntary benefits expert. Eric discusses the evolving world of voluntary benefits and enhanced benefits, highlighting the important role technology has played in transforming it. He also delves into the increasing trend of outsourcing non-expertise areas in the industry, which he predicts will become more prevalent in the next few years. With his charismatic storytelling skills, Eric offers valuable insights into the benefits industry's future.

What You’ll Learn From This Episode:

2:12 Enhanced benefits: The key to attracting and retaining talent in today’s economy.

5:02 Exploring the changing landscape of employee benefits: The rise of non-traditional insurance and the importance of effective communication.

7:12 The benefits of effective communication strategies.

9:32 The importance of employer engagement and the journey vs. destination mindset in employee benefits.

13:25 Understanding responsibility creep in the broker and advisor industry: The challenges and solutions

17:26 The future of voluntary benefits: trends and outsourcing possibilities.


Enjoy The Show?

]]> This week's episode of our podcast features a fascinating conversation with Eric Silverman, a renowned speaker, author, and voluntary benefits expert. Eric discusses the evolving world of voluntary benefits and enhanced benefits, highlighting the important role technology has played in transforming it. He also delves into the increasing trend of outsourcing non-expertise areas in the industry, which he predicts will become more prevalent in the next few years. With his charismatic storytelling skills, Eric offers valuable insights into the benefits industry's future.

What You’ll Learn From This Episode:

2:12 Enhanced benefits: The key to attracting and retaining talent in today’s economy.

5:02 Exploring the changing landscape of employee benefits: The rise of non-traditional insurance and the importance of effective communication.

7:12 The benefits of effective communication strategies.

9:32 The importance of employer engagement and the journey vs. destination mindset in employee benefits.

13:25 Understanding responsibility creep in the broker and advisor industry: The challenges and solutions

17:26 The future of voluntary benefits: trends and outsourcing possibilities.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12383706 Mon, 20 Mar 2023 12:00:00 -0400 1222 443 full false EP #443: Overmedicating in the New CAA Environment — with Mark A. Smith EP #443: Overmedicating in the New CAA Environment — with Mark A. Smith This week's episode delves into the world of pharmacogenomics (PGx) and how it is changing the way we approach medication management. We sit down with a leading expert in the field to discuss the current state of PGx adoption, the challenges it faces in gaining wider acceptance in the medical community, and the potential impact it could have on our healthcare system in the future. From the role of direct-to-consumer testing to the importance of involving clinicians in the decision-making process, we explore the complexities of this emerging field and what it could mean for patient care. Join us for this informative and thought-provoking conversation on the cutting edge of personalized medicine.


What You’ll Learn From This Episode:

1:54 Overmedication: A systemic problem in healthcare.

4:16 The evolution and future of pharmacogenetics (PGx) as a standard of care.

12:44 Implementing pharmacogenomics testing in employer healthcare plans: Overcoming adoption challenges and practical applications.

14:51 The adoption curve of pharmacogenomics testing in healthcare: A bottom-up mission.

17:34 The future of PGx: Adoption by early adopters and the role of payers.


Enjoy The Show?

]]> This week's episode delves into the world of pharmacogenomics (PGx) and how it is changing the way we approach medication management. We sit down with a leading expert in the field to discuss the current state of PGx adoption, the challenges it faces in gaining wider acceptance in the medical community, and the potential impact it could have on our healthcare system in the future. From the role of direct-to-consumer testing to the importance of involving clinicians in the decision-making process, we explore the complexities of this emerging field and what it could mean for patient care. Join us for this informative and thought-provoking conversation on the cutting edge of personalized medicine.


What You’ll Learn From This Episode:

1:54 Overmedication: A systemic problem in healthcare.

4:16 The evolution and future of pharmacogenetics (PGx) as a standard of care.

12:44 Implementing pharmacogenomics testing in employer healthcare plans: Overcoming adoption challenges and practical applications.

14:51 The adoption curve of pharmacogenomics testing in healthcare: A bottom-up mission.

17:34 The future of PGx: Adoption by early adopters and the role of payers.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12383678 Mon, 13 Mar 2023 11:00:00 -0400 1152 443 full false EP #442: Family Dinner as an Employee Benefit? — With Mitch Case EP #442: Family Dinner as an Employee Benefit? — With Mitch Case This week's episode features a fascinating conversation with Mitch Case, the founder of More Than a Meal, a company that provides personalized and impactful meal gifting experiences to employees. Mitch shares his insights on why traditional gifts like gift cards are no longer effective in engaging employees, and how a customized meal experience can create a more intimate and visceral connection. He also discusses how the pandemic has changed the way employers engage with their employees and how More Than a Meal has adapted to meet those changing needs. Stay tuned for an insightful conversation on employee engagement and creative gifting ideas.


What You’ll Learn From This Episode:
2:00 More Than a Meal and its mission.

3:53 Benefits of personalized meal delivery services for employees.

6:38 Employee feedback.

12:20 An overview of the process of personalized meal delivery for corporate clients in Kansas City and beyond.


Enjoy The Show?

]]> This week's episode features a fascinating conversation with Mitch Case, the founder of More Than a Meal, a company that provides personalized and impactful meal gifting experiences to employees. Mitch shares his insights on why traditional gifts like gift cards are no longer effective in engaging employees, and how a customized meal experience can create a more intimate and visceral connection. He also discusses how the pandemic has changed the way employers engage with their employees and how More Than a Meal has adapted to meet those changing needs. Stay tuned for an insightful conversation on employee engagement and creative gifting ideas.


What You’ll Learn From This Episode:
2:00 More Than a Meal and its mission.

3:53 Benefits of personalized meal delivery services for employees.

6:38 Employee feedback.

12:20 An overview of the process of personalized meal delivery for corporate clients in Kansas City and beyond.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12373447 Mon, 06 Mar 2023 11:00:00 -0500 1037 442 full false EP #441: New Options to Reduce Risk & Increase Value — with Chris Labrecque EP #441: New Options to Reduce Risk & Increase Value — with Chris Labrecque In this episode, we sit down with Chris Labrecque to discuss the future of the benefits consulting industry. Chris shares his insights on the changing landscape of the industry and how it is moving from a cost-focused approach to one that places a strong emphasis on value. He shares his experiences having conversations with clients and how they are eager for a new approach that can provide different results. Chris is passionate about the industry's future and provides a unique perspective on how the industry can respond to the challenges it faces in 2023 and beyond. Join us for this exciting conversation with Chris Labrecque as we delve into the future of benefits consulting.

What You’ll Learn From This Episode:

1:32 Understanding and addressing social determinants of health. 

3:44 Dealing with the restrictions of separated insurance companies and not sharing information. 

5:44 Leveraging human capital management and financial services to improve employee engagement and reduce turnover in population health management. 

7:27 The importance of connecting employees to the cause of the organization for increased productivity and mental health

10:10 HR conundrum: Balancing multiple vendors and maintaining population health

18:02 The future of the benefits and insurance industry


Enjoy The Show?

]]> In this episode, we sit down with Chris Labrecque to discuss the future of the benefits consulting industry. Chris shares his insights on the changing landscape of the industry and how it is moving from a cost-focused approach to one that places a strong emphasis on value. He shares his experiences having conversations with clients and how they are eager for a new approach that can provide different results. Chris is passionate about the industry's future and provides a unique perspective on how the industry can respond to the challenges it faces in 2023 and beyond. Join us for this exciting conversation with Chris Labrecque as we delve into the future of benefits consulting.

What You’ll Learn From This Episode:

1:32 Understanding and addressing social determinants of health. 

3:44 Dealing with the restrictions of separated insurance companies and not sharing information. 

5:44 Leveraging human capital management and financial services to improve employee engagement and reduce turnover in population health management. 

7:27 The importance of connecting employees to the cause of the organization for increased productivity and mental health

10:10 HR conundrum: Balancing multiple vendors and maintaining population health

18:02 The future of the benefits and insurance industry


Enjoy The Show?

]]> David Saltzman Buzzsprout-12154077 Mon, 27 Feb 2023 11:00:00 -0500 1229 441 full false EP #440: Selling With Authentic Persuasion — with Jason Cutter EP #440: Selling With Authentic Persuasion — with Jason Cutter In this week's episode, we welcome Jason Cutter, an expert in sales and author of the book "Selling with Authentic Persuasion." He shares his insights on the intangibles that make a difference in sales, including the importance of follow-ups, pausing, and understanding the fear that customers may have. Jason also provides valuable tips on how to build value and overcome objections in the sales process. Don't miss out on this opportunity to learn from an experienced professional in the field and gain a new perspective on sales success.


What You’ll Learn From This Episode:

1:36 Jason’s journey from marine biology to sales and training: Navigating a non-linear career path.

4:00 Distinguishing between order takers and sales professionals in the employee benefits industry

6:15 The importance of authenticity in sales: Moving from being an order taker to being real

8:32 The Five Sales Success Traits

11:55 The importance of authenticity and curiosity in sales.

14:47 Understanding and managing fears in sales.

17:05 The importance of understanding the difference between manipulation and positive persuasion in sales, and the need to strive for positive outcomes in order to achieve success in sales.

19:25 The little things that make a difference.


Enjoy The Show?

]]> In this week's episode, we welcome Jason Cutter, an expert in sales and author of the book "Selling with Authentic Persuasion." He shares his insights on the intangibles that make a difference in sales, including the importance of follow-ups, pausing, and understanding the fear that customers may have. Jason also provides valuable tips on how to build value and overcome objections in the sales process. Don't miss out on this opportunity to learn from an experienced professional in the field and gain a new perspective on sales success.


What You’ll Learn From This Episode:

1:36 Jason’s journey from marine biology to sales and training: Navigating a non-linear career path.

4:00 Distinguishing between order takers and sales professionals in the employee benefits industry

6:15 The importance of authenticity in sales: Moving from being an order taker to being real

8:32 The Five Sales Success Traits

11:55 The importance of authenticity and curiosity in sales.

14:47 Understanding and managing fears in sales.

17:05 The importance of understanding the difference between manipulation and positive persuasion in sales, and the need to strive for positive outcomes in order to achieve success in sales.

19:25 The little things that make a difference.


Enjoy The Show?

]]> David Saltzman Buzzsprout-12145571 Mon, 20 Feb 2023 11:00:00 -0500 1356 440 full false EP #439: 2023 Legislative & Regulatory Review: Part 2 - with Jessica Waltman EP #439: 2023 Legislative & Regulatory Review: Part 2 - with Jessica Waltman In this week's episode, we dive into the world of HSAs and telemedicine extensions. With the rise of the COVID-19 pandemic, telemedicine has become a vital tool in healthcare. However, there have been some questions about how it relates to HSAs and the laws surrounding them. We'll be discussing the gray area surrounding this topic and the recent changes made by the Cares Act to clarify the situation. 

Together with Jessica Waltman, vice president of compliance at MZQ Consulting, we explore the ins and outs of HSAs and telemedicine and how they may affect you.



What You’ll Learn From This Episode:
1:26 Understanding the impact of the pandemic on telemedicine and HSAs.

3:55 Extension of HSA provision for telemedicine: What you need to know.

6:05 Risks of not paying for telemedicine treatment in HSA plans

10:22 The importance of group plans to have mental health parity.

14:31 The importance of a functional house of representatives in addressing current issues

17:08 Congress addresses issues with telemedicine and HSAs during the pandemic.

Enjoy The Show?

]]> In this week's episode, we dive into the world of HSAs and telemedicine extensions. With the rise of the COVID-19 pandemic, telemedicine has become a vital tool in healthcare. However, there have been some questions about how it relates to HSAs and the laws surrounding them. We'll be discussing the gray area surrounding this topic and the recent changes made by the Cares Act to clarify the situation. 

Together with Jessica Waltman, vice president of compliance at MZQ Consulting, we explore the ins and outs of HSAs and telemedicine and how they may affect you.



What You’ll Learn From This Episode:
1:26 Understanding the impact of the pandemic on telemedicine and HSAs.

3:55 Extension of HSA provision for telemedicine: What you need to know.

6:05 Risks of not paying for telemedicine treatment in HSA plans

10:22 The importance of group plans to have mental health parity.

14:31 The importance of a functional house of representatives in addressing current issues

17:08 Congress addresses issues with telemedicine and HSAs during the pandemic.

Enjoy The Show?

]]> David Saltzman Buzzsprout-12145553 Mon, 13 Feb 2023 11:00:00 -0500 1330 439 full false EP #438: 2023 Legislative & Regulatory Review: Part 1 — with Jessica Waltman EP #438: 2023 Legislative & Regulatory Review: Part 1 — with Jessica Waltman In this week's episode, we dive into the ACA reporting changes that have recently been implemented by the federal government. With the end of good faith compliance, it's more important than ever to ensure your reporting is accurate.

Jessica Waltman, vice president of compliance at MZQ Consulting, will discuss the impact of the family glitch and changes to the affordability percentage on employer coverage. Employers will want to pay close attention as we explore the potential consequences of noncompliance and the steps you can take to ensure your coverage meets the new standards.


What You’ll Learn From This Episode:
2:19 What is RX DC reporting and why is it important as a new federal reporting requirement for group benefit plans

4:42 Causes of delays in data collection and reporting.

6:34 Compliance and reporting requirements for group health plans and good Faith compliance standard

9:07 New online plan transparency tools for health plans.

12:40 The impact of machine-readable data on network development and cost control.

14:56 ACA reporting changes: No more good faith compliance and increased penalties for mistakes.

Enjoy The Show?

]]> In this week's episode, we dive into the ACA reporting changes that have recently been implemented by the federal government. With the end of good faith compliance, it's more important than ever to ensure your reporting is accurate.

Jessica Waltman, vice president of compliance at MZQ Consulting, will discuss the impact of the family glitch and changes to the affordability percentage on employer coverage. Employers will want to pay close attention as we explore the potential consequences of noncompliance and the steps you can take to ensure your coverage meets the new standards.


What You’ll Learn From This Episode:
2:19 What is RX DC reporting and why is it important as a new federal reporting requirement for group benefit plans

4:42 Causes of delays in data collection and reporting.

6:34 Compliance and reporting requirements for group health plans and good Faith compliance standard

9:07 New online plan transparency tools for health plans.

12:40 The impact of machine-readable data on network development and cost control.

14:56 ACA reporting changes: No more good faith compliance and increased penalties for mistakes.

Enjoy The Show?

]]> David Saltzman Buzzsprout-12145451 Mon, 06 Feb 2023 11:00:00 -0500 1300 438 full false EP #437: Get the RIGHT drug the FIRST Time! — with Lena Chaihorsky EP #437: Get the RIGHT drug the FIRST Time! — with Lena Chaihorsky This week's episode delves into ALVA10's goal of fostering a constructive relationship between healthcare purchasers and the diagnostic industry in order to improve healthcare efficiency and effectiveness by identifying and translating healthcare purchaser problems into diagnostic solutions sourced from the pre-commercial diagnostic industry.

Lena Chaihorsky, VP of Innovation at ALVA10, also emphasizes the importance of optimizing medication regimens to improve health outcomes and reduce waste in healthcare.

What You’ll Learn From This Episode:
1:32 How Lena Chairhorsky is applying a numerical approach to healthcare finance and strategy

3:06 ALVA10’s goal to facilitate a constructive relationship between healthcare purchasers and the diagnostic industry in order to improve the efficiency and effectiveness of healthcare.

6:02 Collaborating with payers to address specialty spending on autoimmune diseases.

12:34 Pharmacogenomics: maximizing the effectiveness of drug therapy through genetic profiling.

15:44 Pharmacogenomics’ impact on improving patient outcomes and lowering costs.

19:05 The top chronic diseases causing high healthcare costs in the United States, and how diagnostic testing can help manage these diseases more effectively.


Enjoy The Show?

]]> This week's episode delves into ALVA10's goal of fostering a constructive relationship between healthcare purchasers and the diagnostic industry in order to improve healthcare efficiency and effectiveness by identifying and translating healthcare purchaser problems into diagnostic solutions sourced from the pre-commercial diagnostic industry.

Lena Chaihorsky, VP of Innovation at ALVA10, also emphasizes the importance of optimizing medication regimens to improve health outcomes and reduce waste in healthcare.

What You’ll Learn From This Episode:
1:32 How Lena Chairhorsky is applying a numerical approach to healthcare finance and strategy

3:06 ALVA10’s goal to facilitate a constructive relationship between healthcare purchasers and the diagnostic industry in order to improve the efficiency and effectiveness of healthcare.

6:02 Collaborating with payers to address specialty spending on autoimmune diseases.

12:34 Pharmacogenomics: maximizing the effectiveness of drug therapy through genetic profiling.

15:44 Pharmacogenomics’ impact on improving patient outcomes and lowering costs.

19:05 The top chronic diseases causing high healthcare costs in the United States, and how diagnostic testing can help manage these diseases more effectively.


Enjoy The Show?

]]> David Saltzman Buzzsprout-11935153 Mon, 30 Jan 2023 11:00:00 -0500 1354 437 full false EP #436: Helping The Functionally Uninsured — with Brian Whorley EP #436: Helping The Functionally Uninsured — with Brian Whorley In this episode, we discuss the issue of people avoiding necessary medical care due to financial constraints, which can lead to worsening health and hospitalization. Paytient, a company founded and led by Brian Whorley, aims to address this issue by offering interest-free credit cards provided by employers or health insurance partners. These cards can be used to pay for healthcare services at various providers and allow individuals to pay for their care over time without incurring interest or fees. The aim of this solution is to reduce the number of people who delay or postpone medical treatment due to financial concerns and make healthcare more affordable for individuals. CEO Brian Whorley believes that this solution can be implemented with various types of health plans.


What You’ll Learn From This Episode:
1:29 The problem of unfunded healthcare affects everyone. 

3:16 What events or factors contributed to the issue of high healthcare costs and limited access to care? 

11:31 Paytient credit card: A better way to pay for out-of-pocket healthcare costs. The resurgence of self-insured plans and how they’re becoming a viable option. 

13:39 What is the broker/advisor conversation with an employer look like? 

15:51 Brian’s view on the future of the industry.


Enjoy The Show?

]]> In this episode, we discuss the issue of people avoiding necessary medical care due to financial constraints, which can lead to worsening health and hospitalization. Paytient, a company founded and led by Brian Whorley, aims to address this issue by offering interest-free credit cards provided by employers or health insurance partners. These cards can be used to pay for healthcare services at various providers and allow individuals to pay for their care over time without incurring interest or fees. The aim of this solution is to reduce the number of people who delay or postpone medical treatment due to financial concerns and make healthcare more affordable for individuals. CEO Brian Whorley believes that this solution can be implemented with various types of health plans.


What You’ll Learn From This Episode:
1:29 The problem of unfunded healthcare affects everyone. 

3:16 What events or factors contributed to the issue of high healthcare costs and limited access to care? 

11:31 Paytient credit card: A better way to pay for out-of-pocket healthcare costs. The resurgence of self-insured plans and how they’re becoming a viable option. 

13:39 What is the broker/advisor conversation with an employer look like? 

15:51 Brian’s view on the future of the industry.


Enjoy The Show?

]]> David Saltzman Buzzsprout-11926320 Mon, 23 Jan 2023 11:00:00 -0500 1203 436 full false EP #435: Just Forget It - and Start Over! — With Wally Gomaa EP #435: Just Forget It - and Start Over! — With Wally Gomaa In this week's episode, Simple Pay Health co-founder Wally Gomaa discusses the main difficulties facing the health insurance industry. He sees a lack of transparency and complexity, but he also sees stakeholders working to develop a better healthcare model.

Contrary to popular belief, he does not think that the healthcare system is broken; rather, he believes that it was not created with the needs of consumers in mind. With a focus on simplicity and transparency for all stakeholders, including patients, providers, and plan sponsors, Simple Pay Health seeks to make healthcare and health insurance operate more like other industries.


What You’ll Learn From This Episode:

1:38 Cost and complexity being the two primary challenges in the health insurance space. 

3:39 Who benefits from the current system, exactly?

8:15 Empowering patients by giving them the freedom to select where they receive care.

10:08 Implementation of the Simple Pay Health Model in stages. 

13:41 How does the new model affect overall claim spending? 

15:50 Building a Network for Simple Pay Health: Partnerships and Optimization


Enjoy The Show?

]]> In this week's episode, Simple Pay Health co-founder Wally Gomaa discusses the main difficulties facing the health insurance industry. He sees a lack of transparency and complexity, but he also sees stakeholders working to develop a better healthcare model.

Contrary to popular belief, he does not think that the healthcare system is broken; rather, he believes that it was not created with the needs of consumers in mind. With a focus on simplicity and transparency for all stakeholders, including patients, providers, and plan sponsors, Simple Pay Health seeks to make healthcare and health insurance operate more like other industries.


What You’ll Learn From This Episode:

1:38 Cost and complexity being the two primary challenges in the health insurance space. 

3:39 Who benefits from the current system, exactly?

8:15 Empowering patients by giving them the freedom to select where they receive care.

10:08 Implementation of the Simple Pay Health Model in stages. 

13:41 How does the new model affect overall claim spending? 

15:50 Building a Network for Simple Pay Health: Partnerships and Optimization


Enjoy The Show?

]]> David Saltzman Buzzsprout-11926313 Mon, 16 Jan 2023 11:00:00 -0500 1304 435 full false EP #434: A Doctor's View of Value-Based Healthcare — with William Bestermann, Jr. MD EP #434: A Doctor's View of Value-Based Healthcare — with William Bestermann, Jr. MD This week’s episode is about optimal medical therapy, a term used to describe the best possible medical treatment for patients with the goal of improving their health and reducing the risk of complications. William Bestermann discusses the fact that optimal medical therapy is not currently provided in the US, despite there being a large amount of evidence supporting its effectiveness.

Bill is a board-certified internist with a focus on optimal medical therapy for chronic diseases. He is known for being a fresh thinker in the industry, has been actively involved in bringing about new ideas in the industry, and has written thought-provoking columns on the subject.

What You’ll Learn From This Episode:

1:45 Bill's motivation for getting involved in cardiovascular and related conditions.

4:20 What is optimal medical therapy, and why isn’t it currently provided in the US?

6:47 Efforts to develop the push to overcome the financial pushback.

13:23 Why the cheapest care is the best care?

15:34 What is the cost of not having optimal medical therapy in place?


Enjoy The Show?

]]> This week’s episode is about optimal medical therapy, a term used to describe the best possible medical treatment for patients with the goal of improving their health and reducing the risk of complications. William Bestermann discusses the fact that optimal medical therapy is not currently provided in the US, despite there being a large amount of evidence supporting its effectiveness.

Bill is a board-certified internist with a focus on optimal medical therapy for chronic diseases. He is known for being a fresh thinker in the industry, has been actively involved in bringing about new ideas in the industry, and has written thought-provoking columns on the subject.

What You’ll Learn From This Episode:

1:45 Bill's motivation for getting involved in cardiovascular and related conditions.

4:20 What is optimal medical therapy, and why isn’t it currently provided in the US?

6:47 Efforts to develop the push to overcome the financial pushback.

13:23 Why the cheapest care is the best care?

15:34 What is the cost of not having optimal medical therapy in place?


Enjoy The Show?

]]> David Saltzman Buzzsprout-11926306 Mon, 09 Jan 2023 11:00:00 -0500 1282 434 full false EP #433: Handle HR Complaints more Effectively — with Jared Pope EP #433: Handle HR Complaints more Effectively — with Jared Pope This week's episode delves into dealing with workplace complaints—reasons why employees are hesitant to report cases, as well as challenges on the employer side, particularly on the HR side. Jared Pope, a self-described “recovering lawyer” and the founder of Work Shield, aims to bridge this gap. In this episode, he discusses how they are helping businesses effectively manage the reporting, investigation, and resolution of workplace grievances.

What You’ll Learn From This Episode:

 1:29 The recovering lawyer: the history of his business and the solution it offers.

3:12 Main reasons why 75% of employees fail to report incidents of harassment or discrimination.

6:54 How overworked and stressed-out HR staff is affecting conflicts resolution in the workplace.

8:57 The top 3 issues that Work Shield is handling for employers.

12:23 Harassment, bullying, and discrimination in the workplace.

14:20 Are some of the grievances motivated by diversity, equality, and inclusion?

17:08 Do these issues also arise in the public sector?

19:21 Golden nuggets of advice for employers.


Enjoy The Show?

]]> This week's episode delves into dealing with workplace complaints—reasons why employees are hesitant to report cases, as well as challenges on the employer side, particularly on the HR side. Jared Pope, a self-described “recovering lawyer” and the founder of Work Shield, aims to bridge this gap. In this episode, he discusses how they are helping businesses effectively manage the reporting, investigation, and resolution of workplace grievances.

What You’ll Learn From This Episode:

 1:29 The recovering lawyer: the history of his business and the solution it offers.

3:12 Main reasons why 75% of employees fail to report incidents of harassment or discrimination.

6:54 How overworked and stressed-out HR staff is affecting conflicts resolution in the workplace.

8:57 The top 3 issues that Work Shield is handling for employers.

12:23 Harassment, bullying, and discrimination in the workplace.

14:20 Are some of the grievances motivated by diversity, equality, and inclusion?

17:08 Do these issues also arise in the public sector?

19:21 Golden nuggets of advice for employers.


Enjoy The Show?

]]> David Saltzman Buzzsprout-11710509 Mon, 05 Dec 2022 11:00:00 -0500 1260 433 full false EP #432: The View from the Jumbo Group Market — Greg Baker EP #432: The View from the Jumbo Group Market — Greg Baker In this week's episode, EmsanaRx, PBC CEO Greg Baker gives us a bird's-eye view of the healthcare system. Find out what issues jumbo organizations are having and how the PBM is contributing to them. He also discusses EmsanaRx's efforts to break the cycle by developing PBMs that are committed to serving the general welfare while establishing incentives that make sense for PBMs, clients, and members.

What You’ll Learn From This Episode:

1:22 Greg’s realization of the bigger issues that needed to be addressed after analyzing the PBM contracts and data from large organizations.

3:15 The issue with most healthcare systems operated by for-profit businesses.

5:33 The role PBMs play in drug approval: part of the reason switching to generic medications hasn't been able to solve the issue.

9:45 How they are developing a PBM that is not motivated by profit but by the public good in order to drive clinical experience and outcome.

14:14 Partnership with Cleveland: Creating formularies that truly benefit patients. 

17:54 Creating incentives that make sense to PBMs, clients, and members by separating fulfillment.

Enjoy The Show?

]]> In this week's episode, EmsanaRx, PBC CEO Greg Baker gives us a bird's-eye view of the healthcare system. Find out what issues jumbo organizations are having and how the PBM is contributing to them. He also discusses EmsanaRx's efforts to break the cycle by developing PBMs that are committed to serving the general welfare while establishing incentives that make sense for PBMs, clients, and members.

What You’ll Learn From This Episode:

1:22 Greg’s realization of the bigger issues that needed to be addressed after analyzing the PBM contracts and data from large organizations.

3:15 The issue with most healthcare systems operated by for-profit businesses.

5:33 The role PBMs play in drug approval: part of the reason switching to generic medications hasn't been able to solve the issue.

9:45 How they are developing a PBM that is not motivated by profit but by the public good in order to drive clinical experience and outcome.

14:14 Partnership with Cleveland: Creating formularies that truly benefit patients. 

17:54 Creating incentives that make sense to PBMs, clients, and members by separating fulfillment.

Enjoy The Show?

]]> David Saltzman Buzzsprout-11710462 Mon, 28 Nov 2022 11:00:00 -0500 1286 432 full false EP #431: RFPs: Help is on the way – with Spencer Smith EP #431: RFPs: Help is on the way – with Spencer Smith The topic of this week's episode is how Plansight is innovating the RFP process in exciting ways. 

Everyone despises RFPs, and anyone who doesn't has probably never had to complete one. Together with Spencer Smith, Plansight's SVP of Sales, and the host of the Self-Funded With Spencer podcast, we discuss the main pain points that every agency faces during this process and introduce Plansight's cutting-edge solution to these issues.

What You’ll Learn From This Episode:

1:55 Spencer talks about the topics they cover on his podcast.

4:15 The main issues that every agency has with the RFP procedure and the solutions Plansight provides to address them.

6:59 Spencer explains Plansight's approach to addressing the issue of bias in the auction process.

12:23 How they're dealing with regional differences.

13:30 How the system benefits brokers and how they are equipped to use it.

16:25 The top-notch deliverables and the various methods of presenting them to the clients. 

20:15 Plansight has a promising future now that insurance companies are embracing technology.

Enjoy The Show?

]]> The topic of this week's episode is how Plansight is innovating the RFP process in exciting ways. 

Everyone despises RFPs, and anyone who doesn't has probably never had to complete one. Together with Spencer Smith, Plansight's SVP of Sales, and the host of the Self-Funded With Spencer podcast, we discuss the main pain points that every agency faces during this process and introduce Plansight's cutting-edge solution to these issues.

What You’ll Learn From This Episode:

1:55 Spencer talks about the topics they cover on his podcast.

4:15 The main issues that every agency has with the RFP procedure and the solutions Plansight provides to address them.

6:59 Spencer explains Plansight's approach to addressing the issue of bias in the auction process.

12:23 How they're dealing with regional differences.

13:30 How the system benefits brokers and how they are equipped to use it.

16:25 The top-notch deliverables and the various methods of presenting them to the clients. 

20:15 Plansight has a promising future now that insurance companies are embracing technology.

Enjoy The Show?

]]> David Saltzman Buzzsprout-11694308 Mon, 21 Nov 2022 11:00:00 -0500 1337 431 full false EP #430: Realigning Incentives – Mission Impossible? – with David Zimmerman EP #430: Realigning Incentives – Mission Impossible? – with David Zimmerman This week’s episode explores the critical need for greater incentive alignment throughout the healthcare system.

We had the pleasure of speaking with David Zimmerman, Vice President of Customer Relationships and Growth at Mount Sinai Health Partners. David discusses how Mount Sinai is reimagining how healthcare is delivered and paid for. Additionally, he talks about the discussions being held by some of the major players in the healthcare system regarding the alignment and realignment of incentives and so much more.

What You’ll Learn From This Episode:

1:23 David's professional path: a young college graduate with revolutionary aspirations who desired to be at the forefront of change in the healthcare industry.

3:29 The dramatic need for greater alignment of key stakeholders across the healthcare system.

5:44 Arguments against the healthcare system being flawed.

7:20 How Mt. Sinai is bringing quality and value to community hospitals by utilizing its experience and historical data from decades of service.

10:51 The ACOs' potential future success in the healthcare system.

14:45 Which is best suited to manage the network—doctors and the organizations that provide the care, or some other third party?

15:56 The evolution of healthcare into a consumer good.

16:59 How they are attempting to move the needle from a regional to a national scale.

19:50 The healthcare system's short- and long-term goals.


Enjoy The Show?

]]> This week’s episode explores the critical need for greater incentive alignment throughout the healthcare system.

We had the pleasure of speaking with David Zimmerman, Vice President of Customer Relationships and Growth at Mount Sinai Health Partners. David discusses how Mount Sinai is reimagining how healthcare is delivered and paid for. Additionally, he talks about the discussions being held by some of the major players in the healthcare system regarding the alignment and realignment of incentives and so much more.

What You’ll Learn From This Episode:

1:23 David's professional path: a young college graduate with revolutionary aspirations who desired to be at the forefront of change in the healthcare industry.

3:29 The dramatic need for greater alignment of key stakeholders across the healthcare system.

5:44 Arguments against the healthcare system being flawed.

7:20 How Mt. Sinai is bringing quality and value to community hospitals by utilizing its experience and historical data from decades of service.

10:51 The ACOs' potential future success in the healthcare system.

14:45 Which is best suited to manage the network—doctors and the organizations that provide the care, or some other third party?

15:56 The evolution of healthcare into a consumer good.

16:59 How they are attempting to move the needle from a regional to a national scale.

19:50 The healthcare system's short- and long-term goals.


Enjoy The Show?

]]> David Saltzman Buzzsprout-11686176 Mon, 14 Nov 2022 11:00:00 -0500 1306 430 full false EP #429: Can Incentives EVER Be Aligned? — With Meghan Cassidy EP #429: Can Incentives EVER Be Aligned? — With Meghan Cassidy This week's episode features Cleveland Clinic’s senior sales and product development manager, Meghan Cassidy. Megan describes how the clinic motivates doctors and all support staff to focus on delivering high-quality care while driving better cost outcomes. She also discusses the growing trend of getting a second opinion and how important it is to do so before making a decision about your healthcare.

What You’ll Learn From This Episode:
2:30 The issues with the healthcare system that the Cleveland Clinic is attempting to fix.

5:13 A lack of communication and an emphasis on competition are two major causes of issues in the healthcare system.

6:48 The Cleveland Clinic's stance on value-based care: sharing risk together.

12:38 The Cleveland Clinic: a one-stop healthcare.

14:33 The upsurge of interest in getting a second opinion, and two options for getting one at the Cleveland Clinic.

16:49 How frequently does the second opinion differ from the first?

17:46 The trajectory of the work that they are doing.


Enjoy The Show?

]]> This week's episode features Cleveland Clinic’s senior sales and product development manager, Meghan Cassidy. Megan describes how the clinic motivates doctors and all support staff to focus on delivering high-quality care while driving better cost outcomes. She also discusses the growing trend of getting a second opinion and how important it is to do so before making a decision about your healthcare.

What You’ll Learn From This Episode:
2:30 The issues with the healthcare system that the Cleveland Clinic is attempting to fix.

5:13 A lack of communication and an emphasis on competition are two major causes of issues in the healthcare system.

6:48 The Cleveland Clinic's stance on value-based care: sharing risk together.

12:38 The Cleveland Clinic: a one-stop healthcare.

14:33 The upsurge of interest in getting a second opinion, and two options for getting one at the Cleveland Clinic.

16:49 How frequently does the second opinion differ from the first?

17:46 The trajectory of the work that they are doing.


Enjoy The Show?

]]> David Saltzman Buzzsprout-11502080 Mon, 07 Nov 2022 11:00:00 -0500 1158 429 full false EP #428: What's New in Self-Funding? — with Adam Russo EP #428: What's New in Self-Funding? — with Adam Russo This week's episode focuses on the resurgence of interest in self-funded health plans. Adam Russo, managing partner of The Law Offices of Russo & Minchoff and co-founder and president of The Phia Group, explains what is new about these plans and what brokers need to know to remain competitive in the market.

What You’ll Learn From This Episode:
1:43 What's new in the ever-changing healthcare industry and what do you need to know? 

4:17 Closing the knowledge gap among advisors.

12:12 How they keep track of all the various state laws and state variations.

15:21 The growing concern regarding adherence to mental health parity


Enjoy The Show?

]]> This week's episode focuses on the resurgence of interest in self-funded health plans. Adam Russo, managing partner of The Law Offices of Russo & Minchoff and co-founder and president of The Phia Group, explains what is new about these plans and what brokers need to know to remain competitive in the market.

What You’ll Learn From This Episode:
1:43 What's new in the ever-changing healthcare industry and what do you need to know? 

4:17 Closing the knowledge gap among advisors.

12:12 How they keep track of all the various state laws and state variations.

15:21 The growing concern regarding adherence to mental health parity


Enjoy The Show?

]]> David Saltzman Buzzsprout-11502066 Mon, 31 Oct 2022 11:00:00 -0400 1254 428 full false EP #427: Is the ACO Model Our Future? — with Eric Parmenter EP #427: Is the ACO Model Our Future? — with Eric Parmenter This week's episode is about the transition from the direct contracting model to the Accountable Care Organization (ACO). Quantum Health's vice president of health systems, Eric Parmenter, summarizes what has happened in direct contracting and ACO in the previous six years. He also talks about current and potential roadblocks to broader implementation of these techniques.


What You’ll Learn From This Episode:
1:35 Major issues that employers are currently experiencing and may continue to experience in the coming years.

5:04 Employers’ engagement in direct contracting or ACO in 2022.

8:31 The Association of Physicians' definition of quality healthcare: The inverse correlation between quality and cost.

12:30: Three obstacles to the implementation of direct contracting and ACOs.

14:54 The function of carriers in the ACO model.

17:19 Analytics and reporting: Measuring the goals and objectives that the buyer and seller have agreed upon.

20:04 The trajectory of the ACO model.

Enjoy The Show?

]]> This week's episode is about the transition from the direct contracting model to the Accountable Care Organization (ACO). Quantum Health's vice president of health systems, Eric Parmenter, summarizes what has happened in direct contracting and ACO in the previous six years. He also talks about current and potential roadblocks to broader implementation of these techniques.


What You’ll Learn From This Episode:
1:35 Major issues that employers are currently experiencing and may continue to experience in the coming years.

5:04 Employers’ engagement in direct contracting or ACO in 2022.

8:31 The Association of Physicians' definition of quality healthcare: The inverse correlation between quality and cost.

12:30: Three obstacles to the implementation of direct contracting and ACOs.

14:54 The function of carriers in the ACO model.

17:19 Analytics and reporting: Measuring the goals and objectives that the buyer and seller have agreed upon.

20:04 The trajectory of the ACO model.

Enjoy The Show?

]]> David Saltzman Buzzsprout-11502035 Mon, 24 Oct 2022 11:00:00 -0400 1329 427 full false EP #426: Can PBMs Reduce Cost AND Increase Quality? — With Marc Sweeney EP #426: Can PBMs Reduce Cost AND Increase Quality? — With Marc Sweeney This week's episode is about the fascinating medical innovations that the Profero team is brewing. Marc Sweeney, its CEO, elaborates how genetic testing can help provide quality healthcare while reducing the cost and even avoiding the disease in the first place.

What You’ll Learn From This Episode:
1:18 Three decades in the pharmaceutical business: How Marc's small deeds of kindness developed into a passion that's fundamentally altering the industry.

2:18 The problems they are attempting to resolve: Getting the best medication at the best cost.

4:33 How genetic tests can be used to reduce cost.

10:40 An intriguing project is in the works: tailoring a drug's formulation for the patient based on the results of a genetic test.

11:25 How the general public view genetic testing or genomics.

12:50 Using nutrigenomics to prevent disease before it even occurs.

19:08 Marc’s hope to optimize technology without sacrificing genuine human connection.

Enjoy The Show?

]]> This week's episode is about the fascinating medical innovations that the Profero team is brewing. Marc Sweeney, its CEO, elaborates how genetic testing can help provide quality healthcare while reducing the cost and even avoiding the disease in the first place.

What You’ll Learn From This Episode:
1:18 Three decades in the pharmaceutical business: How Marc's small deeds of kindness developed into a passion that's fundamentally altering the industry.

2:18 The problems they are attempting to resolve: Getting the best medication at the best cost.

4:33 How genetic tests can be used to reduce cost.

10:40 An intriguing project is in the works: tailoring a drug's formulation for the patient based on the results of a genetic test.

11:25 How the general public view genetic testing or genomics.

12:50 Using nutrigenomics to prevent disease before it even occurs.

19:08 Marc’s hope to optimize technology without sacrificing genuine human connection.

Enjoy The Show?

]]> David Saltzman Buzzsprout-11502002 Mon, 17 Oct 2022 11:00:00 -0400 1396 426 full false EP #425: Can Brokers Change Healthcare? — With Elaine Horton EP #425: Can Brokers Change Healthcare? — With Elaine Horton The focus of this week's episode is on brokers' contributions to the transformation of the entire healthcare system. Elaine Horton, a partner at EBC Austin, Texas, discusses the system's flaws and how they are being addressed, beginning with eliminating expenses and defining the function of brokers in the system.

What You’ll Learn From This Episode:

  • 1:27 Elaine's journey: The healthcare obstacles that brought her to her current position.
  • 3:20 Significant issues with the healthcare system and actions being taken to address them.
  • 6:33 Eliminating costs from the system, starting with the little bits of the pie.
  • 8:19 Rebate Check: Using a flexible and transparent PBM as a starting point to reduce the cost of incredibly expensive medications.
  • 15:09 Why benefit plan architects should not be paid on a commission basis.
  • 15:48 Which is a better way to pay advisors—fixed fees or a percentage of savings? 
  • 18:06 The direction the industry is headed in given the changes over the last two years.
  • 20:06 Ways to improve the appalling level of healthcare literacy among employees.


Enjoy The Show?

]]> The focus of this week's episode is on brokers' contributions to the transformation of the entire healthcare system. Elaine Horton, a partner at EBC Austin, Texas, discusses the system's flaws and how they are being addressed, beginning with eliminating expenses and defining the function of brokers in the system.

What You’ll Learn From This Episode:

  • 1:27 Elaine's journey: The healthcare obstacles that brought her to her current position.
  • 3:20 Significant issues with the healthcare system and actions being taken to address them.
  • 6:33 Eliminating costs from the system, starting with the little bits of the pie.
  • 8:19 Rebate Check: Using a flexible and transparent PBM as a starting point to reduce the cost of incredibly expensive medications.
  • 15:09 Why benefit plan architects should not be paid on a commission basis.
  • 15:48 Which is a better way to pay advisors—fixed fees or a percentage of savings? 
  • 18:06 The direction the industry is headed in given the changes over the last two years.
  • 20:06 Ways to improve the appalling level of healthcare literacy among employees.


Enjoy The Show?

]]> David Saltzman Buzzsprout-11395959 Mon, 10 Oct 2022 11:00:00 -0400 1315 425 full false EP #424: One Plan at a Time — with Glenn Fisher EP #424: One Plan at a Time — with Glenn Fisher This week's episode focuses on NavMD's initiatives to transform the healthcare system, one health benefit plan at a time. Glenn Fisher, the CEO, discusses the importance and challenges of obtaining quality data, as well as some tools and strategies they use to empower advisors and producers, allowing them to focus on the business.

What You’ll Learn From This Episode:

  • 1:10 Glenn Fisher's transition to the healthcare industry after 30+ years as a serial entrepreneur.
  • 2:51 Empowering advisors: Giving back 40% more time in the day to work on the business rather than in the business.
  • 4:46 Overcoming Data Acquisition Challenges: Establishing and Maintaining Strong Carrier Relationships
  • 5:45 The 3 pillars of a strong foundation.
  • 8:02 How the accuracy of predictive analytics is assessed.
  • 14:07 Pharmacogenetics: Effects on health and how businesses are embracing it..
  • 18:11 A blueprint to empower producers.


Enjoy The Show?

]]> This week's episode focuses on NavMD's initiatives to transform the healthcare system, one health benefit plan at a time. Glenn Fisher, the CEO, discusses the importance and challenges of obtaining quality data, as well as some tools and strategies they use to empower advisors and producers, allowing them to focus on the business.

What You’ll Learn From This Episode:

  • 1:10 Glenn Fisher's transition to the healthcare industry after 30+ years as a serial entrepreneur.
  • 2:51 Empowering advisors: Giving back 40% more time in the day to work on the business rather than in the business.
  • 4:46 Overcoming Data Acquisition Challenges: Establishing and Maintaining Strong Carrier Relationships
  • 5:45 The 3 pillars of a strong foundation.
  • 8:02 How the accuracy of predictive analytics is assessed.
  • 14:07 Pharmacogenetics: Effects on health and how businesses are embracing it..
  • 18:11 A blueprint to empower producers.


Enjoy The Show?

]]> David Saltzman Buzzsprout-11372303 Mon, 03 Oct 2022 11:00:00 -0400 1274 424 full false EP #423: Can a Throwback TPA be a Better Option? — With Bob McCollins EP #423: Can a Throwback TPA be a Better Option? — With Bob McCollins The focus of this week's episode is on how modern healthcare system innovations utilize throwback TPA. Bob McCollins, vice president of sales at Edison Health Solutions, explains what’s happening in the TPA industry today and how a throwback TPA can help combine all the fantastic solutions out there to provide top-notch services.


What You’ll Learn From This Episode:

  • 2:34 What throwback TPA means and how it works with current healthcare systems.
  • 4:35 Keeping all of the various solutions together for the benefit of clients and potential clients.
  • 7:57 TPAs need to be adaptable or focused on a single path in order to provide best-in-class services.
  • 11:10 Changes to offerings and support in reference-based pricing.
  • 14:48 Tasks they outsource to third parties.
  • 16:39 Factors affecting claims' automatic adjudication.
  • 20:35 TPA in the coming years.


Enjoy The Show?

]]> The focus of this week's episode is on how modern healthcare system innovations utilize throwback TPA. Bob McCollins, vice president of sales at Edison Health Solutions, explains what’s happening in the TPA industry today and how a throwback TPA can help combine all the fantastic solutions out there to provide top-notch services.


What You’ll Learn From This Episode:

  • 2:34 What throwback TPA means and how it works with current healthcare systems.
  • 4:35 Keeping all of the various solutions together for the benefit of clients and potential clients.
  • 7:57 TPAs need to be adaptable or focused on a single path in order to provide best-in-class services.
  • 11:10 Changes to offerings and support in reference-based pricing.
  • 14:48 Tasks they outsource to third parties.
  • 16:39 Factors affecting claims' automatic adjudication.
  • 20:35 TPA in the coming years.


Enjoy The Show?

]]> David Saltzman Buzzsprout-11363362 Mon, 26 Sep 2022 11:00:00 -0400 1388 423 full false EP #422: Getting Meds vs. Taking Meds: What's the Impact? — With Ted Mills EP #422: Getting Meds vs. Taking Meds: What's the Impact? — With Ted Mills In this week’s episode, Ted Mills, CEO of Perigon Health 360, discusses his best practices for boosting compliance among patients. He explains the consequences of reduced compliance from both a health and financial perspective. He also breaks down Perigon’s “unit dose verification” process and how monitoring compliance elevates the role of the pharmacist and the care plan. Finally, Ted talks about the importance of maximizing patient engagement.

What You’ll Learn From This Episode:

  • 1:30 Defining “compliance”.
  • 3:06 The problem in not taking one’s medication in terms of health as well as the dollar value of plans.
  • 9:00 Why complications that come with adding a second medication contribute to decreased compliance.
  • 12:19 Defining “unit dose verification”.
  • 13:06 Useful technologies on the market to consider, and what’s upcoming.
  • 16:01 Reducing friction to improve compliance.
  • 18:46 Developing a strong relationship with patients in a post-COVID world.

Enjoy The Show?

]]> In this week’s episode, Ted Mills, CEO of Perigon Health 360, discusses his best practices for boosting compliance among patients. He explains the consequences of reduced compliance from both a health and financial perspective. He also breaks down Perigon’s “unit dose verification” process and how monitoring compliance elevates the role of the pharmacist and the care plan. Finally, Ted talks about the importance of maximizing patient engagement.

What You’ll Learn From This Episode:

  • 1:30 Defining “compliance”.
  • 3:06 The problem in not taking one’s medication in terms of health as well as the dollar value of plans.
  • 9:00 Why complications that come with adding a second medication contribute to decreased compliance.
  • 12:19 Defining “unit dose verification”.
  • 13:06 Useful technologies on the market to consider, and what’s upcoming.
  • 16:01 Reducing friction to improve compliance.
  • 18:46 Developing a strong relationship with patients in a post-COVID world.

Enjoy The Show?

]]> David Saltzman Buzzsprout-11336628 Mon, 19 Sep 2022 11:00:00 -0400 1250 422 full false EP #421: What Can Parents Do to Impact Mental Health Issues? — With Keri Cooper EP #421: What Can Parents Do to Impact Mental Health Issues? — With Keri Cooper In this week's episode, Keri Cooper, licensed clinical social worker and author of the book Mental Health Uncensored, discusses the teen mental health crisis that has been making headlines. She emphasizes the importance of parental involvement and shares some tried and true methods that she's used in her own practice for the past 20 years.

What You'll Learn From This Episode:

  • 1:46 How Keri became involved in the mental health field.
  • 3:30 Five simple things that can have a huge impact on your mental health.
  • 4:51 How gadgets and social media contribute to mental health problems.
  • 7:05 Educating children about the dangers of excessive use of mobile devices and social media.
  • 12:38 How parents handle peer pressure and keep their children's best interests in mind.
  • 14:20 Learning to say no and dealing with your children’s disappointment.
  • 16:10 Using mental health as a crutch.
  • 17:15 What parents can do to help their children avoid suicide.


Quotes:
3:11 “If we, as our own being, are not taking care of our physical body, we can't have optimal mental health.”

4:08 "Sleep, I think is crucial. That's how your body really restores itself, and if we're not on top of that and setting up good sleep habits for these kids from an early age, I think we're missing a big piece of this.”

5:12 “You have to get the devices out of the bedroom. There is nothing good happening on your child's device at three in the morning.”

9:42 “As teenagers, you want to fit into a social circle—this is very normal. So, of course, you're going to compare, it's really the hardest part of life for that, but to give them the perspective that you're not in competition with anybody.”

12:51 “Parents really need to start thinking, is this what I want? Is this what's best for my family? Or am I just going along with what everyone else does?”

17:00 “Yes, you have anxiety. And yes, that's real. But we need to be able to learn the skills to work through it, and to be able to enjoy our life and not just throw our hands up and say I can't.”

3:11 “If we, as our own being, are not taking care of our physical body, we can't have optimal mental health.”

4:08 "Sleep, I think, is crucial. That's how your body really restores itself, and if we're not on top of that and setting up good sleep habits for these kids from an early age, I think we're missing a big piece of this.”

5:12 “You have to get the devices out of the bedroom. There is nothing good happening on your child's device at three in the morning.”

9:42 “As teenagers, you want to fit into a social circle—this is very normal. So, of course, you're going to compare, it's really the hardest part of life for that, but to give them the perspective that you're not in competition with anybody.”

12:51 “Parents really need to start thinking, is this what I want? Is this what's best for my family? Or am I just going along with what everyone else does?”

17:00 “Yes, you have anxiety. And yes, that's real. But we need to be able to learn the skills to work through it, and to be able to enjoy our life and not just throw our hands up and say I can't.”

Enjoy The Show?

]]> In this week's episode, Keri Cooper, licensed clinical social worker and author of the book Mental Health Uncensored, discusses the teen mental health crisis that has been making headlines. She emphasizes the importance of parental involvement and shares some tried and true methods that she's used in her own practice for the past 20 years.

What You'll Learn From This Episode:

  • 1:46 How Keri became involved in the mental health field.
  • 3:30 Five simple things that can have a huge impact on your mental health.
  • 4:51 How gadgets and social media contribute to mental health problems.
  • 7:05 Educating children about the dangers of excessive use of mobile devices and social media.
  • 12:38 How parents handle peer pressure and keep their children's best interests in mind.
  • 14:20 Learning to say no and dealing with your children’s disappointment.
  • 16:10 Using mental health as a crutch.
  • 17:15 What parents can do to help their children avoid suicide.


Quotes:
3:11 “If we, as our own being, are not taking care of our physical body, we can't have optimal mental health.”

4:08 "Sleep, I think is crucial. That's how your body really restores itself, and if we're not on top of that and setting up good sleep habits for these kids from an early age, I think we're missing a big piece of this.”

5:12 “You have to get the devices out of the bedroom. There is nothing good happening on your child's device at three in the morning.”

9:42 “As teenagers, you want to fit into a social circle—this is very normal. So, of course, you're going to compare, it's really the hardest part of life for that, but to give them the perspective that you're not in competition with anybody.”

12:51 “Parents really need to start thinking, is this what I want? Is this what's best for my family? Or am I just going along with what everyone else does?”

17:00 “Yes, you have anxiety. And yes, that's real. But we need to be able to learn the skills to work through it, and to be able to enjoy our life and not just throw our hands up and say I can't.”

3:11 “If we, as our own being, are not taking care of our physical body, we can't have optimal mental health.”

4:08 "Sleep, I think, is crucial. That's how your body really restores itself, and if we're not on top of that and setting up good sleep habits for these kids from an early age, I think we're missing a big piece of this.”

5:12 “You have to get the devices out of the bedroom. There is nothing good happening on your child's device at three in the morning.”

9:42 “As teenagers, you want to fit into a social circle—this is very normal. So, of course, you're going to compare, it's really the hardest part of life for that, but to give them the perspective that you're not in competition with anybody.”

12:51 “Parents really need to start thinking, is this what I want? Is this what's best for my family? Or am I just going along with what everyone else does?”

17:00 “Yes, you have anxiety. And yes, that's real. But we need to be able to learn the skills to work through it, and to be able to enjoy our life and not just throw our hands up and say I can't.”

Enjoy The Show?

]]> David Saltzman Buzzsprout-11280576 Mon, 12 Sep 2022 11:00:00 -0400 1312 421 full false EP #420: Locally-owned Pharmacies: The Wave of the Future? — With Troy Trigstad EP #420: Locally-owned Pharmacies: The Wave of the Future? — With Troy Trigstad This week's episode focuses on CPESN USA's clinically integrated network of community pharmacies. Troy Trygstad, Executive Director of CPESN USA, explains how we can leverage these existing relationships to deliver lower-cost but higher-quality and higher patient satisfaction.

What You’ll Learn From This Episode:

  • 1:32 A chain without actually being a chain.
  • 2:30 Problems that CPESN is attempting to mediate
  • 6:31 The value proposition that locally owned pharmacies must have in 2022.
  • 13:11 Using existing strong and trusted local relationships to develop a common way of expressing value.
  • 18:28 The trajectory of pharmacy practice—going beyond dispensing.

Quotes:

2:21 “At the end of the day, our job is to bring together the value propositions of mom-and-pop pharmacies out there and really act like a chain without being a chain.”

5:03 “CPESN is all about how you can be a one-location pharmacy in rural Kansas but contract with 3500 other pharmacies to have a common product and a common set of performance metrics.”

8:23 “What is a value proposition [in 2022] is to use that dispensing event and the trust and the access and the frequency of our interaction as a very qualified health care unit with very qualified underutilized healthcare providers as a way of engaging a patient differently.”

]]> This week's episode focuses on CPESN USA's clinically integrated network of community pharmacies. Troy Trygstad, Executive Director of CPESN USA, explains how we can leverage these existing relationships to deliver lower-cost but higher-quality and higher patient satisfaction.

What You’ll Learn From This Episode:

  • 1:32 A chain without actually being a chain.
  • 2:30 Problems that CPESN is attempting to mediate
  • 6:31 The value proposition that locally owned pharmacies must have in 2022.
  • 13:11 Using existing strong and trusted local relationships to develop a common way of expressing value.
  • 18:28 The trajectory of pharmacy practice—going beyond dispensing.

Quotes:

2:21 “At the end of the day, our job is to bring together the value propositions of mom-and-pop pharmacies out there and really act like a chain without being a chain.”

5:03 “CPESN is all about how you can be a one-location pharmacy in rural Kansas but contract with 3500 other pharmacies to have a common product and a common set of performance metrics.”

8:23 “What is a value proposition [in 2022] is to use that dispensing event and the trust and the access and the frequency of our interaction as a very qualified health care unit with very qualified underutilized healthcare providers as a way of engaging a patient differently.”

]]> David Saltzman c96250fc-9e48-4b51-aa78-48833d16be3b Mon, 05 Sep 2022 11:00:00 -0400 1297 full false EP #419: Getting Your Story Out to the Universe — With Anthony Pacheco EP #419: Getting Your Story Out to the Universe — With Anthony Pacheco This week's episode focuses on using your story to reach your target audience as Anthony Pacheco, president at P1311, discusses how to transform it into an exceptional but relatable message.

What You’ll Learn From This Episode:

  • 1:17 Anthony’s pursuit of more affordable, higher-quality healthcare.
  • 4:03 How to make your brand stand out while also being very relatable.
  • 15:36 How they are bringing in a diverse clientele.
  • 17:42 How COVID has altered everything.
  • 20:09 Challenges and opportunities in the healthcare industry.

Quotes:

2:23 “Just understanding that healthcare is very negotiable. A lot of times, what we don’t realize is that you can get a better quality of care for a lower cost. So, that’s kind of what brought me into this industry.”

2:41 “Most people think, you know, the rest of our lives, if you pay more money for something, you kind of have this reasonable expectation that it’s better quality. That’s not the case in medicine.”

14:35 “Every client is different, but if you show a strategy of five-year projections versus what can I do for you today, you have a better chance of winning that broker of record, right on the spot and developing with that client an understanding of their culture.”


]]> This week's episode focuses on using your story to reach your target audience as Anthony Pacheco, president at P1311, discusses how to transform it into an exceptional but relatable message.

What You’ll Learn From This Episode:

  • 1:17 Anthony’s pursuit of more affordable, higher-quality healthcare.
  • 4:03 How to make your brand stand out while also being very relatable.
  • 15:36 How they are bringing in a diverse clientele.
  • 17:42 How COVID has altered everything.
  • 20:09 Challenges and opportunities in the healthcare industry.

Quotes:

2:23 “Just understanding that healthcare is very negotiable. A lot of times, what we don’t realize is that you can get a better quality of care for a lower cost. So, that’s kind of what brought me into this industry.”

2:41 “Most people think, you know, the rest of our lives, if you pay more money for something, you kind of have this reasonable expectation that it’s better quality. That’s not the case in medicine.”

14:35 “Every client is different, but if you show a strategy of five-year projections versus what can I do for you today, you have a better chance of winning that broker of record, right on the spot and developing with that client an understanding of their culture.”


]]> David Saltzman 2cbe6523-865f-4040-9ebc-0f42d081c0de Mon, 29 Aug 2022 11:00:00 -0400 1331 full false EP #418: NAHU's New Direction - with NAHU President Kelly Fristoe EP #418: NAHU's New Direction - with NAHU President Kelly Fristoe This week's episode features Kelly Fristoe, the newly elected president of the National Association of Health Underwriters, who discusses recent developments and important changes they're implementing to better serve their members in this rapidly evolving industry.

What You’ll Learn From This Episode:

  • 1:28 Kelly’s journey to becoming NIHU’s president.
  • 4:52 The primary reasons for changing the name of NIHU.
  • 7:59 Crafting NIHU’s objectives to evolving customer needs.
  • 9:14 Educating and preparing members about mergers and acquisitions.
  • 11:50 Changing member compensation from commission-based to fee-based agent.
  • 15:31 How they are assisting members with employer market issues.
  • 17:27 Bringing technology to NIHU’s members to enhance their business.
  • 18:11 Major health policy goal.
  • 18:45 The significance of organizational changes within NIHU.

Quotes:

8:36 “Our customers’ expectations are changing. They want us now to help them solve the high cost of health care.”

10:26 “If we can help our members be better equipped and know what to expect, and have a toolkit, so to speak, on how to go about doing this and doing it right, that, I think, will create a better situation for our members and we’ll become more valuable to them.”

12:42 “If I change from a commission-based agent to a fee-based, then when I’m sitting at their negotiating table, along with them, there’s no question in their mind who I’m representing. The recommendation that I’m going to make is in their best interest.”

]]> This week's episode features Kelly Fristoe, the newly elected president of the National Association of Health Underwriters, who discusses recent developments and important changes they're implementing to better serve their members in this rapidly evolving industry.

What You’ll Learn From This Episode:

  • 1:28 Kelly’s journey to becoming NIHU’s president.
  • 4:52 The primary reasons for changing the name of NIHU.
  • 7:59 Crafting NIHU’s objectives to evolving customer needs.
  • 9:14 Educating and preparing members about mergers and acquisitions.
  • 11:50 Changing member compensation from commission-based to fee-based agent.
  • 15:31 How they are assisting members with employer market issues.
  • 17:27 Bringing technology to NIHU’s members to enhance their business.
  • 18:11 Major health policy goal.
  • 18:45 The significance of organizational changes within NIHU.

Quotes:

8:36 “Our customers’ expectations are changing. They want us now to help them solve the high cost of health care.”

10:26 “If we can help our members be better equipped and know what to expect, and have a toolkit, so to speak, on how to go about doing this and doing it right, that, I think, will create a better situation for our members and we’ll become more valuable to them.”

12:42 “If I change from a commission-based agent to a fee-based, then when I’m sitting at their negotiating table, along with them, there’s no question in their mind who I’m representing. The recommendation that I’m going to make is in their best interest.”

]]> David Saltzman 96e24981-4d24-4f40-a904-e2e799c38df1 Mon, 22 Aug 2022 11:00:00 -0400 1381 full false EP #417: Dobbs: What We Know So Far — with Jessica Waltman EP #417: Dobbs: What We Know So Far — with Jessica Waltman The topic of this week's episode is employee benefit plans relative to abortion services in light of the US Supreme Court's recent decision in the Dobbs v. Jackson Women's Health Organization case.

In this episode, Jessica Waltman, Vice President of Compliance at MZQ Consulting, LLC, a concierge compliance firm, discusses the crucial employer considerations for providing abortion benefits to employees. She also stresses the importance of understanding state laws.

What You’ll Learn From This Episode:

  • 1:21. Jessica’s role and the services offered by MZQ Consulting.
  • 4:06 Access to abortion services in relation to employee benefit plans.
  • 14:57 Important factors to take into account when determining whether to cover abortion benefits.
  • 17:15 The significance of knowing which states protect abortion and which don’t.

Quotes:

16:15 “So I would look at who you have, where you are, what the likelihood you have of employees that need to benefit.”

17:01 “Everybody needs to make their own choice. I would say it’s a lot trickier than you think. I would not just go out whole-hog and issue a personal statement, or promise things to employees until you evaluate the situation thoroughly.”

19:03 “Unfortunately, the provider also has to weigh their risk, and some medical systems are delaying care or choosing different options of care to protect themselves, and it could put the employee benefit plan with exposure issues. This is where I think a lot of litigation is going to come into play because there are laws that conflict with one another.”

]]> The topic of this week's episode is employee benefit plans relative to abortion services in light of the US Supreme Court's recent decision in the Dobbs v. Jackson Women's Health Organization case.

In this episode, Jessica Waltman, Vice President of Compliance at MZQ Consulting, LLC, a concierge compliance firm, discusses the crucial employer considerations for providing abortion benefits to employees. She also stresses the importance of understanding state laws.

What You’ll Learn From This Episode:

  • 1:21. Jessica’s role and the services offered by MZQ Consulting.
  • 4:06 Access to abortion services in relation to employee benefit plans.
  • 14:57 Important factors to take into account when determining whether to cover abortion benefits.
  • 17:15 The significance of knowing which states protect abortion and which don’t.

Quotes:

16:15 “So I would look at who you have, where you are, what the likelihood you have of employees that need to benefit.”

17:01 “Everybody needs to make their own choice. I would say it’s a lot trickier than you think. I would not just go out whole-hog and issue a personal statement, or promise things to employees until you evaluate the situation thoroughly.”

19:03 “Unfortunately, the provider also has to weigh their risk, and some medical systems are delaying care or choosing different options of care to protect themselves, and it could put the employee benefit plan with exposure issues. This is where I think a lot of litigation is going to come into play because there are laws that conflict with one another.”

]]> David Saltzman d5cbf7a8-3f84-4c50-beb2-63bb3e0d1ac7 Mon, 15 Aug 2022 11:00:00 -0400 1315 full false EP #416: Catch Them a Fish AND Teach Them to Fish — with Daniel Corliss EP #416: Catch Them a Fish AND Teach Them to Fish — with Daniel Corliss This week's episode is about the drive to change the way businesses acquire and access healthcare for their employees. Daniel Corliss talks about the difficulties associated with receiving medical care under an insurance policy and how DC Advisory is resolving these issues.

What You’ll Learn From This Episode:

  • 1:33 The difficulties in obtaining healthcare through insurance policies.
  • 3:44 DC Advisory’s client acquisition methods.
  • 8:07 Three ways they get compensated for their services.
  • 11:17 Creating and modifying health-care plans to meet the needs of both employers and employees.
  • 13:30 Starting the discussion with brokers and TPAs about self-funding.
  • 16:30 Using data analytics to make informed long-term planning decisions.
  • 18:36 Boosting health-care consumerism.

Quotes:

12:20 “There is no one size fits all in self-funding, at least I don’t think there is. I think everything should be built from soup to nuts and from scratch for each client.”

13:03 “We have great technology today that allows us to do things more streamlined and efficiently, but guys, we’ve got to get back to doing the work. That’s the only way that we’re going to change this industry, change how we access health care, and change the way that we’re building these health plans for our clients.”

]]> This week's episode is about the drive to change the way businesses acquire and access healthcare for their employees. Daniel Corliss talks about the difficulties associated with receiving medical care under an insurance policy and how DC Advisory is resolving these issues.

What You’ll Learn From This Episode:

  • 1:33 The difficulties in obtaining healthcare through insurance policies.
  • 3:44 DC Advisory’s client acquisition methods.
  • 8:07 Three ways they get compensated for their services.
  • 11:17 Creating and modifying health-care plans to meet the needs of both employers and employees.
  • 13:30 Starting the discussion with brokers and TPAs about self-funding.
  • 16:30 Using data analytics to make informed long-term planning decisions.
  • 18:36 Boosting health-care consumerism.

Quotes:

12:20 “There is no one size fits all in self-funding, at least I don’t think there is. I think everything should be built from soup to nuts and from scratch for each client.”

13:03 “We have great technology today that allows us to do things more streamlined and efficiently, but guys, we’ve got to get back to doing the work. That’s the only way that we’re going to change this industry, change how we access health care, and change the way that we’re building these health plans for our clients.”

]]> David Saltzman ad1fb36a-7dca-4425-a9a7-04992179b9bf Mon, 08 Aug 2022 11:00:00 -0400 1243 full false EP #415: Turn Pharmacy From a Cost Center to an Investment Center — with Chris Antypas EP #415: Turn Pharmacy From a Cost Center to an Investment Center — with Chris Antypas This week's episode focuses on transforming pharmacies into investment centers, as Chris Antypas, Director of Pharmacy Solutions at Henderson Brothers Inc., shares his direct patient-care experience and pharmacy expertise, as well as how he is assisting employers in navigating the challenging pharmacy landscape.

What You’ll Learn From This Episode:

  • 1:11 Chris Antypas’ strong commitment to community pharmacy and direct patient care.
  • 3:23 The lack of accountability for the outcome side of the equation in the healthcare ecosystem.
  • 5:32 Misaligned incentives between drugs, patients, employers, and plans.
  • 11:40 How they, at Henderson Brothers, are making the shift and the important role pharmacists play.
  • 15:27 Leveraging data to drive health care innovation.
  • 18:20 Competing with mail-order pharmacies.

Quotes:

4:32 “If we stop our efforts on pharmacy just to make sure we got a good deal, we’re ignoring the most important part of the equation, which comes down to whether or not those medications are actually working.”

5:02 “We’re exposing ourselves to risks in this investment [medications] with an expectation and a hope that a disease is going to improve as a result of it. And I really think, in our entire health care ecosystem, we’re lacking accountability to that outcome side of the equation.”

9:53 “Fundamentally, everybody else just wants utilization, utilization, utilization, but when you pause and look at CMS, they are very aggressively moving towards value-based care. They’re aggressively holding medical providers accountable to A1C and blood pressure. And I think it’s high time for employers to take a similar posture. And as a broker, we have the opportunity to help facilitate that with vendors, essentially, get creative in how we advise, and most importantly, give opportunities to vendors in the marketplace that are actually doing this because, to an extent, it’s happening, it’s just the exception rather than the norm.”

18:59 “Some patients need a pharmacy, and other patients need a pharmacist.”

21:06 “Arguably, there’s been no greater source of pharmacy waste than mail-order pharmacies, yet we continue to incentivize it.”

]]> This week's episode focuses on transforming pharmacies into investment centers, as Chris Antypas, Director of Pharmacy Solutions at Henderson Brothers Inc., shares his direct patient-care experience and pharmacy expertise, as well as how he is assisting employers in navigating the challenging pharmacy landscape.

What You’ll Learn From This Episode:

  • 1:11 Chris Antypas’ strong commitment to community pharmacy and direct patient care.
  • 3:23 The lack of accountability for the outcome side of the equation in the healthcare ecosystem.
  • 5:32 Misaligned incentives between drugs, patients, employers, and plans.
  • 11:40 How they, at Henderson Brothers, are making the shift and the important role pharmacists play.
  • 15:27 Leveraging data to drive health care innovation.
  • 18:20 Competing with mail-order pharmacies.

Quotes:

4:32 “If we stop our efforts on pharmacy just to make sure we got a good deal, we’re ignoring the most important part of the equation, which comes down to whether or not those medications are actually working.”

5:02 “We’re exposing ourselves to risks in this investment [medications] with an expectation and a hope that a disease is going to improve as a result of it. And I really think, in our entire health care ecosystem, we’re lacking accountability to that outcome side of the equation.”

9:53 “Fundamentally, everybody else just wants utilization, utilization, utilization, but when you pause and look at CMS, they are very aggressively moving towards value-based care. They’re aggressively holding medical providers accountable to A1C and blood pressure. And I think it’s high time for employers to take a similar posture. And as a broker, we have the opportunity to help facilitate that with vendors, essentially, get creative in how we advise, and most importantly, give opportunities to vendors in the marketplace that are actually doing this because, to an extent, it’s happening, it’s just the exception rather than the norm.”

18:59 “Some patients need a pharmacy, and other patients need a pharmacist.”

21:06 “Arguably, there’s been no greater source of pharmacy waste than mail-order pharmacies, yet we continue to incentivize it.”

]]> David Saltzman 69447323-0f7f-482e-a7c1-550c55f5301b Mon, 01 Aug 2022 11:00:00 -0400 1431 full false EP #414: Advisors as Fiduciaries? — With Nathan Gabhardt EP #414: Advisors as Fiduciaries? — With Nathan Gabhardt The focus of this week's episode is the pharmaceutical supply chain as TrueScripts founder Nathan Gabhardt discusses the role of Pharmacy Benefit Managers in drug spending, in particular how they make money, and how employers can guard against irrational expenditures.

What You’ll Learn From This Episode:

  • 1:48 Nathan’s background, passion for pharmacy, and desire to help others.
  • 2:59 Defining “fiduciary” and the problems associated with it.
  • 4:01 How the pharmaceutical supply chain work.
  • 7:04 What happens if PBMs are taken out of the supply chain.
  • 11:35 The pharmaceutical industry’s complexity and confusion.
  • 17:26 What can you do as an employer to safeguard your plan from fraud and extravagant spending?
  • 19:25 How medical professionals pick the drugs they give their patients.

Quotes:

3:28 “What I think a fiduciary is, is that you cannot make decisions based off your own financial well-being but it’s got to be the financial well-being of the consumer.”

3:39 “The problem is, is in the pharmacy space PBMs, which are pharmacy benefit managers, they sit in the middle of virtually every transaction of every prescription that gets filled, a PBM is involved with 90 plus percent of all those, and PBMs are not considered fiduciary agents. So ultimately, that’s where the problem lies.”

6:50 “From my experience, as a retail pharmacist, if a drug is not covered, the member typically doesn’t just pull out their wallet and pay $500 or $600, they have us call the prescriber and ask what is covered.”

7:27 “I am traditionally an anti-PBM. PBMs have caused a lot of harm to the profession of pharmacy, they really have and they cause a lot of harm to employers. However, if we remove that entire system, from our industry, our industry would collapse in my opinion.”

12:22 “Particularly in the PBM industry, our industry defies the laws of mathematics. And what I mean by that is that a higher discount does not necessarily mean that your net cost is going to be lower.”

17:36 “Follow the money. Anyone you have working around the table on your behalf, ask them how are they generating their revenue, every penny that’s generated off your account, you need to know that.”

 

]]> The focus of this week's episode is the pharmaceutical supply chain as TrueScripts founder Nathan Gabhardt discusses the role of Pharmacy Benefit Managers in drug spending, in particular how they make money, and how employers can guard against irrational expenditures.

What You’ll Learn From This Episode:

  • 1:48 Nathan’s background, passion for pharmacy, and desire to help others.
  • 2:59 Defining “fiduciary” and the problems associated with it.
  • 4:01 How the pharmaceutical supply chain work.
  • 7:04 What happens if PBMs are taken out of the supply chain.
  • 11:35 The pharmaceutical industry’s complexity and confusion.
  • 17:26 What can you do as an employer to safeguard your plan from fraud and extravagant spending?
  • 19:25 How medical professionals pick the drugs they give their patients.

Quotes:

3:28 “What I think a fiduciary is, is that you cannot make decisions based off your own financial well-being but it’s got to be the financial well-being of the consumer.”

3:39 “The problem is, is in the pharmacy space PBMs, which are pharmacy benefit managers, they sit in the middle of virtually every transaction of every prescription that gets filled, a PBM is involved with 90 plus percent of all those, and PBMs are not considered fiduciary agents. So ultimately, that’s where the problem lies.”

6:50 “From my experience, as a retail pharmacist, if a drug is not covered, the member typically doesn’t just pull out their wallet and pay $500 or $600, they have us call the prescriber and ask what is covered.”

7:27 “I am traditionally an anti-PBM. PBMs have caused a lot of harm to the profession of pharmacy, they really have and they cause a lot of harm to employers. However, if we remove that entire system, from our industry, our industry would collapse in my opinion.”

12:22 “Particularly in the PBM industry, our industry defies the laws of mathematics. And what I mean by that is that a higher discount does not necessarily mean that your net cost is going to be lower.”

17:36 “Follow the money. Anyone you have working around the table on your behalf, ask them how are they generating their revenue, every penny that’s generated off your account, you need to know that.”

 

]]> David Saltzman 2bf881c9-2a8a-4988-978b-03522d9674ae Mon, 25 Jul 2022 11:00:00 -0400 1295 full false EP #413: The Claims People Play – with Holly Monger EP #413: The Claims People Play – with Holly Monger This week's episode sheds some light on the significance of health insurance literacy as Holly Monger, president of HSM Computing, discusses claim ploys and how she is helping people who need assistance with organizing, tracking, and appealing claims.

What You’ll Learn From This Episode:

  • 1:50 Holly’s transition from nursing to health insurance.
  • 4:55 Typical problems brought on by healthcare illiteracy.
  • 8:08 Why has healthcare education improved so little?
  • 13:30 The assistance she provides to those who require assistance with claims.
  • 17:19 Assistance with long-term care claims.
  • 18:56 Why would she choose to be an employee for life?

Quotes:

7:05 “It’s all about terminology and knowing what questions to ask, and that’s the most frustrating for most everyday people — they’ll call up and say, “I don’t understand why am I doing this.” And that person at the facility isn’t explaining it at a level that they can understand. So that’s where I come in and try and help them out.”

11:37 “First, you have to get the people to want to learn about their health insurance. Most of them don’t.”

12:12 “The danger is that insurance carriers want to do it themselves so they don’t have to pay agents. But when this poor person gets it that way and they try and ask questions, they aren’t talking to anybody that makes any sense. They don’t understand that there is nobody educating them.”

]]> This week's episode sheds some light on the significance of health insurance literacy as Holly Monger, president of HSM Computing, discusses claim ploys and how she is helping people who need assistance with organizing, tracking, and appealing claims.

What You’ll Learn From This Episode:

  • 1:50 Holly’s transition from nursing to health insurance.
  • 4:55 Typical problems brought on by healthcare illiteracy.
  • 8:08 Why has healthcare education improved so little?
  • 13:30 The assistance she provides to those who require assistance with claims.
  • 17:19 Assistance with long-term care claims.
  • 18:56 Why would she choose to be an employee for life?

Quotes:

7:05 “It’s all about terminology and knowing what questions to ask, and that’s the most frustrating for most everyday people — they’ll call up and say, “I don’t understand why am I doing this.” And that person at the facility isn’t explaining it at a level that they can understand. So that’s where I come in and try and help them out.”

11:37 “First, you have to get the people to want to learn about their health insurance. Most of them don’t.”

12:12 “The danger is that insurance carriers want to do it themselves so they don’t have to pay agents. But when this poor person gets it that way and they try and ask questions, they aren’t talking to anybody that makes any sense. They don’t understand that there is nobody educating them.”

]]> David Saltzman 45042e4e-72c3-4a71-a4a4-1d1f805ab494 Mon, 18 Jul 2022 11:00:00 -0400 1223 full false EP #412: Tech to Embrace and Tech to Avoid - with Nick Lozano EP #412: Tech to Embrace and Tech to Avoid - with Nick Lozano This week’s episode of the podcast centers around helpful technologies for advisors, as Nick Lozano, co-founder of Janitor Media and director of technology for the CIB talks about how the pandemic has changed the tech world and job market for technology professionals and how even non-tech savvy people can get started with technology.

What You’ll Learn From This Episode:

  • 3:59 Most helpful kinds of technology for agencies and advisors. 
  • 6:28 The labor market changes and how it affects the technology space. 
  • 8:32 How productive remote workers have proven to be.
  • 12:20 Evolving technologies to be on the lookout for.
  • 16:58 Getting started with the technology you have. 
  • 20:40 Where Nick sees the tech world going in the near future.

Quotes:

5:31 “I’ve seen people make huge investments into cloud technologies. Right? They’re leveraging as a service.”

6:59 “Right now, from a labor perspective, as a technology professional, it is really an employee’s market. The employees are setting the terms.”

17:58 “Just start with what you have and graduate as you go. Get the things you need when you need them.” 

20:22 Craft your message first, then worry about the technology to get it out to the world. If your message is good, it doesn’t matter. But, you’ve got to start with that message.”

]]> This week’s episode of the podcast centers around helpful technologies for advisors, as Nick Lozano, co-founder of Janitor Media and director of technology for the CIB talks about how the pandemic has changed the tech world and job market for technology professionals and how even non-tech savvy people can get started with technology.

What You’ll Learn From This Episode:

  • 3:59 Most helpful kinds of technology for agencies and advisors. 
  • 6:28 The labor market changes and how it affects the technology space. 
  • 8:32 How productive remote workers have proven to be.
  • 12:20 Evolving technologies to be on the lookout for.
  • 16:58 Getting started with the technology you have. 
  • 20:40 Where Nick sees the tech world going in the near future.

Quotes:

5:31 “I’ve seen people make huge investments into cloud technologies. Right? They’re leveraging as a service.”

6:59 “Right now, from a labor perspective, as a technology professional, it is really an employee’s market. The employees are setting the terms.”

17:58 “Just start with what you have and graduate as you go. Get the things you need when you need them.” 

20:22 Craft your message first, then worry about the technology to get it out to the world. If your message is good, it doesn’t matter. But, you’ve got to start with that message.”

]]> David Saltzman 17a2bfe7-13e8-4d7d-82da-911dc083b425 Mon, 27 Jun 2022 11:00:00 -0400 1340 full false EP #411: In Sales, Always Keep Your Left UP! - With Michael Goldberg EP #411: In Sales, Always Keep Your Left UP! - With Michael Goldberg Has COVID changed the way we think about live events? How are we supposed to network and market ourselves without face-to-face interaction? This week's episode dives into successful networking and how it’s the key to your success with the author of Knockout Networking For Financial Advisors And Other Sales Professionals, Michael Goldberg.

What You’ll Learn From This Episode:

  • 3:57 Michael’s definition of networking and why he believes it’s the key to success.
  • 6:10 The networking mindset and how it helps you build and grow.
  • 8:40 Who you should network with for success.
  • 12:51 When to self-promote during a networking conversation.
  • 13:48 Best practices for following up after networking.
  • 17:03 The PEECE concept for networking.
  •  20:43 The importance of listening in networking.

Quotes:

4:28 “I look at it as just learning and helping. It’s a proactive approach, although it can be reactive.”

5:10 “I can connect every single client that I have to date to somebody that I know or knew. I would say just about every one of them has been through referral and a relationship that I have.”

6:16 “For networking to take, you got to give.”

7:21 “Your mindset drives everything. So, if you have a mindset towards a certain disposition, you’re going to have a skill set towards that certain disposition, and then action is going to result.”

11:39 “It’s about the connection. And it’s really about connecting with your ‘one-thirder’ audience.”

]]> Has COVID changed the way we think about live events? How are we supposed to network and market ourselves without face-to-face interaction? This week's episode dives into successful networking and how it’s the key to your success with the author of Knockout Networking For Financial Advisors And Other Sales Professionals, Michael Goldberg.

What You’ll Learn From This Episode:

  • 3:57 Michael’s definition of networking and why he believes it’s the key to success.
  • 6:10 The networking mindset and how it helps you build and grow.
  • 8:40 Who you should network with for success.
  • 12:51 When to self-promote during a networking conversation.
  • 13:48 Best practices for following up after networking.
  • 17:03 The PEECE concept for networking.
  •  20:43 The importance of listening in networking.

Quotes:

4:28 “I look at it as just learning and helping. It’s a proactive approach, although it can be reactive.”

5:10 “I can connect every single client that I have to date to somebody that I know or knew. I would say just about every one of them has been through referral and a relationship that I have.”

6:16 “For networking to take, you got to give.”

7:21 “Your mindset drives everything. So, if you have a mindset towards a certain disposition, you’re going to have a skill set towards that certain disposition, and then action is going to result.”

11:39 “It’s about the connection. And it’s really about connecting with your ‘one-thirder’ audience.”

]]> David Saltzman 5377248f-bb5c-46ca-8e8a-0963adb7806e Mon, 20 Jun 2022 11:00:00 -0400 1393 full false EP #410: A Nicer Bark and Less Bite: Management in 2022 — with Daniel Matthews EP #410: A Nicer Bark and Less Bite: Management in 2022 — with Daniel Matthews This week's episode focuses on leadership development and continuous improvement as Daniel Matthews, a change leadership expert and author of The Language of Leadership: Nicer Bark, No Bite, elaborates on finding your leadership WHY and building a trusting relationship.

What You’ll Learn From This Episode:

  • 1:35 How a high school dropout got into training and developed his leadership skills.
  • 3:41 How to find your leadership WHY and why it is important.
  • 8:10 Ways leaders create a trusting relationship.
  • 11:07 A childhood experience that taught him how to be considerate of others.
  • 1:42 How to create a culture of accountability.
  • 18:18 The importance of developing an attitude of gratitude.

Quotes:

5:04 “When we take on the role of leadership, we are not just taking on the tasks and responsibilities of the leader. At some point, we’re really impacting the lives of those people we lead and the families they support.”

7:02 “Leadership is all about relationships.”

7:32 “This is what a true leader is; it’s somebody who can get people to do what they want when they want, how they want because they want to. And the only way to do that is if you’ve developed strong working relationships with the people you work with.”

9:41 “The conversation should never constantly revolve around you and what you’re doing and what you think and your family and everything else. It’s about getting to know those people, and once you get to know somebody, you become closer to them. And I’m not saying that you’re going to be like friends where you go out and have a beer every night, but there’s certainly a friendly aspect to that development of trust.”

19:21 “If you want to be able to show gratitude for somebody’s work, you’ve got to be able to do it in ways that are more than just patting them on the back or saying thank you.”

]]> This week's episode focuses on leadership development and continuous improvement as Daniel Matthews, a change leadership expert and author of The Language of Leadership: Nicer Bark, No Bite, elaborates on finding your leadership WHY and building a trusting relationship.

What You’ll Learn From This Episode:

  • 1:35 How a high school dropout got into training and developed his leadership skills.
  • 3:41 How to find your leadership WHY and why it is important.
  • 8:10 Ways leaders create a trusting relationship.
  • 11:07 A childhood experience that taught him how to be considerate of others.
  • 1:42 How to create a culture of accountability.
  • 18:18 The importance of developing an attitude of gratitude.

Quotes:

5:04 “When we take on the role of leadership, we are not just taking on the tasks and responsibilities of the leader. At some point, we’re really impacting the lives of those people we lead and the families they support.”

7:02 “Leadership is all about relationships.”

7:32 “This is what a true leader is; it’s somebody who can get people to do what they want when they want, how they want because they want to. And the only way to do that is if you’ve developed strong working relationships with the people you work with.”

9:41 “The conversation should never constantly revolve around you and what you’re doing and what you think and your family and everything else. It’s about getting to know those people, and once you get to know somebody, you become closer to them. And I’m not saying that you’re going to be like friends where you go out and have a beer every night, but there’s certainly a friendly aspect to that development of trust.”

19:21 “If you want to be able to show gratitude for somebody’s work, you’ve got to be able to do it in ways that are more than just patting them on the back or saying thank you.”

]]> David Saltzman 69c50cbb-6f08-4ce4-a151-9a6269ccf393 Mon, 13 Jun 2022 11:00:00 -0400 1313 full false EP #409: Doctors in Unexpected and Innovative Places – with Shad Faraz EP #409: Doctors in Unexpected and Innovative Places – with Shad Faraz In this week’s episode, we discuss what other things physicians are doing outside of traditional medicine. Shad Faraz, a Harvard Business School graduate and co-host of the podcast Physicians Off The Beaten Path, discusses how these new perspectives are helping to bridge the gap in the healthcare system in general.

What You’ll Learn From This Episode:

  • 1:50 Shad’s background, as well as his interest in healthcare innovation, policy, and investing.
  • 5:14 What is it like to be a doctor in the 21st century?
  • 9:09 Other things doctors are doing, and how different perspectives can help improve the healthcare system in general.
  • 13:01 The issue with today’s medical curriculum and why Shad believes it should be revamped.
  • 15:13 What is Prescription Digital Therapeutics, why is it important, and what are the barriers?

Quotes:

6:36 “Nowadays, people think about, you know, innovating in the way that they actually deliver care to their patients, or figuring out how big pharma or biotech can be made more sustainable for patients with an eye towards the lower cost of care for patients.”

8:47 “To summarize, almost anything and everything is possible for doctors nowadays, and more and more doctors, I think, are stepping up to the challenge, but there is still an information gap in information asymmetry for some docs, and that’s ultimately why I think your show, my show, and things like that are incredibly beneficial for clinicians.”

11:26 “I think everyone is just blinded by their own incentives and everyone thinks that they’re doing the right thing. They just can’t see the bigger picture, and I think the only way to get beyond that is to just bring all these different people into one room, learn the same language, develop some shared understanding of what’s going on, and move forward.”

]]> In this week’s episode, we discuss what other things physicians are doing outside of traditional medicine. Shad Faraz, a Harvard Business School graduate and co-host of the podcast Physicians Off The Beaten Path, discusses how these new perspectives are helping to bridge the gap in the healthcare system in general.

What You’ll Learn From This Episode:

  • 1:50 Shad’s background, as well as his interest in healthcare innovation, policy, and investing.
  • 5:14 What is it like to be a doctor in the 21st century?
  • 9:09 Other things doctors are doing, and how different perspectives can help improve the healthcare system in general.
  • 13:01 The issue with today’s medical curriculum and why Shad believes it should be revamped.
  • 15:13 What is Prescription Digital Therapeutics, why is it important, and what are the barriers?

Quotes:

6:36 “Nowadays, people think about, you know, innovating in the way that they actually deliver care to their patients, or figuring out how big pharma or biotech can be made more sustainable for patients with an eye towards the lower cost of care for patients.”

8:47 “To summarize, almost anything and everything is possible for doctors nowadays, and more and more doctors, I think, are stepping up to the challenge, but there is still an information gap in information asymmetry for some docs, and that’s ultimately why I think your show, my show, and things like that are incredibly beneficial for clinicians.”

11:26 “I think everyone is just blinded by their own incentives and everyone thinks that they’re doing the right thing. They just can’t see the bigger picture, and I think the only way to get beyond that is to just bring all these different people into one room, learn the same language, develop some shared understanding of what’s going on, and move forward.”

]]> David Saltzman 6be94d3a-54f0-42ee-8f03-053601607059 Mon, 06 Jun 2022 11:00:00 -0400 1303 full false EP #408: Members Without Primary Care Drive Costs — with Ankit Patel EP #408: Members Without Primary Care Drive Costs — with Ankit Patel This week's episode is about a new technology platform that aims to boost the primary care provider and patient relationship, as Ankit Patel, co-founder, and President of Pearl Health, discusses the implications of not having a primary care relationship on both the employee and administrative sides, and most importantly, how they are attempting to solve these issues.

What You’ll Learn From This Episode:

  • 1:40 The impact of not having a primary care relationship on both the employee and claims.
  • 3:29 What distinguishes this new approach from the HMO of the 1990s.
  • 7:09 The Direct Contracting Program versus CMS.
  • 9:52 How they can help to strengthen the primary care provider-patient relationship.

Quotes:

4:01 “I think the thing that is different this time is that we now have the technology infrastructure and the data to ensure that capitation is coming with accountability.”

6:34 “I think when we talk about access to patient care, what I believe has happened over the last 10 years is we have rightly moved the industry towards value, but we have done it in a way that has not really promoted access to patient care.”

10:07 “I think what this really ultimately comes down to is trying to find a way to help solidify the primary care and patient relationship as that patient is navigating and going through the rest of the healthcare system.”

]]> This week's episode is about a new technology platform that aims to boost the primary care provider and patient relationship, as Ankit Patel, co-founder, and President of Pearl Health, discusses the implications of not having a primary care relationship on both the employee and administrative sides, and most importantly, how they are attempting to solve these issues.

What You’ll Learn From This Episode:

  • 1:40 The impact of not having a primary care relationship on both the employee and claims.
  • 3:29 What distinguishes this new approach from the HMO of the 1990s.
  • 7:09 The Direct Contracting Program versus CMS.
  • 9:52 How they can help to strengthen the primary care provider-patient relationship.

Quotes:

4:01 “I think the thing that is different this time is that we now have the technology infrastructure and the data to ensure that capitation is coming with accountability.”

6:34 “I think when we talk about access to patient care, what I believe has happened over the last 10 years is we have rightly moved the industry towards value, but we have done it in a way that has not really promoted access to patient care.”

10:07 “I think what this really ultimately comes down to is trying to find a way to help solidify the primary care and patient relationship as that patient is navigating and going through the rest of the healthcare system.”

]]> David Saltzman 68ee76d9-1b47-4ddf-8c9e-1e02a90dbc35 Mon, 30 May 2022 11:00:00 -0400 1267 full false EP #407: Cutting New Teeth - Dental Insurance in 2022 – with Josh Jackson EP #407: Cutting New Teeth - Dental Insurance in 2022 – with Josh Jackson This week's episode delves into a new development in the dental insurance industry. Josh Jackson, founder of Promptous, discusses the company's efforts to provide better, simpler, and more affordable dental services that are designed to be used, rather than a plan that is not intended to be used.

What You’ll Learn From This Episode:

  • 1:35 The main distinction between a self-funded medical plan and a self-funded dental plan.
  • 3:31 How they are designing dental plans.
  • 5:12 What the advantages are for the employer.
  • 6:08 How this new development can improve the dental experience of employees.
  • 12:26 Processes that are streamlined on the provider side.
  • 14:24 How they encourage employers to switch to self-funding.

Quotes:

3:07 “It’s not only about cost savings, but there’s an opportunity to really provide a better dental plan in general, because, again, you as the employer are taking the risk on, so you have the ability to take a lot of the traditional restrictions and exclusions limitations out of your normal dental plan, and in turn make it a better benefit that’s designed to be used.”

3:44 “We’re designing a dental plan that’s actually designed to be used, rather than a plan that’s not designed to be used.”

9:22 “Providing this more holistic benefits package is a way to help them get the treatment they need while helping reduce their out-of-pocket costs.”

12:59 “From an administration standpoint, accounts receivable are simplified, they are not having to call one 800 Number to rectify payments. And it’s just a big headache that’s taken off their plates when members come in with promptness and actually use the benefits themselves.”

]]> This week's episode delves into a new development in the dental insurance industry. Josh Jackson, founder of Promptous, discusses the company's efforts to provide better, simpler, and more affordable dental services that are designed to be used, rather than a plan that is not intended to be used.

What You’ll Learn From This Episode:

  • 1:35 The main distinction between a self-funded medical plan and a self-funded dental plan.
  • 3:31 How they are designing dental plans.
  • 5:12 What the advantages are for the employer.
  • 6:08 How this new development can improve the dental experience of employees.
  • 12:26 Processes that are streamlined on the provider side.
  • 14:24 How they encourage employers to switch to self-funding.

Quotes:

3:07 “It’s not only about cost savings, but there’s an opportunity to really provide a better dental plan in general, because, again, you as the employer are taking the risk on, so you have the ability to take a lot of the traditional restrictions and exclusions limitations out of your normal dental plan, and in turn make it a better benefit that’s designed to be used.”

3:44 “We’re designing a dental plan that’s actually designed to be used, rather than a plan that’s not designed to be used.”

9:22 “Providing this more holistic benefits package is a way to help them get the treatment they need while helping reduce their out-of-pocket costs.”

12:59 “From an administration standpoint, accounts receivable are simplified, they are not having to call one 800 Number to rectify payments. And it’s just a big headache that’s taken off their plates when members come in with promptness and actually use the benefits themselves.”

]]> David Saltzman 009ba150-878d-4ed6-988f-6aae8734ff96 Mon, 23 May 2022 11:00:00 -0400 1193 full false EP #406: Lying On The Floor Grieving = A Book and a Practice — with Esther Pipoly EP #406: Lying On The Floor Grieving = A Book and a Practice — with Esther Pipoly This week's episode gives insight into the necessity of having the right support to help you navigate the complexity of things that occur before and after a loss. Esther Pipoly is the founder and owner of Loss of Life Advocates, a bereavement consulting firm that assists families in preparing for life's unexpected transitions, such as loss. She is also the author of Lying on the Floor Holding My Breath...: The Grief Experience and the Lessons I Learned After I Got Up.

What You’ll Learn From This Episode:

  • 1:46 Esther’s personal experience with losing loved ones and the issues she faced while grieving.
  • 8:50 Range of issues she helps people with.
  • 12:10 The complications and considerations in buying/selling when there is a business involved.
  • 15:03 Why it’s critical to make sure that the people you choose are up to the task.
  • 16:47 Meaningful conversations that an insurance provider should be having with clients.
  • 20:43 What STERBS are and why is it important to find them?

Quotes:

7:25 “I really learned that in those moments of total grief that you find out if your employer is really going to support you.”

8:07 “We have all these wonderful benefits that consultants and brokers out there provide. But it’s in those really rare moments of grief and tragedy if you are truly the best place to work, you’re focusing on those life changes for your employees because that’s when they need the support the most.”

10:18 “People need to know that somebody has their back because your family and your friends are there for you initially, but you don’t always want to share things like what I went through.”

16:33 “What I find is a lot of people, when they find out exactly what you’re asking them to do, if something happens to you, they will say no, I really think you should hire a professional. And so you know, it really is hard to put that team together a lot harder than people think.”

18:54 “As an advisor, the most meaningful thing that you can ask somebody is, how are you doing? How have you handled it? What are your plans? And do you have the right products in place in the event that something happens to your employees? How do you handle death in your workplace? How are you educating your leadership to talk about what to say, when to say it, how to identify when they see somebody that’s going through a loss.”

20:19 “The advisory position here is we are living in a time where if you’re an insurance, and you’re not talking to your clients and having these meaningful conversations, then you’re not really getting to know your clients

]]> This week's episode gives insight into the necessity of having the right support to help you navigate the complexity of things that occur before and after a loss. Esther Pipoly is the founder and owner of Loss of Life Advocates, a bereavement consulting firm that assists families in preparing for life's unexpected transitions, such as loss. She is also the author of Lying on the Floor Holding My Breath...: The Grief Experience and the Lessons I Learned After I Got Up.

What You’ll Learn From This Episode:

  • 1:46 Esther’s personal experience with losing loved ones and the issues she faced while grieving.
  • 8:50 Range of issues she helps people with.
  • 12:10 The complications and considerations in buying/selling when there is a business involved.
  • 15:03 Why it’s critical to make sure that the people you choose are up to the task.
  • 16:47 Meaningful conversations that an insurance provider should be having with clients.
  • 20:43 What STERBS are and why is it important to find them?

Quotes:

7:25 “I really learned that in those moments of total grief that you find out if your employer is really going to support you.”

8:07 “We have all these wonderful benefits that consultants and brokers out there provide. But it’s in those really rare moments of grief and tragedy if you are truly the best place to work, you’re focusing on those life changes for your employees because that’s when they need the support the most.”

10:18 “People need to know that somebody has their back because your family and your friends are there for you initially, but you don’t always want to share things like what I went through.”

16:33 “What I find is a lot of people, when they find out exactly what you’re asking them to do, if something happens to you, they will say no, I really think you should hire a professional. And so you know, it really is hard to put that team together a lot harder than people think.”

18:54 “As an advisor, the most meaningful thing that you can ask somebody is, how are you doing? How have you handled it? What are your plans? And do you have the right products in place in the event that something happens to your employees? How do you handle death in your workplace? How are you educating your leadership to talk about what to say, when to say it, how to identify when they see somebody that’s going through a loss.”

20:19 “The advisory position here is we are living in a time where if you’re an insurance, and you’re not talking to your clients and having these meaningful conversations, then you’re not really getting to know your clients

]]> David Saltzman a2a19384-b16c-4f5d-ad72-3fa03529cc15 Mon, 09 May 2022 11:00:00 -0400 1392 full false EP #405: How to Keep Transparency From Becoming Opaque in Pharma — with John Zevzavadjian EP #405: How to Keep Transparency From Becoming Opaque in Pharma — with John Zevzavadjian This week's episode digs into how drug price is determined, with John Zevzavadjian, president at RxSense, explaining how pricing changes from the moment the producer sends the items to the distribution channels to the end consumers.

What You’ll Learn From This Episode:

  • 1:38 John’s experience from pharmacy to a front row seat at the marketplace.
  • 2:44 A couple of things they’re working to solve.
  • 3:50 How prices change from the manufacturer to the end-user from a generic medication perspective.
  • 7:11 In terms of rebates, how do prices adjust from the manufacturer to the end-user?
  • 11:34 What’s preventing people from getting data in the normal course of the scheme, and what kind of data John assists employers with, and how does it affect their decision-making?
  • 16:07 Collaborating with pharmaceutical companies to reduce the cost of a drug.
  • 19:34 The pharmaceutical industry’s overall trajectory.

Quotes:

9:12 “Amongst all of that supply chain, everybody’s taking a piece of the action and there’s a lack of visibility into who is making those dollars and how much.”

14:14 “Nutrition is as important than getting the right drug.”

]]> This week's episode digs into how drug price is determined, with John Zevzavadjian, president at RxSense, explaining how pricing changes from the moment the producer sends the items to the distribution channels to the end consumers.

What You’ll Learn From This Episode:

  • 1:38 John’s experience from pharmacy to a front row seat at the marketplace.
  • 2:44 A couple of things they’re working to solve.
  • 3:50 How prices change from the manufacturer to the end-user from a generic medication perspective.
  • 7:11 In terms of rebates, how do prices adjust from the manufacturer to the end-user?
  • 11:34 What’s preventing people from getting data in the normal course of the scheme, and what kind of data John assists employers with, and how does it affect their decision-making?
  • 16:07 Collaborating with pharmaceutical companies to reduce the cost of a drug.
  • 19:34 The pharmaceutical industry’s overall trajectory.

Quotes:

9:12 “Amongst all of that supply chain, everybody’s taking a piece of the action and there’s a lack of visibility into who is making those dollars and how much.”

14:14 “Nutrition is as important than getting the right drug.”

]]> David Saltzman 82aa6446-ed19-4e85-b3c7-e5842def9e77 Mon, 02 May 2022 11:00:00 -0400 1267 full false EP #404: In and Out of Medicine, via The Netherlands — with Frank Sutter EP #404: In and Out of Medicine, via The Netherlands — with Frank Sutter In this week's episode, Frank Sutter, a chiropractor and Associate Director of the Harvard Business School's Health Care Initiative, explains why he left medicine and how the medical system in the Netherlands inspired him to go back and change the healthcare in the United States.

What You’ll Learn From This Episode:

  • 1:54 Why he sold his practice to a physician group and moved to the Netherlands.
  • 8:32 The goal of the healthcare initiative at Harvard and the many different avenues for students.
  • 13:14 Direct primary care versus the healthcare initiative.
  • 16:45 The difference between the healthcare system in the Netherlands and the US.

Quotes:

3:42 “In my experience, the greatest aspect of that is just spending time listening to patients, we don’t get a lot of that with most of our health care practitioners. So I really relish the time I was able to spend with each patient.”

16:13 “If the doctor is stressed, that’s going to impact the outcomes of the patient.”

19:22 “They [doctors in the Netherlands] don’t have the same fear of defensive medicine, which is testing everybody for everything all the time, always, so they don’t get sued for missing a diagnosis. That’s defensive medicine, which is, of course, very expensive for insurance companies and that’s not the right approach either. So, they are quite mindful of that here.”

]]> In this week's episode, Frank Sutter, a chiropractor and Associate Director of the Harvard Business School's Health Care Initiative, explains why he left medicine and how the medical system in the Netherlands inspired him to go back and change the healthcare in the United States.

What You’ll Learn From This Episode:

  • 1:54 Why he sold his practice to a physician group and moved to the Netherlands.
  • 8:32 The goal of the healthcare initiative at Harvard and the many different avenues for students.
  • 13:14 Direct primary care versus the healthcare initiative.
  • 16:45 The difference between the healthcare system in the Netherlands and the US.

Quotes:

3:42 “In my experience, the greatest aspect of that is just spending time listening to patients, we don’t get a lot of that with most of our health care practitioners. So I really relish the time I was able to spend with each patient.”

16:13 “If the doctor is stressed, that’s going to impact the outcomes of the patient.”

19:22 “They [doctors in the Netherlands] don’t have the same fear of defensive medicine, which is testing everybody for everything all the time, always, so they don’t get sued for missing a diagnosis. That’s defensive medicine, which is, of course, very expensive for insurance companies and that’s not the right approach either. So, they are quite mindful of that here.”

]]> David Saltzman 3da25fc2-fdb7-459b-8eb7-d666adac6003 Mon, 25 Apr 2022 11:00:00 -0400 1235 full false EP #403: Employee Assistance Plans - One Size Doesn't Fit Anyone — with John Troutman EP #403: Employee Assistance Plans - One Size Doesn't Fit Anyone — with John Troutman This week's episode is all about determining which EAP is best for your organization. Because there is no such thing as a one-size-fits-all solution, John Troutman, National Director of Mazzitti & Sullivan EAP, discusses the vast range of possibilities and what to look for in an EAP.

What You’ll Learn From This Episode:

  • 1:50 What is an EAP?
  • 2:30 Reasons why some EAPs have gotten a bad reputation over time.
  • 3:40 Problems with APIs that are built into plans.
  • 4:48 How COVID impacted EAP utilization.
  • 5:35 Range of services that you should look for in an EAP.
  • 8:03 What range of services should an employer look for?
  • 9:33 Assessment of employees’ needs and referrals for diagnosis and treatment of mental health.
  • 11:52 EAP Coverage.
  • 12:50 The stressors that you’re EAPs dealing with. 
  • 14:24 What platforms they’re using to assist employees. 
  • 18:42 What’s missing and what is coming in the field of EAP? 
  • 20:03 Will EAPs prioritize mental health?

Quotes:

6:26 “If I was an employer, I would want to make sure I have a dedicated person assigned to that account. That’s one of the most important things I believe.”

10:07 “EAPs were never set up to be a long-term solution to a person’s mental health needs. They’re meant to be something ideally on the front end that is a preventative measure, just like a wellness plan, for example.”

14:07 “Understanding our mental health, understanding the value of a pause and taking a break, taking time for that self care mentally, is something that really translates over to burnout and I believe you know, that’s just a one that’s on the rise and I believe we haven’t seen you know, the worst of that yet.”

15:38 “That benefit of just knowing that there could be a location within 15 minutes of your home to talk to a clinician can go a long way to ease stress.”

19:01 “Mental health is a crucial part of everyone’s well-being and should never simply be as if it’s on a piece of paper, we’re going to check it off and move on to something else. It should never be the very last thing because our mental health affects everything else that we do. So what’s lacking is the passion across the country to address mental health on an equal platform. It shouldn’t always be the last five minutes of an open enrollment session at that time of meeting with the employee. It really should be given equal time and opportunity to be explained so that the employees understand the benefit.”

]]> This week's episode is all about determining which EAP is best for your organization. Because there is no such thing as a one-size-fits-all solution, John Troutman, National Director of Mazzitti & Sullivan EAP, discusses the vast range of possibilities and what to look for in an EAP.

What You’ll Learn From This Episode:

  • 1:50 What is an EAP?
  • 2:30 Reasons why some EAPs have gotten a bad reputation over time.
  • 3:40 Problems with APIs that are built into plans.
  • 4:48 How COVID impacted EAP utilization.
  • 5:35 Range of services that you should look for in an EAP.
  • 8:03 What range of services should an employer look for?
  • 9:33 Assessment of employees’ needs and referrals for diagnosis and treatment of mental health.
  • 11:52 EAP Coverage.
  • 12:50 The stressors that you’re EAPs dealing with. 
  • 14:24 What platforms they’re using to assist employees. 
  • 18:42 What’s missing and what is coming in the field of EAP? 
  • 20:03 Will EAPs prioritize mental health?

Quotes:

6:26 “If I was an employer, I would want to make sure I have a dedicated person assigned to that account. That’s one of the most important things I believe.”

10:07 “EAPs were never set up to be a long-term solution to a person’s mental health needs. They’re meant to be something ideally on the front end that is a preventative measure, just like a wellness plan, for example.”

14:07 “Understanding our mental health, understanding the value of a pause and taking a break, taking time for that self care mentally, is something that really translates over to burnout and I believe you know, that’s just a one that’s on the rise and I believe we haven’t seen you know, the worst of that yet.”

15:38 “That benefit of just knowing that there could be a location within 15 minutes of your home to talk to a clinician can go a long way to ease stress.”

19:01 “Mental health is a crucial part of everyone’s well-being and should never simply be as if it’s on a piece of paper, we’re going to check it off and move on to something else. It should never be the very last thing because our mental health affects everything else that we do. So what’s lacking is the passion across the country to address mental health on an equal platform. It shouldn’t always be the last five minutes of an open enrollment session at that time of meeting with the employee. It really should be given equal time and opportunity to be explained so that the employees understand the benefit.”

]]> David Saltzman 0f472de5-97be-4b67-99c3-c7933ea6d994 Mon, 18 Apr 2022 11:00:00 -0400 1338 full false EP #402: New Tools Help DTC Grow Faster — with Mark Nolan EP #402: New Tools Help DTC Grow Faster — with Mark Nolan This week’s episode explores the new tools available for doctors shifting to direct primary care. Mark Nolan, chief operating officer of Hint Health talks about some of the reasons why a lot of doctors would like to escape into the old-fashioned doctor-patient practice and what’s stopping them from doing so.

What You’ll Learn From This Episode:

  • 2:30 Three largest obstacles to providing healthcare.
  • 5:01 Why more and more doctors are so eager to get into direct primary care.
  • 8:15 Some of the obstacles to establishing a direct primary care practice.
  • 12:35 The different practice models.
  • 17:34 Services that Hint Health and other similar firms are offering to help.
  • 20:22 Is direct primary care the future?

Quotes:

3:18 “Folks who have primary care relationships are much healthier folks in the long run.”

5:56 “Most of the doctors that we speak to and providers who are moving over, they’ve got a few different reasons for this. One is, they’re gonna burn out, they just can’t take it anymore. Two, they want to have relationships with their patients that last longer than the 10 minutes that they get to see them in some sort of episodic scenario versus the longitudinal relationship.”

7:55 “The satisfaction with the feedback that we would receive around how appreciative they are that there was a model that they could go to and doctor. They get to the practice, something that the patient will need it and experience or that their employer made accessible to them, it was genuine, and it was pretty moving.”

20:40 “This is an idea whose time has come and this is not going to slow down. I only see it increasing because of the context that it’s operating in, the different dynamics that are making it even more difficult to be a provider in today’s environment, the consolidation that you mentioned at the top of the show, I just think that the tailwinds behind this are very strong and especially as you have employers and plan sponsors, looking for new things, they’re starting to recognize this innovation and how can help them.”

]]> This week’s episode explores the new tools available for doctors shifting to direct primary care. Mark Nolan, chief operating officer of Hint Health talks about some of the reasons why a lot of doctors would like to escape into the old-fashioned doctor-patient practice and what’s stopping them from doing so.

What You’ll Learn From This Episode:

  • 2:30 Three largest obstacles to providing healthcare.
  • 5:01 Why more and more doctors are so eager to get into direct primary care.
  • 8:15 Some of the obstacles to establishing a direct primary care practice.
  • 12:35 The different practice models.
  • 17:34 Services that Hint Health and other similar firms are offering to help.
  • 20:22 Is direct primary care the future?

Quotes:

3:18 “Folks who have primary care relationships are much healthier folks in the long run.”

5:56 “Most of the doctors that we speak to and providers who are moving over, they’ve got a few different reasons for this. One is, they’re gonna burn out, they just can’t take it anymore. Two, they want to have relationships with their patients that last longer than the 10 minutes that they get to see them in some sort of episodic scenario versus the longitudinal relationship.”

7:55 “The satisfaction with the feedback that we would receive around how appreciative they are that there was a model that they could go to and doctor. They get to the practice, something that the patient will need it and experience or that their employer made accessible to them, it was genuine, and it was pretty moving.”

20:40 “This is an idea whose time has come and this is not going to slow down. I only see it increasing because of the context that it’s operating in, the different dynamics that are making it even more difficult to be a provider in today’s environment, the consolidation that you mentioned at the top of the show, I just think that the tailwinds behind this are very strong and especially as you have employers and plan sponsors, looking for new things, they’re starting to recognize this innovation and how can help them.”

]]> David Saltzman 7f8b983f-8893-40ca-9980-b7dd8b0b0c11 Mon, 11 Apr 2022 11:00:00 -0400 1301 full false EP #401: Find Your Leadership Superpowers — with Roxanne Kaufman EP #401: Find Your Leadership Superpowers — with Roxanne Kaufman This week's episode is all about recognizing our inner leadership gold. Roxanne Kaufman, CEO of ProLaureate, discusses how to find and cultivate these skills, as well as how they might affect the company's future.

What You’ll Learn From This Episode:

  • 1:54 The leadership gold in everyone.
  • 3:34 The importance of building good relationships.
  • 9:55 The importance of soft skills and why they are the most difficult to master.
  • 15:06 How leadership skills influence the company’s success.
  • 16:28 Honing the leadership potential within you.

Quotes:

02:25 “Every human body has the ancient elements of the Earth run through our bodies: magnesium, oxygen, carbon, all these things. And we also have trace elements of gold, honest to goodness gold, and they have narrowed it down to tell us that we have 0.2 milligrams of gold in our bodies, and the majority of that lies within our heart.”

3:51 “Relationships are the lifeblood of everything that we do, not just business. They are the lifeblood of our lives, of who we are as people. Forming relationships is what helps us to become successful. This is so important that when we form relationships that we bring to that our most genuine and authentic selves. And that requires work to really discover what that is. That’s what creates really, really deep lasting, trusting, fulfilling relationships across the level of life and business.”

05:32 “When you start learning who you really are, and becoming more and more of that, more genuine, more authentic, your relationships blossom because not only are you finding that in yourself, now, it’s cool. It’s not about you anymore. It’s about the other person.”

10:39 “These relationship skills, the interpersonal skills, are generally called soft skills. These are the hardest skills in the world to discover, and develop, because we’re conditioned not to.”

15:53 “Genuine leadership comes from the heart and it comes from the mind and it comes from a place of absolute authenticity.”

]]> This week's episode is all about recognizing our inner leadership gold. Roxanne Kaufman, CEO of ProLaureate, discusses how to find and cultivate these skills, as well as how they might affect the company's future.

What You’ll Learn From This Episode:

  • 1:54 The leadership gold in everyone.
  • 3:34 The importance of building good relationships.
  • 9:55 The importance of soft skills and why they are the most difficult to master.
  • 15:06 How leadership skills influence the company’s success.
  • 16:28 Honing the leadership potential within you.

Quotes:

02:25 “Every human body has the ancient elements of the Earth run through our bodies: magnesium, oxygen, carbon, all these things. And we also have trace elements of gold, honest to goodness gold, and they have narrowed it down to tell us that we have 0.2 milligrams of gold in our bodies, and the majority of that lies within our heart.”

3:51 “Relationships are the lifeblood of everything that we do, not just business. They are the lifeblood of our lives, of who we are as people. Forming relationships is what helps us to become successful. This is so important that when we form relationships that we bring to that our most genuine and authentic selves. And that requires work to really discover what that is. That’s what creates really, really deep lasting, trusting, fulfilling relationships across the level of life and business.”

05:32 “When you start learning who you really are, and becoming more and more of that, more genuine, more authentic, your relationships blossom because not only are you finding that in yourself, now, it’s cool. It’s not about you anymore. It’s about the other person.”

10:39 “These relationship skills, the interpersonal skills, are generally called soft skills. These are the hardest skills in the world to discover, and develop, because we’re conditioned not to.”

15:53 “Genuine leadership comes from the heart and it comes from the mind and it comes from a place of absolute authenticity.”

]]> David Saltzman 5b15f766-acc5-4858-b40e-a60be100a27a Mon, 04 Apr 2022 11:00:00 -0400 1280 full false EP #400: Sales Zone or Twilight Zone — with Dierdre Van Nest EP #400: Sales Zone or Twilight Zone — with Dierdre Van Nest This week's episode is about effective communication. Deirdre Van Ness, a keynote, speech, and story artist talks about the importance of connecting at the emotional level, especially in a sales setting, as well as some proven techniques to establish that connection.

What You’ll Learn From This Episode:

  • 1:27 The difference between talking and communicating and why that is so important.
  • 04:28 The 4-step formula for effective communication.

Quotes:

1:48 “Just because you can talk doesn’t mean you can speak.”

02:32 “I think the difference between talking, and speaking or communicating is having that intentionality behind what you say, and not thinking, what do I want to say.”

07:18 “Avoid jargon.”

8:07 “Start keeping a library of phrases and words that your ideal clients actually use, and use those words when you communicate that with them.”

15:40 “You have to take your facts and your figures, you have to add the curb appeal and bring it to life. And the way you do that is by adding anchors throughout your messaging.”

22:06 “The biggest mistake and the thing that we spend the most time in is what I call the power of the PAUSE. Most people when they communicate, do not pause appropriately. They don’t pause long enough so that the listener can actually catch up with you and process what you’re saying. And so all your words and all your ideas just run together. And your words are just words, they do not make an emotional punch. So, even though pausing is scary, and one second feels like five minutes when you’re speaking, I want to encourage you to look for those places where you are saying something that you want to emphasize and make sure you appropriately pause before and after that idea. So that you do make that emotional connection. If you don’t do that, it all just sounds like noise.”

]]> This week's episode is about effective communication. Deirdre Van Ness, a keynote, speech, and story artist talks about the importance of connecting at the emotional level, especially in a sales setting, as well as some proven techniques to establish that connection.

What You’ll Learn From This Episode:

  • 1:27 The difference between talking and communicating and why that is so important.
  • 04:28 The 4-step formula for effective communication.

Quotes:

1:48 “Just because you can talk doesn’t mean you can speak.”

02:32 “I think the difference between talking, and speaking or communicating is having that intentionality behind what you say, and not thinking, what do I want to say.”

07:18 “Avoid jargon.”

8:07 “Start keeping a library of phrases and words that your ideal clients actually use, and use those words when you communicate that with them.”

15:40 “You have to take your facts and your figures, you have to add the curb appeal and bring it to life. And the way you do that is by adding anchors throughout your messaging.”

22:06 “The biggest mistake and the thing that we spend the most time in is what I call the power of the PAUSE. Most people when they communicate, do not pause appropriately. They don’t pause long enough so that the listener can actually catch up with you and process what you’re saying. And so all your words and all your ideas just run together. And your words are just words, they do not make an emotional punch. So, even though pausing is scary, and one second feels like five minutes when you’re speaking, I want to encourage you to look for those places where you are saying something that you want to emphasize and make sure you appropriately pause before and after that idea. So that you do make that emotional connection. If you don’t do that, it all just sounds like noise.”

]]> David Saltzman a50edafc-d94c-48f1-8bae-4cc06d1aac73 Mon, 28 Mar 2022 11:00:00 -0400 1432 full false EP #399: Taking the Wrong Exit on the Road to Success — with Carrie Espinosa EP #399: Taking the Wrong Exit on the Road to Success — with Carrie Espinosa This week’s episode gives insight into benefits and healthcare solutions from employment to retirement. Carrie Espinosa, principal advisor at Horizon Benefit Services talks about the comprehensive solutions that they offer to employers, as well as employee education to help them make informed decisions and how to do that effectively.

What You’ll Learn From This Episode:

  • 1:46 What hire to retire means.
  • 5:06 How Horizon Benefits Services started and how they are helping companies and employees.
  • 12:46 Is there a need for a cultural shift?
  • 14:25 How they’re educating and helping employees figure out the best options for them.
  • 20:30 Horizon Benefits Services’ trajectory.

Quotes:

9:19 “I’ve found that employers want it to be simple. They want a solution that’s going to be good today, good tomorrow. And being that hire to retire solution allows them to have one resource for all of those needs, instead of having to have two different resources.”

12:29 “Let’s look at this as a big picture decision instead of just somebody telling you what to do. But that’s the value that we provide as advisors, right? This isn’t just a transaction, this is advising and guiding someone to making the correct decision and how to do that effectively.”

21:20 “The key to happiness in life is finding those resources that you can trust, people that are going to look out for your best interests that aren’t going to steer you wrong. And that’s exactly what we want to be to our clients, whether we’re doing it on the benefit side or doing it on the Medicare side or somewhere in between.”

]]> This week’s episode gives insight into benefits and healthcare solutions from employment to retirement. Carrie Espinosa, principal advisor at Horizon Benefit Services talks about the comprehensive solutions that they offer to employers, as well as employee education to help them make informed decisions and how to do that effectively.

What You’ll Learn From This Episode:

  • 1:46 What hire to retire means.
  • 5:06 How Horizon Benefits Services started and how they are helping companies and employees.
  • 12:46 Is there a need for a cultural shift?
  • 14:25 How they’re educating and helping employees figure out the best options for them.
  • 20:30 Horizon Benefits Services’ trajectory.

Quotes:

9:19 “I’ve found that employers want it to be simple. They want a solution that’s going to be good today, good tomorrow. And being that hire to retire solution allows them to have one resource for all of those needs, instead of having to have two different resources.”

12:29 “Let’s look at this as a big picture decision instead of just somebody telling you what to do. But that’s the value that we provide as advisors, right? This isn’t just a transaction, this is advising and guiding someone to making the correct decision and how to do that effectively.”

21:20 “The key to happiness in life is finding those resources that you can trust, people that are going to look out for your best interests that aren’t going to steer you wrong. And that’s exactly what we want to be to our clients, whether we’re doing it on the benefit side or doing it on the Medicare side or somewhere in between.”

]]> David Saltzman b66f2c75-9d03-48ca-b2f6-aa1228ea1345 Mon, 21 Mar 2022 11:00:00 -0400 1325 full false EP #398: Learning From The Chief Culture Fairy — with Nikki Fielding EP #398: Learning From The Chief Culture Fairy — with Nikki Fielding This week’s episode is about the importance of creating a good culture within the company. Peter Drucker once said that “culture eats strategy for breakfast.” And in this episode, Nikki Fielding, chief culture fairy at Conscious Culture Fairy discusses how to spot a bad culture, as well as tools, and ways to bridge the gap.

What You’ll Learn From This Episode:

  • 2:06 Nikki talks about the heartbeat of a company.
  • 4:36 Employee pulse survey tools to help analyze the gaps in the company.
  • 6:28 When to bring an expert to bridge the gap.
  • 10:06 How to spot a bad culture.
  • 12:59 Employee benefits that also help build the culture of the organization.
  • 15:22 Ways to build a good company culture without breaking the bank.

Quotes:

7:36 “Invest in resources that are already existing today with consultants and experts who could educate you on the steps to do it. From personal experience, having driven some significant cultural changes in various divisions, it starts with servant leadership and leading with empathy and you don’t need everybody in a room because too many opinions can clutter the right thing to do. You want to get everybody’s opinion and empower them to feel their opinions are valid, and they matter and you’re addressing them but the way you address them is leading from the front.”

9:21 “You expose people to each other and let them both build relationships, which are really key in the workplace, and level up their skills and have a better understanding of the various roles in your organization and how they’re interconnected.”

11:41 “Don’t be afraid to take your best practices when maybe looking for a new position into these conversations with your people and do a walk and talk.”

13:28 “If you build relationships where people are comfortable talking to you, they will tell you what the stressors are in their life.”

15:52 “Experiences, that’s what drives and connects people and tends to drive a positive culture, because connected people are working together more effectively, and feel that there’s a bigger purpose behind what they’re doing than just going in and typing on their keyboard all day.”

19:26 “The thought process needs to be what do I not know, that’s important for me to know, and start going down that road.”

]]> This week’s episode is about the importance of creating a good culture within the company. Peter Drucker once said that “culture eats strategy for breakfast.” And in this episode, Nikki Fielding, chief culture fairy at Conscious Culture Fairy discusses how to spot a bad culture, as well as tools, and ways to bridge the gap.

What You’ll Learn From This Episode:

  • 2:06 Nikki talks about the heartbeat of a company.
  • 4:36 Employee pulse survey tools to help analyze the gaps in the company.
  • 6:28 When to bring an expert to bridge the gap.
  • 10:06 How to spot a bad culture.
  • 12:59 Employee benefits that also help build the culture of the organization.
  • 15:22 Ways to build a good company culture without breaking the bank.

Quotes:

7:36 “Invest in resources that are already existing today with consultants and experts who could educate you on the steps to do it. From personal experience, having driven some significant cultural changes in various divisions, it starts with servant leadership and leading with empathy and you don’t need everybody in a room because too many opinions can clutter the right thing to do. You want to get everybody’s opinion and empower them to feel their opinions are valid, and they matter and you’re addressing them but the way you address them is leading from the front.”

9:21 “You expose people to each other and let them both build relationships, which are really key in the workplace, and level up their skills and have a better understanding of the various roles in your organization and how they’re interconnected.”

11:41 “Don’t be afraid to take your best practices when maybe looking for a new position into these conversations with your people and do a walk and talk.”

13:28 “If you build relationships where people are comfortable talking to you, they will tell you what the stressors are in their life.”

15:52 “Experiences, that’s what drives and connects people and tends to drive a positive culture, because connected people are working together more effectively, and feel that there’s a bigger purpose behind what they’re doing than just going in and typing on their keyboard all day.”

19:26 “The thought process needs to be what do I not know, that’s important for me to know, and start going down that road.”

]]> David Saltzman 581cb996-b5e9-43f6-a633-13400b66d29c Mon, 14 Mar 2022 11:00:00 -0400 1361 full false EP #397: Making Friends With the HR Suite — With Tonya Sowles EP #397: Making Friends With the HR Suite — With Tonya Sowles This week’s episode is intended to help brokers and advisors understand how automation tools work and why it’s worth the expense of their time as Tonya Sowles, founder and CEO at Sowles Consulting talks about the pain points of managing a small business and how these tools can help make a business workflow more effective and efficient.

What You’ll Learn From This Episode:

  • 2:19 Tanya’s background and motivation for assisting small businesses.
  • 4:17 Making a list of things that are outside your zone of genius and learning to delegate or automate.
  • 6:18 The benefits of integrating a CRM into your workflow.
  • 8:32 Convincing agents and brokers that HR tools are investments rather than expenditures.
  • 12:17 What are workflows?
  • 19:20 What is a roller coaster, and why should you be concerned about it?

Quotes:

14:17 “Workflows take away all of those things that don’t actually require you.”

16:57 “When you are outside of your zone of genius, it takes you hours to get back to that level of productivity, to return to it after you’ve struggled with something else.”

20:25 “You have to find that balance and using systems and workflows helps you do that so that you can dedicate your time consistently to prospecting sales and closing, at the same time servicing the clients that you have, servicing the new clients and making sure all of the follow-ups, all of the administrative pieces are also getting done in the background. Finding that balance to allow you to have a consistent pipeline of prospects in-process and closing clients is so important. And it’s really important to recognize if you’re on that roller coaster.”https://traffic.libsyn.com/secure/shiftshapers/The_ShiftShapers_Podcast_397_edited.mp3

]]> This week’s episode is intended to help brokers and advisors understand how automation tools work and why it’s worth the expense of their time as Tonya Sowles, founder and CEO at Sowles Consulting talks about the pain points of managing a small business and how these tools can help make a business workflow more effective and efficient.

What You’ll Learn From This Episode:

  • 2:19 Tanya’s background and motivation for assisting small businesses.
  • 4:17 Making a list of things that are outside your zone of genius and learning to delegate or automate.
  • 6:18 The benefits of integrating a CRM into your workflow.
  • 8:32 Convincing agents and brokers that HR tools are investments rather than expenditures.
  • 12:17 What are workflows?
  • 19:20 What is a roller coaster, and why should you be concerned about it?

Quotes:

14:17 “Workflows take away all of those things that don’t actually require you.”

16:57 “When you are outside of your zone of genius, it takes you hours to get back to that level of productivity, to return to it after you’ve struggled with something else.”

20:25 “You have to find that balance and using systems and workflows helps you do that so that you can dedicate your time consistently to prospecting sales and closing, at the same time servicing the clients that you have, servicing the new clients and making sure all of the follow-ups, all of the administrative pieces are also getting done in the background. Finding that balance to allow you to have a consistent pipeline of prospects in-process and closing clients is so important. And it’s really important to recognize if you’re on that roller coaster.”https://traffic.libsyn.com/secure/shiftshapers/The_ShiftShapers_Podcast_397_edited.mp3

]]> David Saltzman 7a8fe2af-11cc-471a-a70f-eb6ab42f11a7 Mon, 07 Mar 2022 11:00:00 -0500 1332 full false EP #396: How to Live a Legendary Life — with Tommy Breedlove EP #396: How to Live a Legendary Life — with Tommy Breedlove This week's episode gives insight into what it takes to live a legendary life. Tommy Breedlove, a mindset coach, Wall Street Journal & USA Today bestselling author, and featured keynote speaker talks about how you can find your purpose in life and shares some valuable techniques to conquer your time and start living a meaningful life.

What You’ll Learn From This Episode:

  • 1:47 Tommy’s background and what lead him to this journey of helping other people live legendary lives.
  • 6:26 Simple ways to become self-aware and invest in yourself.
  • 9:39 What zone of brilliance is and how you can find yours.
  • 13:11 Valuable techniques to conquer your time.
  • 16:08 The importance of building an inner circle.
  • 18:05 Strategies to help you reveal or find your purpose.
  • 20:13 How Tommy is helping the community.

Quotes:

9:32 “You must take intentional action and do something different than you did yesterday to expect different results.”

11:12 “Only one out of 100 people can multitask effectively, you’re probably not that one person. I know everybody listens to this, well, I’m the one person. No, you’re not. So, cut off the email, cut off the Facebook, tell Joe and Sally to get out of your office and for two to four hours a day, lock down your zone of brilliance, the things that you’re really good at, meets the things you love doing it from happiness, to profitability, to efficiency to actually enjoying the work you do.”

13:37 “Here’s the key. Not a human being on earth has more time or less time than anybody else. It doesn’t matter if it’s Warren Buffett or a great athlete or someone that’s just getting started. And we have to eliminate the word busy from our lives. When we say we’re busy. That’s really saying that someone or somebody or something else is prioritizing our time. The first thing I would tell everybody is to remember, every single moment of every single day of every single breath regarding your time is a choice. You can choose to do what you want with your time”

14:29 “When it comes to accepting an appointment, a lunch or a dinner or hanging out with another human being family or not family if it’s not a hell yes, it’s a no. It’ll be remarkable how much time you get back.”

21:12 “The only thing you can do is you. The only thing you can change is you and remember, the only true power we have in life is our choices.”

22:40 “Invest in yourself. First. It is the most selfless thing you can do. If you want to be a better husband or wife, love yourself more.”

]]> This week's episode gives insight into what it takes to live a legendary life. Tommy Breedlove, a mindset coach, Wall Street Journal & USA Today bestselling author, and featured keynote speaker talks about how you can find your purpose in life and shares some valuable techniques to conquer your time and start living a meaningful life.

What You’ll Learn From This Episode:

  • 1:47 Tommy’s background and what lead him to this journey of helping other people live legendary lives.
  • 6:26 Simple ways to become self-aware and invest in yourself.
  • 9:39 What zone of brilliance is and how you can find yours.
  • 13:11 Valuable techniques to conquer your time.
  • 16:08 The importance of building an inner circle.
  • 18:05 Strategies to help you reveal or find your purpose.
  • 20:13 How Tommy is helping the community.

Quotes:

9:32 “You must take intentional action and do something different than you did yesterday to expect different results.”

11:12 “Only one out of 100 people can multitask effectively, you’re probably not that one person. I know everybody listens to this, well, I’m the one person. No, you’re not. So, cut off the email, cut off the Facebook, tell Joe and Sally to get out of your office and for two to four hours a day, lock down your zone of brilliance, the things that you’re really good at, meets the things you love doing it from happiness, to profitability, to efficiency to actually enjoying the work you do.”

13:37 “Here’s the key. Not a human being on earth has more time or less time than anybody else. It doesn’t matter if it’s Warren Buffett or a great athlete or someone that’s just getting started. And we have to eliminate the word busy from our lives. When we say we’re busy. That’s really saying that someone or somebody or something else is prioritizing our time. The first thing I would tell everybody is to remember, every single moment of every single day of every single breath regarding your time is a choice. You can choose to do what you want with your time”

14:29 “When it comes to accepting an appointment, a lunch or a dinner or hanging out with another human being family or not family if it’s not a hell yes, it’s a no. It’ll be remarkable how much time you get back.”

21:12 “The only thing you can do is you. The only thing you can change is you and remember, the only true power we have in life is our choices.”

22:40 “Invest in yourself. First. It is the most selfless thing you can do. If you want to be a better husband or wife, love yourself more.”

]]> David Saltzman ca789a56-da1e-49d8-9344-3580ff7ead5b Mon, 28 Feb 2022 11:00:00 -0500 1472 full false EP #395: Leadership In The Hybrid Workplace - with Gleb Tsipursky EP #395: Leadership In The Hybrid Workplace - with Gleb Tsipursky This week's episode of the ShiftShapers Podcast talks about how companies are shifting the way they do business. According to Gleb Tsipursky, an internationally-recognized thought leader and the CEO of Disaster Avoidance Experts, this shift has begun even before COVID-19 and will continue even after the pandemic ends. In this episode, we talk about the challenges of managing the workplace, more specifically, what leaders need to know in terms of adapting their corporate culture?

What You’ll Learn From This Episode:

  • 2:14 How technology influenced the shift to the hybrid workplace.
  • 3:13 Why some leaders prefer to go back in the office.
  • 7:56 Reasons why a hybrid workplace will maintain the best morale and employee engagement.
  • 10:36 Strategies that companies can use to start creating a hybrid workplace.
  • 14:20 Creating new performance indicators and metrics.
  • 18:02 The potential of hiring people globally.
  • 20:20 What leaders need to know in terms of adapting their corporate culture.
  • 23:24 The normalcy bias.

Quotes:

3:03 “People are much more productive on their individual tasks at home. Even before the pandemic, more and more are doing their individual tasks at home.”

4:32 “The key dangerous judgment error here is called the status quo bias. We tend to go toward what we’re comfortable with. The status quo – what we know, where we’re successful, and the leaders who have been successful in their career 20, 30, 40 years in the office, they feel they can manage people best that way. They feel they can control their environment. Of course, that’s a little bit diluted, but they feel that they have more control, more authority. They feel good about seeing people around them. And that’s the status quo bias. They’re orienting towards their personal gut reactions and what’s comfortable for them, rather than what’s best for the bottom line.”

16:23 “Companies need to fundamentally change their performance evaluation. Right now, performance evaluation for the large majority of companies is based on presence, how much time you work, and generally your presence in the office, that’s obviously not going to work. It has not worked well during the pandemic, which is one of the reasons managers want to come back Monday through Friday, 9 to 5. But that is not what you should do. You should change to make sure that performance is based on deliverables, accomplishments, not time-based.”

]]> This week's episode of the ShiftShapers Podcast talks about how companies are shifting the way they do business. According to Gleb Tsipursky, an internationally-recognized thought leader and the CEO of Disaster Avoidance Experts, this shift has begun even before COVID-19 and will continue even after the pandemic ends. In this episode, we talk about the challenges of managing the workplace, more specifically, what leaders need to know in terms of adapting their corporate culture?

What You’ll Learn From This Episode:

  • 2:14 How technology influenced the shift to the hybrid workplace.
  • 3:13 Why some leaders prefer to go back in the office.
  • 7:56 Reasons why a hybrid workplace will maintain the best morale and employee engagement.
  • 10:36 Strategies that companies can use to start creating a hybrid workplace.
  • 14:20 Creating new performance indicators and metrics.
  • 18:02 The potential of hiring people globally.
  • 20:20 What leaders need to know in terms of adapting their corporate culture.
  • 23:24 The normalcy bias.

Quotes:

3:03 “People are much more productive on their individual tasks at home. Even before the pandemic, more and more are doing their individual tasks at home.”

4:32 “The key dangerous judgment error here is called the status quo bias. We tend to go toward what we’re comfortable with. The status quo – what we know, where we’re successful, and the leaders who have been successful in their career 20, 30, 40 years in the office, they feel they can manage people best that way. They feel they can control their environment. Of course, that’s a little bit diluted, but they feel that they have more control, more authority. They feel good about seeing people around them. And that’s the status quo bias. They’re orienting towards their personal gut reactions and what’s comfortable for them, rather than what’s best for the bottom line.”

16:23 “Companies need to fundamentally change their performance evaluation. Right now, performance evaluation for the large majority of companies is based on presence, how much time you work, and generally your presence in the office, that’s obviously not going to work. It has not worked well during the pandemic, which is one of the reasons managers want to come back Monday through Friday, 9 to 5. But that is not what you should do. You should change to make sure that performance is based on deliverables, accomplishments, not time-based.”

]]> David Saltzman f8e4c941-b8f9-4711-9956-36e73a278f92 Mon, 21 Feb 2022 14:37:41 -0500 1553 full false EP #394: What's New In Supplemental Health Plans — Mike Zarrillo EP #394: What's New In Supplemental Health Plans — Mike Zarrillo This week’s episode is about supplemental health benefits. Mike Zarrillo, Chief Revenue Officer at Brella Insurance discusses the market's current state, what's new, and what's on the horizon. We'll dive into understanding what makes a good supplemental benefit and what opportunities exist in this market for advisors.

What You’ll Learn From This Episode:

  • 1:46 Supplemental health plans: market size and scope, as well as opportunities for advisors.
  • 05:44 Why would a company want to offer supplemental health plans?
  • 07:59 The most desired and upcoming benefits.
  • 11:50 What is a constructed benefit and what triggers a benefit? 
  • 14:51 How does technology helps employees in deciding which benefits to purchase?
  • 18:06 How they’re educating employees.
  • 20:26 The future of supplemental health plans.

Quotes:

2:42 “Employees today are facing challenges like never before when it comes to their out-of-pocket exposure and a good supplemental health insurance plan should do its part to bridge those gaps and create less financial burdens and hardships for employees when they suffer unexpected medical issues.” 

04:27 “We’re already upside down – the typical employee today. It’s not necessarily high deductibles, any deductible can feel like a high deductible for way too many American families. So, as brokers, advisors, employers, insurance carriers, we all have an obligation to do our part to ensure that those challenges become less and less cumbersome for American families.” 

05:33 “Our view is supplemental health insurance really should be the next most important benefit in the portfolio because it strengthens the most important benefit in the portfolio.”

17:39 “think the ability to base a product purely on diagnosis allows you to more effectively, from an actuarial perspective, understand what you may expect from a claim incidents perspective and build your product accordingly, our view of it is that that is a more predictable, sort of path of claim utilization than maybe some of the conventional products that have embedded in those restrictions and definitions that may or may not lead to a benefit.” 

20:59 “Simpler insurance allows you to leverage technology in a way that delivers a consumer experience that you know, our employees and their families deserve.”

]]> This week’s episode is about supplemental health benefits. Mike Zarrillo, Chief Revenue Officer at Brella Insurance discusses the market's current state, what's new, and what's on the horizon. We'll dive into understanding what makes a good supplemental benefit and what opportunities exist in this market for advisors.

What You’ll Learn From This Episode:

  • 1:46 Supplemental health plans: market size and scope, as well as opportunities for advisors.
  • 05:44 Why would a company want to offer supplemental health plans?
  • 07:59 The most desired and upcoming benefits.
  • 11:50 What is a constructed benefit and what triggers a benefit? 
  • 14:51 How does technology helps employees in deciding which benefits to purchase?
  • 18:06 How they’re educating employees.
  • 20:26 The future of supplemental health plans.

Quotes:

2:42 “Employees today are facing challenges like never before when it comes to their out-of-pocket exposure and a good supplemental health insurance plan should do its part to bridge those gaps and create less financial burdens and hardships for employees when they suffer unexpected medical issues.” 

04:27 “We’re already upside down – the typical employee today. It’s not necessarily high deductibles, any deductible can feel like a high deductible for way too many American families. So, as brokers, advisors, employers, insurance carriers, we all have an obligation to do our part to ensure that those challenges become less and less cumbersome for American families.” 

05:33 “Our view is supplemental health insurance really should be the next most important benefit in the portfolio because it strengthens the most important benefit in the portfolio.”

17:39 “think the ability to base a product purely on diagnosis allows you to more effectively, from an actuarial perspective, understand what you may expect from a claim incidents perspective and build your product accordingly, our view of it is that that is a more predictable, sort of path of claim utilization than maybe some of the conventional products that have embedded in those restrictions and definitions that may or may not lead to a benefit.” 

20:59 “Simpler insurance allows you to leverage technology in a way that delivers a consumer experience that you know, our employees and their families deserve.”

]]> David Saltzman 845e0e49-d3ac-4377-8d22-19da9becd58b Mon, 14 Feb 2022 11:00:00 -0500 1302 full false EP #393: How to Lower Musculoskeletal Costs — with Mark Testa EP #393: How to Lower Musculoskeletal Costs — with Mark Testa This week's episode delves into alternatives to musculoskeletal surgeries. In an effort to reduce costs while improving patient outcomes and satisfaction, Mark Testa, Executive Vice President of Regenexx talks about some cool stuff their company is doing to help employers save money on their orthopedic spending and patients avoid elective surgery.

What You’ll Learn From This Episode:

  • 2:17 How much do musculoskeletal surgeries cost?
  • 3:17 Why do a lot of people end up having musculoskeletal surgeries?
  • 5:00 How can bone marrow concentrate or ortho biologics help employers and patients?
  • 12:17 Patient profiling in order for the therapy to be effective.
  • 15:29 Physician’s reception to this alternative option.
  • 17:29 Expected treatment modality and facilities charge.
  • 20:19 The trajectory of this therapy.

Quotes:

04:40 “I saw firsthand whether I was in primary care, pain management, orthopedic surgery, hospitals, even sharing the office with the surgeons sitting at the same desk with them, that that wasn’t even the best option but people didn’t have any other options prior. So they want to see the surgeon looking for a solution to their pain.”

10:50 “[bone marrow concentrate] Probably will never be anything that becomes an FDA-approved protocol because what does it take to get a drug to market? A lot of money, a lot of years. And when we’re using your cells, there’s really no big upside, there’s not a big markup on your cells that are going to make anybody billions of dollars. So it’s likely never going to fall under an FDA jurisdiction, as long as you remain compliant in those three areas.”

16:11 “The orthopedic surgeons are on two sides of the fence. Some feel that it’s not ready for primetime because they want to continue to do surgery. Podiatrists or physical medicine and rehab docs, they’re really aware of it because they’ve been doing steroids and burning nerves and injecting high Algan and seeing the limitations of those treatments. So, like all good docs, we want to help people get better not just band-aid their symptoms, so they’re pretty aware of it.”

]]> This week's episode delves into alternatives to musculoskeletal surgeries. In an effort to reduce costs while improving patient outcomes and satisfaction, Mark Testa, Executive Vice President of Regenexx talks about some cool stuff their company is doing to help employers save money on their orthopedic spending and patients avoid elective surgery.

What You’ll Learn From This Episode:

  • 2:17 How much do musculoskeletal surgeries cost?
  • 3:17 Why do a lot of people end up having musculoskeletal surgeries?
  • 5:00 How can bone marrow concentrate or ortho biologics help employers and patients?
  • 12:17 Patient profiling in order for the therapy to be effective.
  • 15:29 Physician’s reception to this alternative option.
  • 17:29 Expected treatment modality and facilities charge.
  • 20:19 The trajectory of this therapy.

Quotes:

04:40 “I saw firsthand whether I was in primary care, pain management, orthopedic surgery, hospitals, even sharing the office with the surgeons sitting at the same desk with them, that that wasn’t even the best option but people didn’t have any other options prior. So they want to see the surgeon looking for a solution to their pain.”

10:50 “[bone marrow concentrate] Probably will never be anything that becomes an FDA-approved protocol because what does it take to get a drug to market? A lot of money, a lot of years. And when we’re using your cells, there’s really no big upside, there’s not a big markup on your cells that are going to make anybody billions of dollars. So it’s likely never going to fall under an FDA jurisdiction, as long as you remain compliant in those three areas.”

16:11 “The orthopedic surgeons are on two sides of the fence. Some feel that it’s not ready for primetime because they want to continue to do surgery. Podiatrists or physical medicine and rehab docs, they’re really aware of it because they’ve been doing steroids and burning nerves and injecting high Algan and seeing the limitations of those treatments. So, like all good docs, we want to help people get better not just band-aid their symptoms, so they’re pretty aware of it.”

]]> David Saltzman 8d8ebc5d-e119-4716-9953-cfe531795eab Mon, 07 Feb 2022 11:00:00 -0500 1326 full false EP #392: Small Group Strategies — with Nancy Giacalone EP #392: Small Group Strategies — with Nancy Giacalone This week's episode is about small group businesses. Our guest, Nancy Giacalone, is the president of Olympic Crest Insurance, a locally owned and operated insurance brokerage firm. In this episode, she discusses the difficulties that small business owners face, as well as some strategies and opportunities for advisors.

What You’ll Learn From This Episode:

  • 02:21 What drew Nancy to specialize in small group business?
  • 5:53 What impact did the ACA have on her practice.
  • 13:22 Other vendors in the small group market.
  • 16:48 Nancy’s desire to leave a legacy.

Quotes:

4:14 “One of the things that I actually really enjoy about working with, especially a closely held business, is when you’re talking directly to the owner and that owner has given up a paycheck to make sure that their employees have benefits have their wages met, they are very invested in every penny and every decision that’s being made. And they’re very grateful for any assistance that you can provide that is going to make their life just a tiny bit easier.”

8:41 “Health insurance and healthcare are two very different things and the minute we start treating them as if they’re the same, that’s when we get in trouble.”

10:17 “The problem comes in when ill-informed people make decisions or recommendations without full disclosure to the employer or to the employees.”

11:19 “Another thing that really is overlooked in the small group market is education. No one’s taking the time to educate the employer, and no one’s taking the time to educate the member. It’s astounding to me how often, I still have the conversation about what a deductible is, what coinsurance is, and what a maximum amount of pocket is, and how it really affects somebody.”

19:36 “When you help other people rise up, everybody gets better.”

]]> This week's episode is about small group businesses. Our guest, Nancy Giacalone, is the president of Olympic Crest Insurance, a locally owned and operated insurance brokerage firm. In this episode, she discusses the difficulties that small business owners face, as well as some strategies and opportunities for advisors.

What You’ll Learn From This Episode:

  • 02:21 What drew Nancy to specialize in small group business?
  • 5:53 What impact did the ACA have on her practice.
  • 13:22 Other vendors in the small group market.
  • 16:48 Nancy’s desire to leave a legacy.

Quotes:

4:14 “One of the things that I actually really enjoy about working with, especially a closely held business, is when you’re talking directly to the owner and that owner has given up a paycheck to make sure that their employees have benefits have their wages met, they are very invested in every penny and every decision that’s being made. And they’re very grateful for any assistance that you can provide that is going to make their life just a tiny bit easier.”

8:41 “Health insurance and healthcare are two very different things and the minute we start treating them as if they’re the same, that’s when we get in trouble.”

10:17 “The problem comes in when ill-informed people make decisions or recommendations without full disclosure to the employer or to the employees.”

11:19 “Another thing that really is overlooked in the small group market is education. No one’s taking the time to educate the employer, and no one’s taking the time to educate the member. It’s astounding to me how often, I still have the conversation about what a deductible is, what coinsurance is, and what a maximum amount of pocket is, and how it really affects somebody.”

19:36 “When you help other people rise up, everybody gets better.”

]]> David Saltzman c7f2b3ec-247f-44c6-8935-e05d9528b33e Mon, 31 Jan 2022 11:00:00 -0500 1338 full false EP #391: The Healthcare Supply Chain - with Phil Hamburger EP #391: The Healthcare Supply Chain - with Phil Hamburger This week's episode focuses on the healthcare supply chain. We've been hearing a lot about it, but what exactly is it? Phil Hamburger, risk advisor at Ellerbrock-Norris provides insights about this system and highlights how they can improve benefits while simultaneously lowering costs. He also offers advice on how to start the conversation with the clients and how to educate employees.

What You’ll Learn From This Episode:

  • 1:54 Phil explains what the health supply chain is and how it works.
  • 5:15 How to start the conversation with a client.
  • 11:22 Tips on educating employees.
  • 14:22 The importance of creating a plan document
  • 17:42 Surprising discoveries he made as he delved deeper into this industry

Quotes:

4:19 “In every business, there’s a supply chain, and in healthcare, there’s a supply chain.”

11:44 “The most effective employee education that we have found is in one-on-one meetings.”

12:58 “Throughout the year, what we found to be kind of most beneficial and most successful is just consistent education.”

17:55 “The first thing that surprised me was how difficult it is at times to really get the trust of a business owner or prospective client, whoever it is that I’m talking to.”

19:04 “I’ve also learned that at times, being a younger risk advisor has presented its challenges, especially when you are talking to those business owners that have been in business a long time. But again, I believe in our message, our philosophy, and the more that I can get out there and tell it to prospective clients, and just really share our message that’s really what I’m trying to do. And I know that over time, as I continue to build these relationships, eventually, we’ll get an opportunity”.

]]> This week's episode focuses on the healthcare supply chain. We've been hearing a lot about it, but what exactly is it? Phil Hamburger, risk advisor at Ellerbrock-Norris provides insights about this system and highlights how they can improve benefits while simultaneously lowering costs. He also offers advice on how to start the conversation with the clients and how to educate employees.

What You’ll Learn From This Episode:

  • 1:54 Phil explains what the health supply chain is and how it works.
  • 5:15 How to start the conversation with a client.
  • 11:22 Tips on educating employees.
  • 14:22 The importance of creating a plan document
  • 17:42 Surprising discoveries he made as he delved deeper into this industry

Quotes:

4:19 “In every business, there’s a supply chain, and in healthcare, there’s a supply chain.”

11:44 “The most effective employee education that we have found is in one-on-one meetings.”

12:58 “Throughout the year, what we found to be kind of most beneficial and most successful is just consistent education.”

17:55 “The first thing that surprised me was how difficult it is at times to really get the trust of a business owner or prospective client, whoever it is that I’m talking to.”

19:04 “I’ve also learned that at times, being a younger risk advisor has presented its challenges, especially when you are talking to those business owners that have been in business a long time. But again, I believe in our message, our philosophy, and the more that I can get out there and tell it to prospective clients, and just really share our message that’s really what I’m trying to do. And I know that over time, as I continue to build these relationships, eventually, we’ll get an opportunity”.

]]> David Saltzman 7729b260-3ce6-452f-bd55-7bc5b85e43df Mon, 24 Jan 2022 11:00:51 -0500 1259 full false EP #390: Bring Your A-Game Every Day - with Machen MacDonald EP #390: Bring Your A-Game Every Day - with Machen MacDonald This week’s episode is about bringing your A-game every day. Machen MacDonald, founder and lead strategic business coach at ProBrilliance talks about what it truly means to bring our A-game and what holds us back when we have those days where we don’t. We’ll dive into understanding self-awareness and how that affects our ability to perform at our best.

What You’ll Learn From This Episode:

  • 2:59 What does bringing your A-game mean
  • 3:59 Self-awareness and how that affects our ability to bring our a game
  • 4:49 Our emotional dashboard
  • 6:19 The six A’s to develop your ability to bring your A-game consistently
  • 15:28 Identifying and understanding Automatic Negative Thinking
  • 20:10 Final piece of advice to advisors who want to start this path

Quotes:

4:39 “Our emotions are a wonderful dashboard to that. If we’re upset in any way. If we’re mad, sad, whatever it might be, that’s code for something’s not going according to expectations. And so let’s pay attention to that and let’s back into what could be improved.”

9:15 “Sometimes there’s just crazy, bad, confungled things that are going on. We can’t control that. But what we always have the power is to choose the healthiest perspective, the healthiest meaning of what’s going on, and then operate from that place.”

13:39 “So the trick is looking at the results. If the results aren’t favorable, we can back into what’s the thinking that’s going on. And oftentimes, there’s a lot of ANTs [Automatic Negative Thinking] scurrying around in the dark that we’re not even aware of and it’s causing us to feel less than and from that feeling of less than we don’t operate at our full potential. So if we come back into noticing, what are those negative thoughts that creep up? Once we’ve got our list, then we can create alternative thinking.”

17:17 “Look for a new meaning that can shift how we feel. And then from that feeling, from that higher wisdom or attitude is where we make the next best decision or action.”

19:46 “This wiring with these automatic negative thoughts has gotten pretty thick. And we might be able to affect it for a while but it may fire back up. So we got to make sure over time that we’re constantly redirecting our thinking.”

20:48 that thing that people are waking up with, that they think if they did or did differently, would change their life. That’s what they need to be aware of. That’s what they need to work on.

]]> This week’s episode is about bringing your A-game every day. Machen MacDonald, founder and lead strategic business coach at ProBrilliance talks about what it truly means to bring our A-game and what holds us back when we have those days where we don’t. We’ll dive into understanding self-awareness and how that affects our ability to perform at our best.

What You’ll Learn From This Episode:

  • 2:59 What does bringing your A-game mean
  • 3:59 Self-awareness and how that affects our ability to bring our a game
  • 4:49 Our emotional dashboard
  • 6:19 The six A’s to develop your ability to bring your A-game consistently
  • 15:28 Identifying and understanding Automatic Negative Thinking
  • 20:10 Final piece of advice to advisors who want to start this path

Quotes:

4:39 “Our emotions are a wonderful dashboard to that. If we’re upset in any way. If we’re mad, sad, whatever it might be, that’s code for something’s not going according to expectations. And so let’s pay attention to that and let’s back into what could be improved.”

9:15 “Sometimes there’s just crazy, bad, confungled things that are going on. We can’t control that. But what we always have the power is to choose the healthiest perspective, the healthiest meaning of what’s going on, and then operate from that place.”

13:39 “So the trick is looking at the results. If the results aren’t favorable, we can back into what’s the thinking that’s going on. And oftentimes, there’s a lot of ANTs [Automatic Negative Thinking] scurrying around in the dark that we’re not even aware of and it’s causing us to feel less than and from that feeling of less than we don’t operate at our full potential. So if we come back into noticing, what are those negative thoughts that creep up? Once we’ve got our list, then we can create alternative thinking.”

17:17 “Look for a new meaning that can shift how we feel. And then from that feeling, from that higher wisdom or attitude is where we make the next best decision or action.”

19:46 “This wiring with these automatic negative thoughts has gotten pretty thick. And we might be able to affect it for a while but it may fire back up. So we got to make sure over time that we’re constantly redirecting our thinking.”

20:48 that thing that people are waking up with, that they think if they did or did differently, would change their life. That’s what they need to be aware of. That’s what they need to work on.

]]> David Saltzman 40159093-f10e-4e2f-a8e7-d5b9cf59f1eb Mon, 17 Jan 2022 11:00:00 -0500 1388 full false Ep #389: Preventing Chronic Kidney Disease – With Kimberlee Langford Ep #389: Preventing Chronic Kidney Disease – With Kimberlee Langford This week’s episode goes over how Chronic Kidney Disease (CKD) is a major driver of high claims costs, but we don't often see it at the top of claims reports. Kimberly Langford, a registered nurse and the director of Business Development - Specialty Care Management, discusses the major causes of kidney disease and how businesses can mitigate the risks associated with it, particularly in terms of reducing high-cost dialysis claims.

What You’ll Learn From This Episode:

  • 2:27 What keeps companies from offering prevention
  • 4:55 Why does CKD go undetected and how to prevent at least 60% of cases from requiring dialysis
  • 14:09 How can a company like Specialty Care Management assist businesses in minimizing risks of high-cost claims?
  • 15:11 In terms of claims, how do employers and advisors who review claims reports fail to notice CKD and other diseases that could have been avoided?
  • 15:56 The average cost for a patient once they have a diagnosis
  • 19:46 Key points for benefits advisors when discussing the implications of prevention approach with a client

Quotes:

1:49 “Look out the windshield, it’s way more important. That’s why it’s five times the size of the rearview mirror.”

3:16 “You cannot have the ROI or the outcomes without involving that member in the center. And you cannot motivate and empower people with an app, a text, a letter that they’re not even going to read.”

4:08 “You know that concept of hedonic adaptation, we kind of get used to when you’re cruising down the road at 80 miles an hour, it starts to feel normal, and you step back to a 55, 60 miles an hour speed limit, you feel like you’re going through molasses. So, a lot of the contributing causes – the major drivers for kidney disease being diabetes and hypertension, most people don’t feel bad, with a touch of sugar till they’re in a coma.”

4:18 “Diabetes is the number one driver. About 40% of the new cases of CKD, that’s the driver and diabetes affects every single organ in the body. Diabetes and high blood pressure go together. The heart has to work a lot harder to push sugar. Syrup is harder to push.”

13:53 “The problem is that no alarms go off until it [GFR] drops under 60. But if you’re 90, and then you’re 80, and then you’re 70, and you’re 61. It’s still a big drop, but no alarms are going to go off until it drops under 60.”

20:13 “If you see diabetes in your group, and especially if you see poorly managed diabetes in your groups, you have kidney disease, you just might not be seeing diagnoses for kidney disease.”

]]> This week’s episode goes over how Chronic Kidney Disease (CKD) is a major driver of high claims costs, but we don't often see it at the top of claims reports. Kimberly Langford, a registered nurse and the director of Business Development - Specialty Care Management, discusses the major causes of kidney disease and how businesses can mitigate the risks associated with it, particularly in terms of reducing high-cost dialysis claims.

What You’ll Learn From This Episode:

  • 2:27 What keeps companies from offering prevention
  • 4:55 Why does CKD go undetected and how to prevent at least 60% of cases from requiring dialysis
  • 14:09 How can a company like Specialty Care Management assist businesses in minimizing risks of high-cost claims?
  • 15:11 In terms of claims, how do employers and advisors who review claims reports fail to notice CKD and other diseases that could have been avoided?
  • 15:56 The average cost for a patient once they have a diagnosis
  • 19:46 Key points for benefits advisors when discussing the implications of prevention approach with a client

Quotes:

1:49 “Look out the windshield, it’s way more important. That’s why it’s five times the size of the rearview mirror.”

3:16 “You cannot have the ROI or the outcomes without involving that member in the center. And you cannot motivate and empower people with an app, a text, a letter that they’re not even going to read.”

4:08 “You know that concept of hedonic adaptation, we kind of get used to when you’re cruising down the road at 80 miles an hour, it starts to feel normal, and you step back to a 55, 60 miles an hour speed limit, you feel like you’re going through molasses. So, a lot of the contributing causes – the major drivers for kidney disease being diabetes and hypertension, most people don’t feel bad, with a touch of sugar till they’re in a coma.”

4:18 “Diabetes is the number one driver. About 40% of the new cases of CKD, that’s the driver and diabetes affects every single organ in the body. Diabetes and high blood pressure go together. The heart has to work a lot harder to push sugar. Syrup is harder to push.”

13:53 “The problem is that no alarms go off until it [GFR] drops under 60. But if you’re 90, and then you’re 80, and then you’re 70, and you’re 61. It’s still a big drop, but no alarms are going to go off until it drops under 60.”

20:13 “If you see diabetes in your group, and especially if you see poorly managed diabetes in your groups, you have kidney disease, you just might not be seeing diagnoses for kidney disease.”

]]> David Saltzman 79b98454-567c-479f-8757-679179b89c92 Mon, 10 Jan 2022 11:00:00 -0500 1272 full false Ep #388: Tools and Techniques of Employee Communication - With Joel Daniels Ep #388: Tools and Techniques of Employee Communication - With Joel Daniels This week’s episode explores the tools and techniques used to level up employee communications especially around benefit plans. Joel Daniels, Chief Advocate of Revolution Benefits Group, explains how they utilize CRM and create workflows for employee engagement. He also shares his take on choosing the right software for your business and overcoming perceived barriers in the insurance industry.

What You’ll Learn From This Episode:

  • 04:38 CRM as an engagement tool for employees
  • 06:40 On creating workflows
  • 10:52 Providing employees access to an appointment system: How does it work?
  • 12:54 How they’ve made adjustments to their tools and workflows after an eligibility issue
  • 16:07 On finding the right software
  • 18:35 Joel on overcoming his perceived barriers in the insurance industry

Quotes:

07:33 “Finding somebody to help you build that workflow and teach you how to do it so that you can do those steps, is really important. First and foremost though is understanding what are going to be the goals of your audience? How often should you be following up with them? And that really depends on company size. You also have to take company culture into play as well.”

09:15 “We have a workflow where certain messages are going to be sent out about 10 AM. After that, we start our phone outreach for the folks that are struggling, because I think one of the bigger challenges with a lot of employer groups is getting folks to understand that this is a benefit— how does this benefit actually work and benefit them— but also chasing folks down that are so busy with the work…”

20:00 “If I’m going into a place of business, I want to make sure that I’m able to serve their audience, their employees. And if I cannot convey complex insurance speak to some individual of another language, I’d rather not do it. So I feel like there’s a tremendous opportunity for us to market to a younger generation of people with different backgrounds in order to more effectively reach an audience that would resonate with them.”

]]> This week’s episode explores the tools and techniques used to level up employee communications especially around benefit plans. Joel Daniels, Chief Advocate of Revolution Benefits Group, explains how they utilize CRM and create workflows for employee engagement. He also shares his take on choosing the right software for your business and overcoming perceived barriers in the insurance industry.

What You’ll Learn From This Episode:

  • 04:38 CRM as an engagement tool for employees
  • 06:40 On creating workflows
  • 10:52 Providing employees access to an appointment system: How does it work?
  • 12:54 How they’ve made adjustments to their tools and workflows after an eligibility issue
  • 16:07 On finding the right software
  • 18:35 Joel on overcoming his perceived barriers in the insurance industry

Quotes:

07:33 “Finding somebody to help you build that workflow and teach you how to do it so that you can do those steps, is really important. First and foremost though is understanding what are going to be the goals of your audience? How often should you be following up with them? And that really depends on company size. You also have to take company culture into play as well.”

09:15 “We have a workflow where certain messages are going to be sent out about 10 AM. After that, we start our phone outreach for the folks that are struggling, because I think one of the bigger challenges with a lot of employer groups is getting folks to understand that this is a benefit— how does this benefit actually work and benefit them— but also chasing folks down that are so busy with the work…”

20:00 “If I’m going into a place of business, I want to make sure that I’m able to serve their audience, their employees. And if I cannot convey complex insurance speak to some individual of another language, I’d rather not do it. So I feel like there’s a tremendous opportunity for us to market to a younger generation of people with different backgrounds in order to more effectively reach an audience that would resonate with them.”

]]> David Saltzman b76271c2-53ea-455f-8bee-dc3af7e234cd Mon, 03 Jan 2022 11:00:00 -0500 1369 full false Ep #387: To Succeed, Get Your Mind Set on Your Mindset - With Michael Zipursky Ep #387: To Succeed, Get Your Mind Set on Your Mindset - With Michael Zipursky This week’s episode describes what separates successful, high-performing individuals from everyone else. Michael Zipursky, CEO of Consulting Success and author of Elite Consulting Mind, discusses the importance of taking action and having a deeper understanding of our limiting beliefs and intentions. He also touches on the common behaviors that prevent people from making progress in their business.

What You’ll Learn From This Episode:

  • 01:47 The difference between having a wrong mindset and a right mindset
  • 06:48 The ‘build syndrome’ holds you back from making the progress you want
  • 08:17 Confidence leads to competence
  • 11:17 How to start moving from perfect to imperfect actions
  • 15:12 Discovering the origins of your limiting beliefs
  • 19:17 The power of saying No

Quotes:

02:29 “What separates those that are successful from those that aren’t is how much action you take. And the more action you take, the more clarity you’ll have, the more progress you’ll make, and the more results you’ll have. That’s really the feedback loop or the overall cycle that you want to get into: one is taking massive action, learning from it, and even if your hypothesis and your belief turn out to be wrong, you can make an adjustment.”

04:52 “In order to take action, you have to have the right mindset. And because what holds most people back from taking action is their fears, their limiting beliefs, the things that really are going on side of their mind— when you can work through those and you can see, play out those situations, really understand what you’re dealing with, and then take action to move forward, that’s where you can really start to realize your potential.”

06:50 “What I do see many people doing is they will use things like powerpoints, or they’ll do what I call the ‘build syndrome’ that I think many consultant experts and creators find themselves in where they’ll spend a lot of time building things (…) They’re doing all these things that are safe, that are easy for them. These things make you feel like you’re being productive because you’re doing things that you believe you need. But what actually will help you to be successful in business is not building these things, it’s getting out of the proverbial building.”

14:07 “Look at any famous artist, you will see that only a very small percentage of their songs are actually songs that people remember and know. They have many songs that were not successful (…) That comes from taking action. You have to be prolific. You have to do what you’re supposed to be doing on a regular basis because you don’t know what’s going to work all the time. But when you take action, good things happen.”

18:03 “Look at athletes. I heard somebody the other day, it was funny to them to think that someone like Usain Bolt had a coach and the coach didn’t look like they’ve ever run a day in their life. How’s that possible? Well, it’s possible because every high performer is going to have a coach, they’re going to have a mentor, they’re going to have someone that they can learn from. And that I think is the key— understanding that you want to be open. You want to be vulnerable. You want to first identify where the resistance is, where you’re currently having those blocks, where these beliefs are coming from.”

19:32 “As you become more and more successful, you’re going to start to have more opportunities coming your way. More people will want access to you just to ‘pick your brain’ or to take you off for a coffee. And you need to be discerning. You’re going to want to say yes to the right opportunities but you’re also going to want to say no to the wrong ones.”

]]> This week’s episode describes what separates successful, high-performing individuals from everyone else. Michael Zipursky, CEO of Consulting Success and author of Elite Consulting Mind, discusses the importance of taking action and having a deeper understanding of our limiting beliefs and intentions. He also touches on the common behaviors that prevent people from making progress in their business.

What You’ll Learn From This Episode:

  • 01:47 The difference between having a wrong mindset and a right mindset
  • 06:48 The ‘build syndrome’ holds you back from making the progress you want
  • 08:17 Confidence leads to competence
  • 11:17 How to start moving from perfect to imperfect actions
  • 15:12 Discovering the origins of your limiting beliefs
  • 19:17 The power of saying No

Quotes:

02:29 “What separates those that are successful from those that aren’t is how much action you take. And the more action you take, the more clarity you’ll have, the more progress you’ll make, and the more results you’ll have. That’s really the feedback loop or the overall cycle that you want to get into: one is taking massive action, learning from it, and even if your hypothesis and your belief turn out to be wrong, you can make an adjustment.”

04:52 “In order to take action, you have to have the right mindset. And because what holds most people back from taking action is their fears, their limiting beliefs, the things that really are going on side of their mind— when you can work through those and you can see, play out those situations, really understand what you’re dealing with, and then take action to move forward, that’s where you can really start to realize your potential.”

06:50 “What I do see many people doing is they will use things like powerpoints, or they’ll do what I call the ‘build syndrome’ that I think many consultant experts and creators find themselves in where they’ll spend a lot of time building things (…) They’re doing all these things that are safe, that are easy for them. These things make you feel like you’re being productive because you’re doing things that you believe you need. But what actually will help you to be successful in business is not building these things, it’s getting out of the proverbial building.”

14:07 “Look at any famous artist, you will see that only a very small percentage of their songs are actually songs that people remember and know. They have many songs that were not successful (…) That comes from taking action. You have to be prolific. You have to do what you’re supposed to be doing on a regular basis because you don’t know what’s going to work all the time. But when you take action, good things happen.”

18:03 “Look at athletes. I heard somebody the other day, it was funny to them to think that someone like Usain Bolt had a coach and the coach didn’t look like they’ve ever run a day in their life. How’s that possible? Well, it’s possible because every high performer is going to have a coach, they’re going to have a mentor, they’re going to have someone that they can learn from. And that I think is the key— understanding that you want to be open. You want to be vulnerable. You want to first identify where the resistance is, where you’re currently having those blocks, where these beliefs are coming from.”

19:32 “As you become more and more successful, you’re going to start to have more opportunities coming your way. More people will want access to you just to ‘pick your brain’ or to take you off for a coffee. And you need to be discerning. You’re going to want to say yes to the right opportunities but you’re also going to want to say no to the wrong ones.”

]]> David Saltzman 1f239182-13f0-41c0-86f3-f47d300887ea Mon, 27 Dec 2021 11:00:00 -0500 1349 full false Ep #386: Telehealth Gets a Shot In The Arm - What's Next? - With Justin Davis Ep #386: Telehealth Gets a Shot In The Arm - What's Next? - With Justin Davis This week’s episode offers interesting insights on how we can leverage Telehealth to close healthcare gaps. Justin Davis, CEO at Congruity Health, describes how transforming the Telehealth industry can lead to proactive care and decreased healthcare costs. He also identifies the central friction points throughout the shift and ways to handle them.

What You’ll Learn From This Episode:

  • 02:02 The current state of Telehealth
  • 04:41 Telehealth can help fill these particular healthcare gaps
  • 11:50 ‘Continuity of care’ as a goal for Telehealth
  • 13:41 Telehealth and AI
  • 15:29 ‘Aligning incentives’ as the major pain points for the Telehealth industry’s transformation
  • 18:12 Leveraging Telehealth for musculoskeletal disease
  • 20:54 An approach to driving better consumer behavior

Quotes:

05:13 “Telehealth can fit a really interesting niche to help sort of close that continuity of care— close that gap, communicate with those care coordination teams, and actually help folks change the trajectory down that high-risk, high-cost path.”

06:29 “The way I see this thing shifting— and I see the meaningful change that it can make— is when you can get to a place where it’s pre-diagnosis or emerging diagnosis, where we can understand when folks are on a particular path towards chronic illness or towards a poor outcome. And Telehealth companies can be positioned really well to do that outreach and that proactive care.”

12:27 “Staying connected to the folks that actually coordinate— the specialist, the PCPs— it’s really important that the data and information gets passed along to all folks involved. For Telehealth to serve that purpose, it needs to nestle into that ecosystem.”

14:21 We know a lot about comorbidities and what leads to what, and there are some incredible experts out there that are much better than I at describing how all these things link together. But I think AI is going to help us better understand that journey in a much more predictive way than we are able to today. And the next part of that AI is figuring out how to connect to these Telehealth companies or these delivery mechanisms sooner.”

]]> This week’s episode offers interesting insights on how we can leverage Telehealth to close healthcare gaps. Justin Davis, CEO at Congruity Health, describes how transforming the Telehealth industry can lead to proactive care and decreased healthcare costs. He also identifies the central friction points throughout the shift and ways to handle them.

What You’ll Learn From This Episode:

  • 02:02 The current state of Telehealth
  • 04:41 Telehealth can help fill these particular healthcare gaps
  • 11:50 ‘Continuity of care’ as a goal for Telehealth
  • 13:41 Telehealth and AI
  • 15:29 ‘Aligning incentives’ as the major pain points for the Telehealth industry’s transformation
  • 18:12 Leveraging Telehealth for musculoskeletal disease
  • 20:54 An approach to driving better consumer behavior

Quotes:

05:13 “Telehealth can fit a really interesting niche to help sort of close that continuity of care— close that gap, communicate with those care coordination teams, and actually help folks change the trajectory down that high-risk, high-cost path.”

06:29 “The way I see this thing shifting— and I see the meaningful change that it can make— is when you can get to a place where it’s pre-diagnosis or emerging diagnosis, where we can understand when folks are on a particular path towards chronic illness or towards a poor outcome. And Telehealth companies can be positioned really well to do that outreach and that proactive care.”

12:27 “Staying connected to the folks that actually coordinate— the specialist, the PCPs— it’s really important that the data and information gets passed along to all folks involved. For Telehealth to serve that purpose, it needs to nestle into that ecosystem.”

14:21 We know a lot about comorbidities and what leads to what, and there are some incredible experts out there that are much better than I at describing how all these things link together. But I think AI is going to help us better understand that journey in a much more predictive way than we are able to today. And the next part of that AI is figuring out how to connect to these Telehealth companies or these delivery mechanisms sooner.”

]]> David Saltzman cec94781-728c-41ee-a064-abafd1e1c00b Mon, 20 Dec 2021 11:00:00 -0500 1371 full false Ep #385: Want To Go Far? Go With Others - With Scott Smith Ep #385: Want To Go Far? Go With Others - With Scott Smith This week’s episode features a group fostering a unique collaborative environment to help benefit consulting firms excel. Scott Smith, president and CEO of True Network Advisors, shares how his group builds a collaborative process across different agencies and the challenges that lie beneath it.

What You’ll Learn From This Episode:

  • 02:22 Introduction to Scott and how True Network started
  • 07:06 How collaboration is done within the True Network
  • 14:14 How the group creates and fosters relationships with clients
  • 17:55 The biggest challenge of advisors coming together as a group

Quotes:

09:23 “We just decided early on that if we could not do something better than the best agency at True, we were not going to do it because if we put forward that capability— and let’s say that person left True to go somewhere— then we might be putting those agencies in a bad spot to try to cover for that loss of capability. So we build resources— sort of like a cafeteria plan for our agencies where we do have compliance resources, we do have sales resources. For us to do something to put our name on it, our logo on it, and the True brand, we have to be sure that we are really really great at that.”

12:52 “The altruistic vision of True, in the beginning, was to get agencies together: They wouldn’t compete with each other, that we share all their best ideas. And because we had ‘benefits people’— that’s who we were— then we know who’s doing great work and we can elevate and push that out.”

18:56 “The concept of getting together with peers in a large or a small group— I just don’t think people do it enough and if they do it, they don’t do it for the right intentions. There is such power in small groups(…); it is really meaningful if you can find a small group with which you can share and collaborate and not compete with, be vulnerable. We’ve tried to take that ‘8 to 10 person culture’ and maintain it.”

]]> This week’s episode features a group fostering a unique collaborative environment to help benefit consulting firms excel. Scott Smith, president and CEO of True Network Advisors, shares how his group builds a collaborative process across different agencies and the challenges that lie beneath it.

What You’ll Learn From This Episode:

  • 02:22 Introduction to Scott and how True Network started
  • 07:06 How collaboration is done within the True Network
  • 14:14 How the group creates and fosters relationships with clients
  • 17:55 The biggest challenge of advisors coming together as a group

Quotes:

09:23 “We just decided early on that if we could not do something better than the best agency at True, we were not going to do it because if we put forward that capability— and let’s say that person left True to go somewhere— then we might be putting those agencies in a bad spot to try to cover for that loss of capability. So we build resources— sort of like a cafeteria plan for our agencies where we do have compliance resources, we do have sales resources. For us to do something to put our name on it, our logo on it, and the True brand, we have to be sure that we are really really great at that.”

12:52 “The altruistic vision of True, in the beginning, was to get agencies together: They wouldn’t compete with each other, that we share all their best ideas. And because we had ‘benefits people’— that’s who we were— then we know who’s doing great work and we can elevate and push that out.”

18:56 “The concept of getting together with peers in a large or a small group— I just don’t think people do it enough and if they do it, they don’t do it for the right intentions. There is such power in small groups(…); it is really meaningful if you can find a small group with which you can share and collaborate and not compete with, be vulnerable. We’ve tried to take that ‘8 to 10 person culture’ and maintain it.”

]]> David Saltzman 2d7362af-8384-47a0-b076-78fb2f414e48 Mon, 13 Dec 2021 11:00:00 -0500 1278 full false Ep #384: Blending Art and Science for Success - With Allison DePaoli Ep #384: Blending Art and Science for Success - With Allison DePaoli This week’s episode explains why it takes both art and science to make a health benefit plan work for all stakeholders. Allison DePaoli, founder of Altiqe Consulting, shares their process in creating a health plan that affects all constituents positively while helping people work through the setbacks in these plans.

What You’ll Learn From This Episode:

  • 02:13 Allison on the rebranding of her benefits firm, Altiqe
  • 06:24 What’s their process for building a health benefit plan that works for all constituents?
  • 12:20 Apps as global communication tools for employees
  • 16:26 Their outbound dialing process raises employee engagement

Quotes:

07:20 “When you can take people where they are, okay you’re here, what you’re telling me is you wanna go here so let us create a map to get you there. And we have a process for it. Literally, get the information— data rules all. Understand what the actual problem is because every employer has a different problem (…), then what solutions are right to deal with that, and what kind of timeline do you need to implement that?”

09:42 “You have to talk about the risks as well. I used to get in trouble with this with the sales manager, saying all the bad things (…) but you become more trustworthy, you become a trusted adviser when you clearly outline the pitfalls.”

13:17 “I like apps that you can put on people’s phones that will do push notifications and reminders, and will also allow them to have everything that they need in one place. If I’m using a concierge medical management, it’s on there. If we’re using alternate sourcing for prescriptions, it’s on there. There’s 24-hr advocacy on there so you have somebody that can get information about a doctor, a bill… You can put Telehealth on there. You can put behavioral health on there.”

18:34 “Many employers and advisers underestimate the power of an employee. Employees have budgets and families. They don’t wanna pay anymore than they need to and they want high-quality care. We’ve done a horrible job of giving them tools to find that out. So give them the tools.”

]]> This week’s episode explains why it takes both art and science to make a health benefit plan work for all stakeholders. Allison DePaoli, founder of Altiqe Consulting, shares their process in creating a health plan that affects all constituents positively while helping people work through the setbacks in these plans.

What You’ll Learn From This Episode:

  • 02:13 Allison on the rebranding of her benefits firm, Altiqe
  • 06:24 What’s their process for building a health benefit plan that works for all constituents?
  • 12:20 Apps as global communication tools for employees
  • 16:26 Their outbound dialing process raises employee engagement

Quotes:

07:20 “When you can take people where they are, okay you’re here, what you’re telling me is you wanna go here so let us create a map to get you there. And we have a process for it. Literally, get the information— data rules all. Understand what the actual problem is because every employer has a different problem (…), then what solutions are right to deal with that, and what kind of timeline do you need to implement that?”

09:42 “You have to talk about the risks as well. I used to get in trouble with this with the sales manager, saying all the bad things (…) but you become more trustworthy, you become a trusted adviser when you clearly outline the pitfalls.”

13:17 “I like apps that you can put on people’s phones that will do push notifications and reminders, and will also allow them to have everything that they need in one place. If I’m using a concierge medical management, it’s on there. If we’re using alternate sourcing for prescriptions, it’s on there. There’s 24-hr advocacy on there so you have somebody that can get information about a doctor, a bill… You can put Telehealth on there. You can put behavioral health on there.”

18:34 “Many employers and advisers underestimate the power of an employee. Employees have budgets and families. They don’t wanna pay anymore than they need to and they want high-quality care. We’ve done a horrible job of giving them tools to find that out. So give them the tools.”

]]> David Saltzman 5de56421-e842-4891-9a99-29574396d335 Mon, 06 Dec 2021 11:00:00 -0500 1288 full false Ep #383: Improve with Improv - With Peter Margaritis Ep #383: Improve with Improv - With Peter Margaritis This week’s episode focuses on the use of improvisation as a valuable training tool for business professionals. Peter Margaritis, author of Improv is No Joke, describes what improv can do for your career and organization. He also introduces the effectiveness of the "Yes, and..." principle in sharpening your leadership and communication skills.

What You’ll Learn From This Episode:

  • 03:06 What is improv?
  • 05:35 Improv in action and the ‘group mind’ mentality
  • 09:06 The “Yes, and…” principle as a helpful tool in business discussions
  • 11:20 Using improv to bridge the gap for your prospect’s interest
  • 16:18 How to get started with improv

Quotes:

08:43 “The ability to communicate without using words with your team, the ability to be able to adapt on a dime without really having that much thought because ‘I know what everybody else is gonna do. I’ve been working with them for a while, I know their likes and dislikes, and I can deliver something that they might not‘— that just becomes powerful when you have that type of respect and trust for each other.”

12:18 “Yes, and…’s about agreement but not always agreeing. It’s actually you telling the person [who’s talking with you] that you’re gonna listen to what they have to say. You’re gonna park your ego and your agenda and you’re gonna actively listen to them. And then when they’re done, add on to that conversation. Not tear down. Move it in a positive way. And that’s powerful.”

13:32 “What improvisers do is we are scripted beforehand (…). However, when I walk into that room, I wad that script up in my mind and throw it away. Absolutely throw it away and just spend that time reading the audience, engaging with the audience. And when they take me down another path, I can go off-script and explore that with them, or explore that rejection with them, or explore that thought process with them, all the while knowing that I still need to bring them back to some point. But I’m able to entertain that. And a lot of it really has to do with getting rid of distractions, those internal distractions, that self-talk in our head…”

15:27 “I’ve curated about 65 articles that improv, in some ways, shape performers being discussers as a business tool. And the more that we can create a culture (…) that is embracing, that is collaborative, that is respectful and has appreciation for the people and treats them, and allows them to make mistakes and not punishing them, that’s an empowered workforce. That’s an empowered organization.”

]]> This week’s episode focuses on the use of improvisation as a valuable training tool for business professionals. Peter Margaritis, author of Improv is No Joke, describes what improv can do for your career and organization. He also introduces the effectiveness of the "Yes, and..." principle in sharpening your leadership and communication skills.

What You’ll Learn From This Episode:

  • 03:06 What is improv?
  • 05:35 Improv in action and the ‘group mind’ mentality
  • 09:06 The “Yes, and…” principle as a helpful tool in business discussions
  • 11:20 Using improv to bridge the gap for your prospect’s interest
  • 16:18 How to get started with improv

Quotes:

08:43 “The ability to communicate without using words with your team, the ability to be able to adapt on a dime without really having that much thought because ‘I know what everybody else is gonna do. I’ve been working with them for a while, I know their likes and dislikes, and I can deliver something that they might not‘— that just becomes powerful when you have that type of respect and trust for each other.”

12:18 “Yes, and…’s about agreement but not always agreeing. It’s actually you telling the person [who’s talking with you] that you’re gonna listen to what they have to say. You’re gonna park your ego and your agenda and you’re gonna actively listen to them. And then when they’re done, add on to that conversation. Not tear down. Move it in a positive way. And that’s powerful.”

13:32 “What improvisers do is we are scripted beforehand (…). However, when I walk into that room, I wad that script up in my mind and throw it away. Absolutely throw it away and just spend that time reading the audience, engaging with the audience. And when they take me down another path, I can go off-script and explore that with them, or explore that rejection with them, or explore that thought process with them, all the while knowing that I still need to bring them back to some point. But I’m able to entertain that. And a lot of it really has to do with getting rid of distractions, those internal distractions, that self-talk in our head…”

15:27 “I’ve curated about 65 articles that improv, in some ways, shape performers being discussers as a business tool. And the more that we can create a culture (…) that is embracing, that is collaborative, that is respectful and has appreciation for the people and treats them, and allows them to make mistakes and not punishing them, that’s an empowered workforce. That’s an empowered organization.”

]]> David Saltzman c0cf58a2-1581-41ea-bb97-28a0bbc87c70 Mon, 29 Nov 2021 11:00:00 -0500 1209 full false Ep #382: What Are You Thinking? - With Kate Colbert Ep #382: What Are You Thinking? - With Kate Colbert This week’s episode looks at how having a marketer’s mindset can make a difference to your business. Kate Colbert, author of Think Like a Marketer, explains the importance of stories in today’s competitive world. She also shares the common pitfalls of DIY marketing and why companies should avoid them.

What You’ll Learn From This Episode:

  • 02:04 What it means to think like a marketer
  • 06:22 How stories can save lives and make someone stand out in a competitive world
  • 10:14 Knowing your differentiator is different than knowing how to tell it
  • 14:12 Why it’s important for agents, brokers, and benefits advisors to know their differentiator
  • 18:34 The pitfalls of Do-It-Yourself marketing

Quotes:

02:54 “If we can teach all of ourselves how to think like marketers, one, we can communicate better with one another but two, we’d generate more sustainable, profitable growth for our organizations.”

09:02 “I’m surprised when I work with a lot of organizations that are really smart and have great products or great services, they’re absolutely brilliant, and I ask them, ‘But what makes you different from that other guy (…)?’ And a lot of times they can’t articulate it. They really don’t know what makes themselves meaningfully different. They have to understand what that difference is and then they have to have a story that will stick with their customers.”

18:18 “I would advise your listeners to be spending some time thinking about the words that they’re using because the words that they use— if they’re not intentional about them— will attract the wrong customers.”

21:13 “If you’re going to make money— if your marketing is going to have a really great return on investment— you have to stop panicking about every dollar you spend. You have to start thinking about what’s the right spend to get you the right return.”

]]> This week’s episode looks at how having a marketer’s mindset can make a difference to your business. Kate Colbert, author of Think Like a Marketer, explains the importance of stories in today’s competitive world. She also shares the common pitfalls of DIY marketing and why companies should avoid them.

What You’ll Learn From This Episode:

  • 02:04 What it means to think like a marketer
  • 06:22 How stories can save lives and make someone stand out in a competitive world
  • 10:14 Knowing your differentiator is different than knowing how to tell it
  • 14:12 Why it’s important for agents, brokers, and benefits advisors to know their differentiator
  • 18:34 The pitfalls of Do-It-Yourself marketing

Quotes:

02:54 “If we can teach all of ourselves how to think like marketers, one, we can communicate better with one another but two, we’d generate more sustainable, profitable growth for our organizations.”

09:02 “I’m surprised when I work with a lot of organizations that are really smart and have great products or great services, they’re absolutely brilliant, and I ask them, ‘But what makes you different from that other guy (…)?’ And a lot of times they can’t articulate it. They really don’t know what makes themselves meaningfully different. They have to understand what that difference is and then they have to have a story that will stick with their customers.”

18:18 “I would advise your listeners to be spending some time thinking about the words that they’re using because the words that they use— if they’re not intentional about them— will attract the wrong customers.”

21:13 “If you’re going to make money— if your marketing is going to have a really great return on investment— you have to stop panicking about every dollar you spend. You have to start thinking about what’s the right spend to get you the right return.”

]]> David Saltzman 246d3e16-55db-45af-8420-1d12a01eca7a Mon, 22 Nov 2021 11:00:00 -0500 1420 full false Ep #381: Saving on Musculoskeletal Claims - With Melissa Gill Ep #381: Saving on Musculoskeletal Claims - With Melissa Gill This week’s episode presents key insights into where the rising musculoskeletal claims are coming from and how we can prevent them. Melissa Gill, owner and CEO of On-Site Solutions, highlights the significant intervention of physical therapy in minimizing the risks of work-related injuries and in creating a proactive, positive, and engaging workplace culture.

What You’ll Learn From This Episode:

  • 02:35 Where the issue on high musculoskeletal claims stem from
  • 06:27 Being preventive with physical therapy
  • 11:22 How physical therapists can help the virtual workforce in preventing musculoskeletal conditions
  • 13:53 KPIs that are being tracked by On-Site Solutions
  • 19:03 How On-Site Solutions translate their services into employee engagement

Quotes:

03:31 “I’ve seen over the years, [nurse triage lines and a lot of the companies we worked with] they didn’t know what else to use so they have a nurse call-in line. And it’s not that those are not helpful, but you have to go to the medical person that’s got the most amount of knowledge about the musculoskeletal system.”

12:28 “Even if you have a perfect setup [you have a great chair, you even have a sit-stand, everything’s perfectly set up], your body was meant to move. It was meant to move every 20 minutes, that’s really what we have to do.”

14:28 “Originally, we only had clients that had really high sprain/strain claims. Very clear ROI. Get those claims down. We can look at the report of injuries. We can look at the OSHA Recordables. We can look at work claim numbers and dollars. Very clear data. And we still track that [if that’s important to the company]. But now, what we’re seeing is more and more employers are coming to us because it’s a quality of life.”

20:12 “So many factors change that most of the companies we start with, or most of the employees we work with— we continue those relationships. We continue seeing them because there’s always something else that can be added— education, stretching, strengthening, or something to make their body skills because they can feel.”

21:23 “The surprising thing that the companies don’t realize is how well-received it is [the data and the stats go with that, right?] But it’s really looked at as a benefit. It really has helped shift the culture, especially in a tight labor shortage, to a very engaging, proactive, and positive relationship.”

]]> This week’s episode presents key insights into where the rising musculoskeletal claims are coming from and how we can prevent them. Melissa Gill, owner and CEO of On-Site Solutions, highlights the significant intervention of physical therapy in minimizing the risks of work-related injuries and in creating a proactive, positive, and engaging workplace culture.

What You’ll Learn From This Episode:

  • 02:35 Where the issue on high musculoskeletal claims stem from
  • 06:27 Being preventive with physical therapy
  • 11:22 How physical therapists can help the virtual workforce in preventing musculoskeletal conditions
  • 13:53 KPIs that are being tracked by On-Site Solutions
  • 19:03 How On-Site Solutions translate their services into employee engagement

Quotes:

03:31 “I’ve seen over the years, [nurse triage lines and a lot of the companies we worked with] they didn’t know what else to use so they have a nurse call-in line. And it’s not that those are not helpful, but you have to go to the medical person that’s got the most amount of knowledge about the musculoskeletal system.”

12:28 “Even if you have a perfect setup [you have a great chair, you even have a sit-stand, everything’s perfectly set up], your body was meant to move. It was meant to move every 20 minutes, that’s really what we have to do.”

14:28 “Originally, we only had clients that had really high sprain/strain claims. Very clear ROI. Get those claims down. We can look at the report of injuries. We can look at the OSHA Recordables. We can look at work claim numbers and dollars. Very clear data. And we still track that [if that’s important to the company]. But now, what we’re seeing is more and more employers are coming to us because it’s a quality of life.”

20:12 “So many factors change that most of the companies we start with, or most of the employees we work with— we continue those relationships. We continue seeing them because there’s always something else that can be added— education, stretching, strengthening, or something to make their body skills because they can feel.”

21:23 “The surprising thing that the companies don’t realize is how well-received it is [the data and the stats go with that, right?] But it’s really looked at as a benefit. It really has helped shift the culture, especially in a tight labor shortage, to a very engaging, proactive, and positive relationship.”

]]> David Saltzman 437cd8f0-486a-47c6-b14a-b2db20c2f92a Mon, 15 Nov 2021 11:00:00 -0500 1369 full false Ep #380: How To Create a Referral-based Practice - With Bill Cates Ep #380: How To Create a Referral-based Practice - With Bill Cates This week’s episode highlights the tools and techniques to be effective and confident in building a referral base. Bill Cates, president of Referral Coach International, provides an in-depth discussion on the "Perpetual Revenue System" and what should be covered in order to successfully turn referrals into introductions.

What You’ll Learn From This Episode:

  • 02:39 An overview of Bill’s books: “Get More Referrals Now”, “Don’t Keep Me A Secret”, “Beyond Referrals”, and “Radical Relevance”
  • 06:44 The 3-step process to building a referral base
  • 11:17 How mindset works in the “Perpetual Revenue System”
  • 14:27 What items are covered in the value discussions?
  • 16:49 Turning referrals into introductions
  • 22:14 Get access to Bill’s free downloadable e-guide

Quotes:

03:58 “The referral is not the end game; the referral is a means to the end.”

07:04 “Our studies have shown that it’s not loyal, satisfied clients who give referrals and make introductions— it’s engaged clients. What’s an engaged client? Someone who feels engaged with your value. They like the things you teach. They like the questions you ask. They’d get them thinking in ways that also teach, they like your responsive service.”

13:43 “Yes, we need to serve the heck out of our clients. And some of those people will introduce us to others because some are inclined to do it on their own. But if we don’t have a way to be proactive, then we’re gonna miss a tremendous amount of opportunity.”

17:28 “To me, the process is not complete if we haven’t been introduced— if we haven’t been connected in some ways.”

]]> This week’s episode highlights the tools and techniques to be effective and confident in building a referral base. Bill Cates, president of Referral Coach International, provides an in-depth discussion on the "Perpetual Revenue System" and what should be covered in order to successfully turn referrals into introductions.

What You’ll Learn From This Episode:

  • 02:39 An overview of Bill’s books: “Get More Referrals Now”, “Don’t Keep Me A Secret”, “Beyond Referrals”, and “Radical Relevance”
  • 06:44 The 3-step process to building a referral base
  • 11:17 How mindset works in the “Perpetual Revenue System”
  • 14:27 What items are covered in the value discussions?
  • 16:49 Turning referrals into introductions
  • 22:14 Get access to Bill’s free downloadable e-guide

Quotes:

03:58 “The referral is not the end game; the referral is a means to the end.”

07:04 “Our studies have shown that it’s not loyal, satisfied clients who give referrals and make introductions— it’s engaged clients. What’s an engaged client? Someone who feels engaged with your value. They like the things you teach. They like the questions you ask. They’d get them thinking in ways that also teach, they like your responsive service.”

13:43 “Yes, we need to serve the heck out of our clients. And some of those people will introduce us to others because some are inclined to do it on their own. But if we don’t have a way to be proactive, then we’re gonna miss a tremendous amount of opportunity.”

17:28 “To me, the process is not complete if we haven’t been introduced— if we haven’t been connected in some ways.”

]]> David Saltzman 591a76cb-af34-423f-b2b4-b27c2a814825 Mon, 08 Nov 2021 11:00:00 -0500 1431 full false Ep #379: Facing The Challenges of Women's Healthcare - With Joe Connolly Ep #379: Facing The Challenges of Women's Healthcare - With Joe Connolly This week’s episode looks into the prevalent chronic conditions that women suffer from and the main reasons why they're unable to have access to proper care. Joe Connolly, founder and CEO at Visana Health, explains how a tech-enabled, high-touch care model can provide solutions and make a difference to women's healthcare.

What You’ll Learn From This Episode:

  • 02:11 Introduction to the Virtual-First Healthcare model
  • 06:58 What caused the challenges in women’s healthcare
  • 10:53 How the care model has transformed women’s healthcare experience
  • 14:15 How big providers look at the adoption of this care model
  • 16:28 Cost savings for self-funded employers
  • 17:51 Majority of the population being served are women with gynecological conditions

Quotes:

03:13 “Virtual-first providers have lots of ancillary providers to have a holistic care model… The technologies that they’ll use (…), it’s a much more elegant technology platform that can include a really elegant symptom tracker so you can track patient reports and outcomes over time— which then can feed back into your care model so that you can make continuous improvements.”

04:21 “Asynchronous care— typically the way that you will do it— is a text message, email, in-app messaging, care that’s delivered not in real-time.”

11:08 “In addition to having longer times that we’re interacting with the patient, we also make sure that all of our providers go through racial disparity training where they’re educated on these differences and we make sure that they’re aware of these differences when they’re interacting with patients.”

18:06 “About 30-35% of women will have heavy menstrual bleeding or uterine fibroids; 15-20% of women have endometriosis. So these are very very high prevalence diseases, and you just don’t hear about them a lot because there’s this element of shame or stigma associated with them.”

]]> This week’s episode looks into the prevalent chronic conditions that women suffer from and the main reasons why they're unable to have access to proper care. Joe Connolly, founder and CEO at Visana Health, explains how a tech-enabled, high-touch care model can provide solutions and make a difference to women's healthcare.

What You’ll Learn From This Episode:

  • 02:11 Introduction to the Virtual-First Healthcare model
  • 06:58 What caused the challenges in women’s healthcare
  • 10:53 How the care model has transformed women’s healthcare experience
  • 14:15 How big providers look at the adoption of this care model
  • 16:28 Cost savings for self-funded employers
  • 17:51 Majority of the population being served are women with gynecological conditions

Quotes:

03:13 “Virtual-first providers have lots of ancillary providers to have a holistic care model… The technologies that they’ll use (…), it’s a much more elegant technology platform that can include a really elegant symptom tracker so you can track patient reports and outcomes over time— which then can feed back into your care model so that you can make continuous improvements.”

04:21 “Asynchronous care— typically the way that you will do it— is a text message, email, in-app messaging, care that’s delivered not in real-time.”

11:08 “In addition to having longer times that we’re interacting with the patient, we also make sure that all of our providers go through racial disparity training where they’re educated on these differences and we make sure that they’re aware of these differences when they’re interacting with patients.”

18:06 “About 30-35% of women will have heavy menstrual bleeding or uterine fibroids; 15-20% of women have endometriosis. So these are very very high prevalence diseases, and you just don’t hear about them a lot because there’s this element of shame or stigma associated with them.”

]]> David Saltzman 8906ee16-dcb3-40a1-b914-48f6dd92da5b Mon, 01 Nov 2021 11:00:00 -0400 1377 full false Ep #378: Shopping by Quality - With Dr. Sanjay Prasad Ep #378: Shopping by Quality - With Dr. Sanjay Prasad This week’s episode covers the significant decision factors that every patient must have in this current state of healthcare. Dr. Sanjay Prasad, surgeon and author of Resetting Healthcare, explains the need to reform the industry and how transparency can also help raise the quality of care.

What You’ll Learn From This Episode:

  • 02:17 How COVID19 has impacted the state of healthcare
  • 06:03 Avoiding the ‘Patient Trap’
  • 11:10 Success Rate: One of the deciding factors in choosing a healthcare professional
  • 13:25 A medical cost doesn’t have a direct relationship with quality
  • 16:24 Introducing a platform that helps patients go for smarter options

Quotes:

05:18 “Biopsies were even put on hold. Colonoscopies were on hold. There were undiagnosed colon tumors that are now emerging. But 2021 and beyond, these surgeries are starting to be scheduled again. There’s an explosion of cases that’s happening in 2021 and it’s gonna continue for the next five years. This is a great time— a great pause if you will— in healthcare and a great time to reset healthcare as we know it today.”

07:04 “Depending on specialty, 15-30% of surgeries that are being performed today are unnecessary, have not been peer-reviewed. Patients are suffering from having unnecessary surgery and suffering from complications of unnecessary surgery. And patients are getting referred to surgeons that don’t necessarily have the best outcomes.”

12:03 “When you’re talking to a surgeon, you need to have their outcomes [data] the past year [the past two years], not their lifetime data.”

13:58 “Price and quality are completely unrelated. You can have a high price with high quality. You can have a high price with low quality. You can have a lower price with low quality and give a low price with high quality. We’re all trying to achieve lower prices with high quality, but the systems have to be mission-central and primarily focused on quality alone initially and truncate with pricing.”

16:13 “It’s all about creating a consumer that’s well-educated, well-informed, making good decisions.”

]]> This week’s episode covers the significant decision factors that every patient must have in this current state of healthcare. Dr. Sanjay Prasad, surgeon and author of Resetting Healthcare, explains the need to reform the industry and how transparency can also help raise the quality of care.

What You’ll Learn From This Episode:

  • 02:17 How COVID19 has impacted the state of healthcare
  • 06:03 Avoiding the ‘Patient Trap’
  • 11:10 Success Rate: One of the deciding factors in choosing a healthcare professional
  • 13:25 A medical cost doesn’t have a direct relationship with quality
  • 16:24 Introducing a platform that helps patients go for smarter options

Quotes:

05:18 “Biopsies were even put on hold. Colonoscopies were on hold. There were undiagnosed colon tumors that are now emerging. But 2021 and beyond, these surgeries are starting to be scheduled again. There’s an explosion of cases that’s happening in 2021 and it’s gonna continue for the next five years. This is a great time— a great pause if you will— in healthcare and a great time to reset healthcare as we know it today.”

07:04 “Depending on specialty, 15-30% of surgeries that are being performed today are unnecessary, have not been peer-reviewed. Patients are suffering from having unnecessary surgery and suffering from complications of unnecessary surgery. And patients are getting referred to surgeons that don’t necessarily have the best outcomes.”

12:03 “When you’re talking to a surgeon, you need to have their outcomes [data] the past year [the past two years], not their lifetime data.”

13:58 “Price and quality are completely unrelated. You can have a high price with high quality. You can have a high price with low quality. You can have a lower price with low quality and give a low price with high quality. We’re all trying to achieve lower prices with high quality, but the systems have to be mission-central and primarily focused on quality alone initially and truncate with pricing.”

16:13 “It’s all about creating a consumer that’s well-educated, well-informed, making good decisions.”

]]> David Saltzman f8f1eec3-46bd-411a-a135-0f69c0ea02f5 Mon, 25 Oct 2021 11:00:00 -0400 1323 full false Ep #377: Artificial Intelligence Manages Diabetes - With Lonny Stormo Ep #377: Artificial Intelligence Manages Diabetes - With Lonny Stormo This week’s episode introduces a self-care tech platform for Diabetics. Integrated with AI and Machine Learning, this new approach to healthcare is believed to enhance consumer experience. Lonny Stormo, CEO of Pops Diabetes Care, describes what these tech advances would offer as we lean toward consumer-driven healthcare.

What You’ll Learn From This Episode:

  • 02:51 The concept and practical sense of “Democratizing Healthcare”
  • 06:16 On-Demand Healthcare: What drives this trend?
  • 09:15 Lonny on reasons why his platform focuses on diabetes
  • 10:30 Remote patient care management vs self-care thru tech platform
  • 13:46 How a Diabetic user experience looks like during an interaction with AI and virtual health assistant
  • 18:50 Ongoing developments and roadmap for AI in the healthcare industry

Quotes:

05:14 “Look back at the beginning of companies like Fitbit and how we all started spending our own hard-earned money on buying simple things like activity trackers and apps that go along with that so that we could all start to kinda be healthier and take more steps; it’s clear that that has started to happen and now we see more and more coming into the consumers’ homes so they can take care of themselves as opposed to going to a doctor.”

11:11 “Self-management through a tech platform— which is where I believe all of healthcare’s gonna end up beyond kinda letting go of remotely managing people or patients— starts with nobody strives to be a patient (…). What we wanna do is give them an experience that they can use and choose to use themselves to take care of themselves.”

11:44 “At Pops when somebody starts using our solution, we don’t call them a participant. We don’t call them a member. We call them an owner because now they’re in a position where they can start to own their own life using our technology. “

20:45 “This is consumer-driven healthcare; consumer demand is going to select which solutions work for them and which ones don’t. And it’s no longer gonna be kind of what is the payor paying for or the provider providing as much as what the consumer wants, and then it’s their choice if they want to take that next step in the circle and engage with the doctor.”

21:29 “There’s a lot of data that’s starting to come out that says when people self care using tech platforms, they overall lower their claims cost. So that’s good for the payor, that’s good for the self-insured employer, and/or whatever patient pay is happening.”

]]> This week’s episode introduces a self-care tech platform for Diabetics. Integrated with AI and Machine Learning, this new approach to healthcare is believed to enhance consumer experience. Lonny Stormo, CEO of Pops Diabetes Care, describes what these tech advances would offer as we lean toward consumer-driven healthcare.

What You’ll Learn From This Episode:

  • 02:51 The concept and practical sense of “Democratizing Healthcare”
  • 06:16 On-Demand Healthcare: What drives this trend?
  • 09:15 Lonny on reasons why his platform focuses on diabetes
  • 10:30 Remote patient care management vs self-care thru tech platform
  • 13:46 How a Diabetic user experience looks like during an interaction with AI and virtual health assistant
  • 18:50 Ongoing developments and roadmap for AI in the healthcare industry

Quotes:

05:14 “Look back at the beginning of companies like Fitbit and how we all started spending our own hard-earned money on buying simple things like activity trackers and apps that go along with that so that we could all start to kinda be healthier and take more steps; it’s clear that that has started to happen and now we see more and more coming into the consumers’ homes so they can take care of themselves as opposed to going to a doctor.”

11:11 “Self-management through a tech platform— which is where I believe all of healthcare’s gonna end up beyond kinda letting go of remotely managing people or patients— starts with nobody strives to be a patient (…). What we wanna do is give them an experience that they can use and choose to use themselves to take care of themselves.”

11:44 “At Pops when somebody starts using our solution, we don’t call them a participant. We don’t call them a member. We call them an owner because now they’re in a position where they can start to own their own life using our technology. “

20:45 “This is consumer-driven healthcare; consumer demand is going to select which solutions work for them and which ones don’t. And it’s no longer gonna be kind of what is the payor paying for or the provider providing as much as what the consumer wants, and then it’s their choice if they want to take that next step in the circle and engage with the doctor.”

21:29 “There’s a lot of data that’s starting to come out that says when people self care using tech platforms, they overall lower their claims cost. So that’s good for the payor, that’s good for the self-insured employer, and/or whatever patient pay is happening.”

]]> David Saltzman bf6a47d1-453c-4eed-b3b8-27b6a94b049b Mon, 11 Oct 2021 11:00:00 -0400 1349 full false Ep #376: Creating the Success Environment - With Robert Nickell Ep #376: Creating the Success Environment - With Robert Nickell This week’s episode suggests how employers can optimize their recruitment process to hire top talent and set them up for success. Robert Nickell, founder and CEO of Rocket Station, delves into the 3 foundational steps critical for the hiring and success of every individual or outsourced talent.

What You’ll Learn From This Episode:

  • 02:13 The top 1 mistake that people make when hiring
  • 04:20 3 Steps to Successful Hiring: Alignment, Documenting, Hiring
  • 13:07 What defines an outsourced talent?
  • 16:39 Social networking sites as efficient tools for reaching outsourced talents
  • 19:41 Key to retaining talent

Quotes:

08:50 “The type of person, the profile, the experience that we’re looking for, and the interview questions we can ask, all of that stimulating comes from first two steps, which are getting really organized and documenting everything. Now, we can go hire the right person.”

10:54 “If you can help people be fulfilled by putting the right people in the right role (…), to me that’s caring about people— number 1 is legitimately caring about them. And then number 2 is setting them up for success.”

14:15 “Technology is now bridging the gap where— international employees that have every bit of talent, experience, and qualifications that we do here stateside— we now have access to those people.”

20:48 “The big shift in management, in my opinion, is all about managing to outcomes and to results. You gotta be able to set clear expectations and then manage to numbers.”

]]> This week’s episode suggests how employers can optimize their recruitment process to hire top talent and set them up for success. Robert Nickell, founder and CEO of Rocket Station, delves into the 3 foundational steps critical for the hiring and success of every individual or outsourced talent.

What You’ll Learn From This Episode:

  • 02:13 The top 1 mistake that people make when hiring
  • 04:20 3 Steps to Successful Hiring: Alignment, Documenting, Hiring
  • 13:07 What defines an outsourced talent?
  • 16:39 Social networking sites as efficient tools for reaching outsourced talents
  • 19:41 Key to retaining talent

Quotes:

08:50 “The type of person, the profile, the experience that we’re looking for, and the interview questions we can ask, all of that stimulating comes from first two steps, which are getting really organized and documenting everything. Now, we can go hire the right person.”

10:54 “If you can help people be fulfilled by putting the right people in the right role (…), to me that’s caring about people— number 1 is legitimately caring about them. And then number 2 is setting them up for success.”

14:15 “Technology is now bridging the gap where— international employees that have every bit of talent, experience, and qualifications that we do here stateside— we now have access to those people.”

20:48 “The big shift in management, in my opinion, is all about managing to outcomes and to results. You gotta be able to set clear expectations and then manage to numbers.”

]]> David Saltzman 6a706e31-c8ed-4551-8bd1-d464c9bb7ee6 Mon, 04 Oct 2021 11:00:00 -0400 1344 full false Ep #375: Helping Clients In Regulation Nation - With Sarah Borders Ep #375: Helping Clients In Regulation Nation - With Sarah Borders This week’s episode looks into the problem areas of every regulation that puts industries through expensive endeavors and tons of paperwork. Sarah Borders, co-founder and principal consultant at Benefits Compliance Solutions, gives interesting tidbits that clients can do right away to mitigate some of the risks.

What You’ll Learn From This Episode:

  • 03:23 About COBRA: What are its problem areas, loopholes, and opportunities?
  • 08:41 About ACA: Misclassification of employees is identified as the biggest problem area. How do employers usually deal with late filing/incorrect filing? 
  • 13:38 About HIPAA: Challenges toward privacy and security
  • 16:09 With the differences in regulations per state, how can advisors give guidance to clients who are multi-sited in multi-states?
  • 19:06 Updates on new regulations and their possible impacts on the industry

Quotes:

03:41 “A lot of the times when we use vendors or service providers to help us comply with their requirement, we might think that we have no obligations any longer— that we’ve sort of indemnified ourselves. Because of that, I believe the oversight in COBRA or the knowledge that an employer should probably have [at least basic knowledge] isn’t there because they aren’t thinking about it.”

06:22 “I think we all get that termination of employment triggers COBRA, but there are other triggering events such as death, divorce, child aging up the plan, also a reduction in hours. But when you have one of these triggering events, you also have to have a loss of coverage. And so [I think] sometimes employees or former employees get left out of COBRA because there isn’t enough oversight and did this person actually trigger COBRA, or should we have been offering them COBRA.”

11:46 “Before, we’ve seen a little bit of leniency related to late filings or incorrect filings or even just penalty letters for premium tax credits. However, it takes hours and hours of work to demonstrate, to go back and have to prove that this employee shouldn’t have been offered coverage in the first place or was and waived it. Also if you never file (…) or you filed late, you have to spend the time, the hours, the energy, and even paying somebody to help you to be able to [again] prove to the IRS that you did or did not comply.”

14:07 “HIPAA: Privacy, security, and the administrative simplification rules apply to covered entities. And a health insurance plan, a group health plan, is a covered entity (…) And so because an employer is responsible for that covered entity plan, they have to provide HIPAA privacy and security, which has a lot of owners’ requirements, to make sure that that PHI is being properly maintained, stored, transmitted, and so forth.”

]]> This week’s episode looks into the problem areas of every regulation that puts industries through expensive endeavors and tons of paperwork. Sarah Borders, co-founder and principal consultant at Benefits Compliance Solutions, gives interesting tidbits that clients can do right away to mitigate some of the risks.

What You’ll Learn From This Episode:

  • 03:23 About COBRA: What are its problem areas, loopholes, and opportunities?
  • 08:41 About ACA: Misclassification of employees is identified as the biggest problem area. How do employers usually deal with late filing/incorrect filing? 
  • 13:38 About HIPAA: Challenges toward privacy and security
  • 16:09 With the differences in regulations per state, how can advisors give guidance to clients who are multi-sited in multi-states?
  • 19:06 Updates on new regulations and their possible impacts on the industry

Quotes:

03:41 “A lot of the times when we use vendors or service providers to help us comply with their requirement, we might think that we have no obligations any longer— that we’ve sort of indemnified ourselves. Because of that, I believe the oversight in COBRA or the knowledge that an employer should probably have [at least basic knowledge] isn’t there because they aren’t thinking about it.”

06:22 “I think we all get that termination of employment triggers COBRA, but there are other triggering events such as death, divorce, child aging up the plan, also a reduction in hours. But when you have one of these triggering events, you also have to have a loss of coverage. And so [I think] sometimes employees or former employees get left out of COBRA because there isn’t enough oversight and did this person actually trigger COBRA, or should we have been offering them COBRA.”

11:46 “Before, we’ve seen a little bit of leniency related to late filings or incorrect filings or even just penalty letters for premium tax credits. However, it takes hours and hours of work to demonstrate, to go back and have to prove that this employee shouldn’t have been offered coverage in the first place or was and waived it. Also if you never file (…) or you filed late, you have to spend the time, the hours, the energy, and even paying somebody to help you to be able to [again] prove to the IRS that you did or did not comply.”

14:07 “HIPAA: Privacy, security, and the administrative simplification rules apply to covered entities. And a health insurance plan, a group health plan, is a covered entity (…) And so because an employer is responsible for that covered entity plan, they have to provide HIPAA privacy and security, which has a lot of owners’ requirements, to make sure that that PHI is being properly maintained, stored, transmitted, and so forth.”

]]> David Saltzman 0ccb0aaf-aa3f-4223-86f1-f9b165d5797d Mon, 27 Sep 2021 11:00:00 -0400 1350 full false Ep #374: Medical Care: Back to the Future - With John Young Ep #374: Medical Care: Back to the Future - With John Young This week’s episode introduces a next-level type of healthcare that people can already receive in the comfort of their own homes. John Young, SVP Growth at Nice Healthcare, explains why it's going to be a growing demand for employers and members.

What You’ll Learn From This Episode:

  • 02:39 How Nice Healthcare’s business model had come to fruition
  • 08:03 Scope of healthcare services being offered
  • 10:35 On the affordability of provided services
  • 15:11 Time allotted for virtual and in-person visits
  • 16:50 Pharmacy benefits made available for members

Quotes:

04:30 “It’s important to use the word ‘clinic’ because our scope of service— in what we’re able to provide via technology and via bringing our clinicians directly into the home— is very similar to what is found in traditional bricks and mortar clinic locations; so it’s important for us to identify as such so that our members know that they’re gonna have access to that same level of care despite not traveling into a traditional clinic location.”

05:31 “The atmosphere that had fostered in the relationship between a provider and a patient when we’re actually sitting on one of our patients’ couch (…), provides a whole other layer of relationship and interaction that is really hard to replicate in some other type of venue than actually getting into someone’s home, and we get to learn a lot about that specific patient.”

13:13 “The fact that we’re not operating in the bricks and mortar locations, the fact that we’re contracting directly with employers and that fitting claims through an insurance mechanism, and the fact that we’re in NP-like clinic— that all adds up to us being able to offer this set of price point that is affordable for our employer and for our members.”

19:59 “I certainly think that this is gonna continue to be somethin’ that not just clinics are trying to unlock, but that customers and consumers are gonna continue to demand. And so I think we’ll continue to see more and more of a shift out of traditional venues and continue to bring more and more services into the patient’s home.”

]]> This week’s episode introduces a next-level type of healthcare that people can already receive in the comfort of their own homes. John Young, SVP Growth at Nice Healthcare, explains why it's going to be a growing demand for employers and members.

What You’ll Learn From This Episode:

  • 02:39 How Nice Healthcare’s business model had come to fruition
  • 08:03 Scope of healthcare services being offered
  • 10:35 On the affordability of provided services
  • 15:11 Time allotted for virtual and in-person visits
  • 16:50 Pharmacy benefits made available for members

Quotes:

04:30 “It’s important to use the word ‘clinic’ because our scope of service— in what we’re able to provide via technology and via bringing our clinicians directly into the home— is very similar to what is found in traditional bricks and mortar clinic locations; so it’s important for us to identify as such so that our members know that they’re gonna have access to that same level of care despite not traveling into a traditional clinic location.”

05:31 “The atmosphere that had fostered in the relationship between a provider and a patient when we’re actually sitting on one of our patients’ couch (…), provides a whole other layer of relationship and interaction that is really hard to replicate in some other type of venue than actually getting into someone’s home, and we get to learn a lot about that specific patient.”

13:13 “The fact that we’re not operating in the bricks and mortar locations, the fact that we’re contracting directly with employers and that fitting claims through an insurance mechanism, and the fact that we’re in NP-like clinic— that all adds up to us being able to offer this set of price point that is affordable for our employer and for our members.”

19:59 “I certainly think that this is gonna continue to be somethin’ that not just clinics are trying to unlock, but that customers and consumers are gonna continue to demand. And so I think we’ll continue to see more and more of a shift out of traditional venues and continue to bring more and more services into the patient’s home.”

]]> David Saltzman 6a3291c9-ac7c-4fee-b836-a36c2d8390b7 Mon, 20 Sep 2021 11:00:00 -0400 1247 full false Ep #373: Persuasion Styles Create Long Term Relationships - With Brian Ahearn Ep #373: Persuasion Styles Create Long Term Relationships - With Brian Ahearn This week's episode gives profound insights into how insurance advisors can drive sales and win relationships using the psychology of persuasion. Brian Ahearn, author of Persuasive Selling for Relationship Driven Insurance Agents, talks through the different methods that need to be applied at every step of the sales cycle in order to create long-lasting client relationships and close sales without coming off as a "salesy" person.

What You’ll Learn From This Episode:

  • 02:24 Brian on his then career in the insurance industry and how he eventually pursued sales training
  • 03:47 Definition of Persuasion
  • 07:27 Using the Pre-suasion Approach to turn insurance prospects into clients
  • 10:21 Introducing the ‘STARS’ model: How important is it to listen to your prospect?
  • 13:15 Authentic sales rapport building on the first day
  • 17:39 The D.E.A.L technique for prospect profiling
  • 19:49 The concept of ‘Close without Closing’

Quotes:

04:24  “Aristotle said ‘persuasion’ was the art of getting someone to do something that they wouldn’t ordinarily do if you didn’t ask. If you think about that, it’s a great definition; they’re not doing what you want or need them to do, how can you communicate with them to get them to do what you want or need them to do?”

12:42  “I was really into weightlifting, but I could never jump, I could never dunk a basketball— that’s a skill that I do not and will not ever possess. But listening starts with a choice. And the more you make the choice, the better you get at it.”

13:39 “When you’re looking at the sales cycle and prospecting, it’s just hoping to get that opportunity for the first meeting. In that first meeting, one of the biggest things you need to do is build rapport.”

17:29 “Get to know who you are. Leverage the things that you have that are strengths in a way that just feels so comfortable to you, that it makes the other people feel comfortable as well.”

20:29 “If you’re looking to utilize what’s called the ‘upfront close’ to clearly find out what’s gonna be required for them to make a change and potentially do business with you, then everything should be flowing into just a natural conversation so that you’re not having to put some kind of hard close on somebody…”

]]> This week's episode gives profound insights into how insurance advisors can drive sales and win relationships using the psychology of persuasion. Brian Ahearn, author of Persuasive Selling for Relationship Driven Insurance Agents, talks through the different methods that need to be applied at every step of the sales cycle in order to create long-lasting client relationships and close sales without coming off as a "salesy" person.

What You’ll Learn From This Episode:

  • 02:24 Brian on his then career in the insurance industry and how he eventually pursued sales training
  • 03:47 Definition of Persuasion
  • 07:27 Using the Pre-suasion Approach to turn insurance prospects into clients
  • 10:21 Introducing the ‘STARS’ model: How important is it to listen to your prospect?
  • 13:15 Authentic sales rapport building on the first day
  • 17:39 The D.E.A.L technique for prospect profiling
  • 19:49 The concept of ‘Close without Closing’

Quotes:

04:24  “Aristotle said ‘persuasion’ was the art of getting someone to do something that they wouldn’t ordinarily do if you didn’t ask. If you think about that, it’s a great definition; they’re not doing what you want or need them to do, how can you communicate with them to get them to do what you want or need them to do?”

12:42  “I was really into weightlifting, but I could never jump, I could never dunk a basketball— that’s a skill that I do not and will not ever possess. But listening starts with a choice. And the more you make the choice, the better you get at it.”

13:39 “When you’re looking at the sales cycle and prospecting, it’s just hoping to get that opportunity for the first meeting. In that first meeting, one of the biggest things you need to do is build rapport.”

17:29 “Get to know who you are. Leverage the things that you have that are strengths in a way that just feels so comfortable to you, that it makes the other people feel comfortable as well.”

20:29 “If you’re looking to utilize what’s called the ‘upfront close’ to clearly find out what’s gonna be required for them to make a change and potentially do business with you, then everything should be flowing into just a natural conversation so that you’re not having to put some kind of hard close on somebody…”

]]> David Saltzman ee204dc2-4ac2-4a06-8f5c-bce0f4e58d90 Mon, 13 Sep 2021 11:00:00 -0400 1320 full false Ep #372: A CEO Only Does Three Things - With Trey Taylor Ep #372: A CEO Only Does Three Things - With Trey Taylor This week’s episode discusses the best strategies that business owners must do to preserve their most important asset: focus. A Managing Director of Trinity Blue & Taylor Insurance, Trey Taylor defines the practice of growing your organization’s culture, the revolutionary steps in recruiting people, and the important components to include when tracking your KPIs. All of these are based on his book, A CEO Only Does Three Things.

What You’ll Learn From This Episode:

  • 01:47 Introduction to Trey’s career and company
  • 05:51 A positive approach to corporate culture
  • 07:49 Establishing a culture through values articulation and ritualization
  • 12:25 The 4 categories of recruiting conversation
  • 17:00 Including the soft metrics in your KPIs
  • 18:55 Delegation: A key to a growing culture

Quotes:

06:10 “Culture is the ethical environment in which we live, work, and play. It is our opportunity to say to the world, these are ‘my values’ that I think should be true in the world, and I want to see these values appear in the world thru my agency and in the lives of the people that I employ.”

08:33 “Articulating those values that we all share— there’s an art to that; it’s not just called science. You have to really sort of weave with your heart in that.”

16:44 “If you hire somebody who’s incredibly skilled and who fits within your budget— but who doesn’t share your values— you’re dropping a cancer into the middle of your team, and you’re gonna regret it in a zillion different ways.”

18:25 “That is one of the KPIs that we track: What is our percentage achievement on personal growth initiatives in the course of the year? That’s just illustrating the point that the CEO has to be intuned with his company— and the vision of where he/she wants to take that company enough to fill out the KPIs to be everything that he wants it to be.”

]]> This week’s episode discusses the best strategies that business owners must do to preserve their most important asset: focus. A Managing Director of Trinity Blue & Taylor Insurance, Trey Taylor defines the practice of growing your organization’s culture, the revolutionary steps in recruiting people, and the important components to include when tracking your KPIs. All of these are based on his book, A CEO Only Does Three Things.

What You’ll Learn From This Episode:

  • 01:47 Introduction to Trey’s career and company
  • 05:51 A positive approach to corporate culture
  • 07:49 Establishing a culture through values articulation and ritualization
  • 12:25 The 4 categories of recruiting conversation
  • 17:00 Including the soft metrics in your KPIs
  • 18:55 Delegation: A key to a growing culture

Quotes:

06:10 “Culture is the ethical environment in which we live, work, and play. It is our opportunity to say to the world, these are ‘my values’ that I think should be true in the world, and I want to see these values appear in the world thru my agency and in the lives of the people that I employ.”

08:33 “Articulating those values that we all share— there’s an art to that; it’s not just called science. You have to really sort of weave with your heart in that.”

16:44 “If you hire somebody who’s incredibly skilled and who fits within your budget— but who doesn’t share your values— you’re dropping a cancer into the middle of your team, and you’re gonna regret it in a zillion different ways.”

18:25 “That is one of the KPIs that we track: What is our percentage achievement on personal growth initiatives in the course of the year? That’s just illustrating the point that the CEO has to be intuned with his company— and the vision of where he/she wants to take that company enough to fill out the KPIs to be everything that he wants it to be.”

]]> David Saltzman 7c781ae8-1210-4654-a56f-8c46ead295f3 Mon, 06 Sep 2021 11:00:00 -0400 1250 full false Ep #371: Decreasing HR Drama - With Karen Young Ep #371: Decreasing HR Drama - With Karen Young This week’s episode suggests how business leaders can move their companies forward through a better partnership with the HR department. Karen Young, founder and president of HR Resolutions, cites the fundamental topics in her book, Stop Knocking on My Door, which aims to promote employee satisfaction and productivity in the workplace.

What You’ll Learn From This Episode:

  • 01:25 Introduction to Karen and her book
  • 04:55 Being subject to multiple federal employment laws makes it important for business owners to understand their risks
  • 08:05 Job descriptions: How is it relevant to hiring, coaching & counseling, and setting policies & procedures?
  • 12:38 The impact of HIPAA compliance to HR professionals
  • 17:12 Tips to become better partners with the HR suite
  • 19:33 The vital piece of information that benefits advisors should associate with HR

Quotes:

06:55 “That’s how I view HR, our job — whether it be as HR resolutions or an HR person directly employed by a company — HR’s job is to provide that informed consent. We need to consult; we need to advise our leaders, ‘These are your risks.’”

17:45 “If I’m gonna encourage all of you to do one thing, push electronic portals to your people, your businesses, and your clients.”

19:22 “Make sure you’re feeding your HR people the required notices when they need to be distributed ‘coz we don’t remember.”

20:00 “Keep the HR person up to date. Even though the decision is the C-suite, make sure the HR person knows, ‘This is what I’m presenting to your C-suite’, ‘This is what I believe they’re going to take’. Start to think now, ‘How can I help you implement whatever their decision is?’”

]]> This week’s episode suggests how business leaders can move their companies forward through a better partnership with the HR department. Karen Young, founder and president of HR Resolutions, cites the fundamental topics in her book, Stop Knocking on My Door, which aims to promote employee satisfaction and productivity in the workplace.

What You’ll Learn From This Episode:

  • 01:25 Introduction to Karen and her book
  • 04:55 Being subject to multiple federal employment laws makes it important for business owners to understand their risks
  • 08:05 Job descriptions: How is it relevant to hiring, coaching & counseling, and setting policies & procedures?
  • 12:38 The impact of HIPAA compliance to HR professionals
  • 17:12 Tips to become better partners with the HR suite
  • 19:33 The vital piece of information that benefits advisors should associate with HR

Quotes:

06:55 “That’s how I view HR, our job — whether it be as HR resolutions or an HR person directly employed by a company — HR’s job is to provide that informed consent. We need to consult; we need to advise our leaders, ‘These are your risks.’”

17:45 “If I’m gonna encourage all of you to do one thing, push electronic portals to your people, your businesses, and your clients.”

19:22 “Make sure you’re feeding your HR people the required notices when they need to be distributed ‘coz we don’t remember.”

20:00 “Keep the HR person up to date. Even though the decision is the C-suite, make sure the HR person knows, ‘This is what I’m presenting to your C-suite’, ‘This is what I believe they’re going to take’. Start to think now, ‘How can I help you implement whatever their decision is?’”

]]> David Saltzman 1d682252-20e9-458f-a245-952d56c35a26 Mon, 30 Aug 2021 11:00:00 -0400 1277 full false Ep #370: Healthcare Illiteracy Is Hurting Everyone - With Ben Hale Ep #370: Healthcare Illiteracy Is Hurting Everyone - With Ben Hale This week’s episode explores the major areas of concern with healthcare illiteracy and the huge need for innovative tools in bridging the gap between industries and providers. Ben Hale, co-founder and CEO of Bright HR, presents the do’s and don'ts in providing healthcare education so that industries will be better informed, satisfied consumers.

What You’ll Learn From This Episode:

  • 02:42 Ben shares his story on the serious consequences of healthcare illiteracy
  • 04:40 Open enrollment meetings: Inefficient in delivering benefits education
  • 06:16 The necessity of continuous education and digitized solution
  • 07:59 Decision support tools enhance personalized healthcare planning and employer-employee engagement
  • 09:55 Spouse involvement in healthcare education is made easier with a shareable platform and instant messaging
  • 14:51 What’s in it for advisors?
  • 17:53 Remote healthcare education is made possible with digital solution

Quotes:

04:51 “Sitting down in an open enrollment meeting and having an HR team, the broker team, or the account managers come in and present on a PowerPoint presentation; guess how many of us are paying attention? Zero.”

07:23 “How do we easily distribute, make information consumable, where we’re not sending out a paper benefit guide? Coz let’s be honest, no one’s reading those. As soon as open enrollment is over, or even that day 1, they’re getting thrown in the trash.”

11:32 “One of the things about continuous education is involving the spouse; actually understanding the benefits too because now you kinda have two stakeholders and kind of understanding the benefits so we can reduce medical errors. We can reduce the expense of going out of network or going to the wrong provider, and really understanding what the benefits are to again maximize the value of them for an employee.”

13:30 “We have to digitize the open enrollment experience. We have to eliminate the need for an hour and a half long in-person meeting that’s done by PowerPoint.”

]]> This week’s episode explores the major areas of concern with healthcare illiteracy and the huge need for innovative tools in bridging the gap between industries and providers. Ben Hale, co-founder and CEO of Bright HR, presents the do’s and don'ts in providing healthcare education so that industries will be better informed, satisfied consumers.

What You’ll Learn From This Episode:

  • 02:42 Ben shares his story on the serious consequences of healthcare illiteracy
  • 04:40 Open enrollment meetings: Inefficient in delivering benefits education
  • 06:16 The necessity of continuous education and digitized solution
  • 07:59 Decision support tools enhance personalized healthcare planning and employer-employee engagement
  • 09:55 Spouse involvement in healthcare education is made easier with a shareable platform and instant messaging
  • 14:51 What’s in it for advisors?
  • 17:53 Remote healthcare education is made possible with digital solution

Quotes:

04:51 “Sitting down in an open enrollment meeting and having an HR team, the broker team, or the account managers come in and present on a PowerPoint presentation; guess how many of us are paying attention? Zero.”

07:23 “How do we easily distribute, make information consumable, where we’re not sending out a paper benefit guide? Coz let’s be honest, no one’s reading those. As soon as open enrollment is over, or even that day 1, they’re getting thrown in the trash.”

11:32 “One of the things about continuous education is involving the spouse; actually understanding the benefits too because now you kinda have two stakeholders and kind of understanding the benefits so we can reduce medical errors. We can reduce the expense of going out of network or going to the wrong provider, and really understanding what the benefits are to again maximize the value of them for an employee.”

13:30 “We have to digitize the open enrollment experience. We have to eliminate the need for an hour and a half long in-person meeting that’s done by PowerPoint.”

]]> David Saltzman b91e55b9-abd5-45d3-8131-aa0dcc5f1d63 Mon, 16 Aug 2021 11:00:00 -0400 1247 full false Ep #369: Helping Clients With Government Programs - With Frank Cardenas Ep #369: Helping Clients With Government Programs - With Frank Cardenas This week’s episode helps advisors learn more about advising clients about Federal benefits, from Social Security to Medicare and beyond. Frank Cardenas, Co-founder at FEDlogic, discusses how employees and employers can both benefit from more guidance around these often-confusing benefits.

What You’ll Learn From This Episode:

  • 0202:20 Frank’s motivations for helping clients in the social benefits space
  • 04:51 Guiding families and employers who need practical help with social benefits
  • 09:00 The top 5 areas of focus with social benefits
  • 13:19 Why two-thirds of initial disability claims are denied
  • 15:45 Teaching advisors and consultants let them offer this service
  • 18:11 Staying on top of federal updates that impact healthcare

Quotes:

04:21 “Let’s bring some logic to the federal government. Let’s bridge that information gap and let’s strike off on our own and see if we can help families the way you’ve always really wanted to help them.”

11:31 “Obviously, those top 5 are, yes, the ones that drive the most in healthcare cost but from our perspective, our experts are just there because those top 5 are the ones that need the most help.”

14:38 “It baffles people’s mind how you can get denied with that kind of diagnosis. But it’s all about providing all of your medical conditions. You’re not just going through stage 3 breast cancer, you’re probably also going through the aftereffects of radiation.”

17:11 “Even part-time employees, we want them to have this service. Do we charge for the part-time employees? No, because typically part-timers don’t have access to the health insurance to their employer.”

19:10 “When it comes to federal benefits, it’s confusing and complex. And just strictly out of fear that families don’t do anything until they have to. But if you put that education in front of them, then you’ll find that they have better outcomes.”

]]> This week’s episode helps advisors learn more about advising clients about Federal benefits, from Social Security to Medicare and beyond. Frank Cardenas, Co-founder at FEDlogic, discusses how employees and employers can both benefit from more guidance around these often-confusing benefits.

What You’ll Learn From This Episode:

  • 0202:20 Frank’s motivations for helping clients in the social benefits space
  • 04:51 Guiding families and employers who need practical help with social benefits
  • 09:00 The top 5 areas of focus with social benefits
  • 13:19 Why two-thirds of initial disability claims are denied
  • 15:45 Teaching advisors and consultants let them offer this service
  • 18:11 Staying on top of federal updates that impact healthcare

Quotes:

04:21 “Let’s bring some logic to the federal government. Let’s bridge that information gap and let’s strike off on our own and see if we can help families the way you’ve always really wanted to help them.”

11:31 “Obviously, those top 5 are, yes, the ones that drive the most in healthcare cost but from our perspective, our experts are just there because those top 5 are the ones that need the most help.”

14:38 “It baffles people’s mind how you can get denied with that kind of diagnosis. But it’s all about providing all of your medical conditions. You’re not just going through stage 3 breast cancer, you’re probably also going through the aftereffects of radiation.”

17:11 “Even part-time employees, we want them to have this service. Do we charge for the part-time employees? No, because typically part-timers don’t have access to the health insurance to their employer.”

19:10 “When it comes to federal benefits, it’s confusing and complex. And just strictly out of fear that families don’t do anything until they have to. But if you put that education in front of them, then you’ll find that they have better outcomes.”

]]> David Saltzman dbdde529-28d3-4e5a-8bb5-9bf88347bc85 Mon, 09 Aug 2021 11:00:00 -0400 1264 full false Ep #368: Don't Let the Cyber Gremlins Eat Your Data - with Scott Beck Ep #368: Don't Let the Cyber Gremlins Eat Your Data - with Scott Beck This week’s episode features a conversation with Scott Beck, CEO at BeckTek. Businesses worldwide now rely heavily on email to communicate. While convenient and relatively safe, it does have a fatal flaw that hackers exploit for maximum effect. Phishing is a billion-dollar scam that attacks big and small companies alike. With the SLAM Method, a simple yet effective guide, you too can spot phishing emails and prevent the bad guys from gaining access to your personal information.

What You’ll Learn From This Episode:

  • 02:48 Email is a top target for hackers
  • 06:14 CEO Fraud: A scam that hits even small businesses
  • 11:47 Check for SLAM: Sender, Links, Attachment, Message
  • 17:26 Spear-phishing: A lucrative business based on targeted hacking

Quotes:

04:27 “Number one way in, email. Because it bypasses everything. It hits your desk and now they’re trying to hack the human and they are really good at it now.”

09:00 “We’ve seen them now spread off just not from the CEO but from anyone in the company of authority. Or they could say they’re coming from the IT department and we need your password.”

13:10 “Whatever that link is, never click it until you hover over it and see where it’s going.”

13:39 “We’ve gotten pretty good at blocking those direct viruses but what we’ve seen now with the bad guys are doing are using PDF documents or Excel documents, Word documents.”

18:35 “If I’m more targeted, I have a higher rate of return and probably more money. So that’s why we’re starting to see this spear-phishing take off.”

]]> This week’s episode features a conversation with Scott Beck, CEO at BeckTek. Businesses worldwide now rely heavily on email to communicate. While convenient and relatively safe, it does have a fatal flaw that hackers exploit for maximum effect. Phishing is a billion-dollar scam that attacks big and small companies alike. With the SLAM Method, a simple yet effective guide, you too can spot phishing emails and prevent the bad guys from gaining access to your personal information.

What You’ll Learn From This Episode:

  • 02:48 Email is a top target for hackers
  • 06:14 CEO Fraud: A scam that hits even small businesses
  • 11:47 Check for SLAM: Sender, Links, Attachment, Message
  • 17:26 Spear-phishing: A lucrative business based on targeted hacking

Quotes:

04:27 “Number one way in, email. Because it bypasses everything. It hits your desk and now they’re trying to hack the human and they are really good at it now.”

09:00 “We’ve seen them now spread off just not from the CEO but from anyone in the company of authority. Or they could say they’re coming from the IT department and we need your password.”

13:10 “Whatever that link is, never click it until you hover over it and see where it’s going.”

13:39 “We’ve gotten pretty good at blocking those direct viruses but what we’ve seen now with the bad guys are doing are using PDF documents or Excel documents, Word documents.”

18:35 “If I’m more targeted, I have a higher rate of return and probably more money. So that’s why we’re starting to see this spear-phishing take off.”

]]> David Saltzman ab1c650b-485c-475a-ae7a-6bd5d6dabe05 Mon, 02 Aug 2021 11:00:00 -0400 1268 full false Ep #367: PBMs: Where There Is Mystery There Is Money - with Brian Butler Ep #367: PBMs: Where There Is Mystery There Is Money - with Brian Butler This week’s episode features a conversation with Brian Butler, Vice President of Client Development at Flipt. PBMs use several tactics which drive up the overall costs of medical benefits. This expense is shouldered by members and employers, increasing pharmacy spend and pushing up plan costs. Innovating this model requires consumer empowerment to make intelligent health care decisions and advisors armed with specialty knowledge and data to impart to their clients.

What You’ll Learn From This Episode:

  • 03:33 The scope of the financial impact of PBMs
  • 06:52 PBM tactics that drive up cost unnecessarily
  • 11:24 Empowering consumers with intelligent decisions
  • 14:27 Advisors can deliver value with specialty knowledge and data
  • 19:34 Future forecast and ushering disruptive solutions to the PBM problem

Quotes:

03:45 “You have roughly, you know, 500 billion dollars in drug spend with approximately a hundred to a hundred and twenty-five billion of that retained by middlemen. And there’s a variety of middlemen, it’s not just PBMs.”

05:05 “There’s definitely solutions to lower drug cost that can really be in almost a sponsored community effort to drive that revenue back into local communities.”

08:22 “While that zero dollar out of pocket cost you share as the member, your employer still picks up that remaining balance. And that remaining balance changes drastically.”

09:13 “It’s really important for me, as the consumer, to think about where am I going to fill this? It’s one of the highest cost, perhaps, medications or portions of spend in the health care benefit. And number two, are there any alternatives?”

12:30 “First and foremost is really leveraging technology to build a scalable solution and drive it directly to the member. Give them some incentives to participate in this consumerism model.”

]]> This week’s episode features a conversation with Brian Butler, Vice President of Client Development at Flipt. PBMs use several tactics which drive up the overall costs of medical benefits. This expense is shouldered by members and employers, increasing pharmacy spend and pushing up plan costs. Innovating this model requires consumer empowerment to make intelligent health care decisions and advisors armed with specialty knowledge and data to impart to their clients.

What You’ll Learn From This Episode:

  • 03:33 The scope of the financial impact of PBMs
  • 06:52 PBM tactics that drive up cost unnecessarily
  • 11:24 Empowering consumers with intelligent decisions
  • 14:27 Advisors can deliver value with specialty knowledge and data
  • 19:34 Future forecast and ushering disruptive solutions to the PBM problem

Quotes:

03:45 “You have roughly, you know, 500 billion dollars in drug spend with approximately a hundred to a hundred and twenty-five billion of that retained by middlemen. And there’s a variety of middlemen, it’s not just PBMs.”

05:05 “There’s definitely solutions to lower drug cost that can really be in almost a sponsored community effort to drive that revenue back into local communities.”

08:22 “While that zero dollar out of pocket cost you share as the member, your employer still picks up that remaining balance. And that remaining balance changes drastically.”

09:13 “It’s really important for me, as the consumer, to think about where am I going to fill this? It’s one of the highest cost, perhaps, medications or portions of spend in the health care benefit. And number two, are there any alternatives?”

12:30 “First and foremost is really leveraging technology to build a scalable solution and drive it directly to the member. Give them some incentives to participate in this consumerism model.”

]]> David Saltzman a817befd-8114-44f0-a5ad-63dad982191c Mon, 26 Jul 2021 11:00:00 -0400 1301 full false Ep #366: Can We Stop Hating RFPs? - With Steve Overton Ep #366: Can We Stop Hating RFPs? - With Steve Overton This week's episode features a conversation with Steve Overton, Co-founder, and CEO at Plansight. RFPs are difficult on advisors and extra hard of carriers who may or may not know how they are being represented to clients. Additionally, RFPs are time-consuming, difficult to decipher, and sometimes written with a particular carrier or plan in mind. Technology is being used to smooth out that process and make the RFP experience simpler and more equitable for all constituencies.

What You’ll Learn From This Episode:

  • 03:31 Introducing consistency into the Really Frustrating Process
  • 06:05 The RFP process fosters biases and can leave carriers misrepresented
  • 09:14 Innovating RFPs with real-time technology
  • 16:24 Advisor benefits with using Plansight

Quotes:

03:54 “The acronym obviously means request for proposal. A lot of people call it really frustrating process or really frantic process and you’re kind of putting everything together at the last minute.”

05:05 “We’re working to bring in some consistency into the process as well. Because you imagine, it’s tough for the broker but it’s also tough on the carrier.”

08:22 “Obviously there are some consistencies but the most consistent thing we found was none of these are all that great. You’re taking a lot of information and you’re distilling it down to a decision-making tool.”

10:34 “You can’t see who is who but you can see, you know, benefit features and you can see cost. And then you can make a judgment. Hey, can I get more competitive on this?”

17:18 “You might have 10 quotes or 2,000 quotes. You kind of narrow it down to what you want to present and you hit a little button and it builds all of the spreadsheet presentations for you.”

]]> This week's episode features a conversation with Steve Overton, Co-founder, and CEO at Plansight. RFPs are difficult on advisors and extra hard of carriers who may or may not know how they are being represented to clients. Additionally, RFPs are time-consuming, difficult to decipher, and sometimes written with a particular carrier or plan in mind. Technology is being used to smooth out that process and make the RFP experience simpler and more equitable for all constituencies.

What You’ll Learn From This Episode:

  • 03:31 Introducing consistency into the Really Frustrating Process
  • 06:05 The RFP process fosters biases and can leave carriers misrepresented
  • 09:14 Innovating RFPs with real-time technology
  • 16:24 Advisor benefits with using Plansight

Quotes:

03:54 “The acronym obviously means request for proposal. A lot of people call it really frustrating process or really frantic process and you’re kind of putting everything together at the last minute.”

05:05 “We’re working to bring in some consistency into the process as well. Because you imagine, it’s tough for the broker but it’s also tough on the carrier.”

08:22 “Obviously there are some consistencies but the most consistent thing we found was none of these are all that great. You’re taking a lot of information and you’re distilling it down to a decision-making tool.”

10:34 “You can’t see who is who but you can see, you know, benefit features and you can see cost. And then you can make a judgment. Hey, can I get more competitive on this?”

17:18 “You might have 10 quotes or 2,000 quotes. You kind of narrow it down to what you want to present and you hit a little button and it builds all of the spreadsheet presentations for you.”

]]> David Saltzman 055a4a6e-bf2e-4060-9944-d7d458fa70f8 Mon, 19 Jul 2021 11:00:00 -0400 1288 full false Ep #365: The DPC Model Is Hitting Specialties Now - with Mary Talley Bowden, M.D. Ep #365: The DPC Model Is Hitting Specialties Now - with Mary Talley Bowden, M.D. This week’s episode features a conversation with Mary Talley Bowden, M.D., an ENT from Houston, Texas and mother of 4 boys. After experiencing first-hand how traditional, insurance-driven practice models work against patients, Mary decided that she would innovate the patient experience in her own practice. By blending wellness and ENT, she has created a service that has vastly improved her patient satisfaction and catapulted her business to greater heights.

What You’ll Learn From This Episode:

  • 02:20 Mary’s frustrations with the traditional practice model
  • 05:03 Starting a practice and improving patient experience
  • 08:41 Mary’s wellness innovations to create patient-centric service
  • 16:18 Surgery is not the first option, it is the last resort
  • 18:26 Experiencing pushback with going cash-only basis

Quotes:

03:36 “I loved my physician but I hated the process. So I decided, if I go back, I’m not going to be beholden to insurance companies. I’m going to approach patient care with a more customer-friendly approach.”

10:04 “I don’t have a EMR, an electronic medical records. I hate those things because all it is people checking a bunch of boxes so they can get reimbursed by insurance at a higher rate.I take my own history and then I write a little note in the computer afterwards.”

12:53 “One of the key things I do that no other ENTs do is something called sinus therapy and it’s based off of what they do for patients with cystic fibrosis for their lungs called chest percussion therapy.”

17:08 “For me, I want to make sure that patient, before they get an operation, everything has been explored because surgery will not cure inflammation. So I really make a point of surgery being the last resort.”

]]> This week’s episode features a conversation with Mary Talley Bowden, M.D., an ENT from Houston, Texas and mother of 4 boys. After experiencing first-hand how traditional, insurance-driven practice models work against patients, Mary decided that she would innovate the patient experience in her own practice. By blending wellness and ENT, she has created a service that has vastly improved her patient satisfaction and catapulted her business to greater heights.

What You’ll Learn From This Episode:

  • 02:20 Mary’s frustrations with the traditional practice model
  • 05:03 Starting a practice and improving patient experience
  • 08:41 Mary’s wellness innovations to create patient-centric service
  • 16:18 Surgery is not the first option, it is the last resort
  • 18:26 Experiencing pushback with going cash-only basis

Quotes:

03:36 “I loved my physician but I hated the process. So I decided, if I go back, I’m not going to be beholden to insurance companies. I’m going to approach patient care with a more customer-friendly approach.”

10:04 “I don’t have a EMR, an electronic medical records. I hate those things because all it is people checking a bunch of boxes so they can get reimbursed by insurance at a higher rate.I take my own history and then I write a little note in the computer afterwards.”

12:53 “One of the key things I do that no other ENTs do is something called sinus therapy and it’s based off of what they do for patients with cystic fibrosis for their lungs called chest percussion therapy.”

17:08 “For me, I want to make sure that patient, before they get an operation, everything has been explored because surgery will not cure inflammation. So I really make a point of surgery being the last resort.”

]]> David Saltzman b349be53-fc9d-4ea1-b1a4-6bbd67f830b0 Mon, 12 Jul 2021 11:00:00 -0400 1236 full false Ep #364: An Agent by Any Other Name... - With Carl Schuessler, Jr. Ep #364: An Agent by Any Other Name... - With Carl Schuessler, Jr. This week’s episode features a conversation with Carl Schuessler, Jr., Managing Principal at Mitigate Partners. Acting as a fiduciary means acting as stewards that improve financial outcomes. There is an emphasis on trust that has become even more apparent with the creation of the Affordable Care Act. Fiduciaries also deliver active management as opposed to passive management, a beneficial role that provides massive savings.

What You’ll Learn From This Episode:

  • 02:08 Agent, advisor, and broker: A fiduciary role involves trust and stewardship role
  • 06:07 There are opportunities to act as fiduciaries in non-Erisa plans
  • 08:58 The Affordable Care Act made fiduciary roles even more relevant
  • 13:54 The differences between active and passive risk management
  • 17:54 Getting employers to partner with a fiduciary

Quotes:

03:48 “I think while there is an opportunity of the interpretation whether or not a consultant is a fiduciary of a health plan, I think there is no question that a properly aligned consultant is a steward of the employer’s plan.”

10:04 “When it (Affordable Care Act) came to existence in 2010, there has been an explosion of innovation. And you and I talked about this prior for an industry that was stagnant of 50 years. And so now, I think our role acting as a fiduciary and steward has never been more important.”

13:59 “Active management is an employer taking control of their healthplan spending with the right solutions built in and cost containment and risk mitigation to control their costs. And it’s also about improving member outcomes. And lastly, financial outcomes for both the members and the employers.”

18:38 “We go through what we call the 6 opportunities of health care: the cartel, lack of pricing transparency, medical billing errors, the traditional PPO discount game, the pharmaceutical shell game, and David you saw it because I gave that talk in Tampa, and the lack of information and data.”

]]> This week’s episode features a conversation with Carl Schuessler, Jr., Managing Principal at Mitigate Partners. Acting as a fiduciary means acting as stewards that improve financial outcomes. There is an emphasis on trust that has become even more apparent with the creation of the Affordable Care Act. Fiduciaries also deliver active management as opposed to passive management, a beneficial role that provides massive savings.

What You’ll Learn From This Episode:

  • 02:08 Agent, advisor, and broker: A fiduciary role involves trust and stewardship role
  • 06:07 There are opportunities to act as fiduciaries in non-Erisa plans
  • 08:58 The Affordable Care Act made fiduciary roles even more relevant
  • 13:54 The differences between active and passive risk management
  • 17:54 Getting employers to partner with a fiduciary

Quotes:

03:48 “I think while there is an opportunity of the interpretation whether or not a consultant is a fiduciary of a health plan, I think there is no question that a properly aligned consultant is a steward of the employer’s plan.”

10:04 “When it (Affordable Care Act) came to existence in 2010, there has been an explosion of innovation. And you and I talked about this prior for an industry that was stagnant of 50 years. And so now, I think our role acting as a fiduciary and steward has never been more important.”

13:59 “Active management is an employer taking control of their healthplan spending with the right solutions built in and cost containment and risk mitigation to control their costs. And it’s also about improving member outcomes. And lastly, financial outcomes for both the members and the employers.”

18:38 “We go through what we call the 6 opportunities of health care: the cartel, lack of pricing transparency, medical billing errors, the traditional PPO discount game, the pharmaceutical shell game, and David you saw it because I gave that talk in Tampa, and the lack of information and data.”

]]> David Saltzman 424eb919-3904-4e67-a2d0-07fc72f03224 Mon, 05 Jul 2021 11:00:00 -0400 1261 full false Ep #363: Direct Contracting - Doing It Right! - With T.J. Morrison Ep #363: Direct Contracting - Doing It Right! - With T.J. Morrison This week’s episode features a conversation with T.J. Morrison, President at Benefit Design Specialists. Direct contracting offers competitively priced bundles to patients and quick payments to providers. They carve out a niche away from networks while, at the same time, avoiding direct competition with them. Direct contracting uses data-based baseline pricing to set the most competitive rates for otherwise cost-inflated procedures.

What You’ll Learn From This Episode:

  • 01:51 What is direct contracting and what are its main benefits?
  • 08:55 Lowest cost healthcare provides the best quality
  • 10:26 Broker interest in direct contracting is driven by partially and self-funded plans
  • 14:30 Creating a database to set baseline rates
  • 18:22 Looking at metrics on the patient side

Quotes:

03:25 “Many times these providers, through health plans, are waiting a month to three months to get paid for services where the typical direct contracting contracts, they’re looking for seven to ten business day turnaround.”

04:31 “Direct contracting attacking a niche that a network can’t, but at the same time we’re not trying to be in competition with any type of network.”

08:55 “The highest quality providers are the lowest price because they know their metrics. They do so many knees, hips, spinal fusions, colonoscopies, what have you that they know how long that surgeon should be in the room.”

13:49 “Good direct contracting model, you’re looking for that 30 to 80 percent savings on any given procedure, but ultimately you’re really pulling on that regional healthcare approach and a new line of revenue for the centers. That’s what gets them to act.”

17:11 “In doing all that work behind the scenes, what that helped create from a direct contracting standpoint is now we have a baseline on where we want our procedures and we know where we’re creating that value.”

]]> This week’s episode features a conversation with T.J. Morrison, President at Benefit Design Specialists. Direct contracting offers competitively priced bundles to patients and quick payments to providers. They carve out a niche away from networks while, at the same time, avoiding direct competition with them. Direct contracting uses data-based baseline pricing to set the most competitive rates for otherwise cost-inflated procedures.

What You’ll Learn From This Episode:

  • 01:51 What is direct contracting and what are its main benefits?
  • 08:55 Lowest cost healthcare provides the best quality
  • 10:26 Broker interest in direct contracting is driven by partially and self-funded plans
  • 14:30 Creating a database to set baseline rates
  • 18:22 Looking at metrics on the patient side

Quotes:

03:25 “Many times these providers, through health plans, are waiting a month to three months to get paid for services where the typical direct contracting contracts, they’re looking for seven to ten business day turnaround.”

04:31 “Direct contracting attacking a niche that a network can’t, but at the same time we’re not trying to be in competition with any type of network.”

08:55 “The highest quality providers are the lowest price because they know their metrics. They do so many knees, hips, spinal fusions, colonoscopies, what have you that they know how long that surgeon should be in the room.”

13:49 “Good direct contracting model, you’re looking for that 30 to 80 percent savings on any given procedure, but ultimately you’re really pulling on that regional healthcare approach and a new line of revenue for the centers. That’s what gets them to act.”

17:11 “In doing all that work behind the scenes, what that helped create from a direct contracting standpoint is now we have a baseline on where we want our procedures and we know where we’re creating that value.”

]]> David Saltzman 80dcfadc-6cbb-477c-a0ee-0b9936e9142c Mon, 21 Jun 2021 11:00:00 -0400 1282 full false Ep #362: COVID Fades. Opioids Remain. - With Mike Vasquez Ep #362: COVID Fades. Opioids Remain. - With Mike Vasquez This week’s episode features a conversation with Mike Vasquez, CEO and Founder at Opioid Clinical Management. The opioid crisis has been largely ignored for the past 15 months but this doesn't mean it has gone away. Novel withdrawal symptom indicators help advisors and employers identify the differences in addiction and withdrawal patterns. This allows employers to intervene with the providers to reduce their spend while safeguarding the health of members.

What You’ll Learn From This Episode:

  • 02:08 Opioid deaths reached an all-time high in 2020
  • 07:49 The direct and indirect costs of opioid addiction
  • 10:37 How employers can identify withdrawal symptoms of opioid addiction
  • 13:53 Withdrawal symptom indicators are the primary cost drivers
  • 15:46 Educating advisors and employers on the scope of the problem
  • 18:10 Intervening the providers instead of the members who are suffering

Quotes:

09:32 “We found 4 key indicators as we looked at and those were indicators inside of orthopedics, indicators inside of general surgery, indicators inside of injury itself, and in chronic pain management.”

10:02 “We find that we can reduce about 75% of the health plan spend which can correlate to as much as 10% of the total medical spend tied to just directly to opioids.”

11:38 “This is not an abuse pattern, this is not an addiction pattern, this is an intentional overprescribing indicator of a provider. These are the unintentional indicators that are happening just in everyday opioid usage.”

14:06 “The cost drivers are these unseen, unidentified health care side effects. So some people are aware of drug side effects, some people are aware of drug interactions, and what the doctors aren’t aware of the withdrawal symptoms. We call these withdrawal symptom indicators.”

18:35 “We are able to identify the provider who’s creating these costs as opposed to the member who’s experiencing them.”

]]> This week’s episode features a conversation with Mike Vasquez, CEO and Founder at Opioid Clinical Management. The opioid crisis has been largely ignored for the past 15 months but this doesn't mean it has gone away. Novel withdrawal symptom indicators help advisors and employers identify the differences in addiction and withdrawal patterns. This allows employers to intervene with the providers to reduce their spend while safeguarding the health of members.

What You’ll Learn From This Episode:

  • 02:08 Opioid deaths reached an all-time high in 2020
  • 07:49 The direct and indirect costs of opioid addiction
  • 10:37 How employers can identify withdrawal symptoms of opioid addiction
  • 13:53 Withdrawal symptom indicators are the primary cost drivers
  • 15:46 Educating advisors and employers on the scope of the problem
  • 18:10 Intervening the providers instead of the members who are suffering

Quotes:

09:32 “We found 4 key indicators as we looked at and those were indicators inside of orthopedics, indicators inside of general surgery, indicators inside of injury itself, and in chronic pain management.”

10:02 “We find that we can reduce about 75% of the health plan spend which can correlate to as much as 10% of the total medical spend tied to just directly to opioids.”

11:38 “This is not an abuse pattern, this is not an addiction pattern, this is an intentional overprescribing indicator of a provider. These are the unintentional indicators that are happening just in everyday opioid usage.”

14:06 “The cost drivers are these unseen, unidentified health care side effects. So some people are aware of drug side effects, some people are aware of drug interactions, and what the doctors aren’t aware of the withdrawal symptoms. We call these withdrawal symptom indicators.”

18:35 “We are able to identify the provider who’s creating these costs as opposed to the member who’s experiencing them.”

]]> David Saltzman ad181b2e-308c-4701-b7d5-4f2346c83282 Mon, 14 Jun 2021 11:00:00 -0400 1314 full false Ep #361: Reconnecting With Happiness - with Silvia Garcia Ep #361: Reconnecting With Happiness - with Silvia Garcia This week’s episode features a conversation with Silvia Garcia, Founder and CEO of Feel Logic and Happiest Places to Work and Former Global Director of the Happiness Institute of Coca-Cola. The topic of happiness, what it is and how do we achieve it, has been magnified by the pandemic. In the workplace, there are 8 ways that employers can facilitate happiness including increasing employee recognition, building a social support system, and focusing on personal growth.

What You’ll Learn From This Episode:

  • 02:08 Defining happiness and being empowered to hope for a better future
  • 04:59 The science of happiness and positive leadership
  • 07:58 Happiness in the workplace for small companies
  • 12:18 Concrete steps employers can do to facilitate happiness
  • 18:24 Looking to the future: The positive and negative ways technology affects happiness

Quotes:

02:29 “There’s something common which is, despite anything that happens that sends a feeling that a possible future that is better than today’s possible and that each of us can do something to get there.”

05:21 “We are driven by our emotions. Then we control them, we reflect over them but many, we are not aware of them. And they are powerful drivers of our decisions.”

08:45 “This is for everybody because the ingredients are not different whether this is a big or small company. The ingredients of happiness and happiness at work are the same.”

16:06 “Create some kind surprises to bring pleasure and surprises from time to time. Isn’t it like any relationship? We like surprises, so sometimes do that.”

16:19 “Play a lot with recognition. Part of us need it to be in a group is because we need to feel valued. So play on the recognition and do not only recognize the outcome, when things go great.”

]]> This week’s episode features a conversation with Silvia Garcia, Founder and CEO of Feel Logic and Happiest Places to Work and Former Global Director of the Happiness Institute of Coca-Cola. The topic of happiness, what it is and how do we achieve it, has been magnified by the pandemic. In the workplace, there are 8 ways that employers can facilitate happiness including increasing employee recognition, building a social support system, and focusing on personal growth.

What You’ll Learn From This Episode:

  • 02:08 Defining happiness and being empowered to hope for a better future
  • 04:59 The science of happiness and positive leadership
  • 07:58 Happiness in the workplace for small companies
  • 12:18 Concrete steps employers can do to facilitate happiness
  • 18:24 Looking to the future: The positive and negative ways technology affects happiness

Quotes:

02:29 “There’s something common which is, despite anything that happens that sends a feeling that a possible future that is better than today’s possible and that each of us can do something to get there.”

05:21 “We are driven by our emotions. Then we control them, we reflect over them but many, we are not aware of them. And they are powerful drivers of our decisions.”

08:45 “This is for everybody because the ingredients are not different whether this is a big or small company. The ingredients of happiness and happiness at work are the same.”

16:06 “Create some kind surprises to bring pleasure and surprises from time to time. Isn’t it like any relationship? We like surprises, so sometimes do that.”

16:19 “Play a lot with recognition. Part of us need it to be in a group is because we need to feel valued. So play on the recognition and do not only recognize the outcome, when things go great.”

]]> David Saltzman f92aabec-ce80-4749-83a3-34fa92d10622 Mon, 07 Jun 2021 11:00:00 -0400 1308 full false Ep# 360: Taming "The Other" Claims Cost Monster - with Surya Singh Ep# 360: Taming "The Other" Claims Cost Monster - with Surya Singh This week’s episode features a conversation with Surya Singh, CEO and Co-founder at gWell. Muskoskeletal claims are growing monster that gobbles up claims spends. Cutting-edge tech in genomics, AI, and machine learning help create diagnostics for the best treatments since many chronic conditions have genetic markers associated with them. At the same time, this technology cuts costs by as much as a third of current spends, a significant percentage that's of interest to employers and patients alike.

What You’ll Learn From This Episode:

  • 01:57 Surya’s professional background
  • 03:44 Musculoskeletal claims: Rising costs associated with longer lives
  • 06:14 Genomics and genetics help diagnose chronic conditions
  • 13:46 AI and machine learning accurately determine the recovery time of patients
  • 18:46 Genetic testing and genomics cut overall spend by a third

Quotes:

05:06 “People are surviving longer and so after you get that first knee surgery, arthroscopic knee procedure, even a knee replacement or hip replacement, you may outlive it. You may live long enough that you need another one now.”

08:41 “For almost every common chronic disease or condition that develops, there are multiple genes at play. And not only are there multiple genes at play, those genes are expressed, they are used, in different combinations and at different levels by the body.”

15:39 “We can understand which of those pathways are the ones that are leading to better form and function, leading to better phenotypic outcomes for people. Artificial intelligence and machine learning are a way to be able to do that.”

18:22 “Which genetic markers that dictate whether or not they respond well to e-centric exercise, the weight-bearing exercise, and how long their recovery periods are in between can really help dictate are they out from being functional again for 2 weeks or a month or 6 months.”

20:30 “One thing I worry about in terms of making sure that the impact is as broad as it can be in terms of economics and in terms of value, and also to use another little cliche that’s used a lot now, that no one is left behind so to speak.”

]]> This week’s episode features a conversation with Surya Singh, CEO and Co-founder at gWell. Muskoskeletal claims are growing monster that gobbles up claims spends. Cutting-edge tech in genomics, AI, and machine learning help create diagnostics for the best treatments since many chronic conditions have genetic markers associated with them. At the same time, this technology cuts costs by as much as a third of current spends, a significant percentage that's of interest to employers and patients alike.

What You’ll Learn From This Episode:

  • 01:57 Surya’s professional background
  • 03:44 Musculoskeletal claims: Rising costs associated with longer lives
  • 06:14 Genomics and genetics help diagnose chronic conditions
  • 13:46 AI and machine learning accurately determine the recovery time of patients
  • 18:46 Genetic testing and genomics cut overall spend by a third

Quotes:

05:06 “People are surviving longer and so after you get that first knee surgery, arthroscopic knee procedure, even a knee replacement or hip replacement, you may outlive it. You may live long enough that you need another one now.”

08:41 “For almost every common chronic disease or condition that develops, there are multiple genes at play. And not only are there multiple genes at play, those genes are expressed, they are used, in different combinations and at different levels by the body.”

15:39 “We can understand which of those pathways are the ones that are leading to better form and function, leading to better phenotypic outcomes for people. Artificial intelligence and machine learning are a way to be able to do that.”

18:22 “Which genetic markers that dictate whether or not they respond well to e-centric exercise, the weight-bearing exercise, and how long their recovery periods are in between can really help dictate are they out from being functional again for 2 weeks or a month or 6 months.”

20:30 “One thing I worry about in terms of making sure that the impact is as broad as it can be in terms of economics and in terms of value, and also to use another little cliche that’s used a lot now, that no one is left behind so to speak.”

]]> David Saltzman 38baa922-93b4-4579-9513-92f22590f6b8 Mon, 31 May 2021 11:00:00 -0400 1324 full false Ep #359: In Pursuit of the Elusive Health Care Double - with Suzanne Delbanco Ep #359: In Pursuit of the Elusive Health Care Double - with Suzanne Delbanco This week’s episode features a conversation with Suzanne Delbanco, Executive Director at Catalyst for Payment Reform. Consolidation in the provider marketplace has detrimental effects on patients, such as provider unwillingness to change in favor of improved patient experience. In policy reform, the central issue is price transparency remains a battleground where Suzanne is very active. She also comments on the recent uptick in direct contracting solutions and the incoming changes ushered by the pandemic.

What You’ll Learn From This Episode:

  • 01:43 Suzanne’s background: Changing the healthcare system for 10 years
  • 05:34 Payment reform: The state of provider marketplace consolidation today
  • 13:34 Advising policy reform on price transparency
  • 17:46 Direct contracting is not a broadscale solution
  • 20:17 Near future changes triggered by COVID-19

Quotes:

03:40 “Employers, states, Medicaid agencies, unions, universities who have lots of staff who have to buy healthcare for big populations, I’m trying to help them create a shared agenda for pushing the marketplace to be more responsive to the needs of those who buy and use healthcare.”

08:02 “We might come up with a perfect method of payment but if the price is too high, it doesn’t exactly bring better value.”

09:45 “When you have an increasingly consolidated healthcare provider marketplace, which means that providers have the market power and they are essentially calling the shots, it’s not only price that suffers but it can even be willingness to experiment.”

16:25 “The health policy commission, the data analysis institute that they’ve established and their sort of partnership and work with the attorney general’s office, has given Massachusetts insight into the working of their market that’s unparalleled.”

18:22 “I don’t think it will ever be a broadscale solution and it’s for very simple reasons that most employer purchaser organizations do not have the sophistication and the bandwidth to do this on their own.”

]]> This week’s episode features a conversation with Suzanne Delbanco, Executive Director at Catalyst for Payment Reform. Consolidation in the provider marketplace has detrimental effects on patients, such as provider unwillingness to change in favor of improved patient experience. In policy reform, the central issue is price transparency remains a battleground where Suzanne is very active. She also comments on the recent uptick in direct contracting solutions and the incoming changes ushered by the pandemic.

What You’ll Learn From This Episode:

  • 01:43 Suzanne’s background: Changing the healthcare system for 10 years
  • 05:34 Payment reform: The state of provider marketplace consolidation today
  • 13:34 Advising policy reform on price transparency
  • 17:46 Direct contracting is not a broadscale solution
  • 20:17 Near future changes triggered by COVID-19

Quotes:

03:40 “Employers, states, Medicaid agencies, unions, universities who have lots of staff who have to buy healthcare for big populations, I’m trying to help them create a shared agenda for pushing the marketplace to be more responsive to the needs of those who buy and use healthcare.”

08:02 “We might come up with a perfect method of payment but if the price is too high, it doesn’t exactly bring better value.”

09:45 “When you have an increasingly consolidated healthcare provider marketplace, which means that providers have the market power and they are essentially calling the shots, it’s not only price that suffers but it can even be willingness to experiment.”

16:25 “The health policy commission, the data analysis institute that they’ve established and their sort of partnership and work with the attorney general’s office, has given Massachusetts insight into the working of their market that’s unparalleled.”

18:22 “I don’t think it will ever be a broadscale solution and it’s for very simple reasons that most employer purchaser organizations do not have the sophistication and the bandwidth to do this on their own.”

]]> David Saltzman 6ee5c58d-afbc-432f-a3a8-edebb56c0ea2 Mon, 24 May 2021 11:00:00 -0400 1359 full false Ep #358: THAT is The Question - with Robert Pfeiffer Ep #358: THAT is The Question - with Robert Pfeiffer This week’s episode features a conversation with Robert Pfeiffer, Principal at Disruptive Strategies. Disruption has become inevitable in avoiding increasing annual premiums. From going self-funded to fully utilizing technologies like on-site clinics and telehealth, employers can now confidently choose lower-cost healthcare without any loss in quality. New agile healthcare community facilities also drive down costs while also helping increase compliance, resulting in more accessible healthcare to even more patients.

What You’ll Learn From This Episode:

  • 04:38 Going for self-funded to provide reliable healthcare
  • 07:42 Using telehealth to enhance the physician-patient relationship
  • 10:03 Lower cost does not mean inferior healthcare
  • 15:44 Micro-scaling: Agile healthcare community facilities and specialty clinics
  • 18:01 Entering communities and partnering with local facilities

Quotes:

03:56 “It used to be employers of 500 or more that would look at self-funding and I see employers today in the range of 40 or 50 employees trying to change the game for healthcare because they’re just sick and tired of 8 to 10% bumps in their premiums.”

08:12 “I think you need to have, first and foremost, that relationship with a physician or mid-level provider who has all of your medical records, knows your family history, and can really guide you down the healthcare continuum.”

11:42 “There is no correlation between cost and quality in healthcare. And you’re absolutely right, in most cases it’s quite the reverse. Some of the best physicians in the country are doing work for far less than you might even be able to get it locally.”

15:30 “If we’re saving them let’s say 10% a year, that’s 1.2 to 1.5 million each and every year that they’re going to be saving on the medical plan. The cost of the rent and the facility over time become a very small factor in making that decision.”

17:17 “In almost every primary care clinic we have, there is some sort of pharmaceutical arrangement for particularly the maintenance medications. As an example, I have a DPC doctor myself and I pay 8 bucks a year for my blood pressure medication.”

]]> This week’s episode features a conversation with Robert Pfeiffer, Principal at Disruptive Strategies. Disruption has become inevitable in avoiding increasing annual premiums. From going self-funded to fully utilizing technologies like on-site clinics and telehealth, employers can now confidently choose lower-cost healthcare without any loss in quality. New agile healthcare community facilities also drive down costs while also helping increase compliance, resulting in more accessible healthcare to even more patients.

What You’ll Learn From This Episode:

  • 04:38 Going for self-funded to provide reliable healthcare
  • 07:42 Using telehealth to enhance the physician-patient relationship
  • 10:03 Lower cost does not mean inferior healthcare
  • 15:44 Micro-scaling: Agile healthcare community facilities and specialty clinics
  • 18:01 Entering communities and partnering with local facilities

Quotes:

03:56 “It used to be employers of 500 or more that would look at self-funding and I see employers today in the range of 40 or 50 employees trying to change the game for healthcare because they’re just sick and tired of 8 to 10% bumps in their premiums.”

08:12 “I think you need to have, first and foremost, that relationship with a physician or mid-level provider who has all of your medical records, knows your family history, and can really guide you down the healthcare continuum.”

11:42 “There is no correlation between cost and quality in healthcare. And you’re absolutely right, in most cases it’s quite the reverse. Some of the best physicians in the country are doing work for far less than you might even be able to get it locally.”

15:30 “If we’re saving them let’s say 10% a year, that’s 1.2 to 1.5 million each and every year that they’re going to be saving on the medical plan. The cost of the rent and the facility over time become a very small factor in making that decision.”

17:17 “In almost every primary care clinic we have, there is some sort of pharmaceutical arrangement for particularly the maintenance medications. As an example, I have a DPC doctor myself and I pay 8 bucks a year for my blood pressure medication.”

]]> David Saltzman 1027e4fc-316a-4428-bf05-a0a2e392e863 Mon, 10 May 2021 11:00:00 -0400 1295 full false Ep #357: What is Optimized Medication Therapy and Why Does Your Plan Need It? - with Mike Case Haub Ep #357: What is Optimized Medication Therapy and Why Does Your Plan Need It? - with Mike Case Haub This week’s episode features a conversation with Mike Case Haub, CEO at CHC Health. Optimized medication can reveal drug therapy problems that patients were not even aware of, as well as determine if lower-tier medications can work just as well or better than current prescriptions. This translates to cost savings to employees and employers. These conversations also reveal to patients what drugs they have to take and why, therefore increasing adherence and patient buy-in.

What You’ll Learn From This Episode:

  • 01:39 How optimized medication therapy can benefit patients
  • 06:55 Pharmacogenetic testing becomes more accessible
  • 08:22 Tailor-fitting optimized medications in plans
  • 11:09 Cost savings for employers and increasing user engagement
  • 14:39 Increasing adherence with customized and emphatic plans

Quotes:

02:28 “Also, we can look at it from a cost perspective too. Oftentimes, we’re finding patients that might be on a higher-tier, so maybe they’re on a third-tier medication, and there may be some more cost alternatives for that patient.”

03:05 “We actually have a negative return on investment on medications in the US, so for every $1 we spend on a medication, we spend another $1.17 to reverse the effects of that medication.”

12:04 “Hey, if I can make sure our employees that maybe are having depression issues, if we can make sure they’re on the right medications and they feel supported, they’re more likely to show up to work and be productive.”

14:54 “My focus, well what we try to focus on, is yes we want to make sure patients are adherent but we want to make sure they’re adherent to the right drug therapy.”

15:41 “Adherence is driven primarily by the likelihood that [patients] feel like this is an important medication for them to be taking and that there’s a reason for them to be taking it.”

]]> This week’s episode features a conversation with Mike Case Haub, CEO at CHC Health. Optimized medication can reveal drug therapy problems that patients were not even aware of, as well as determine if lower-tier medications can work just as well or better than current prescriptions. This translates to cost savings to employees and employers. These conversations also reveal to patients what drugs they have to take and why, therefore increasing adherence and patient buy-in.

What You’ll Learn From This Episode:

  • 01:39 How optimized medication therapy can benefit patients
  • 06:55 Pharmacogenetic testing becomes more accessible
  • 08:22 Tailor-fitting optimized medications in plans
  • 11:09 Cost savings for employers and increasing user engagement
  • 14:39 Increasing adherence with customized and emphatic plans

Quotes:

02:28 “Also, we can look at it from a cost perspective too. Oftentimes, we’re finding patients that might be on a higher-tier, so maybe they’re on a third-tier medication, and there may be some more cost alternatives for that patient.”

03:05 “We actually have a negative return on investment on medications in the US, so for every $1 we spend on a medication, we spend another $1.17 to reverse the effects of that medication.”

12:04 “Hey, if I can make sure our employees that maybe are having depression issues, if we can make sure they’re on the right medications and they feel supported, they’re more likely to show up to work and be productive.”

14:54 “My focus, well what we try to focus on, is yes we want to make sure patients are adherent but we want to make sure they’re adherent to the right drug therapy.”

15:41 “Adherence is driven primarily by the likelihood that [patients] feel like this is an important medication for them to be taking and that there’s a reason for them to be taking it.”

]]> David Saltzman 3e6723b4-d1b2-499c-8913-b8ba4126483c Mon, 03 May 2021 11:00:00 -0400 1379 full false Ep #356: Making Direct Contracting More . . . Direct - with Doug Geinzer Ep #356: Making Direct Contracting More . . . Direct - with Doug Geinzer This week’s episode features a conversation with Doug Geinzer, Founder and President at High Performance Providers. Bundled plans provide cost benefits to providers while also connecting patients to quality healthcare. Direct contracting gives patients lower costs which are transparent upfront and provides options for destination medicine too. For an even more attractive offer, patients also get safety guarantees in high performance networks with proven reliability.

What You’ll Learn From This Episode:

  • 01:51 Direct contracting: Benefits for both purchasers and providers
  • 09:06 Bundled plans for destination medicine
  • 12:04 Tailored bundles, hospital transfer agreement, and superior service
  • 16:04 Connecting patients to quality healthcare

Quotes:

04:32 “In a bundled arrangement, the terms are negotiated before the surgery even occurs. So there is a flat amount. It’s transparent and that purchaser writes one check rather than multiple checks.”

05:52 “The purchasers want it to be easy. The providers want to earn more money. And this satisfies both of their needs.”

07:43 “From the provider side, you’re eliminating your administrative department that is doing the billing, the coding, the appeals, the collections, everything that comes with it. They’re spending about 27% of what they’re billing collecting what they charged.”

08:52 “Patient doesn’t have any patient obligations, so the plan will waive the co-pay and the deductibles for the patient because they’re saving so much money and they know they’re going to be able to get that patient back to work sooner.”

19:23 “With all of the providers that I work with personally, they have to publish their outcomes every year. So now their outcomes are out there because we need to guarantee that we are in the upper 5 percentile of the practitioners in the United States.”

]]> This week’s episode features a conversation with Doug Geinzer, Founder and President at High Performance Providers. Bundled plans provide cost benefits to providers while also connecting patients to quality healthcare. Direct contracting gives patients lower costs which are transparent upfront and provides options for destination medicine too. For an even more attractive offer, patients also get safety guarantees in high performance networks with proven reliability.

What You’ll Learn From This Episode:

  • 01:51 Direct contracting: Benefits for both purchasers and providers
  • 09:06 Bundled plans for destination medicine
  • 12:04 Tailored bundles, hospital transfer agreement, and superior service
  • 16:04 Connecting patients to quality healthcare

Quotes:

04:32 “In a bundled arrangement, the terms are negotiated before the surgery even occurs. So there is a flat amount. It’s transparent and that purchaser writes one check rather than multiple checks.”

05:52 “The purchasers want it to be easy. The providers want to earn more money. And this satisfies both of their needs.”

07:43 “From the provider side, you’re eliminating your administrative department that is doing the billing, the coding, the appeals, the collections, everything that comes with it. They’re spending about 27% of what they’re billing collecting what they charged.”

08:52 “Patient doesn’t have any patient obligations, so the plan will waive the co-pay and the deductibles for the patient because they’re saving so much money and they know they’re going to be able to get that patient back to work sooner.”

19:23 “With all of the providers that I work with personally, they have to publish their outcomes every year. So now their outcomes are out there because we need to guarantee that we are in the upper 5 percentile of the practitioners in the United States.”

]]> David Saltzman 5dec1b9e-7c7d-4fb5-ab68-d95a48feb0af Mon, 26 Apr 2021 11:00:00 -0400 1290 full false Ep #355: Changing Behavior is a Tricky Recipe - with Matt Scovil Ep #355: Changing Behavior is a Tricky Recipe - with Matt Scovil This week’s episode features a conversation with Matt Scovil, CEO at Medefy. Apps and AI are essential pieces in modern healthcare but having real people communicate with members, using technology to assist, has produced significantly higher engagement. Also, a multi-channel approach that involves the entire household empowers individual members to make much more informed healthcare decisions.

What You’ll Learn From This Episode:

  • 01:58 Outdated methods cause a lack of member engagement
  • 05:05 Using AI and apps to support rather than be the face of healthcare products
  • 11:34 Opening up communication channels that members want to engage with
  • 17:05 Reaching out to demographics with a multi-channel approach

Quotes:

03:32 “In the 2000s, people are different. They want to consume things differently. They want to interact with things differently. And so the scope of the problem really fell on how do we get down to the user level, the patient level, the member level, and do things the way they want to do.”

06:24 “We have found the best fit for those types of machine learning AI pieces is to support a real person rather than try to make it the face of the product, which is still very much lacking in terms of complexity for the average healthcare experience.”

13:37 “We’re able to reach out to the population live and because it’s real people, we’re starting these communications or these conversations and people reach back. They want to talk. They don’t turn off these notifications. They want to be engaged.”

17:51 “Getting the spouse engaged if it’s a heavy blue-collar male-dominated group, you know, the female of the household makes 85% of the healthcare decisions on average for her family. So getting her engaged is very, very important.”

19:08 “People have the best health outcomes when they can talk to somebody that already knew what to do.”

]]> This week’s episode features a conversation with Matt Scovil, CEO at Medefy. Apps and AI are essential pieces in modern healthcare but having real people communicate with members, using technology to assist, has produced significantly higher engagement. Also, a multi-channel approach that involves the entire household empowers individual members to make much more informed healthcare decisions.

What You’ll Learn From This Episode:

  • 01:58 Outdated methods cause a lack of member engagement
  • 05:05 Using AI and apps to support rather than be the face of healthcare products
  • 11:34 Opening up communication channels that members want to engage with
  • 17:05 Reaching out to demographics with a multi-channel approach

Quotes:

03:32 “In the 2000s, people are different. They want to consume things differently. They want to interact with things differently. And so the scope of the problem really fell on how do we get down to the user level, the patient level, the member level, and do things the way they want to do.”

06:24 “We have found the best fit for those types of machine learning AI pieces is to support a real person rather than try to make it the face of the product, which is still very much lacking in terms of complexity for the average healthcare experience.”

13:37 “We’re able to reach out to the population live and because it’s real people, we’re starting these communications or these conversations and people reach back. They want to talk. They don’t turn off these notifications. They want to be engaged.”

17:51 “Getting the spouse engaged if it’s a heavy blue-collar male-dominated group, you know, the female of the household makes 85% of the healthcare decisions on average for her family. So getting her engaged is very, very important.”

19:08 “People have the best health outcomes when they can talk to somebody that already knew what to do.”

]]> David Saltzman cc04b366-30e8-44f2-89d3-a345da337109 Mon, 19 Apr 2021 11:00:00 -0400 1296 full false Ep #354: Delivering LEGENDARY Customer Service - with Dave Romeo Ep #354: Delivering LEGENDARY Customer Service - with Dave Romeo This week’s episode features a conversation with Dave Romeo, author of "How to Wow! — The Art of Consistently Delivering Legendary Customer Service." Giving customers a user experience they'll remember is not complicated. It does however require a genuine demonstration of your desire to help. Not only does this spark lasting connections, but it also returns your investment several times over.

What You’ll Learn From This Episode:

  • 04:11 Customer experience is the next competitive battleground
  • 06:51 The bank story: A lesson in delivering legendary customer service
  • 14:31 How to deliver customer service
  • 19:03 The $4,000 thank you card

Quotes:

04:25 “When you can demonstrate to your customers that it’s more important to you that they have a great experience doing business with you than it is to them, they will be wowed.”

14:34 “It’s very easy to know what legendary customer service looks like when you’re a customer. But sometimes when we’re supposed to be delivering to our customers, we forget about that.”

14:56 “If the obstacle is a commandment, obey it. If it’s a law, change it. If it’s a rule, break it. And if it’s a policy, ignore it. And that’s good advice if you want to deliver legendary customer service to your customers.”

18:39 “I found that if I memorized people’s names, they pay attention, they stay engaged, and they never forget it.”

21:32 “Little things don’t mean a lot. They mean everything.”

]]> This week’s episode features a conversation with Dave Romeo, author of "How to Wow! — The Art of Consistently Delivering Legendary Customer Service." Giving customers a user experience they'll remember is not complicated. It does however require a genuine demonstration of your desire to help. Not only does this spark lasting connections, but it also returns your investment several times over.

What You’ll Learn From This Episode:

  • 04:11 Customer experience is the next competitive battleground
  • 06:51 The bank story: A lesson in delivering legendary customer service
  • 14:31 How to deliver customer service
  • 19:03 The $4,000 thank you card

Quotes:

04:25 “When you can demonstrate to your customers that it’s more important to you that they have a great experience doing business with you than it is to them, they will be wowed.”

14:34 “It’s very easy to know what legendary customer service looks like when you’re a customer. But sometimes when we’re supposed to be delivering to our customers, we forget about that.”

14:56 “If the obstacle is a commandment, obey it. If it’s a law, change it. If it’s a rule, break it. And if it’s a policy, ignore it. And that’s good advice if you want to deliver legendary customer service to your customers.”

18:39 “I found that if I memorized people’s names, they pay attention, they stay engaged, and they never forget it.”

21:32 “Little things don’t mean a lot. They mean everything.”

]]> David Saltzman de5a841b-044c-4b99-962d-2dbc6465e244 Mon, 05 Apr 2021 11:00:00 -0400 1383 full false Ep #353: Creating Good News At Bad Times - with Matt Newman Ep #353: Creating Good News At Bad Times - with Matt Newman This week’s episode features a conversation with Matt Newman, best-selling author of "Starting at the Finish Line." Cancer is not a solitary disease and Matt shares his family's journey with it and how it eventually afflicted him too. Writing was his catharsis and his ability to strengthen others and teach that their conditions do define them became his inspiration for writing his book. Matt teaches that negativity gains you nothing while positivity leads to success.

What You’ll Learn From This Episode:

  • 04:30 A family history of cancer leads to Matt’s diagnosis of brain cancer
  • 12:18 Lessons from Larry: Finding strength and the fragility of life
  • 14:39 Writing as a catharsis and inspiring people on a global scale
  • 18:24 Surround yourself with positivity and success follows

Quotes:

06:32 “The reality is people want what they can’t get. They want life insurance after they can’t get it, long-term care after they can’t get it, a financial plan if they lose 30%, and I would preach every day of the necessity of why we need these plans.”

12:24 “I used to believe in irony. I stopped believing in irony. And I understood that he put in that place to teach me how to act, how to have independence, how to have dignity, how to fight, how to be there for family.”

13:39 “One of the greatest lessons in life in the deepest, darkest of times, we’re given this new set of lenses that we look through them, we see life absolutely differently when we’re understanding how fragile things can really be.”

13:53 “Strength is not how big your arms are. Strength is now how much you bench press. Strength is something that’s located deep down in our bellies at those deepest and darkest of times. We can find it. We can grab it. We can own it.”

18:45 “When you surround yourself with negativity, nothing good comes out of it. And you have to learn to live. It’s sometimes not about tomorrow, it’s not about yesterday, it’s about now. It’s about living in the moment and appreciating the now, right now.”

]]> This week’s episode features a conversation with Matt Newman, best-selling author of "Starting at the Finish Line." Cancer is not a solitary disease and Matt shares his family's journey with it and how it eventually afflicted him too. Writing was his catharsis and his ability to strengthen others and teach that their conditions do define them became his inspiration for writing his book. Matt teaches that negativity gains you nothing while positivity leads to success.

What You’ll Learn From This Episode:

  • 04:30 A family history of cancer leads to Matt’s diagnosis of brain cancer
  • 12:18 Lessons from Larry: Finding strength and the fragility of life
  • 14:39 Writing as a catharsis and inspiring people on a global scale
  • 18:24 Surround yourself with positivity and success follows

Quotes:

06:32 “The reality is people want what they can’t get. They want life insurance after they can’t get it, long-term care after they can’t get it, a financial plan if they lose 30%, and I would preach every day of the necessity of why we need these plans.”

12:24 “I used to believe in irony. I stopped believing in irony. And I understood that he put in that place to teach me how to act, how to have independence, how to have dignity, how to fight, how to be there for family.”

13:39 “One of the greatest lessons in life in the deepest, darkest of times, we’re given this new set of lenses that we look through them, we see life absolutely differently when we’re understanding how fragile things can really be.”

13:53 “Strength is not how big your arms are. Strength is now how much you bench press. Strength is something that’s located deep down in our bellies at those deepest and darkest of times. We can find it. We can grab it. We can own it.”

18:45 “When you surround yourself with negativity, nothing good comes out of it. And you have to learn to live. It’s sometimes not about tomorrow, it’s not about yesterday, it’s about now. It’s about living in the moment and appreciating the now, right now.”

]]> David Saltzman 2cabe7db-088e-47a0-b944-5403a470e395 Mon, 29 Mar 2021 11:00:00 -0400 1219 full false Ep #352: Satisfy Employers and Employees With a Great UX - With Sara Hames Ep #352: Satisfy Employers and Employees With a Great UX - With Sara Hames This week’s episode features a conversation with Sara Hames, Principal at NBS Advisors. Navigating health plans is a complicated process BUT it shouldn't be. By simplifying the available options and providing a phone number to call, members and employers can make the most informed decisions for them. Also, providing a better healthcare experience involves educating advisors on attractive packages and networks that they can actually offer their clients.

What You’ll Learn From This Episode:

  • 02:54 Improving health plan members’ user experience
  • 05:27 Simplifying healthcare shopping for more informed decisions
  • 11:16 Conversations personalize the healthcare experience
  • 13:20 Educating advisors on available plans and networks
  • 17:19 Provide an aggregator number and the clients will come

Quotes:

04:23 “There’s a significant disconnect between what employers think their plans do and what they actually do.”

04:56 “To motivate you to be a good consumer, go out and shop for healthcare. But guess what, you can’t in most cases. In most cases, it is impossible to find out the cost of a service before we incur it. So how is a member supposed to shop?”

05:51 “You’ve already learned I’m not the HSA-qualified plans. And if you stay away from those, you can offer free services to members.”

15:45 “That right provider is generally a direct contracted provider and those types of providers are eager to put together bundled pricing for employers who are willing to steer their employees to them for a set price but at no cost to the member.”

18:35 “The other tool that we’re using quite a bit is the Brainshark, which is just a PowerPoint with a voice-over, but we can put it on the Internet, we can put it on YouTube and people can go back to it as often as they want.”

]]> This week’s episode features a conversation with Sara Hames, Principal at NBS Advisors. Navigating health plans is a complicated process BUT it shouldn't be. By simplifying the available options and providing a phone number to call, members and employers can make the most informed decisions for them. Also, providing a better healthcare experience involves educating advisors on attractive packages and networks that they can actually offer their clients.

What You’ll Learn From This Episode:

  • 02:54 Improving health plan members’ user experience
  • 05:27 Simplifying healthcare shopping for more informed decisions
  • 11:16 Conversations personalize the healthcare experience
  • 13:20 Educating advisors on available plans and networks
  • 17:19 Provide an aggregator number and the clients will come

Quotes:

04:23 “There’s a significant disconnect between what employers think their plans do and what they actually do.”

04:56 “To motivate you to be a good consumer, go out and shop for healthcare. But guess what, you can’t in most cases. In most cases, it is impossible to find out the cost of a service before we incur it. So how is a member supposed to shop?”

05:51 “You’ve already learned I’m not the HSA-qualified plans. And if you stay away from those, you can offer free services to members.”

15:45 “That right provider is generally a direct contracted provider and those types of providers are eager to put together bundled pricing for employers who are willing to steer their employees to them for a set price but at no cost to the member.”

18:35 “The other tool that we’re using quite a bit is the Brainshark, which is just a PowerPoint with a voice-over, but we can put it on the Internet, we can put it on YouTube and people can go back to it as often as they want.”

]]> David Saltzman 0a335700-6d9f-4fb0-86b6-b2548b0aa65f Mon, 22 Mar 2021 11:00:00 -0400 1352 full false Ep #351: Independent Imaging Centers Expose Savings and More - With Dr. Cristin Dickerson Ep #351: Independent Imaging Centers Expose Savings and More - With Dr. Cristin Dickerson This week’s episode features a conversation with Dr. Cristin Dickerson, Founding Partner of Green Imaging. There is a stigma that scanners in hospitals are better than freestanding facilities. However, there is no difference in hardware and professional skill in handling these machines. Knowing this can help patients and employers cut their medical spend for these services by two-thirds and enjoy greater satisfaction with their dedicated concierge.

What You’ll Learn From This Episode:

  • 03:22 Why doctor’s do NOT refer to freestanding imaging
  • 06:06 How Green Imaging saves money and utilizes existing structures
  • 08:18 There is no diagnostic advantage of using hospital scanners
  • 13:23 Guaranteeing patient satisfaction with lower costs and better service
  • 17:58 Future-proofing imaging centers

Quotes:

05:22 “The hospital price of an exam is somewhere, except for the specialty hospitals, is going to be somewhere around $1,300 to $1,600 and we’re about a third of that. And sometimes we’re lower here.”

06:46 “We’re Green for two reasons. We’re green because we save you money and we’re green because we also are using existing brick and mortar, not just adding more brick and mortar to the system.”

08:32 “Typically, the scanners are the same. Maybe the hospitals change them out a little more regularly because they’re incentivized to do so by the vendors, but there is really no diagnostic difference in scanners really within the last 20 years.”

13:06 “If it’s an employer sending the patient our way, there’s an invoicing process. But it’s really a much-simplified process. There’s not a two-day wait for an auth and all the complicating factors that happen when you’re in a hospital.”

]]> This week’s episode features a conversation with Dr. Cristin Dickerson, Founding Partner of Green Imaging. There is a stigma that scanners in hospitals are better than freestanding facilities. However, there is no difference in hardware and professional skill in handling these machines. Knowing this can help patients and employers cut their medical spend for these services by two-thirds and enjoy greater satisfaction with their dedicated concierge.

What You’ll Learn From This Episode:

  • 03:22 Why doctor’s do NOT refer to freestanding imaging
  • 06:06 How Green Imaging saves money and utilizes existing structures
  • 08:18 There is no diagnostic advantage of using hospital scanners
  • 13:23 Guaranteeing patient satisfaction with lower costs and better service
  • 17:58 Future-proofing imaging centers

Quotes:

05:22 “The hospital price of an exam is somewhere, except for the specialty hospitals, is going to be somewhere around $1,300 to $1,600 and we’re about a third of that. And sometimes we’re lower here.”

06:46 “We’re Green for two reasons. We’re green because we save you money and we’re green because we also are using existing brick and mortar, not just adding more brick and mortar to the system.”

08:32 “Typically, the scanners are the same. Maybe the hospitals change them out a little more regularly because they’re incentivized to do so by the vendors, but there is really no diagnostic difference in scanners really within the last 20 years.”

13:06 “If it’s an employer sending the patient our way, there’s an invoicing process. But it’s really a much-simplified process. There’s not a two-day wait for an auth and all the complicating factors that happen when you’re in a hospital.”

]]> David Saltzman 5058ce12-f911-4680-b95b-7ef1aaf4c6e4 Mon, 15 Mar 2021 11:00:00 -0400 1162 full false Ep #350: Specialty Cost Containment Ties It All Together - with Niko Caparisos Ep #350: Specialty Cost Containment Ties It All Together - with Niko Caparisos This week’s episode features a conversation with Niko Caparisos, Principal at Prosperity Benefits. Employers struggle with controlling costs and balancing innovation with tried and tested tactics. For a more strategic and less fragmented approach, having buy-in from the c-suite is critical. On the employee side, empowering them with information and initiative can make them use the plan with as little friction as possible.

What You’ll Learn From This Episode:

  • 01:49 3 pressing challenges to employers: Cost, Innovation, and Education
  • 04:09 C-suite buy-in drives innovation and strategic multi-year planning
  • 10:06 Getting light bulb moments on creating cost savings
  • 15:19 Educating employees on how to best use their plans

Quotes:

05:53 “Having the c-suite onboard with the idea of making changes is certainly where you have to begin because typically other departments don’t really want to see change and things are working just fine.”

08:32 “Once you shift the mindset of the owners of the company and the financial partners, they think well, it does make more sense to be strategic. Why don’t we see this over two or three years instead? Or longer.”

16:56 “‘Don’t go to the hospital for an MRI, head to a free-standing imaging facility.’ It depends upon, I think, the employers wanting to share that information, but certainly always framing the plan as being better in several ways is useful to the employee.”

18:00 “I have found that the more health plan sponsor can do, and usually health plan sponsors are where it originates, the better.”

19:48 “Call the number, call the number, call the number. You don’t want, at the same time, you’re being unhelpful or disingenuous in your messaging to say hey, call a 1-800 number, but it’s truly the best structure for an employee to get help immediately.”

]]> This week’s episode features a conversation with Niko Caparisos, Principal at Prosperity Benefits. Employers struggle with controlling costs and balancing innovation with tried and tested tactics. For a more strategic and less fragmented approach, having buy-in from the c-suite is critical. On the employee side, empowering them with information and initiative can make them use the plan with as little friction as possible.

What You’ll Learn From This Episode:

  • 01:49 3 pressing challenges to employers: Cost, Innovation, and Education
  • 04:09 C-suite buy-in drives innovation and strategic multi-year planning
  • 10:06 Getting light bulb moments on creating cost savings
  • 15:19 Educating employees on how to best use their plans

Quotes:

05:53 “Having the c-suite onboard with the idea of making changes is certainly where you have to begin because typically other departments don’t really want to see change and things are working just fine.”

08:32 “Once you shift the mindset of the owners of the company and the financial partners, they think well, it does make more sense to be strategic. Why don’t we see this over two or three years instead? Or longer.”

16:56 “‘Don’t go to the hospital for an MRI, head to a free-standing imaging facility.’ It depends upon, I think, the employers wanting to share that information, but certainly always framing the plan as being better in several ways is useful to the employee.”

18:00 “I have found that the more health plan sponsor can do, and usually health plan sponsors are where it originates, the better.”

19:48 “Call the number, call the number, call the number. You don’t want, at the same time, you’re being unhelpful or disingenuous in your messaging to say hey, call a 1-800 number, but it’s truly the best structure for an employee to get help immediately.”

]]> David Saltzman 01d16609-ad98-4482-a636-a7e4b38b6a0b Mon, 08 Mar 2021 11:00:00 -0500 1324 full false Ep #349: Is Adaptability More Important Than Accomplishment? - With Monica Coleman Ep #349: Is Adaptability More Important Than Accomplishment? - With Monica Coleman This week’s episode features a conversation with Monica Coleman, Chief Energy Officer at Inside Information Coaching and Consulting. Being adaptable means moving forward and embracing the unknown, the realm where every possibility exists. The P.E.A.K. Process (Perform, Evaluate, Adjust, Key In) gives particular emphasis on its Adjust step where Ego can get in the way of reaching your goals.

What You’ll Learn From This Episode:

  • 01:49 Adaptability not accomplishment
  • 03:50 Adapting with the P.E.A.K. Process: Perform, Evaluate, Adjust, Key In
  • 10:06 Managing your ego and creating positive energy flow
  • 18:02 The limiting nature of labels

Quotes:

02:56 “If we don’t adapt and you always do what you’ve always done, you’ll always get what you’ve always gotten. And that’s really the truth.”

05:16 “If you’re not adjusting and taking in the data, you’re not going to be able to be better than you are. You’re just going to ingrain what you’ve already done.”

08:49 “Everything that you ever want in life that you don’t really have is out in the unknown. The unknown is your friend. It’s where everything exists. Every possibility.”

14:19 “If you want to create experiences, you’re going to be severely limited when you’re stuck in your ego all the time.”

]]> This week’s episode features a conversation with Monica Coleman, Chief Energy Officer at Inside Information Coaching and Consulting. Being adaptable means moving forward and embracing the unknown, the realm where every possibility exists. The P.E.A.K. Process (Perform, Evaluate, Adjust, Key In) gives particular emphasis on its Adjust step where Ego can get in the way of reaching your goals.

What You’ll Learn From This Episode:

  • 01:49 Adaptability not accomplishment
  • 03:50 Adapting with the P.E.A.K. Process: Perform, Evaluate, Adjust, Key In
  • 10:06 Managing your ego and creating positive energy flow
  • 18:02 The limiting nature of labels

Quotes:

02:56 “If we don’t adapt and you always do what you’ve always done, you’ll always get what you’ve always gotten. And that’s really the truth.”

05:16 “If you’re not adjusting and taking in the data, you’re not going to be able to be better than you are. You’re just going to ingrain what you’ve already done.”

08:49 “Everything that you ever want in life that you don’t really have is out in the unknown. The unknown is your friend. It’s where everything exists. Every possibility.”

14:19 “If you want to create experiences, you’re going to be severely limited when you’re stuck in your ego all the time.”

]]> David Saltzman 088e2be1-92bf-440f-8a09-ddcd27eb5c71 Mon, 01 Mar 2021 11:00:00 -0500 1326 full false Ep #348: Is Your Plan a Bag of Parts or a Well-Oiled Machine? - With Ashok Subramanian Ep #348: Is Your Plan a Bag of Parts or a Well-Oiled Machine? - With Ashok Subramanian This week’s episode features a conversation with Ashok Subramanian, Founder and CEO of Centivo. Plans succeed or fail based on the end-user experience they create. By optimizing the primary care-centered models and offering tailor-fit solutions regardless of the network construction, plans can remove the clunkiness of administrative tasks while ultimately providing the care and satisfaction that users are looking for.

What You’ll Learn From This Episode:

  • 02:16 User experience: Why traditional plans fall short of modern expectations
  • 06:06 Approaches with network construction
  • 10:47 Optimizing the tried-and-tested primary care-centered models
  • 16:14 Pharmacy affordability: A question of clinical efficacy vs economics
  • 19:14 Communicating with employees to drive engagement

Quotes:

03:57 “Folks are starting to get more sensitive to and starting to understand in much more detail that, as good as a thick network of doctors might feel at the time of enrollment, it’s kind of useless if you can’t actually get into that doctor.”

05:00 “A big part of user experience on the health plan side is increasingly becoming less about the payments of claims and the administrative processing, and far more the integration points around the usage of the healthcare system itself.”

07:13 “The most optimized plans are introducing tailored networks, narrow networks, using reference-based pricing, and other types of approaches to be able to get the efficiency and the value.”

15:04 “When you work more closely with partners by not trying to be all things to all people, you can deliver a better user experience by really optimizing on a simple set of things that matter to members.”

19:56 “For too long now, we’ve simply assumed that the buyer is the employer and employees are simply takers of what those employers decide for them.”

]]> This week’s episode features a conversation with Ashok Subramanian, Founder and CEO of Centivo. Plans succeed or fail based on the end-user experience they create. By optimizing the primary care-centered models and offering tailor-fit solutions regardless of the network construction, plans can remove the clunkiness of administrative tasks while ultimately providing the care and satisfaction that users are looking for.

What You’ll Learn From This Episode:

  • 02:16 User experience: Why traditional plans fall short of modern expectations
  • 06:06 Approaches with network construction
  • 10:47 Optimizing the tried-and-tested primary care-centered models
  • 16:14 Pharmacy affordability: A question of clinical efficacy vs economics
  • 19:14 Communicating with employees to drive engagement

Quotes:

03:57 “Folks are starting to get more sensitive to and starting to understand in much more detail that, as good as a thick network of doctors might feel at the time of enrollment, it’s kind of useless if you can’t actually get into that doctor.”

05:00 “A big part of user experience on the health plan side is increasingly becoming less about the payments of claims and the administrative processing, and far more the integration points around the usage of the healthcare system itself.”

07:13 “The most optimized plans are introducing tailored networks, narrow networks, using reference-based pricing, and other types of approaches to be able to get the efficiency and the value.”

15:04 “When you work more closely with partners by not trying to be all things to all people, you can deliver a better user experience by really optimizing on a simple set of things that matter to members.”

19:56 “For too long now, we’ve simply assumed that the buyer is the employer and employees are simply takers of what those employers decide for them.”

]]> David Saltzman 90136019-5141-4605-aa67-9ea2188724c0 Mon, 15 Feb 2021 11:00:00 -0500 1296 full false Ep #347: "Epic Business" Author Shares Success Techniques - with Justin Breen Ep #347: "Epic Business" Author Shares Success Techniques - with Justin Breen This week’s episode features a conversation with Justin Breen, Founder and CEO of BrEpic. The highest level entrepreneurs all have common denominators: they put family first, overcome their greatest obstacles, and adopt a mindset that it's either winning or learning. Failure is not in their vocabulary. When you think about investments and not costs, you eliminate a scarcity mindset and end up working with people who will propel your business to unimaginable heights.

What You’ll Learn From This Episode:

  • 01:44 The road to success starts by putting family first
  • 05:12 Misery happens when there is inaction to pursue what you actually love
  • 07:51 The most successful entrepreneurs have overcome these 4 things
  • 13:50 Think about investment, not cost
  • 16:44 Raise your rates

Quotes:

02:07 “You just see a problem, create solution to problem, problem solved, successful global company.”

06:26 “A lot of people are miserable in their own lives because they’re doing things 8 to 10 hours a day that they don’t like to do and/or are not at good at them.”

08:04 “Here are the 4 things: 1) bankruptcy or potential bankcruptcy, 2) overwhelming depression, 3) the highest level anxiety you can ever imagine, 4) likely or possible traumatic experiences as a child or young adult.”

09:36 “As an entrepreneur, there’s no failure. It’s you’re winning or learning. You’re either winning or learning.”

16:44 “My business really took off when I quadrupled my rates, quintupled. That’s when it really took off because it eliminated cost scarcity nonsense.”

]]> This week’s episode features a conversation with Justin Breen, Founder and CEO of BrEpic. The highest level entrepreneurs all have common denominators: they put family first, overcome their greatest obstacles, and adopt a mindset that it's either winning or learning. Failure is not in their vocabulary. When you think about investments and not costs, you eliminate a scarcity mindset and end up working with people who will propel your business to unimaginable heights.

What You’ll Learn From This Episode:

  • 01:44 The road to success starts by putting family first
  • 05:12 Misery happens when there is inaction to pursue what you actually love
  • 07:51 The most successful entrepreneurs have overcome these 4 things
  • 13:50 Think about investment, not cost
  • 16:44 Raise your rates

Quotes:

02:07 “You just see a problem, create solution to problem, problem solved, successful global company.”

06:26 “A lot of people are miserable in their own lives because they’re doing things 8 to 10 hours a day that they don’t like to do and/or are not at good at them.”

08:04 “Here are the 4 things: 1) bankruptcy or potential bankcruptcy, 2) overwhelming depression, 3) the highest level anxiety you can ever imagine, 4) likely or possible traumatic experiences as a child or young adult.”

09:36 “As an entrepreneur, there’s no failure. It’s you’re winning or learning. You’re either winning or learning.”

16:44 “My business really took off when I quadrupled my rates, quintupled. That’s when it really took off because it eliminated cost scarcity nonsense.”

]]> David Saltzman 9d122c84-47c7-4c93-ab68-83c53fa10d79 Mon, 01 Feb 2021 11:00:00 -0500 1333 full false Ep #346: Updated Plans Need Up-to-date TPAs - with Kari Niblack Ep #346: Updated Plans Need Up-to-date TPAs - with Kari Niblack This week’s episode features a conversation with Kari Niblack, CEO at ACS Benefit Services. TPAs now offer novel and customizable plans while still providing traditional services like manual adjudication and appeals. At the same time, TPAs now assist smaller companies who are on level-funded plans to take the leap into partially-self-funded plans. In 2021 and beyond, data and transparency must be used to help clients make more informed decisions on the plans that are right for them.

What You’ll Learn From This Episode:

  • 01:44 Manual adjudication safeguards client money
  • 06:04 Handling appeals and offering highly customized solutions
  • 09:34 Defining and explaining plan documents
  • 13:06 Resurgence of level-funded plans
  • 16:49 Using data for transparency and improved member plans

Quotes:

03:48 “We consider ourselves to be stewards of their monies and take that very very seriously. So we’re going to put a lot of extra attention and focus on being that that claim has gone through all the appropriate levels of authority before we release those monies.”

04:46 “If you’re having an inpatient surgery, we want to be sure that what we call the CPT code, which is a technical term, but basically have the hospital’s billing procedures, we want to be sure that there’s not what we call unbundling.”

10:30 “[The plan document] basically is the, we call it the 4 corners of the document that basically sets out all of the benefit structures, what’s covered, what’s not covered, definitions of terms, all of those good things.”

14:08 “With a well-designed, level-funded plan, there is the ability to keep reserves versus if they are fully-insured they do not. So that’s a huge change in the industry.”

21:00 “Call our company and say, ‘I want to see this piece of data as raw as you can make that for me or as thorough as you can make it or as transparent as you can make it for me because then we’re going to make x, y, z decisions.”

]]> This week’s episode features a conversation with Kari Niblack, CEO at ACS Benefit Services. TPAs now offer novel and customizable plans while still providing traditional services like manual adjudication and appeals. At the same time, TPAs now assist smaller companies who are on level-funded plans to take the leap into partially-self-funded plans. In 2021 and beyond, data and transparency must be used to help clients make more informed decisions on the plans that are right for them.

What You’ll Learn From This Episode:

  • 01:44 Manual adjudication safeguards client money
  • 06:04 Handling appeals and offering highly customized solutions
  • 09:34 Defining and explaining plan documents
  • 13:06 Resurgence of level-funded plans
  • 16:49 Using data for transparency and improved member plans

Quotes:

03:48 “We consider ourselves to be stewards of their monies and take that very very seriously. So we’re going to put a lot of extra attention and focus on being that that claim has gone through all the appropriate levels of authority before we release those monies.”

04:46 “If you’re having an inpatient surgery, we want to be sure that what we call the CPT code, which is a technical term, but basically have the hospital’s billing procedures, we want to be sure that there’s not what we call unbundling.”

10:30 “[The plan document] basically is the, we call it the 4 corners of the document that basically sets out all of the benefit structures, what’s covered, what’s not covered, definitions of terms, all of those good things.”

14:08 “With a well-designed, level-funded plan, there is the ability to keep reserves versus if they are fully-insured they do not. So that’s a huge change in the industry.”

21:00 “Call our company and say, ‘I want to see this piece of data as raw as you can make that for me or as thorough as you can make it or as transparent as you can make it for me because then we’re going to make x, y, z decisions.”

]]> David Saltzman cfa41bf0-6dd1-4c42-879c-b47ea71fd67d Mon, 25 Jan 2021 11:00:00 -0500 1378 full false Ep #345: Strategies for Managing Specialty Drug Costs - with Sheri Tetachuck Ep #345: Strategies for Managing Specialty Drug Costs - with Sheri Tetachuck This week’s episode features a conversation with Sheri Tetachuck, Senior Vice President of National Sales at Payer Matrix. The costs of specialty drugs increase every year and employers are footing much of the bill. Unfortunately, aggressive lobbying in Congress allows big pharma to dictate arbitrary prices.

But even this bleak outlook has a silver lining. There are strategies that employers can employ to help drive down costs like alternative funding plans. There is a need to raise awareness of these avenues because specialty drug costs are expected to keep rising.

What You’ll Learn From This Episode:

  • 01:44 Specialty drugs drive healthcare costs to unprecedented heights
  • 04:36 Explaining the arbitrary reasons behind specialty drugs cost
  • 08:47 Strategies for employers to cut down costs
  • 14:51 Proactive ways patients can also drive down their spend

Quotes:

02:04 “There’s about 2 to 3% of the members on the plan using about 30 to 70% of the pharmaceutical spend. So it’s quite expensive and it’s not getting any better.”

05:36 “When you look at the cost of sales and marketing to the cost of research and development, it’s about 50% more than that they spend on sales and marketing.”

06:28 “These drugs are life-altering, so they’re very much needed. It’s just the expense of these drugs is ridiculous and it’s basically the drug manufacturers profiteering on these ridiculous specialty drugs.”

09:28 “There’s ways to control the cost on both sides, PBM and the TPA, you can do it by plan design, by excluding the specialty drugs and then working directly with a company that can provide alternative funding.”

17:47 “The qualifications to qualify for a patient assistance program is you can’t have coverage for that drug if you want to get into a patient assistance program. So it really has to be led by the plan and plan design and to carve out the specialty drugs.”

]]> This week’s episode features a conversation with Sheri Tetachuck, Senior Vice President of National Sales at Payer Matrix. The costs of specialty drugs increase every year and employers are footing much of the bill. Unfortunately, aggressive lobbying in Congress allows big pharma to dictate arbitrary prices.

But even this bleak outlook has a silver lining. There are strategies that employers can employ to help drive down costs like alternative funding plans. There is a need to raise awareness of these avenues because specialty drug costs are expected to keep rising.

What You’ll Learn From This Episode:

  • 01:44 Specialty drugs drive healthcare costs to unprecedented heights
  • 04:36 Explaining the arbitrary reasons behind specialty drugs cost
  • 08:47 Strategies for employers to cut down costs
  • 14:51 Proactive ways patients can also drive down their spend

Quotes:

02:04 “There’s about 2 to 3% of the members on the plan using about 30 to 70% of the pharmaceutical spend. So it’s quite expensive and it’s not getting any better.”

05:36 “When you look at the cost of sales and marketing to the cost of research and development, it’s about 50% more than that they spend on sales and marketing.”

06:28 “These drugs are life-altering, so they’re very much needed. It’s just the expense of these drugs is ridiculous and it’s basically the drug manufacturers profiteering on these ridiculous specialty drugs.”

09:28 “There’s ways to control the cost on both sides, PBM and the TPA, you can do it by plan design, by excluding the specialty drugs and then working directly with a company that can provide alternative funding.”

17:47 “The qualifications to qualify for a patient assistance program is you can’t have coverage for that drug if you want to get into a patient assistance program. So it really has to be led by the plan and plan design and to carve out the specialty drugs.”

]]> David Saltzman 88169e94-73d2-493f-b94a-012b66365752 Mon, 18 Jan 2021 11:00:00 -0500 1166 full false Ep #344: Using Virtual Events to Create Exceptional Value - with Ronny Leber Ep #344: Using Virtual Events to Create Exceptional Value - with Ronny Leber This week’s episode features a conversation with Ronny Leber, International Keynote Speaker and Tony Robbins Trainer. Virtual events used to be the medium of last resort but the pandemic provides opportunities that highlight its strengths rather than its weaknesses.

From expanding your reach to a vastly wider audience to using video messaging as a means of communication, video puts you right in front of the people you want to be speaking to. Ronny also explains that your body, focus, and words should all be geared towards your client to achieve peak performance exactly when it counts.

What You’ll Learn From This Episode:

  • 02:08 Tapping into the power of virtual events
  • 04:51 Virtual events have unprecedented reach vs in-person events
  • 09:22 Using video to set yourself apart in sales
  • 14:41 Achieving peak performance when it counts

Quotes:

03:35 “You can basically reach the whole world at much cheaper costs and also, you can create new client groups that were not available before. There are some magical things happening out there.”

13:21 “It’s also about, for example, creating experiences like sending video messages. There’s so few people right now out there doing that but this is a great way also that you can separate yourself from the rest.”

17:13 “You really need to have an external focus. You need to be fully there at your client because let’s be honest, how many of us in everyday life, you are with somebody and suddenly you’re drifting off in your mind?”

18:20 “The words that you’re using. The content. What comes out of your mouth, but not just what comes out of your mouth, also what are you saying to yourself? Because words have the ability to create biochemical reactions in our body.”

20:06 “Really make a plan. What are the outcomes that you want to achieve this week? How is it going to relate with what you ultimately want to achieve? And give it some time and schedule time for your private life.”

]]> This week’s episode features a conversation with Ronny Leber, International Keynote Speaker and Tony Robbins Trainer. Virtual events used to be the medium of last resort but the pandemic provides opportunities that highlight its strengths rather than its weaknesses.

From expanding your reach to a vastly wider audience to using video messaging as a means of communication, video puts you right in front of the people you want to be speaking to. Ronny also explains that your body, focus, and words should all be geared towards your client to achieve peak performance exactly when it counts.

What You’ll Learn From This Episode:

  • 02:08 Tapping into the power of virtual events
  • 04:51 Virtual events have unprecedented reach vs in-person events
  • 09:22 Using video to set yourself apart in sales
  • 14:41 Achieving peak performance when it counts

Quotes:

03:35 “You can basically reach the whole world at much cheaper costs and also, you can create new client groups that were not available before. There are some magical things happening out there.”

13:21 “It’s also about, for example, creating experiences like sending video messages. There’s so few people right now out there doing that but this is a great way also that you can separate yourself from the rest.”

17:13 “You really need to have an external focus. You need to be fully there at your client because let’s be honest, how many of us in everyday life, you are with somebody and suddenly you’re drifting off in your mind?”

18:20 “The words that you’re using. The content. What comes out of your mouth, but not just what comes out of your mouth, also what are you saying to yourself? Because words have the ability to create biochemical reactions in our body.”

20:06 “Really make a plan. What are the outcomes that you want to achieve this week? How is it going to relate with what you ultimately want to achieve? And give it some time and schedule time for your private life.”

]]> David Saltzman d040da13-cba0-4e4c-ab4e-e08d5262d5e0 Mon, 11 Jan 2021 11:00:00 -0500 1296 full false Ep #343: Finding Happiness When Success Isn't Enough - with Rob Tull Ep #343: Finding Happiness When Success Isn't Enough - with Rob Tull This week’s episode features a conversation with Rob Tull, Success Coach at Path2 Coaching. Achieving traditional success is often assumed to produce happiness. However, when emotional needs take a backseat in pursuit of this goal, it produces a toxic environment that can leave you feeling stuck.

"Structured stuckness" is designed to leave you feeling this way because of society's absolute focus on outcomes. The key to getting unstuck is prioritizing your emotional benefits to avoid the long-term regret that comes with traditional models of success.

What You’ll Learn From This Episode:

  • 01:56 The road to Path2: Getting unstuck and finding happiness
  • 06:49 Work-life balance vs prioritizing emotional needs
  • 09:41 The myth of success = happiness causes long-term regret
  • 12:40 Work from home is a fully-integrated environment
  • 16:15 Recognizing and overcoming “structured stuckness”

Quotes:

05:28 “Is the problem me or is the problem my path? And that’s what I realized is it wasn’t me, it wasn’t the choices I made. It was the path I was on and that causal and sequential structure I was looking at.”

08:26 “I can’t control the objective goals in front of me. I can put my best effort forward but I can’t control the outcome of it, so why hang emotional needs on the outcome?”

14:15 “The thing to really survive this environment where we are fully integrating work and life is we can no longer view them as separate spheres.”

14:36 “The way to maintain sanity is to say, okay, where am I going to put boundaries up? And it’s not just boundaries of how am I going to divide work and life, it’s how am I going to prioritize work and life?”

19:13 “When I think about a way to get unstuck or to disconnect from that, the first thing I ask myself is, why is this goal important to me?”

]]> This week’s episode features a conversation with Rob Tull, Success Coach at Path2 Coaching. Achieving traditional success is often assumed to produce happiness. However, when emotional needs take a backseat in pursuit of this goal, it produces a toxic environment that can leave you feeling stuck.

"Structured stuckness" is designed to leave you feeling this way because of society's absolute focus on outcomes. The key to getting unstuck is prioritizing your emotional benefits to avoid the long-term regret that comes with traditional models of success.

What You’ll Learn From This Episode:

  • 01:56 The road to Path2: Getting unstuck and finding happiness
  • 06:49 Work-life balance vs prioritizing emotional needs
  • 09:41 The myth of success = happiness causes long-term regret
  • 12:40 Work from home is a fully-integrated environment
  • 16:15 Recognizing and overcoming “structured stuckness”

Quotes:

05:28 “Is the problem me or is the problem my path? And that’s what I realized is it wasn’t me, it wasn’t the choices I made. It was the path I was on and that causal and sequential structure I was looking at.”

08:26 “I can’t control the objective goals in front of me. I can put my best effort forward but I can’t control the outcome of it, so why hang emotional needs on the outcome?”

14:15 “The thing to really survive this environment where we are fully integrating work and life is we can no longer view them as separate spheres.”

14:36 “The way to maintain sanity is to say, okay, where am I going to put boundaries up? And it’s not just boundaries of how am I going to divide work and life, it’s how am I going to prioritize work and life?”

19:13 “When I think about a way to get unstuck or to disconnect from that, the first thing I ask myself is, why is this goal important to me?”

]]> David Saltzman 28e5abca-e806-4c51-a3a2-d3f5b5ab3386 Mon, 04 Jan 2021 11:00:00 -0500 1278 full false Ep #342: WFH? Skills to Stop Your Kids' Dragon Thoughts and Grungies - with Linda Czuper Ep #342: WFH? Skills to Stop Your Kids' Dragon Thoughts and Grungies - with Linda Czuper This week’s episode features a conversation with Linda Czuper, Children's Life Coach at Adventures in Wisdom. WFH is causing stress and fear in kids. Linda gives tips for parents to be present in their children's lives because the face that parents show kids sets the tone for a good day.

Parents can empower their children to create their own stories in today's environment and should watch out for negative self-talk, a red flag that highlights the fears that their children may have. Linda also provides actionable tips on how parents can become better teachers, a role they may not have been prepared for pre-pandemic.

What You’ll Learn From This Episode:

  • 02:18 Dragon thoughts and grungies: What are they and why don’t we like them?
  • 04:22 WFH parents: Being consciously present for kids
  • 08:21 Giving kids the power to control their stories
  • 13:30 Warning signs in kids that parents should be aware of
  • 16:45 How parents can become better teachers

Quotes:

06:02 “Everyone is looking through life through really a lot of their subconscious, which is 80% of their thinking. So that 20% of the conscious thought, that is what we really need to be present on.”

06:21 “A lot of our fear comes from our subconscious. We’re worrying about the future based on how we perceive things in the past. And what we’re missing is that middle, the present. So when your child is in the room, put on a smile. Take a deep breath.”

07:58 “If you’re putting on those ‘Power Goggles’ in the morning and you’re looking in the mirror and you’re saying, good morning sunshine and you’re visualizing the positives of your day, that is going to go through to your children.”

14:38 “It’s really, really important to listen to your children and really, that self-talk, if they’re playing, they’re playing with dolls, if they’re playing with other children, how are they showing up?”

17:54 “They really can’t just read a passage and get what a parent would get out of it. You do have to take some time and go through the stuff and have it come alive a little bit.”

]]> This week’s episode features a conversation with Linda Czuper, Children's Life Coach at Adventures in Wisdom. WFH is causing stress and fear in kids. Linda gives tips for parents to be present in their children's lives because the face that parents show kids sets the tone for a good day.

Parents can empower their children to create their own stories in today's environment and should watch out for negative self-talk, a red flag that highlights the fears that their children may have. Linda also provides actionable tips on how parents can become better teachers, a role they may not have been prepared for pre-pandemic.

What You’ll Learn From This Episode:

  • 02:18 Dragon thoughts and grungies: What are they and why don’t we like them?
  • 04:22 WFH parents: Being consciously present for kids
  • 08:21 Giving kids the power to control their stories
  • 13:30 Warning signs in kids that parents should be aware of
  • 16:45 How parents can become better teachers

Quotes:

06:02 “Everyone is looking through life through really a lot of their subconscious, which is 80% of their thinking. So that 20% of the conscious thought, that is what we really need to be present on.”

06:21 “A lot of our fear comes from our subconscious. We’re worrying about the future based on how we perceive things in the past. And what we’re missing is that middle, the present. So when your child is in the room, put on a smile. Take a deep breath.”

07:58 “If you’re putting on those ‘Power Goggles’ in the morning and you’re looking in the mirror and you’re saying, good morning sunshine and you’re visualizing the positives of your day, that is going to go through to your children.”

14:38 “It’s really, really important to listen to your children and really, that self-talk, if they’re playing, they’re playing with dolls, if they’re playing with other children, how are they showing up?”

17:54 “They really can’t just read a passage and get what a parent would get out of it. You do have to take some time and go through the stuff and have it come alive a little bit.”

]]> David Saltzman ab8b957e-2453-4191-86e5-0fbaf01c7aba Mon, 28 Dec 2020 11:00:00 -0500 1264 full false Ep #341: 6 Key Leadership Components to Master for Success- with Bill Stratton Ep #341: 6 Key Leadership Components to Master for Success- with Bill Stratton This week’s episode features a conversation with Bill Stratton, Founder of the Entrepreneurial Leadership Associates, LLC. There are six key components that result in entrepreneurial success: Vision, People, Data, Issues, Process, Traction. Bill also introduces the concept of LMA (Leadership + Management = Accountability) and how this even guides better hiring practices to reach company goals.

What You’ll Learn From This Episode:

  • 03:42 #1 Vision: Using the Vision Traction Organizer
  • 05:53 #2 People: Find the right ones and the right fit
  • 06:57 #3 Data: Implementing the Entrepreneurial Operating System (EOS)
  • 11:35 #4 Issues: Using the Identify, Discuss, Solve (IDS) process
  • 14:18 #5 Process: Doing key processes optimally for consistency and scale
  • 15:35 #6 Traction: Taking your vision and executing on it
  • 16:27 LMA: Leadership + Management = Accountability

Quotes:

08:22 “Vision in that everyone, starting with the leadership team, knows where you’re going and how you’re going to get there. Traction in that they’re working with a hundred discipline and accountability in every single part of the vision. And healthy in that they’re working as a healthy and cohesive team.”

16:43 “Leadership is about working on the business, providing clear direction, creating an opening, and thinking.”

16:51 “Management is about working in the business, setting clear expectations, having two-way clear communications with your direct reports, and doing more executing.”

17:09 “If people are afraid of accountability, maybe they shouldn’t be on the team. The people who love EOS are people who love being held accountable.”

]]> This week’s episode features a conversation with Bill Stratton, Founder of the Entrepreneurial Leadership Associates, LLC. There are six key components that result in entrepreneurial success: Vision, People, Data, Issues, Process, Traction. Bill also introduces the concept of LMA (Leadership + Management = Accountability) and how this even guides better hiring practices to reach company goals.

What You’ll Learn From This Episode:

  • 03:42 #1 Vision: Using the Vision Traction Organizer
  • 05:53 #2 People: Find the right ones and the right fit
  • 06:57 #3 Data: Implementing the Entrepreneurial Operating System (EOS)
  • 11:35 #4 Issues: Using the Identify, Discuss, Solve (IDS) process
  • 14:18 #5 Process: Doing key processes optimally for consistency and scale
  • 15:35 #6 Traction: Taking your vision and executing on it
  • 16:27 LMA: Leadership + Management = Accountability

Quotes:

08:22 “Vision in that everyone, starting with the leadership team, knows where you’re going and how you’re going to get there. Traction in that they’re working with a hundred discipline and accountability in every single part of the vision. And healthy in that they’re working as a healthy and cohesive team.”

16:43 “Leadership is about working on the business, providing clear direction, creating an opening, and thinking.”

16:51 “Management is about working in the business, setting clear expectations, having two-way clear communications with your direct reports, and doing more executing.”

17:09 “If people are afraid of accountability, maybe they shouldn’t be on the team. The people who love EOS are people who love being held accountable.”

]]> David Saltzman f16512b5-0a79-42d8-ad21-a1973b664938 Mon, 21 Dec 2020 11:00:00 -0500 1247 full false Ep #340: The Pandemic Drives Growth and Success? - With Patrick Schwerdtfeger Ep #340: The Pandemic Drives Growth and Success? - With Patrick Schwerdtfeger This week’s episode features a conversation with Patrick Schwerdtfeger, Business Futurist, Keynote Speaker, and Author of "Pandemic, Inc.: 8 Trends Driving Business Growth and Success in the New Economy." The key message to business can be summed in the acronym SALVAGED. Smart businesses can keep pace with the rapid changes of today by adapting to these observations and employing systems to future-proof their operations.

What You’ll Learn From This Episode:

  • 03:20 Self-sufficiency: Catering to the customer desire to become self-sufficient
  • 07:06 Analytics: Using data to optimize your marketing messages
  • 11:37 Liquidity: Becoming particular about how to spend cash right now
  • 14:24 Virtualization: Predicting the propagation of augmented reality
  • 17:17 Automation: Integrating robotics into everyday life
  • 18:37 Decentralization: Using the open-source model

Quotes:

06:02 “This trend towards self-sufficiency and making decisions on their own, that’s going to continue long into the future. So anything we can do to get in front that is going to help us position for tomorrow’s success.”

10:20 “There’s really three pillars to technology. There’s data processing, data bandwidth, and data storage. And the price of all three of those is going down and down and down.”

10:41 “Businesses are able to collect data for cheaper so they can do it on more things. They can process it quicker and they can move it through bandwidth from one place to another quicker.”

12:39 “The number one consideration is, does this add to liquidity or does it detract from liquidity? And if it detracts from liquidity, how quickly do we get to a break-even scenario?”

19:49 “The open-source movement is a great model to follow because open-source software development is a decentralized software development compared to traditional development and that model can be overlaid into things like blockchain.”

]]> This week’s episode features a conversation with Patrick Schwerdtfeger, Business Futurist, Keynote Speaker, and Author of "Pandemic, Inc.: 8 Trends Driving Business Growth and Success in the New Economy." The key message to business can be summed in the acronym SALVAGED. Smart businesses can keep pace with the rapid changes of today by adapting to these observations and employing systems to future-proof their operations.

What You’ll Learn From This Episode:

  • 03:20 Self-sufficiency: Catering to the customer desire to become self-sufficient
  • 07:06 Analytics: Using data to optimize your marketing messages
  • 11:37 Liquidity: Becoming particular about how to spend cash right now
  • 14:24 Virtualization: Predicting the propagation of augmented reality
  • 17:17 Automation: Integrating robotics into everyday life
  • 18:37 Decentralization: Using the open-source model

Quotes:

06:02 “This trend towards self-sufficiency and making decisions on their own, that’s going to continue long into the future. So anything we can do to get in front that is going to help us position for tomorrow’s success.”

10:20 “There’s really three pillars to technology. There’s data processing, data bandwidth, and data storage. And the price of all three of those is going down and down and down.”

10:41 “Businesses are able to collect data for cheaper so they can do it on more things. They can process it quicker and they can move it through bandwidth from one place to another quicker.”

12:39 “The number one consideration is, does this add to liquidity or does it detract from liquidity? And if it detracts from liquidity, how quickly do we get to a break-even scenario?”

19:49 “The open-source movement is a great model to follow because open-source software development is a decentralized software development compared to traditional development and that model can be overlaid into things like blockchain.”

]]> David Saltzman 5498aa10-a0f4-46d8-888a-b36a47cbd80b Mon, 14 Dec 2020 11:00:00 -0500 1353 full false Ep #339: Paying the Claim After Paying the Claim - with Jordan Hersh Ep #339: Paying the Claim After Paying the Claim - with Jordan Hersh This week’s episode features a conversation with Jordan Hersh, Vice President, Enterprise Solutions at Vālenz. Renegotiating out-of-network claims can provide cost savings to members. On the plans side, Jordan also explains how offering discounts can help ensure timely payments. If insurers communicate the benefits of staying in-network and offering incentives, this can avoid confusion with the EOB and arm members with the knowledge of how post-claims adjudication works.

What You’ll Learn From This Episode:

  • 02:01 Reference-based pricing: Finding the right fit for self-funded plans
  • 04:26 Defining narrow networks and high-performance networks
  • 08:31 Saving money: Renegotiating out-of-network claims and offering discounts
  • 13:42 Communicating costs to members and incentivizing in-network claims
  • 15:44 Transparency in out-of-network claims
  • 18:42 How much savings can a self-funded plan expect?

Quotes:

05:10 “Readmission rates, complication rates, mortality rates, we’re taking that into account and making sure that when people do people stay in-network or go to the panel of those high-performance network partners, they’re getting top tier coverage.”

08:46 “Depending on the primary PPO network regardless of broad network or network of concise nature, there’s going to be out-of-network medical claims. And that can cost self-funded plans a lot of money if it’s not managed correctly.”

09:45 “Some plans we’ve seen pay out-of-network claims at full bill charges, some take a usual customary approach. Having a much more direct and aggressive approach can really be a game-changer for self-funded plans and materially impact the bottom line.”

10:38 “So being able to achieve a discount, that can also assure them that they’re going to be paid and have a little bit more clarity on how the member responsibly can be split up. Oftentimes we see self-funded plans offering some type of incentive.”

19:22 “So a plan with a medical spend with a million dollars, implementing these types of tools into the right education training to the members, could reduce their overall medical spend by about 25%.”

]]> This week’s episode features a conversation with Jordan Hersh, Vice President, Enterprise Solutions at Vālenz. Renegotiating out-of-network claims can provide cost savings to members. On the plans side, Jordan also explains how offering discounts can help ensure timely payments. If insurers communicate the benefits of staying in-network and offering incentives, this can avoid confusion with the EOB and arm members with the knowledge of how post-claims adjudication works.

What You’ll Learn From This Episode:

  • 02:01 Reference-based pricing: Finding the right fit for self-funded plans
  • 04:26 Defining narrow networks and high-performance networks
  • 08:31 Saving money: Renegotiating out-of-network claims and offering discounts
  • 13:42 Communicating costs to members and incentivizing in-network claims
  • 15:44 Transparency in out-of-network claims
  • 18:42 How much savings can a self-funded plan expect?

Quotes:

05:10 “Readmission rates, complication rates, mortality rates, we’re taking that into account and making sure that when people do people stay in-network or go to the panel of those high-performance network partners, they’re getting top tier coverage.”

08:46 “Depending on the primary PPO network regardless of broad network or network of concise nature, there’s going to be out-of-network medical claims. And that can cost self-funded plans a lot of money if it’s not managed correctly.”

09:45 “Some plans we’ve seen pay out-of-network claims at full bill charges, some take a usual customary approach. Having a much more direct and aggressive approach can really be a game-changer for self-funded plans and materially impact the bottom line.”

10:38 “So being able to achieve a discount, that can also assure them that they’re going to be paid and have a little bit more clarity on how the member responsibly can be split up. Oftentimes we see self-funded plans offering some type of incentive.”

19:22 “So a plan with a medical spend with a million dollars, implementing these types of tools into the right education training to the members, could reduce their overall medical spend by about 25%.”

]]> David Saltzman 47ef8a15-66f2-41c2-a306-988603b76ca3 Mon, 07 Dec 2020 11:00:00 -0500 1208 full false Ep #338: Using Mentoring To Build Your Business . . . and Yourself. - With Tom Loarie Ep #338: Using Mentoring To Build Your Business . . . and Yourself. - With Tom Loarie This week’s episode features a conversation with Tom Loarie, CEO at BryoLogyx, Inc. and Host at The Mentors Radio Show. Mentoring benefits people of all backgrounds and professions and Tom shares his process of coaching that lets people flourish into their highest levels. Trust is the basis of a mentoring relationship and Tom always begins by asking what is it that you really want to do? Whose story are you really living? And if you pursue what you really like and be the best at it, you will always be successful.

What You’ll Learn From This Episode:

  • 01:56 Tom’s professional background
  • 05:37 Mentoring and bringing out the best in people
  • 10:35 The integration of managing, coaching, and mentoring people
  • 13:12 Starting to mentor
  • 17:37 Whose story are you living?
  • 18:46 The best of advice that Tom got

Quotes:

09:21 “If you’re not a coach, you can’t be a manager. And coaching is all about mentoring and growing people. And one of the great rewards for me personally is to see people that I’ve worked with and coached and mentored go off into great things.”

11:46 “As a manager and coach and mentor for those people, it’s a daily event. And you want to be coaching them all the time when they’re doing good and when they need some improvement.”

13:56 “The next part is to really understand where they want to go and what they want to do and when they get up in the morning, what is it that they want to be thinking about, not what they are thinking about but what does a good day feel like and look like.”

14:26 “The individual that you’re working with has to be able to trust you to share everything that they need to share. And you have to be able to trust them as well or you’re not going to have that solid relationship.”

19:04 “Find something you really like and just be the best at it. And he said, you’ll always put a roof over your head and your family’s head, you’ll always be able to put food on the table.”

]]> This week’s episode features a conversation with Tom Loarie, CEO at BryoLogyx, Inc. and Host at The Mentors Radio Show. Mentoring benefits people of all backgrounds and professions and Tom shares his process of coaching that lets people flourish into their highest levels. Trust is the basis of a mentoring relationship and Tom always begins by asking what is it that you really want to do? Whose story are you really living? And if you pursue what you really like and be the best at it, you will always be successful.

What You’ll Learn From This Episode:

  • 01:56 Tom’s professional background
  • 05:37 Mentoring and bringing out the best in people
  • 10:35 The integration of managing, coaching, and mentoring people
  • 13:12 Starting to mentor
  • 17:37 Whose story are you living?
  • 18:46 The best of advice that Tom got

Quotes:

09:21 “If you’re not a coach, you can’t be a manager. And coaching is all about mentoring and growing people. And one of the great rewards for me personally is to see people that I’ve worked with and coached and mentored go off into great things.”

11:46 “As a manager and coach and mentor for those people, it’s a daily event. And you want to be coaching them all the time when they’re doing good and when they need some improvement.”

13:56 “The next part is to really understand where they want to go and what they want to do and when they get up in the morning, what is it that they want to be thinking about, not what they are thinking about but what does a good day feel like and look like.”

14:26 “The individual that you’re working with has to be able to trust you to share everything that they need to share. And you have to be able to trust them as well or you’re not going to have that solid relationship.”

19:04 “Find something you really like and just be the best at it. And he said, you’ll always put a roof over your head and your family’s head, you’ll always be able to put food on the table.”

]]> David Saltzman 5fdc15f3-cd57-4b15-9157-962dca3fac77 Mon, 30 Nov 2020 11:00:00 -0500 1369 full false Ep #337: Achieve More - Be S.M.A.R.T. - With Deb Rubin Ep #337: Achieve More - Be S.M.A.R.T. - With Deb Rubin This week’s episode features a conversation with Deb Rubin, Certified Life and Success Coach at Deb Rubin Coaching. Oftentimes successful people base their success on the standards of others while disregarding their own personal happiness and values. Deb teaches her clients how to recognize their limiting beliefs and introduces S.M.A.R.T. goals which stand for Specific, Measurable, Achievable, Relevant, and Time and how this can bring real joy into lives that have become lost in life's treadmill.

What You’ll Learn From This Episode:

  • 02:00 What version of success are you working on?
  • 05:48 Defining limiting beliefs and its effect on you
  • 10:15 Visualization and overcoming limiting beliefs
  • 15:36 S.M.A.R.T. goals: A strategy to achieve what you truly want
  • 19:27 Using a to-do list effectively

Quotes:

05:39 “Our minds are brilliant, brilliant creations but they’re also the source of a lot of struggle and personal pain.”

09:02 “The mind does things like that to us. So a limiting belief, for example, is one way our minds actually hold us back from achieving what we want most in life.”

14:55 “They’re chasing this goal that doesn’t really align with who they are and what matters to them. And once they bring that into alignment, they take the time to bring it into alignment, life becomes fun again.”

15:57 “S.M.A.R.T. Goals is a process to allow you to achieve your goal. Any goal that you have that you can’t utilize the S.M.A.R.T. process for is a goal that most likely you won’t achieve.”

21:20 “When you put something on your list, you want to determine how important it is. Is it a real goal? Can you create a S.M.A.R.T. element around it? Are you passionate about it? Will it make a difference in your life?”

]]> This week’s episode features a conversation with Deb Rubin, Certified Life and Success Coach at Deb Rubin Coaching. Oftentimes successful people base their success on the standards of others while disregarding their own personal happiness and values. Deb teaches her clients how to recognize their limiting beliefs and introduces S.M.A.R.T. goals which stand for Specific, Measurable, Achievable, Relevant, and Time and how this can bring real joy into lives that have become lost in life's treadmill.

What You’ll Learn From This Episode:

  • 02:00 What version of success are you working on?
  • 05:48 Defining limiting beliefs and its effect on you
  • 10:15 Visualization and overcoming limiting beliefs
  • 15:36 S.M.A.R.T. goals: A strategy to achieve what you truly want
  • 19:27 Using a to-do list effectively

Quotes:

05:39 “Our minds are brilliant, brilliant creations but they’re also the source of a lot of struggle and personal pain.”

09:02 “The mind does things like that to us. So a limiting belief, for example, is one way our minds actually hold us back from achieving what we want most in life.”

14:55 “They’re chasing this goal that doesn’t really align with who they are and what matters to them. And once they bring that into alignment, they take the time to bring it into alignment, life becomes fun again.”

15:57 “S.M.A.R.T. Goals is a process to allow you to achieve your goal. Any goal that you have that you can’t utilize the S.M.A.R.T. process for is a goal that most likely you won’t achieve.”

21:20 “When you put something on your list, you want to determine how important it is. Is it a real goal? Can you create a S.M.A.R.T. element around it? Are you passionate about it? Will it make a difference in your life?”

]]> David Saltzman 0eb8e05d-5ed2-4f0d-96a7-450c1581c169 Mon, 23 Nov 2020 11:00:00 -0500 1333 full false Ep #336: Specialty Care Management - With Craig Clemente Ep #336: Specialty Care Management - With Craig Clemente This week’s episode features a conversation with Craig Clemente, President & Chief Operating Officer at Specialty Care Management. Specialty care is both a claims exposure and a clinical component and Craig details how plans need to focus on both. He also explains the nuances of the plan document language and the need to have member champions to spread awareness. Finally, Craig discusses the steps plans can take to bring down the extreme costs of specialty drugs and air ambulances.

What You’ll Learn From This Episode:

  • 01:45 Specialty care defined: When do they get involved?
  • 06:36 Explaining the language of the plan document
  • 08:19 Involving patient members and educating about specialty care
  • 14:34 Managing the costs of specialty drugs and air ambulances
  • 18:42 The future of specialty care

Quotes:

06:54 “It is really important that we look at this not as a diagnosis in that you cannot be discriminatory in any way in your plan document, whether that’s for again dialysis or anything else.”

13:28 “Ultimately, I think one other key component is you always try to find that individual within the member population that’s going to be your kind of vocal champion, your internal supporter.”

16:48 “Average cost of an air ambulance ride is about $49,000 and many times, it’s much much higher than that. And there’s no real regulation in this space.”

18:24 “We’re seeing that we’re upwards of 70 to 80 percent off total bill charges in those scenarios even with companies that have never traditionally given anything over and above 30 percent historically.”

19:12 “The overarching theme here is risk management and understanding that risk management works well beyond a single BUCA entity, for example, where you’re just putting one solution in place to manage everything.”

]]> This week’s episode features a conversation with Craig Clemente, President & Chief Operating Officer at Specialty Care Management. Specialty care is both a claims exposure and a clinical component and Craig details how plans need to focus on both. He also explains the nuances of the plan document language and the need to have member champions to spread awareness. Finally, Craig discusses the steps plans can take to bring down the extreme costs of specialty drugs and air ambulances.

What You’ll Learn From This Episode:

  • 01:45 Specialty care defined: When do they get involved?
  • 06:36 Explaining the language of the plan document
  • 08:19 Involving patient members and educating about specialty care
  • 14:34 Managing the costs of specialty drugs and air ambulances
  • 18:42 The future of specialty care

Quotes:

06:54 “It is really important that we look at this not as a diagnosis in that you cannot be discriminatory in any way in your plan document, whether that’s for again dialysis or anything else.”

13:28 “Ultimately, I think one other key component is you always try to find that individual within the member population that’s going to be your kind of vocal champion, your internal supporter.”

16:48 “Average cost of an air ambulance ride is about $49,000 and many times, it’s much much higher than that. And there’s no real regulation in this space.”

18:24 “We’re seeing that we’re upwards of 70 to 80 percent off total bill charges in those scenarios even with companies that have never traditionally given anything over and above 30 percent historically.”

19:12 “The overarching theme here is risk management and understanding that risk management works well beyond a single BUCA entity, for example, where you’re just putting one solution in place to manage everything.”

]]> David Saltzman 670cd38f-a9b6-49e4-8be3-16300d0f5349 Mon, 16 Nov 2020 11:00:00 -0500 1250 full false Ep #335: Clearing the Murky Pharmacy Swamp - With Robert LeCureaux Ep #335: Clearing the Murky Pharmacy Swamp - With Robert LeCureaux This week’s episode features a conversation with Robert LeCureaux, Vice President of Client Development at ScoutRx Pharmacy Benefits Consultants. PBMs have been focused on profitability rather than providing a beneficial service. Though alternative funding options are available, PBMs are less likely to cooperate since there is no financial incentive to do so. Robert's group helps members minimize their spend by offering Specialty Pharmacy, Copay, and International Pharmacy Programs.

What You’ll Learn From This Episode:

  • 01:55 PBMs have been focused on profitability
  • 05:29 Specialty drugs: The rising cost and alternative funding options
  • 13:30 Mitigating costs for partially funded employers
  • 15:50 Specialty meds compliance
  • 18:46 Using a hands-on approach to educate employees

Quotes:

04:29 “Drug manufacturers are increasingly raising the cost of these medications so while getting a great discount may curb your spend a little bit or keep you from bleeding too much, it’s really effectively doing nothing to lower or maintain your spend.”

05:40 “The driving factor that we’re looking at typically is specialty medications. They used to be a little more rare, a little more infrequent, however manufacturers have gotten wise to the fact that there are no alternatives. They own the patents.”

07:22 “Patient assistance programs, these are a little less publicly advertised but these are foundation programs to cover medications at a hundred percent of the cost for your specialty meds.”

15:26 “One solution really isn’t going to fit all groups. You really need to have a full suite of options that play off of each other to give that one kind of targeted solution to really maximize what you can do with the spend.”

19:56 “To make these programs effectively run, at least with us, we are very engaged with the members. With our international component, we proactively reach out to the members, educate them on the program.”

]]> This week’s episode features a conversation with Robert LeCureaux, Vice President of Client Development at ScoutRx Pharmacy Benefits Consultants. PBMs have been focused on profitability rather than providing a beneficial service. Though alternative funding options are available, PBMs are less likely to cooperate since there is no financial incentive to do so. Robert's group helps members minimize their spend by offering Specialty Pharmacy, Copay, and International Pharmacy Programs.

What You’ll Learn From This Episode:

  • 01:55 PBMs have been focused on profitability
  • 05:29 Specialty drugs: The rising cost and alternative funding options
  • 13:30 Mitigating costs for partially funded employers
  • 15:50 Specialty meds compliance
  • 18:46 Using a hands-on approach to educate employees

Quotes:

04:29 “Drug manufacturers are increasingly raising the cost of these medications so while getting a great discount may curb your spend a little bit or keep you from bleeding too much, it’s really effectively doing nothing to lower or maintain your spend.”

05:40 “The driving factor that we’re looking at typically is specialty medications. They used to be a little more rare, a little more infrequent, however manufacturers have gotten wise to the fact that there are no alternatives. They own the patents.”

07:22 “Patient assistance programs, these are a little less publicly advertised but these are foundation programs to cover medications at a hundred percent of the cost for your specialty meds.”

15:26 “One solution really isn’t going to fit all groups. You really need to have a full suite of options that play off of each other to give that one kind of targeted solution to really maximize what you can do with the spend.”

19:56 “To make these programs effectively run, at least with us, we are very engaged with the members. With our international component, we proactively reach out to the members, educate them on the program.”

]]> David Saltzman 40a13ae9-2c94-4a1b-af70-e9043333524a Mon, 09 Nov 2020 11:00:00 -0500 1281 full false Ep #334: Is Curiosity the Key to Building Your Practice? - With Diane Hamilton, PhD Ep #334: Is Curiosity the Key to Building Your Practice? - With Diane Hamilton, PhD This week’s episode features a conversation with Dr. Diane Hamilton, Founder and CEO of Tonerra , and author of "Cracking the Curiosity Code". Curiosity in the workplace enables out of the box thinking and strengthens emotional intelligence through empathy, a key competency to talk to clients on an emotional level. Creating a culture of curiosity starts with the leaders who need to recognize the potential savings and revenues that curiosity can create when it translates to innovative business ideas.

What You’ll Learn From This Episode:

  • 03:04 Curiosity is like baking a cake
  • 07:41 Empathy: The link between curiosity and emotional intelligence
  • 13:32 Building a culture of curiosity in organizations
  • 18:04 For leaders: Curiosity offers massive potential savings and revenues

Quotes:

04:40 “The word is curiosity, which is very broad and can mean a lot of things to a lot of people, but to me what it is in the work setting is getting out of status quo ways of doing things.”

06:19 “If you look at the data from curiosity and for creativity, it’s about from age five where it starts to tank and by the time you’re out of high school age, it’s very very low.”

09:09 “Empathy is all about putting yourself in somebody else’s shoes and that really is so critical and to do that you have to ask questions.”

14:09 “We know that people aren’t communicating well. We know that they’re showing up to work without a sense of engagement. We know the emotional intelligence issues. So first of all, a leader has to recognize the financial aspect because I think that’ll hit home.”

21:53 “All these leaders for them to really get it with curiosity, they have to recognize the cost that they’re losing for not being curious, the potential that that would bring in terms of revenue by being curious.”

]]> This week’s episode features a conversation with Dr. Diane Hamilton, Founder and CEO of Tonerra , and author of "Cracking the Curiosity Code". Curiosity in the workplace enables out of the box thinking and strengthens emotional intelligence through empathy, a key competency to talk to clients on an emotional level. Creating a culture of curiosity starts with the leaders who need to recognize the potential savings and revenues that curiosity can create when it translates to innovative business ideas.

What You’ll Learn From This Episode:

  • 03:04 Curiosity is like baking a cake
  • 07:41 Empathy: The link between curiosity and emotional intelligence
  • 13:32 Building a culture of curiosity in organizations
  • 18:04 For leaders: Curiosity offers massive potential savings and revenues

Quotes:

04:40 “The word is curiosity, which is very broad and can mean a lot of things to a lot of people, but to me what it is in the work setting is getting out of status quo ways of doing things.”

06:19 “If you look at the data from curiosity and for creativity, it’s about from age five where it starts to tank and by the time you’re out of high school age, it’s very very low.”

09:09 “Empathy is all about putting yourself in somebody else’s shoes and that really is so critical and to do that you have to ask questions.”

14:09 “We know that people aren’t communicating well. We know that they’re showing up to work without a sense of engagement. We know the emotional intelligence issues. So first of all, a leader has to recognize the financial aspect because I think that’ll hit home.”

21:53 “All these leaders for them to really get it with curiosity, they have to recognize the cost that they’re losing for not being curious, the potential that that would bring in terms of revenue by being curious.”

]]> David Saltzman c4e9bc2c-58f8-46eb-bc8f-066accec6e05 Mon, 02 Nov 2020 11:00:00 -0500 1384 full false Ep #333: Innovations in Stop Loss - With Scott Campbell Ep #333: Innovations in Stop Loss - With Scott Campbell This week’s episode features a conversation with Scott Campbell, Senior Vice President of Stealth Partner Group. Advisors need to be aware of new trends that are beginning to help shape an updated stop loss segment. The shift to direct contracting and broader data sets help employers make smarter choices in their self-funded plans so they gain control, provide a better employee experience and enjoy continued and growing cost savings.

What You’ll Learn From This Episode:

  • 06:20 Self-funding produces data for better cost savings
  • 10:14 Managing cost drivers and direct contracting as a growing trend
  • 14:51 Improving health plans and controlling facility charges
  • 17:33 Effects of stop loss innovations on consumers

Quotes:

05:43 “Manage your health plan like you manage the rest of your business. That’s what I think is a big disconnect in the insurance world.”

08:17 “There’s no way to control your cost staying fully insured. The only way to really ever take control of your health ben is be self-funded.”

11:48 “I think the trend is going to be the direct contracting in their own networks. I think that allows you to get better unit price cost, allows you to dictate care better than what a BUCA can do.”

16:20 “What are we trying to do for the member, which the DPC and those kind of physician things are important, and then what are we doing for the plan? And that’s when you need to attack the unit cost at the facilities.”

18:19 “It just seems like healthcare is one of these things where you don’t want to tell people what to do but it’s just getting to the point now where it’s just so unaffordable.”

]]> This week’s episode features a conversation with Scott Campbell, Senior Vice President of Stealth Partner Group. Advisors need to be aware of new trends that are beginning to help shape an updated stop loss segment. The shift to direct contracting and broader data sets help employers make smarter choices in their self-funded plans so they gain control, provide a better employee experience and enjoy continued and growing cost savings.

What You’ll Learn From This Episode:

  • 06:20 Self-funding produces data for better cost savings
  • 10:14 Managing cost drivers and direct contracting as a growing trend
  • 14:51 Improving health plans and controlling facility charges
  • 17:33 Effects of stop loss innovations on consumers

Quotes:

05:43 “Manage your health plan like you manage the rest of your business. That’s what I think is a big disconnect in the insurance world.”

08:17 “There’s no way to control your cost staying fully insured. The only way to really ever take control of your health ben is be self-funded.”

11:48 “I think the trend is going to be the direct contracting in their own networks. I think that allows you to get better unit price cost, allows you to dictate care better than what a BUCA can do.”

16:20 “What are we trying to do for the member, which the DPC and those kind of physician things are important, and then what are we doing for the plan? And that’s when you need to attack the unit cost at the facilities.”

18:19 “It just seems like healthcare is one of these things where you don’t want to tell people what to do but it’s just getting to the point now where it’s just so unaffordable.”

]]> David Saltzman f214a49b-76d6-4c5a-b2e3-ab876661325d Mon, 26 Oct 2020 11:00:00 -0400 1271 full false Ep #332: Is Your WFH Technology At Risk? - With Charles Henson Ep #332: Is Your WFH Technology At Risk? - With Charles Henson This week’s episode features a conversation with Charles Henson, Managing Partner of Nashville Computer. Working from home can be a perilous electronic journey, especially for those of us without technical teams available. Charles and David discuss the prevalence of cybercrime and what you and your family can do to create a more secure computing environment and how to keep your information off the dark web.

What You’ll Learn From This Episode:

  • 06:20 Password hygiene: Why you need to do it
  • 08:19 Managing passwords: LastPass and 1Password
  • 14:56 For parents: Learn about location services and the dark web
  • 20:49 Special offer by Nashville Computer for ShiftShapers listeners

Quotes:

04:02 “All of these are devices that can be penetrated and accessed remotely if they are not secure.”

07:25 “If that password is compromised, you have to go change it in one place and the hacker can only get into it at that one place not everywhere that you’re using it.”

13:37 “That camera, if it was just plugged up and they left the username and password as a default, then they were online on that website.”

16:54 “If I were stalking someone, I could totally use that app to stalk somebody, to see exactly where their location is, and see where they live on the map.”

19:16 “It is an anonymous marketplace but for today, you can go there and you can buy drugs. You can have them mailed to your house. You can buy social security cards. You can buy stolen credit cards.”

Z

]]> This week’s episode features a conversation with Charles Henson, Managing Partner of Nashville Computer. Working from home can be a perilous electronic journey, especially for those of us without technical teams available. Charles and David discuss the prevalence of cybercrime and what you and your family can do to create a more secure computing environment and how to keep your information off the dark web.

What You’ll Learn From This Episode:

  • 06:20 Password hygiene: Why you need to do it
  • 08:19 Managing passwords: LastPass and 1Password
  • 14:56 For parents: Learn about location services and the dark web
  • 20:49 Special offer by Nashville Computer for ShiftShapers listeners

Quotes:

04:02 “All of these are devices that can be penetrated and accessed remotely if they are not secure.”

07:25 “If that password is compromised, you have to go change it in one place and the hacker can only get into it at that one place not everywhere that you’re using it.”

13:37 “That camera, if it was just plugged up and they left the username and password as a default, then they were online on that website.”

16:54 “If I were stalking someone, I could totally use that app to stalk somebody, to see exactly where their location is, and see where they live on the map.”

19:16 “It is an anonymous marketplace but for today, you can go there and you can buy drugs. You can have them mailed to your house. You can buy social security cards. You can buy stolen credit cards.”

Z

]]> David Saltzman 15b92fad-217f-48d9-a750-2ac38d6e6427 Mon, 19 Oct 2020 11:00:00 -0400 1347 full false Ep #331: Resilience + Reinvention = Opportunity - with Steve Peterson Ep #331: Resilience + Reinvention = Opportunity - with Steve Peterson This week’s episode is a conversation with Steve Peterson, Partner at Tress Solutions. Today, Steve shares his professional journey which is defined by recognizing good opportunities and taking the plunge.

He tells the story of how he adapted to his client's needs and provided solutions to their biggest pain point: cannabis trash collecting. Steve explains that investing in the right people came first in entering an emerging cannabis niche worth $5 billion.

What You’ll Learn From This Episode:

  • 07:21 Seeing new perspectives and challenging the status quo
  • 12:13 Cannabis waste: Addressing urgent problems and finding opportunities
  • 16:31 Investing in people first and products second
  • 19:01 The cannabis industry: A great product with room to grow

Quotes:

06:46 “You might create something that’s good but not good enough. And I think you’re constantly forced to look and say well, how can we make this better?”

07:18 “The buyer didn’t want to have more compliance software. What they wanted was somebody just to frankly pick up their trash. So we have to adapt and say, okay, we’ll pick up your trash.”

11:50 “Until you can see it and feel it, you don’t really truly understand what problems they’re having. And so from that knowledge, then you can really architect the better solution.”

13:19 “We started seeing a whole alternate industry out there which is basically taking those stalks, stripping them down, and turning them into things like clothing, bedding, industrial hemp. So that whole market is a $5 billion market.”

18:10 “Let’s not play this game of my product is $5 cheaper. Let’s buy the waste from the grower and say we’ll take it from here so they don’t have to pay for it. It solves an economic problem for the customer, at the same token from an ecology standpoint.”

T

]]> This week’s episode is a conversation with Steve Peterson, Partner at Tress Solutions. Today, Steve shares his professional journey which is defined by recognizing good opportunities and taking the plunge.

He tells the story of how he adapted to his client's needs and provided solutions to their biggest pain point: cannabis trash collecting. Steve explains that investing in the right people came first in entering an emerging cannabis niche worth $5 billion.

What You’ll Learn From This Episode:

  • 07:21 Seeing new perspectives and challenging the status quo
  • 12:13 Cannabis waste: Addressing urgent problems and finding opportunities
  • 16:31 Investing in people first and products second
  • 19:01 The cannabis industry: A great product with room to grow

Quotes:

06:46 “You might create something that’s good but not good enough. And I think you’re constantly forced to look and say well, how can we make this better?”

07:18 “The buyer didn’t want to have more compliance software. What they wanted was somebody just to frankly pick up their trash. So we have to adapt and say, okay, we’ll pick up your trash.”

11:50 “Until you can see it and feel it, you don’t really truly understand what problems they’re having. And so from that knowledge, then you can really architect the better solution.”

13:19 “We started seeing a whole alternate industry out there which is basically taking those stalks, stripping them down, and turning them into things like clothing, bedding, industrial hemp. So that whole market is a $5 billion market.”

18:10 “Let’s not play this game of my product is $5 cheaper. Let’s buy the waste from the grower and say we’ll take it from here so they don’t have to pay for it. It solves an economic problem for the customer, at the same token from an ecology standpoint.”

T

]]> David Saltzman b1585295-13c2-4747-845b-d879c61e9ce9 Mon, 12 Oct 2020 11:00:00 -0400 1328 full false Ep #330: Advisors: What Does the Future Hold? - with Sean Schantzen (Part 2 of 2) Ep #330: Advisors: What Does the Future Hold? - with Sean Schantzen (Part 2 of 2) This week’s episode is part 2 of our conversation with Sean Schantzen, Co-Founder and President at Health Rosetta Group. Today, Sean predicts what the future may hold for the insurance industry and the tools and techniques needed to meet those changes.

Sean discusses the trend of mid-market companies banding together to rebuild infrastructures and the increasingly commonplace occurrence of building their own hospitals. He also discusses the main factors that drive pharma costs and the changes that are reshaping views on risk management.

What You’ll Learn From This Episode:

  • 01:58 New mid-market company solution: Building their own hospitals
  • 07:20 Influencing politics and using advisors as coordinators
  • 10:12 Pharma cost drivers: Supply issues, drug management, and pricing
  • 15:25 Changes in risk-management and the re-localization of risk

Quotes:

02:34 “We can pull together the capital and we can pull together the lives and we are influential in our communities. We could track
the doctors. We could do everything. Why don’t we just build a hospital or buy one or take it over?”

02:54 “We’re so frustrated with the way things have been going for so long and it’s been such a fight that, forget it, we’re done.
We’re just going to start over.”

10:36 “The entire model by which we price and distribute and have supply chain for drugs we all know is flawed in many, many ways.”

11:54 “That’s a supply chain issue which is replace the existing supply chain or decapitalize so much through technology and through
very, very specific types of business models that are borrowing from the tech community.”

20:35 “When you have community owning the skin in the game, the people that are most impacted by going wrong and the people that can most manage and keep it going right, that opens up an entirely new world.”

]]> This week’s episode is part 2 of our conversation with Sean Schantzen, Co-Founder and President at Health Rosetta Group. Today, Sean predicts what the future may hold for the insurance industry and the tools and techniques needed to meet those changes.

Sean discusses the trend of mid-market companies banding together to rebuild infrastructures and the increasingly commonplace occurrence of building their own hospitals. He also discusses the main factors that drive pharma costs and the changes that are reshaping views on risk management.

What You’ll Learn From This Episode:

  • 01:58 New mid-market company solution: Building their own hospitals
  • 07:20 Influencing politics and using advisors as coordinators
  • 10:12 Pharma cost drivers: Supply issues, drug management, and pricing
  • 15:25 Changes in risk-management and the re-localization of risk

Quotes:

02:34 “We can pull together the capital and we can pull together the lives and we are influential in our communities. We could track
the doctors. We could do everything. Why don’t we just build a hospital or buy one or take it over?”

02:54 “We’re so frustrated with the way things have been going for so long and it’s been such a fight that, forget it, we’re done.
We’re just going to start over.”

10:36 “The entire model by which we price and distribute and have supply chain for drugs we all know is flawed in many, many ways.”

11:54 “That’s a supply chain issue which is replace the existing supply chain or decapitalize so much through technology and through
very, very specific types of business models that are borrowing from the tech community.”

20:35 “When you have community owning the skin in the game, the people that are most impacted by going wrong and the people that can most manage and keep it going right, that opens up an entirely new world.”

]]> David Saltzman 3bf3ffc3-a419-4b8f-8069-4704ecdfa251 Mon, 05 Oct 2020 11:00:00 -0400 1357 full false Ep #329: What Top Advisors Are Doing Today - with Sean Schantzen (Part 1 of 2) Ep #329: What Top Advisors Are Doing Today - with Sean Schantzen (Part 1 of 2) This week’s episode is a conversation with Sean Schantzen, Co-Founder and President at Health Rosetta Group. Today, Sean shares his insights on what top advisors are doing to bring innovation, control, cost savings, and better user experiences to their clients.

Sean explains that transparency is central to reestablishing a relationship of trust between advisors and employers. He also discusses the Mr. Potato Head problem and how architecting new plans from the ground up is the only solution to give stakeholders what they really want.

What You’ll Learn From This Episode:

  • 02:18 Examining the role of advisors today
  • 07:37 Advisors are experimenting to create higher-value offerings
  • 09:56 Changing the compensation model with transparency and trust
  • 14:54 Architecting new plans and solving the Mr. Potato Head problem
  • 19:03 How firms and individual advisors can usher in changes

Quotes:

07:37 “These business models that are moving away from the traditional staffing plan as an advisor into new models that maybe are more member-centric. They may be more analytic-centric. They may be more contracting and legal-centric.”

08:27 “They’ve gained experience that’s necessary to understand how they then pull all these things together to create a much more highly differentiated and high-value offering.”

11:37 “Being transparent in compensation, top to bottom, if anything overly transparent, kind of sets the stake in the ground to reestablish a relationship on more trust.”

16:39 “They’re solving the Mr. Potato Head problem. This is contracting. It’s vendor selection issues. It’s cross-vendor collaboration. It’s how your underwriter’s going to give credits and react to this.”

20:34 “It’s less about the size of the firm that the advisor is at and more about the commitment of the advisor and their team to building what they want to build and the willingness of their clients to go along with them.”

]]> This week’s episode is a conversation with Sean Schantzen, Co-Founder and President at Health Rosetta Group. Today, Sean shares his insights on what top advisors are doing to bring innovation, control, cost savings, and better user experiences to their clients.

Sean explains that transparency is central to reestablishing a relationship of trust between advisors and employers. He also discusses the Mr. Potato Head problem and how architecting new plans from the ground up is the only solution to give stakeholders what they really want.

What You’ll Learn From This Episode:

  • 02:18 Examining the role of advisors today
  • 07:37 Advisors are experimenting to create higher-value offerings
  • 09:56 Changing the compensation model with transparency and trust
  • 14:54 Architecting new plans and solving the Mr. Potato Head problem
  • 19:03 How firms and individual advisors can usher in changes

Quotes:

07:37 “These business models that are moving away from the traditional staffing plan as an advisor into new models that maybe are more member-centric. They may be more analytic-centric. They may be more contracting and legal-centric.”

08:27 “They’ve gained experience that’s necessary to understand how they then pull all these things together to create a much more highly differentiated and high-value offering.”

11:37 “Being transparent in compensation, top to bottom, if anything overly transparent, kind of sets the stake in the ground to reestablish a relationship on more trust.”

16:39 “They’re solving the Mr. Potato Head problem. This is contracting. It’s vendor selection issues. It’s cross-vendor collaboration. It’s how your underwriter’s going to give credits and react to this.”

20:34 “It’s less about the size of the firm that the advisor is at and more about the commitment of the advisor and their team to building what they want to build and the willingness of their clients to go along with them.”

]]> David Saltzman 5d2e9dac-3bed-41bb-9f16-26aa597e0272 Mon, 28 Sep 2020 11:00:00 -0400 1330 full false Ep #328: Creating Your Best Internet Presence - with Tom Malesic Ep #328: Creating Your Best Internet Presence - with Tom Malesic This week’s episode is a conversation with Tom Malesic, Founder and CEO at EZSolution. Today, Tom introduces basic digital marketing concepts on major social media platforms like Facebook and LinkedIn.

Tom goes into detail on finding your audience on Facebook and using industry tricks to reach them more effectively. He also shares unusual metrics that you can use to track your marketing progress and ways you can improve your lead generation website.

What You’ll Learn From This Episode:

  • 01:48 Digital marketing concepts for different sized enterprises
  • 05:40 Determining your audience on Facebook and reaching them
  • 09:28 A/B Testing and using metrics to track marketing success
  • 11:56 Top mistakes when building your website
  • 16:30 Tips in creating company blogs

Quotes:

02:26 “How do you produce content that makes your audience know and understand that you’re the expert and you’re the one they should call when they have a specific problem that you solve?”

06:18 “The other thing that Facebook does that most people don’t even know that it’s possible is you can export any kind of list that you have, so you might have a prospect list or maybe you have a customer list.”

11:10 “We could track form fills and you can even install call tracking on your website so that it displays a unique phone number and then you could log into the call tracking dashboard and actually listen to those calls.”

14:54 “Sometimes it just takes a little step back to say, do we need this section? How do we organize this content so that it makes more sense?”

18:53 “You could do video blogs instead of written blogs.”

]]> This week’s episode is a conversation with Tom Malesic, Founder and CEO at EZSolution. Today, Tom introduces basic digital marketing concepts on major social media platforms like Facebook and LinkedIn.

Tom goes into detail on finding your audience on Facebook and using industry tricks to reach them more effectively. He also shares unusual metrics that you can use to track your marketing progress and ways you can improve your lead generation website.

What You’ll Learn From This Episode:

  • 01:48 Digital marketing concepts for different sized enterprises
  • 05:40 Determining your audience on Facebook and reaching them
  • 09:28 A/B Testing and using metrics to track marketing success
  • 11:56 Top mistakes when building your website
  • 16:30 Tips in creating company blogs

Quotes:

02:26 “How do you produce content that makes your audience know and understand that you’re the expert and you’re the one they should call when they have a specific problem that you solve?”

06:18 “The other thing that Facebook does that most people don’t even know that it’s possible is you can export any kind of list that you have, so you might have a prospect list or maybe you have a customer list.”

11:10 “We could track form fills and you can even install call tracking on your website so that it displays a unique phone number and then you could log into the call tracking dashboard and actually listen to those calls.”

14:54 “Sometimes it just takes a little step back to say, do we need this section? How do we organize this content so that it makes more sense?”

18:53 “You could do video blogs instead of written blogs.”

]]> David Saltzman 854e8c2f-9841-4efc-a921-d6be78b86565 Mon, 21 Sep 2020 11:00:00 -0400 1216 full false Ep #327: An Innovative Mindset Is Always "On" - With Ron Laikind Ep #327: An Innovative Mindset Is Always "On" - With Ron Laikind This week’s episode is a conversation with Ron Laikind, an adventurer with a penchant for adaptability and owner at Extreme Mist PCS, LLC. Today, Ron explains how he meets the needs of current times through on-the-spot creativity.

He shares that the idea for a misting system began on camelback while traversing the African desert. Ron also shares how he has since adapted his product to fight COVID-19 and adjusted it for use in the sanitation industry.

What You’ll Learn From This Episode:

  • 03:10 Finding business inspiration on camelback
  • 06:36 Extreme Mist: Starting the company and developing the product
  • 11:11 Adapting his invention to battle COVID-19
  • 17:35 Pivoting his sales profile: Selling to the sanitation industry

Quotes:

06:25 “That’s lesson number one. Don’t hesitate. If you think you have something, jump on it because if not, it’ll just sit in the pages and the ink will dull.”

07:18 “I’m walking, cycling, running into a nice cold cloud. So wherever I go, I’m walking right into it and I’m staying cool. I’m breathing it in.”

08:23 “I needed a hands-free operation so I could enjoy my trek and at the same time stay cool. And that’s what I came up with.”

15:20 “I went back over there ten minutes later, filled it up with their sanitizing fluid, and it’s a wireless remote with eight different speeds, so the manager put it on, started walking around, and the gym broke out in applause.”

17:40 “It’s probably fifty to one, maybe even more than that now, from our misting and drinking products from the Extreme Mist line going over to the portable sanitizing system line.”

]]> This week’s episode is a conversation with Ron Laikind, an adventurer with a penchant for adaptability and owner at Extreme Mist PCS, LLC. Today, Ron explains how he meets the needs of current times through on-the-spot creativity.

He shares that the idea for a misting system began on camelback while traversing the African desert. Ron also shares how he has since adapted his product to fight COVID-19 and adjusted it for use in the sanitation industry.

What You’ll Learn From This Episode:

  • 03:10 Finding business inspiration on camelback
  • 06:36 Extreme Mist: Starting the company and developing the product
  • 11:11 Adapting his invention to battle COVID-19
  • 17:35 Pivoting his sales profile: Selling to the sanitation industry

Quotes:

06:25 “That’s lesson number one. Don’t hesitate. If you think you have something, jump on it because if not, it’ll just sit in the pages and the ink will dull.”

07:18 “I’m walking, cycling, running into a nice cold cloud. So wherever I go, I’m walking right into it and I’m staying cool. I’m breathing it in.”

08:23 “I needed a hands-free operation so I could enjoy my trek and at the same time stay cool. And that’s what I came up with.”

15:20 “I went back over there ten minutes later, filled it up with their sanitizing fluid, and it’s a wireless remote with eight different speeds, so the manager put it on, started walking around, and the gym broke out in applause.”

17:40 “It’s probably fifty to one, maybe even more than that now, from our misting and drinking products from the Extreme Mist line going over to the portable sanitizing system line.”

]]> David Saltzman 069730e6-e849-49cd-a7fd-b8a05531eeac Mon, 14 Sep 2020 11:00:00 -0400 1263 full false Ep #326: The Key to Managing Remote Teams - with Jason Treu Ep #326: The Key to Managing Remote Teams - with Jason Treu This week’s episode is a conversation with Jason Treu, Chief People Officer at Unstoppable Workplaces. Today, Jason discusses how companies can experiment with communication strategies to maintain connections with their team members.

Jason also talks about the changes that companies need to adapt to in an increasingly digital environment. To survive, companies need to implement empathetic strategies for teamwork and get regular feedback from employees.

What You’ll Learn From This Episode:

  • 03:42 Pandemic challenges: Going digital and experimenting to stay connected
  • 09:52 Introducing company change and being prepared for it
  • 13:26 Using structures to manage high performers
  • 18:28 Resources and tools to gain feedback and develop essential skills

Quotes:

04:22 “People are galvanized around a purpose and the purpose is survival today. And you will do a lot for that.”

09:04 “It’s harder to create those decisions because you’re not in a room. You have to contact everyone and get them together and at some point, that’s just not feasible.”

15:23 “You should be doing weekly pulses, asking them questions of your sales force, and there’s a lot of questions you could be asking them to get some data back so you can get real-time feedback.”

16:32 “People with empathy, the people who have compassion, the people who have a plan and know how to build trust with people, I think those are the things that you’re seeing are doing much better across the board.”

21:12 “The challenge is going to be how far that people move off of making the people, the teamwork, the employee experience, a business priority. And I think that, to me, is the central question.”

]]> This week’s episode is a conversation with Jason Treu, Chief People Officer at Unstoppable Workplaces. Today, Jason discusses how companies can experiment with communication strategies to maintain connections with their team members.

Jason also talks about the changes that companies need to adapt to in an increasingly digital environment. To survive, companies need to implement empathetic strategies for teamwork and get regular feedback from employees.

What You’ll Learn From This Episode:

  • 03:42 Pandemic challenges: Going digital and experimenting to stay connected
  • 09:52 Introducing company change and being prepared for it
  • 13:26 Using structures to manage high performers
  • 18:28 Resources and tools to gain feedback and develop essential skills

Quotes:

04:22 “People are galvanized around a purpose and the purpose is survival today. And you will do a lot for that.”

09:04 “It’s harder to create those decisions because you’re not in a room. You have to contact everyone and get them together and at some point, that’s just not feasible.”

15:23 “You should be doing weekly pulses, asking them questions of your sales force, and there’s a lot of questions you could be asking them to get some data back so you can get real-time feedback.”

16:32 “People with empathy, the people who have compassion, the people who have a plan and know how to build trust with people, I think those are the things that you’re seeing are doing much better across the board.”

21:12 “The challenge is going to be how far that people move off of making the people, the teamwork, the employee experience, a business priority. And I think that, to me, is the central question.”

]]> David Saltzman 559ef3fd-6941-4306-81cc-9fae812dfe1c Mon, 07 Sep 2020 11:00:00 -0400 1329 full false Ep #325: The Importance of Emotional Intelligence - with Alan Cohen Ep #325: The Importance of Emotional Intelligence - with Alan Cohen This episode of The ShiftShapers Podcast is called "The Importance of Emotional Intelligence" with Alan Cohen, President at ASC Coaching & Speaking, TEDx speaker, and author of "The Connection Challenge" and "Those Difficult Talks."

Today, Alan defines emotional intelligence and a key aspect of it known as empathy. He also discusses the role of self-assessment in leadership to overcome blind spots and how a shared purpose can make people transcend pettiness and achieve greatness.

What You’ll Learn From This Episode:

  • 03:13 Building empathy and its role in decision-making
  • 08:09 Emotional awareness and its potential for business success
  • 09:25 Self-assessment: Exercises and books for you
  • 15:21 The power of shared purpose
  • 19:54 Tips for self-help during the pandemic

Quotes:

03:41 “Without empathy, we can be perceived as being harsh or cold or detached. And with the appropriate amount of empathy, we are a more individual connected leader, somebody that builds trust.”

09:05 “Without connection, you might have results but you’re probably missing the greater potential to really build trust and engagement and a higher level of performance.”

10:40 “We all have a blind spot. As awake and as mindful and as conscious as we are, there’s still something that we’re not seeing, and that thing that we’re not seeing could be the very thing that’s getting in the way.”

20:14 “There’s such a crisis in empathy right now. People need that. People need to know that you see them and feel and care about them.”

20:45 “Everybody is going through similar things and the conditions are affecting all of us. We all have to take care of ourselves in terms of body, mind, spirit, physicality, creative expression, all of those things.”

]]> This episode of The ShiftShapers Podcast is called "The Importance of Emotional Intelligence" with Alan Cohen, President at ASC Coaching & Speaking, TEDx speaker, and author of "The Connection Challenge" and "Those Difficult Talks."

Today, Alan defines emotional intelligence and a key aspect of it known as empathy. He also discusses the role of self-assessment in leadership to overcome blind spots and how a shared purpose can make people transcend pettiness and achieve greatness.

What You’ll Learn From This Episode:

  • 03:13 Building empathy and its role in decision-making
  • 08:09 Emotional awareness and its potential for business success
  • 09:25 Self-assessment: Exercises and books for you
  • 15:21 The power of shared purpose
  • 19:54 Tips for self-help during the pandemic

Quotes:

03:41 “Without empathy, we can be perceived as being harsh or cold or detached. And with the appropriate amount of empathy, we are a more individual connected leader, somebody that builds trust.”

09:05 “Without connection, you might have results but you’re probably missing the greater potential to really build trust and engagement and a higher level of performance.”

10:40 “We all have a blind spot. As awake and as mindful and as conscious as we are, there’s still something that we’re not seeing, and that thing that we’re not seeing could be the very thing that’s getting in the way.”

20:14 “There’s such a crisis in empathy right now. People need that. People need to know that you see them and feel and care about them.”

20:45 “Everybody is going through similar things and the conditions are affecting all of us. We all have to take care of ourselves in terms of body, mind, spirit, physicality, creative expression, all of those things.”

]]> David Saltzman f62087a5-b699-41f6-a4a5-b4ea4378b2f5 Mon, 31 Aug 2020 11:00:00 -0400 1304 full false Ep #324: Dealing with VUCA - Your Key To Surviving Future Shock - With Ira Wolfe Ep #324: Dealing with VUCA - Your Key To Surviving Future Shock - With Ira Wolfe This episode of The ShiftShapers Podcast is called "Dealing with VUCA - Your Key To Surviving Future Shock" with Ira Wolfe, President and Chief Googlization Officer at Success Performance Solutions.

Today, Ira defines VUCA (volatility, uncertainty, complexity, ambiguity) and contextualizes it to the global pandemic. He comments on the stress of the accelerated use of technology and how responding to it causes disruption but also leads to adaptation.

What You’ll Learn From this Episode:

  • 02:38 Defining VUCA in 2020
  • 10:59 Responding to VUCA
  • 13:04 The adoption of technology across generations
  • 16:53 Using historical references to contextualize the present
  • 18:27 Technology, stress, and adaptation

Quotes:

08:25 “Everybody’s having debates about everything. What does school look like? What do we do with our kids? What does daycare look like? What does our workplace look like?”

16:18 “It was a pretty volatile time and so we can reference those things which don’t relate. So for a millennial or Gen X, these are all new experiences. We’ve seen them before.”

16:34 “You gotta be careful when you’re talking about generations. Our reference points are different but our viewpoints are pretty diverse.”

18:48 “The pandemic itself will go away but the technology, the acceleration of the use of technology is just amazing.”

19:57 “All of a sudden, everybody needed to become digitally literate. They had to figure out how do we get five people onto our wireless internet. How do we secure it? I don’t have an IT department.”

]]> This episode of The ShiftShapers Podcast is called "Dealing with VUCA - Your Key To Surviving Future Shock" with Ira Wolfe, President and Chief Googlization Officer at Success Performance Solutions.

Today, Ira defines VUCA (volatility, uncertainty, complexity, ambiguity) and contextualizes it to the global pandemic. He comments on the stress of the accelerated use of technology and how responding to it causes disruption but also leads to adaptation.

What You’ll Learn From this Episode:

  • 02:38 Defining VUCA in 2020
  • 10:59 Responding to VUCA
  • 13:04 The adoption of technology across generations
  • 16:53 Using historical references to contextualize the present
  • 18:27 Technology, stress, and adaptation

Quotes:

08:25 “Everybody’s having debates about everything. What does school look like? What do we do with our kids? What does daycare look like? What does our workplace look like?”

16:18 “It was a pretty volatile time and so we can reference those things which don’t relate. So for a millennial or Gen X, these are all new experiences. We’ve seen them before.”

16:34 “You gotta be careful when you’re talking about generations. Our reference points are different but our viewpoints are pretty diverse.”

18:48 “The pandemic itself will go away but the technology, the acceleration of the use of technology is just amazing.”

19:57 “All of a sudden, everybody needed to become digitally literate. They had to figure out how do we get five people onto our wireless internet. How do we secure it? I don’t have an IT department.”

]]> David Saltzman a9589b7d-ac14-4fad-8bcf-50cb307f4ea2 Mon, 24 Aug 2020 11:00:00 -0400 1302 full false Ep #323: What Does Your Brand Say About You? - With Gary Hernbroth Ep #323: What Does Your Brand Say About You? - With Gary Hernbroth This episode of The ShiftShapers Podcast is called "What Does Your Brand Say About You?" with Gary Hernbroth, Founder and Chief Motivating Officer at Training for Winners. Today, Gary shares how to cultivate your own personal brand and the importance of authenticity.

He also discusses the top characteristics of a salesperson, such as listening and follow-through, and provides a real-life example of an insurance agent leveraging authenticity to create a lasting business partnership.

What You’ll Learn From this Episode:

  • 01:54 What exactly is personal branding?
  • 06:50 Personal brand = trust
  • 08:34 Creating an authentic brand starts with internal reflection
  • 12:19 Listening is the number 1 skill in sales
  • 16:02 Creating sales with follow-through, loyalty, and authenticity

Quotes:

04:46 “The vibe that we give off, so to speak, that tell people that they either want to be engaged with us or they want to get involved in business with us or, in the case of the folks listening in today, somebody wants to buy from me. Or maybe they don’t.”

07:11 “There are certain things that you do or don’t do that are going to protect your brand and keep it strong—because it takes a long time to build up a brand and it takes seconds to shatter your brand.”

10:10 “I do not believe in the fake it til you make it crowd. I think that’s kind of a cute little phrase, it’s a bumper sticker, but I don’t really think it has any lasting value. It’s more like fake it until you’re found out.”

12:59 “Sometimes people, because someone doesn’t ask the question, they think you’re not thinking about that. Oh, customers are very much thinking about that.”

14:04 “Listening is traditionally the number 1 skill that buyers want in their salespeople. Somebody to hear about what my needs are.”

]]> This episode of The ShiftShapers Podcast is called "What Does Your Brand Say About You?" with Gary Hernbroth, Founder and Chief Motivating Officer at Training for Winners. Today, Gary shares how to cultivate your own personal brand and the importance of authenticity.

He also discusses the top characteristics of a salesperson, such as listening and follow-through, and provides a real-life example of an insurance agent leveraging authenticity to create a lasting business partnership.

What You’ll Learn From this Episode:

  • 01:54 What exactly is personal branding?
  • 06:50 Personal brand = trust
  • 08:34 Creating an authentic brand starts with internal reflection
  • 12:19 Listening is the number 1 skill in sales
  • 16:02 Creating sales with follow-through, loyalty, and authenticity

Quotes:

04:46 “The vibe that we give off, so to speak, that tell people that they either want to be engaged with us or they want to get involved in business with us or, in the case of the folks listening in today, somebody wants to buy from me. Or maybe they don’t.”

07:11 “There are certain things that you do or don’t do that are going to protect your brand and keep it strong—because it takes a long time to build up a brand and it takes seconds to shatter your brand.”

10:10 “I do not believe in the fake it til you make it crowd. I think that’s kind of a cute little phrase, it’s a bumper sticker, but I don’t really think it has any lasting value. It’s more like fake it until you’re found out.”

12:59 “Sometimes people, because someone doesn’t ask the question, they think you’re not thinking about that. Oh, customers are very much thinking about that.”

14:04 “Listening is traditionally the number 1 skill that buyers want in their salespeople. Somebody to hear about what my needs are.”

]]> David Saltzman e1c00bfa-5804-4b5b-88e5-755301db4663 Mon, 17 Aug 2020 11:00:00 -0400 1356 full false Ep #322: The One Thing Holding Your Business Back - With Ed Krow Ep #322: The One Thing Holding Your Business Back - With Ed Krow This episode of The ShiftShapers Podcast is called "The One Thing Holding Your Business Back" with Ed Krow, Founder & HR Strategist of Ed Krow, LLC. Today, Ed explains that businesses need to adapt to the Experience Age to manage their employees better.

He also shares that businesses can achieve their next big milestone by letting others make the difficult decisions for them. Not only does this boost creativity to run a business, but it also fosters trust in the company culture moving forward.

What You’ll Learn From this Episode:

  • 01:27 What is an HR Strategist?
  • 04:25 Doing business in the Experience Age & adapting to it
  • 11:39 Regaining creativity & inspiration by letting go
  • 17:24 Creating an ideal business environment by asking questions

Quotes:

02:25 “Let’s breakthrough that barrier. You want to get from 10 to 15 million? People are going to get you there. You want to get that new product to market? People are going to get you there.”

04:25 “We’re in the Experience Age now. And what I mean by that is, if you want to harness the power of what’s going on in your company, then you have to recognize that your people are living their lives in and through social media.”

07:51 “You will never break through that ceiling until you change how you’re going to do business. If you’re willing to flip that key, we can make it happen. We’ll get you to 15 million.”

18:14 “How can you know that you’re giving your people what they want if you never ask them?”

20:54 “Ask your people what they want. And they’re afraid to ask because what if I can’t give it to them? Then we’ll go that road if we can’t do it. But if you don’t ask, you’re going to spend money you don’t need to spend.”

 

]]> This episode of The ShiftShapers Podcast is called "The One Thing Holding Your Business Back" with Ed Krow, Founder & HR Strategist of Ed Krow, LLC. Today, Ed explains that businesses need to adapt to the Experience Age to manage their employees better.

He also shares that businesses can achieve their next big milestone by letting others make the difficult decisions for them. Not only does this boost creativity to run a business, but it also fosters trust in the company culture moving forward.

What You’ll Learn From this Episode:

  • 01:27 What is an HR Strategist?
  • 04:25 Doing business in the Experience Age & adapting to it
  • 11:39 Regaining creativity & inspiration by letting go
  • 17:24 Creating an ideal business environment by asking questions

Quotes:

02:25 “Let’s breakthrough that barrier. You want to get from 10 to 15 million? People are going to get you there. You want to get that new product to market? People are going to get you there.”

04:25 “We’re in the Experience Age now. And what I mean by that is, if you want to harness the power of what’s going on in your company, then you have to recognize that your people are living their lives in and through social media.”

07:51 “You will never break through that ceiling until you change how you’re going to do business. If you’re willing to flip that key, we can make it happen. We’ll get you to 15 million.”

18:14 “How can you know that you’re giving your people what they want if you never ask them?”

20:54 “Ask your people what they want. And they’re afraid to ask because what if I can’t give it to them? Then we’ll go that road if we can’t do it. But if you don’t ask, you’re going to spend money you don’t need to spend.”

 

]]> David Saltzman 2a6d8b09-0844-46d8-bce6-3687908d4f5b Mon, 10 Aug 2020 11:00:00 -0400 1305 full false Ep #321: You Can't Be A Thought Leader In One Day - With Andrea Pass Ep #321: You Can't Be A Thought Leader In One Day - With Andrea Pass This episode of The ShiftShapers Podcast is called "You Can't Be A Thought Leader In One Day" with Andrea Pass, founder and CEO of Andrea Pass Public Relations. Today, Andrea shares what it means to be a publicist and how thought leaders are created using the free tools available to public relations.

Andrea also discusses the relevance of PR with social media and how she applies the traditional PR methods to keep her clients up to date in the digital world. She also provides actionable tips for businesses in employee benefits to get started on their own PR.

What You’ll Learn From this Episode:

  • 01:57 What is a publicist?
  • 04:56 Publicity as an ongoing process
  • 10:18 Defining the role of social media in PR
  • 14:49 Reactive and proactive PR for insurance brokers
  • 20:16 Andrea’s tips to create PR relationships for employee benefits

Quotes:

05:43 “Publicity is an ongoing process. It’s not a one and done. And you want to stay relevant because you want to have interviews all of the time about your business, your service, your product, your book.”

11:04 “I believe that social media is important and should go hand in hand with a public relations campaign because of the fact that you want to drive more awareness to your social media pages.”

20:44 “To find that business writer at your local publication, to shoot an email and say okay, here I am. This is what I do, short little paragraph, and here are 4 bullets of topics I can talk about.”

21:01 “The most important thing for your audience in insurance is making sure that you’re in touch with your major compliance department to make sure you have the ability to do public relations on your own without going through corporate.”

21:23 “If you are not working for a large organization and you can get out there on your own and talk about things because the other guy can’t, now is the time to start public relations.”

 

]]> This episode of The ShiftShapers Podcast is called "You Can't Be A Thought Leader In One Day" with Andrea Pass, founder and CEO of Andrea Pass Public Relations. Today, Andrea shares what it means to be a publicist and how thought leaders are created using the free tools available to public relations.

Andrea also discusses the relevance of PR with social media and how she applies the traditional PR methods to keep her clients up to date in the digital world. She also provides actionable tips for businesses in employee benefits to get started on their own PR.

What You’ll Learn From this Episode:

  • 01:57 What is a publicist?
  • 04:56 Publicity as an ongoing process
  • 10:18 Defining the role of social media in PR
  • 14:49 Reactive and proactive PR for insurance brokers
  • 20:16 Andrea’s tips to create PR relationships for employee benefits

Quotes:

05:43 “Publicity is an ongoing process. It’s not a one and done. And you want to stay relevant because you want to have interviews all of the time about your business, your service, your product, your book.”

11:04 “I believe that social media is important and should go hand in hand with a public relations campaign because of the fact that you want to drive more awareness to your social media pages.”

20:44 “To find that business writer at your local publication, to shoot an email and say okay, here I am. This is what I do, short little paragraph, and here are 4 bullets of topics I can talk about.”

21:01 “The most important thing for your audience in insurance is making sure that you’re in touch with your major compliance department to make sure you have the ability to do public relations on your own without going through corporate.”

21:23 “If you are not working for a large organization and you can get out there on your own and talk about things because the other guy can’t, now is the time to start public relations.”

 

]]> David Saltzman edb32e75-4871-4f25-9a21-906815ef3f0c Mon, 03 Aug 2020 11:00:00 -0400 1339 full false Ep #320: New Developments In Pharmacy Cost - With Garrett D'Antoni Ep #320: New Developments In Pharmacy Cost - With Garrett D'Antoni This episode of The ShiftShapers Podcast is called "New Developments In Pharmacy Cost" with Garrett D'Antoni of NavRx, a prescription benefit manager (PBM) with a commitment to transparency.

Garrett begins by defining companion diagnostics then breaks down the confusing nature of NDC codes and why some PBM's can charge astonishing amounts for prescribed medications. He also goes into detail about the increasing popularity of pharmacy tourism and the significant cost savings it offers.

What You’ll Learn From this Episode:

  • 02:50 Providing expensive drugs with companion diagnostics
  • 06:15 NDC codes explained
  • 13:00 Generating massive savings with pharmacy tourism & prescription care coordination
  • 18:20 The future of pharmacogenomic testing & PBM’s

Quotes:

05:17 “There’s not enough drugs that are mapped genetically that says okay, this is how you’re going to metabolize it. And so, as we move towards that, you’re right, it comes down to do I take it or do I not take it?”

08:24 “This is where the spread pricing comes in. So a pharmacy could submit one NDC, the PBM can charge a client on a different NDC, so you’re basically switching the NDC from one price to another.”

09:21 “You have to get the information. That’s the most difficult part when you go to a PBM and say, well, let me see what you actually paid the pharmacy. Is that what you billed me? And so that’s when they’re saying it’s proprietary information.”

11:35 “You have the polytherapy problem where the one drug causes your stomach ache so they put you on another drug. And before you know it, you’re on five different medications.”

15:55 “You have these countries that you’re getting up to 50, 70 percent discount on the medication. You’re traveling there three to four times a year. You’re bringing back basically 90 days supply. And you’re able to keep some coordination or continuity of care.”

]]> This episode of The ShiftShapers Podcast is called "New Developments In Pharmacy Cost" with Garrett D'Antoni of NavRx, a prescription benefit manager (PBM) with a commitment to transparency.

Garrett begins by defining companion diagnostics then breaks down the confusing nature of NDC codes and why some PBM's can charge astonishing amounts for prescribed medications. He also goes into detail about the increasing popularity of pharmacy tourism and the significant cost savings it offers.

What You’ll Learn From this Episode:

  • 02:50 Providing expensive drugs with companion diagnostics
  • 06:15 NDC codes explained
  • 13:00 Generating massive savings with pharmacy tourism & prescription care coordination
  • 18:20 The future of pharmacogenomic testing & PBM’s

Quotes:

05:17 “There’s not enough drugs that are mapped genetically that says okay, this is how you’re going to metabolize it. And so, as we move towards that, you’re right, it comes down to do I take it or do I not take it?”

08:24 “This is where the spread pricing comes in. So a pharmacy could submit one NDC, the PBM can charge a client on a different NDC, so you’re basically switching the NDC from one price to another.”

09:21 “You have to get the information. That’s the most difficult part when you go to a PBM and say, well, let me see what you actually paid the pharmacy. Is that what you billed me? And so that’s when they’re saying it’s proprietary information.”

11:35 “You have the polytherapy problem where the one drug causes your stomach ache so they put you on another drug. And before you know it, you’re on five different medications.”

15:55 “You have these countries that you’re getting up to 50, 70 percent discount on the medication. You’re traveling there three to four times a year. You’re bringing back basically 90 days supply. And you’re able to keep some coordination or continuity of care.”

]]> David Saltzman d8a3c97e-64a6-49d6-8520-e9260c1ae2a5 Mon, 20 Jul 2020 11:00:00 -0400 1370 full false Ep #319: Thinking About Starting A Podcast - With Elzie Flenard Ep #319: Thinking About Starting A Podcast - With Elzie Flenard This episode of The ShiftShapers Podcast is called "Thinking About Starting A Podcast" with Elzie Flenard, Founder of audio marketing agency Enterprise NOW! and The MAYOR of Podcast Town, a community for podcasters by podcasters.

Elzie shares what makes a successful podcast, from having the right motivations and mindset, to the more technical aspects behind producing a show flow, post-production, and the CRAB process which stands for Compose, Record, Arrange, and Broadcast.

What You’ll Learn From this Episode:

  • 03:52 Podcasting as a business
  • 05:08 Laying the groundwork for your own podcast
  • 08:12 Podcast success: The right mindset & consistency
  • 14:53 Post-production, the CRAB process & show notes

Quotes:

04:09 “Podcasting is a fantastic way to build and cultivate relationships. It’s also an awesome way to get to know people and to really just cultivate those connections that are made through the process.”

07:13 “Once you develop your why, now you go into planning your strategy. What types of people do you want to talk to? What do you want to talk to them about and having that listed in your show flow?”

13:49 “A general rule of thumb is a 1 to 4 ratio. Let’s say it’s a 30-minute show, it’s probably going to take you 4 times that total to do all of the things. The editing, the graphics, the social promotion, the research.”

18:10 “We have what I call the CRAB process. That just stands for Compose, Record, Arrange, and Broadcast.”

20:06 “I think as a listener, it’s important to give a summary of what the episode is about and maybe a couple of highlights and bullet points on key insights or things that have been talked about during the show.”

]]> This episode of The ShiftShapers Podcast is called "Thinking About Starting A Podcast" with Elzie Flenard, Founder of audio marketing agency Enterprise NOW! and The MAYOR of Podcast Town, a community for podcasters by podcasters.

Elzie shares what makes a successful podcast, from having the right motivations and mindset, to the more technical aspects behind producing a show flow, post-production, and the CRAB process which stands for Compose, Record, Arrange, and Broadcast.

What You’ll Learn From this Episode:

  • 03:52 Podcasting as a business
  • 05:08 Laying the groundwork for your own podcast
  • 08:12 Podcast success: The right mindset & consistency
  • 14:53 Post-production, the CRAB process & show notes

Quotes:

04:09 “Podcasting is a fantastic way to build and cultivate relationships. It’s also an awesome way to get to know people and to really just cultivate those connections that are made through the process.”

07:13 “Once you develop your why, now you go into planning your strategy. What types of people do you want to talk to? What do you want to talk to them about and having that listed in your show flow?”

13:49 “A general rule of thumb is a 1 to 4 ratio. Let’s say it’s a 30-minute show, it’s probably going to take you 4 times that total to do all of the things. The editing, the graphics, the social promotion, the research.”

18:10 “We have what I call the CRAB process. That just stands for Compose, Record, Arrange, and Broadcast.”

20:06 “I think as a listener, it’s important to give a summary of what the episode is about and maybe a couple of highlights and bullet points on key insights or things that have been talked about during the show.”

]]> David Saltzman 66e4df7f-c69b-4051-9005-0b050dcfc941 Mon, 13 Jul 2020 11:00:00 -0400 1292 full false Ep #318: Direct Primary Care in the Employer Market: How to Get There - With John Collier Ep #318: Direct Primary Care in the Employer Market: How to Get There - With John Collier This episode of The ShiftShapers Podcast is called "Direct Primary Care In the Employer Market: How To Get There" with John Collier, President and CEO at Proactive MD, a direct primary care (DPC) organization.

John explains the possibilities of DPC that integrates administrative processes, delivers clinically effective healthcare while still remaining financially viable for stakeholders, and promotes patient empowerment through a "patient advocate".

What You’ll Learn From this Episode:

  • 03:58 How to make DPC widely accepted by employers
  • 07:33 Creating a system that streamlines administrative processes
  • 10:46 Making DPC attractive to physicians & employers alike
  • 16:47 The role of the Patient Advocate to engage & empower

Quotes:

04:59 “Truthfully, while they’re great phenomenal physicians that I’m sure they have incredible clinical outcomes in their DPC practice, they don’t fully understand the business case for what a self-funded employer is facing.”

07:51 “At its core, direct primary care was invented and built to reunite a patient and a physician relationship, in a partnership.”

08:22 “If we’re solely focused on the patient and what is right for that patient, let’s leverage that data to help them take this patient by the hand and walk through the care continuum as primary care was designed to do.”

15:41 “When direct primary care physicians and these groups are working with employers, the care doesn’t stop at that on-site clinic.”

18:15 “The care team would consist, and they would be partners with that physician, is a licensed clinical social worker that’s going to work with the physician to engage a population.”

]]> This episode of The ShiftShapers Podcast is called "Direct Primary Care In the Employer Market: How To Get There" with John Collier, President and CEO at Proactive MD, a direct primary care (DPC) organization.

John explains the possibilities of DPC that integrates administrative processes, delivers clinically effective healthcare while still remaining financially viable for stakeholders, and promotes patient empowerment through a "patient advocate".

What You’ll Learn From this Episode:

  • 03:58 How to make DPC widely accepted by employers
  • 07:33 Creating a system that streamlines administrative processes
  • 10:46 Making DPC attractive to physicians & employers alike
  • 16:47 The role of the Patient Advocate to engage & empower

Quotes:

04:59 “Truthfully, while they’re great phenomenal physicians that I’m sure they have incredible clinical outcomes in their DPC practice, they don’t fully understand the business case for what a self-funded employer is facing.”

07:51 “At its core, direct primary care was invented and built to reunite a patient and a physician relationship, in a partnership.”

08:22 “If we’re solely focused on the patient and what is right for that patient, let’s leverage that data to help them take this patient by the hand and walk through the care continuum as primary care was designed to do.”

15:41 “When direct primary care physicians and these groups are working with employers, the care doesn’t stop at that on-site clinic.”

18:15 “The care team would consist, and they would be partners with that physician, is a licensed clinical social worker that’s going to work with the physician to engage a population.”

]]> David Saltzman 9b7d880c-2fd0-481c-8b52-28c6c47260ea Mon, 29 Jun 2020 11:00:00 -0400 1288 full false Ep #317: Target and Tame the Drug Spend Monster - With Pramod John Ep #317: Target and Tame the Drug Spend Monster - With Pramod John This episode of The ShiftShapers Podcast is called "Target and Tame the Drug Spend Monster" with Pramod John, Founder and CEO at VIVIO Health. They discuss the changing nature of specialty drugs as adjuvant therapies and the skyrocketing costs that come with it.

Pramod also discusses the case of Humira biosimilars and AbbVie's threat to litigate, resulting in it being unavailable in the US. He further explains the broken system that favors big pharma, its detrimental effect on regular citizens, and what we can do about it.

What You’ll Learn From this Episode:

  • 03:31 Growth of specialty drugs & adjuvant therapies
  • 06:16 TNF inhibitors, Humira biosims & AbbVie’s threat to litigate
  • 13:25 Why do Americans pay more for specialty drugs?
  • 19:29 Standing up against unfair pricing

Quotes:

06:08 “If you can put them on adjuvant therapies, whether it extends your life or not and no one’s paying attention, it’s a huge moneymaking machine for pharma.”

07:59 “Humira’s biosim is not available in the US market because AbbVie has threatened to litigate against the 5 manufacturers or 6 manufacturers of biosims.”

16:33 “The government failed because the government has neither price controls to say look, you can’t just charge a bazillion dollars because you want to.”

19:14 “Manufacturers can charge insane prices for a drug that no one else in any part of the world will pay because we’re concentrating more and more dollars from larger and larger number of people into a smaller and smaller number of people.”

21:23 “Until the American people say we’ve had enough to the politicians and everyone else, it’s very difficult to change these things economically because you’re fighting against monopolies.”

]]> This episode of The ShiftShapers Podcast is called "Target and Tame the Drug Spend Monster" with Pramod John, Founder and CEO at VIVIO Health. They discuss the changing nature of specialty drugs as adjuvant therapies and the skyrocketing costs that come with it.

Pramod also discusses the case of Humira biosimilars and AbbVie's threat to litigate, resulting in it being unavailable in the US. He further explains the broken system that favors big pharma, its detrimental effect on regular citizens, and what we can do about it.

What You’ll Learn From this Episode:

  • 03:31 Growth of specialty drugs & adjuvant therapies
  • 06:16 TNF inhibitors, Humira biosims & AbbVie’s threat to litigate
  • 13:25 Why do Americans pay more for specialty drugs?
  • 19:29 Standing up against unfair pricing

Quotes:

06:08 “If you can put them on adjuvant therapies, whether it extends your life or not and no one’s paying attention, it’s a huge moneymaking machine for pharma.”

07:59 “Humira’s biosim is not available in the US market because AbbVie has threatened to litigate against the 5 manufacturers or 6 manufacturers of biosims.”

16:33 “The government failed because the government has neither price controls to say look, you can’t just charge a bazillion dollars because you want to.”

19:14 “Manufacturers can charge insane prices for a drug that no one else in any part of the world will pay because we’re concentrating more and more dollars from larger and larger number of people into a smaller and smaller number of people.”

21:23 “Until the American people say we’ve had enough to the politicians and everyone else, it’s very difficult to change these things economically because you’re fighting against monopolies.”

]]> David Saltzman 370754bc-7ddf-41ac-b00b-2005746f09ed Mon, 22 Jun 2020 11:00:00 -0400 1414 full false Ep #316: Creating a Fee-Based Consultancy - With Derek Winn & Jessica Du Bois Ep #316: Creating a Fee-Based Consultancy - With Derek Winn & Jessica Du Bois This episode of The ShiftShapers Podcast is called "Creating a Fee-Based Consultancy" with Derek Winn and Jessica Du Bois, Consultant and Employee Benefits Advisor respectively at Business Benefits Group. They talk about the differences of Distilled Concepts from the parent company and how this new division caters to the specific needs of their clients.

Some of their innovations include leading with an RFI before sending a project proposal to fully understand who their client is and what it is they want to achieve, and letting the clients come to them instead of focusing on inbound leads.

What You’ll Learn From this Episode:

  • 05:47 Distinguishing Distilled Concepts from Business Benefits Group
  • 07:28 Letting the clients come to you
  • 13:23 Offering a menu of services & thought leadership
  • 17:31 Providing clients an unforgettable user experience

Quotes:

03:59 “Let’s get to 12, 15, 20% year over year. What are the things that need to happen in order to do that when it comes down to retaining clients, finding new clients, finding new ways to be able to help serve them?”

07:07 “Let’s lead with the distilled, clean, pure ideas, the proven concepts that can help to produce results but also at the same time remain agile in the market.”

12:48 “What else do I need to change in a process of exiting a PEO? If it turns out that leaving the PEO is the best option for that client, then yeah, we’re happy to support them afterwards.”

14:30 “Having an upfront, decided upon fee schedule based on the work you’re providing, that’s one of the big takeaways for other brokers to think about.”

20:40 “As much as we go into those conversations and we’re competing with the large consulting houses, we can also go in and complement them as well.”

]]> This episode of The ShiftShapers Podcast is called "Creating a Fee-Based Consultancy" with Derek Winn and Jessica Du Bois, Consultant and Employee Benefits Advisor respectively at Business Benefits Group. They talk about the differences of Distilled Concepts from the parent company and how this new division caters to the specific needs of their clients.

Some of their innovations include leading with an RFI before sending a project proposal to fully understand who their client is and what it is they want to achieve, and letting the clients come to them instead of focusing on inbound leads.

What You’ll Learn From this Episode:

  • 05:47 Distinguishing Distilled Concepts from Business Benefits Group
  • 07:28 Letting the clients come to you
  • 13:23 Offering a menu of services & thought leadership
  • 17:31 Providing clients an unforgettable user experience

Quotes:

03:59 “Let’s get to 12, 15, 20% year over year. What are the things that need to happen in order to do that when it comes down to retaining clients, finding new clients, finding new ways to be able to help serve them?”

07:07 “Let’s lead with the distilled, clean, pure ideas, the proven concepts that can help to produce results but also at the same time remain agile in the market.”

12:48 “What else do I need to change in a process of exiting a PEO? If it turns out that leaving the PEO is the best option for that client, then yeah, we’re happy to support them afterwards.”

14:30 “Having an upfront, decided upon fee schedule based on the work you’re providing, that’s one of the big takeaways for other brokers to think about.”

20:40 “As much as we go into those conversations and we’re competing with the large consulting houses, we can also go in and complement them as well.”

]]> David Saltzman f781647b-ad25-4747-ac6e-4fbab14c2a48 Mon, 15 Jun 2020 11:00:00 -0400 1342 full false Ep #315: The $500 Tipping Point - With Amy Chambers Ep #315: The $500 Tipping Point - With Amy Chambers This episode of The ShiftShapers Podcast is called "The $500 Tipping Point" with Amy Chambers, Founder and COO of HealthBridge. Today, David and Amy discuss the complex problem of providing for the healthcare of the functionally uninsured.

Amy explains their program's benefits to providers such as infusing cash into the system and reducing difficulties in collecting. On the member side, she further shares how this restores their dignity around the issue of money and their faith into value-based care.

What You’ll Learn From this Episode:

  • 01:55 Amy’s background & observations on average American financial capacity
  • 08:52 Designing a program for the functionally uninsured
  • 13:49 Advantages to providers
  • 17:02 Benefits to employee members

Quotes:

04:54 “The average plan out of pocket these days is $8,000 but the average American has about $400 in times of emergency.”

05:42 “64% of people report to have avoided medical care due to these out of pockets. That’s meaningful and it impacts outcomes. It erodes what we’re trying to do in value-based care.”

11:49 “What we’ve created is a first of its kind employee benefit program. It’s going to help the member regardless of their financial status because we talk about a lot of people who are lower income.”

14:23 “We cover all the co-payments, co-insurance, and deductibles for them, all the way up to their out of pocket and beyond if they happen to have any co-pays.”

17:08 “It certainly insulates them against financial crisis. It should arguably improve their access to care. About 25% of those members that you’re sitting knee to knee with in open enrollment actually have no access to credit.”

]]> This episode of The ShiftShapers Podcast is called "The $500 Tipping Point" with Amy Chambers, Founder and COO of HealthBridge. Today, David and Amy discuss the complex problem of providing for the healthcare of the functionally uninsured.

Amy explains their program's benefits to providers such as infusing cash into the system and reducing difficulties in collecting. On the member side, she further shares how this restores their dignity around the issue of money and their faith into value-based care.

What You’ll Learn From this Episode:

  • 01:55 Amy’s background & observations on average American financial capacity
  • 08:52 Designing a program for the functionally uninsured
  • 13:49 Advantages to providers
  • 17:02 Benefits to employee members

Quotes:

04:54 “The average plan out of pocket these days is $8,000 but the average American has about $400 in times of emergency.”

05:42 “64% of people report to have avoided medical care due to these out of pockets. That’s meaningful and it impacts outcomes. It erodes what we’re trying to do in value-based care.”

11:49 “What we’ve created is a first of its kind employee benefit program. It’s going to help the member regardless of their financial status because we talk about a lot of people who are lower income.”

14:23 “We cover all the co-payments, co-insurance, and deductibles for them, all the way up to their out of pocket and beyond if they happen to have any co-pays.”

17:08 “It certainly insulates them against financial crisis. It should arguably improve their access to care. About 25% of those members that you’re sitting knee to knee with in open enrollment actually have no access to credit.”

]]> David Saltzman c0fc80a0-3081-4b32-9c90-422307678d77 Mon, 08 Jun 2020 11:00:00 -0400 1201 full false Ep #314: Removing Self-Funding Barriers For Employers and Advisors Ep #314: Removing Self-Funding Barriers For Employers and Advisors This episode of The ShiftShapers Podcast is called "Removing Self-Funding Barriers For Employers and Advisors" with Michael Poelman and Spencer Brydon, President and Regional Vice President of Sales respectively at Novo Benefits.

Today, Michael and Spencer discuss what keeps employers and brokers from going self-funded, as well as what independence and transparency really mean in this space. They also share how brokers can approach stop-loss carriers and reduce complexity moving forward.

What You’ll Learn From this Episode:

  • 01:46 Barriers to becoming self-funded: Perceived risk & complexity
  • 05:49 True independence & transparency
  • 10:26 Pros & cons of different avenues to a self-funded plan
  • 12:27 Talking to a stop-loss carrier & reducing complexity
  • 18:01 The present & future roles of technology

Quotes:

03:14 “Jumping into the TPA realm or vertically and they go to TPA, they tend to see those complexities are worked out because they’ve already prefabbed whatever they’re getting.”

13:48 “A traditional broker might just go out there and market stop-loss but they’re not really again able to get the stop-loss markets to respond with rate discounts that are appropriate for what you’ve put together.”

17:52 “They oftentimes come to us with 1 solution and when they realize that the other solutions might have more to offer, they oftentimes trade up in the sense.”

18:58 “As we start to introduce AI and machine learning into the process, we’re making it much easier to be able to create customized plan stacks that are targeted at a specific population.”

20:19 “If you’re building a plan just based off of a census, you don’t have very much insight, if any at all, into what’s actually going on behind the scenes.”

]]> This episode of The ShiftShapers Podcast is called "Removing Self-Funding Barriers For Employers and Advisors" with Michael Poelman and Spencer Brydon, President and Regional Vice President of Sales respectively at Novo Benefits.

Today, Michael and Spencer discuss what keeps employers and brokers from going self-funded, as well as what independence and transparency really mean in this space. They also share how brokers can approach stop-loss carriers and reduce complexity moving forward.

What You’ll Learn From this Episode:

  • 01:46 Barriers to becoming self-funded: Perceived risk & complexity
  • 05:49 True independence & transparency
  • 10:26 Pros & cons of different avenues to a self-funded plan
  • 12:27 Talking to a stop-loss carrier & reducing complexity
  • 18:01 The present & future roles of technology

Quotes:

03:14 “Jumping into the TPA realm or vertically and they go to TPA, they tend to see those complexities are worked out because they’ve already prefabbed whatever they’re getting.”

13:48 “A traditional broker might just go out there and market stop-loss but they’re not really again able to get the stop-loss markets to respond with rate discounts that are appropriate for what you’ve put together.”

17:52 “They oftentimes come to us with 1 solution and when they realize that the other solutions might have more to offer, they oftentimes trade up in the sense.”

18:58 “As we start to introduce AI and machine learning into the process, we’re making it much easier to be able to create customized plan stacks that are targeted at a specific population.”

20:19 “If you’re building a plan just based off of a census, you don’t have very much insight, if any at all, into what’s actually going on behind the scenes.”

]]> David Saltzman eec1fdae-84e4-4d85-ab7b-a9609e9cdf37 Mon, 01 Jun 2020 11:00:00 -0400 1355 full false Ep #313: Using Data To Decide When To Go Partially Self Funded - with Hari Sundram Ep #313: Using Data To Decide When To Go Partially Self Funded - with Hari Sundram This episode of The ShiftShapers Podcast is called "Using Data To Decide When To Go Partially Self Funded" with Hari Sundram, CEO and Founder at Verikai. Today, David and Hari discuss the kinds of data that are used as a surrogate for risk.

Hari explains how brokers can inform their clients on predictive modeling and how having large data sets helps cut through anecdotal biases to provide new premiums and new outcomes.

What You’ll Learn From this Episode:

  • 01:27 The right time to go self-funded
  • 04:32 Data as a surrogate for risk
  • 09:36 Data analysis: How brokers should inform clients
  • 16:14 Predictive modeling: Creating new outcomes with repetitive data

Quotes:

07:45 “Ultimately, the outcome we try to look at is loss ratio applied at an individual level. That’s our goal because ultimately that’s the lynchpin of understanding whether the group has the risk necessary.”

11:19 “When you get back that score, a scenario analysis is laid out for you that says this is a score and this is how it translates into the placement of the business.”

18:24 “The only thing more dangerous than no information is a little bit of information because with a little bit of information, you’re able to apply your bias even more than with no information at all.”

21:30 “The value of predictive modeling is its ability to cut through those things that are anecdotal and find pattern that have occurred historically but have occurred historically repetitively.”

24:41 “If you want to write new premium, you need new information. What you want to do though is make sure that that new information does actually index to the outcome because the outcome is actually consistent.”

]]> This episode of The ShiftShapers Podcast is called "Using Data To Decide When To Go Partially Self Funded" with Hari Sundram, CEO and Founder at Verikai. Today, David and Hari discuss the kinds of data that are used as a surrogate for risk.

Hari explains how brokers can inform their clients on predictive modeling and how having large data sets helps cut through anecdotal biases to provide new premiums and new outcomes.

What You’ll Learn From this Episode:

  • 01:27 The right time to go self-funded
  • 04:32 Data as a surrogate for risk
  • 09:36 Data analysis: How brokers should inform clients
  • 16:14 Predictive modeling: Creating new outcomes with repetitive data

Quotes:

07:45 “Ultimately, the outcome we try to look at is loss ratio applied at an individual level. That’s our goal because ultimately that’s the lynchpin of understanding whether the group has the risk necessary.”

11:19 “When you get back that score, a scenario analysis is laid out for you that says this is a score and this is how it translates into the placement of the business.”

18:24 “The only thing more dangerous than no information is a little bit of information because with a little bit of information, you’re able to apply your bias even more than with no information at all.”

21:30 “The value of predictive modeling is its ability to cut through those things that are anecdotal and find pattern that have occurred historically but have occurred historically repetitively.”

24:41 “If you want to write new premium, you need new information. What you want to do though is make sure that that new information does actually index to the outcome because the outcome is actually consistent.”

]]> David Saltzman 832579b3-4920-4a6b-9e2c-3ab28e5e64c6 Mon, 18 May 2020 11:00:00 -0400 1705 full false Ep #312: Help Your Clients Go Back To The Office - With Chris Yarn Ep #312: Help Your Clients Go Back To The Office - With Chris Yarn This episode of The ShiftShapers Podcast is called "Help Your Clients Go Back To The Office" with Chris Yarn, CEO of Walk On Clinic. Today, host and Chief Transformation Strategist David Saltzman and Chris discuss how employers can go ahead with testing (or not testing) their employees for COVID.

Chris starts by sharing his experience with helping employers deploy large-scale virus testing and how brokers can recommend these measures. He also explores actual human behavior when it comes to testing positive and its sometimes contradictory nature to EEOC and HIPAA regulations.

What You’ll Learn From this Episode:

  • 05:19 Exploring COVID testing for employers & brokers
  • 10:36 Is there a “definitive” COVID test?
  • 13:35 Human behavior: enforcing EEOC & HIPAA rules
  • 16:30 How to recommend programs to employers
  • 19:11 What is reimbursable to insurance companies?

Quotes:

08:15 “I would advise to consultants and brokers and insurance carrier reps: don’t try and play doctor. Your job is what it always has been and that is help your clients manage risk.”

13:15 “They’re not going to say you’re immune to this thing, but there are hospital systems that are doing blood transfers with people that have had the antibodies and it’s been one of the best clinical treatments for it.”

14:51 “The reality is that patient is on their phone within 10 minutes texting every single one of their coworkers, hey, I tested positive. Make sure you go get a test.”

18:36 “You’re better off contacting biometric screenings companies that have already built processes out and are used to doing large-scale testing.”

21:30 “If you’re an advisor or broker, is your relationship strengthened by providing your clients resources to do return to work testing or COVID or providing them no resource at all?”

]]> This episode of The ShiftShapers Podcast is called "Help Your Clients Go Back To The Office" with Chris Yarn, CEO of Walk On Clinic. Today, host and Chief Transformation Strategist David Saltzman and Chris discuss how employers can go ahead with testing (or not testing) their employees for COVID.

Chris starts by sharing his experience with helping employers deploy large-scale virus testing and how brokers can recommend these measures. He also explores actual human behavior when it comes to testing positive and its sometimes contradictory nature to EEOC and HIPAA regulations.

What You’ll Learn From this Episode:

  • 05:19 Exploring COVID testing for employers & brokers
  • 10:36 Is there a “definitive” COVID test?
  • 13:35 Human behavior: enforcing EEOC & HIPAA rules
  • 16:30 How to recommend programs to employers
  • 19:11 What is reimbursable to insurance companies?

Quotes:

08:15 “I would advise to consultants and brokers and insurance carrier reps: don’t try and play doctor. Your job is what it always has been and that is help your clients manage risk.”

13:15 “They’re not going to say you’re immune to this thing, but there are hospital systems that are doing blood transfers with people that have had the antibodies and it’s been one of the best clinical treatments for it.”

14:51 “The reality is that patient is on their phone within 10 minutes texting every single one of their coworkers, hey, I tested positive. Make sure you go get a test.”

18:36 “You’re better off contacting biometric screenings companies that have already built processes out and are used to doing large-scale testing.”

21:30 “If you’re an advisor or broker, is your relationship strengthened by providing your clients resources to do return to work testing or COVID or providing them no resource at all?”

]]> David Saltzman a4a6ce33-6a51-4985-8151-0a948c3a668d Mon, 11 May 2020 11:00:00 -0400 1335 full false Ep #311: Disrupting Your Own Disruption - With Eric Silverman Ep #311: Disrupting Your Own Disruption - With Eric Silverman This episode of The ShiftShapers Podcast is called "Disrupting Your Own Disruption" with Eric Silverman, Founder of Voluntary Disruption. Today, host and Chief Transformation Strategist David Saltzman and Eric discuss some major changes to voluntary benefits aka enhanced benefits.

They explore the reasons why enhanced benefits are a practical idea, the improvements in the tech that serves this group, and the strategies to drive engagement among employees and keep benefits attractive.

What You’ll Learn From this Episode:

  • 02:38 Brokers still ignore enhanced benefits
  • 09:52 Introducing technology to streamline access to voluntary benefits
  • 15:09 Secret to engagement: Help people understand their exposures
  • 18:45 The most attractive benefits

Quotes:

07:36 “It’s not exactly the employer that loses as much as it’s the employees. Again, I can’t stress enough, the end-user. Why should an employee be relegated to spend more money for less robust coverage on things that they’re going to buy anyway?”

12:49 “They needed to get into the technological world so we helped streamline and implement our technology completely, again, using that term, the ‘Amazon of Benefits.'”

14:52 “You can still get the participation, engagement, and results even if you don’t have in-person, one-on-one enrollment.”

17:11 “When we implement these things with small to large groups alike, that’s where you truly have the engagement, when they know that you’re only a phone call away, they have a scheduler link.”

19:13 “The most popular plans, still to this day, it happens to be the accident plan, the hospital plan; for any carriers getting really big, medical bridge-type hospital plans, indemnity programs.”

]]> This episode of The ShiftShapers Podcast is called "Disrupting Your Own Disruption" with Eric Silverman, Founder of Voluntary Disruption. Today, host and Chief Transformation Strategist David Saltzman and Eric discuss some major changes to voluntary benefits aka enhanced benefits.

They explore the reasons why enhanced benefits are a practical idea, the improvements in the tech that serves this group, and the strategies to drive engagement among employees and keep benefits attractive.

What You’ll Learn From this Episode:

  • 02:38 Brokers still ignore enhanced benefits
  • 09:52 Introducing technology to streamline access to voluntary benefits
  • 15:09 Secret to engagement: Help people understand their exposures
  • 18:45 The most attractive benefits

Quotes:

07:36 “It’s not exactly the employer that loses as much as it’s the employees. Again, I can’t stress enough, the end-user. Why should an employee be relegated to spend more money for less robust coverage on things that they’re going to buy anyway?”

12:49 “They needed to get into the technological world so we helped streamline and implement our technology completely, again, using that term, the ‘Amazon of Benefits.'”

14:52 “You can still get the participation, engagement, and results even if you don’t have in-person, one-on-one enrollment.”

17:11 “When we implement these things with small to large groups alike, that’s where you truly have the engagement, when they know that you’re only a phone call away, they have a scheduler link.”

19:13 “The most popular plans, still to this day, it happens to be the accident plan, the hospital plan; for any carriers getting really big, medical bridge-type hospital plans, indemnity programs.”

]]> David Saltzman c39768c9-9afd-468c-92eb-b046ecb1b4dd Mon, 04 May 2020 11:00:00 -0400 1277 full false Ep #310: The Genomic Revolution - With Darren Rowe Ep #310: The Genomic Revolution - With Darren Rowe This episode of The ShiftShapers Podcast is called "The Genomic Revolution - with Darren Rowe". Today, host and Chief Transformation Strategist David Saltzman and Darren explore the current science of genomics and the potential it holds for precision medicine in the future.

Darren also raises the important social and ethical elements that are inherent with genomics, such as the role of wealth and the possibility of breeding superhumans based solely on their capacity to access this technology. Darren also explains how ROI can be determined in the early stages of genomics today.

What You’ll Learn From this Episode:

  • 04:20 The Genomic Revolution defined
  • 07:55 Applying genomics
  • 11:25 Genetic editing: a social and ethical question
  • 14:29 Precision medicine & insurance companies
  • 19:30 Demonstrating the ROI of genomics

Quotes:

03:26 “What are some things that you might want to think about when you’re purchasing a group plan for your employees? Maybe come up with a top 10 things that people need to recognize.”

08:13 “Anytime you can share a story, you’re touching people. They’re getting to know you better. You’re able to reach out and really say hey, I can identify with you. I get it. I’ve experienced this too. So stories are vital.”

17:47 “You’ll always get business from the audience if you present good content and you do some of the tips I shared earlier. But be negotiable.”

18:02 “Speaking should be used as a paid marketing tool for you to get more clients, for you to get in front of those audiences, to get those private speaking training or speaking gigs as well.”

21:11 “The best way to deal with fear is feel the fear, do it anyway, because you’re up there. You just have to get started.”

]]> This episode of The ShiftShapers Podcast is called "The Genomic Revolution - with Darren Rowe". Today, host and Chief Transformation Strategist David Saltzman and Darren explore the current science of genomics and the potential it holds for precision medicine in the future.

Darren also raises the important social and ethical elements that are inherent with genomics, such as the role of wealth and the possibility of breeding superhumans based solely on their capacity to access this technology. Darren also explains how ROI can be determined in the early stages of genomics today.

What You’ll Learn From this Episode:

  • 04:20 The Genomic Revolution defined
  • 07:55 Applying genomics
  • 11:25 Genetic editing: a social and ethical question
  • 14:29 Precision medicine & insurance companies
  • 19:30 Demonstrating the ROI of genomics

Quotes:

03:26 “What are some things that you might want to think about when you’re purchasing a group plan for your employees? Maybe come up with a top 10 things that people need to recognize.”

08:13 “Anytime you can share a story, you’re touching people. They’re getting to know you better. You’re able to reach out and really say hey, I can identify with you. I get it. I’ve experienced this too. So stories are vital.”

17:47 “You’ll always get business from the audience if you present good content and you do some of the tips I shared earlier. But be negotiable.”

18:02 “Speaking should be used as a paid marketing tool for you to get more clients, for you to get in front of those audiences, to get those private speaking training or speaking gigs as well.”

21:11 “The best way to deal with fear is feel the fear, do it anyway, because you’re up there. You just have to get started.”

]]> David Saltzman ba905962-4583-4a8c-801a-28a436c50430 Mon, 27 Apr 2020 11:00:00 -0400 1356 full false Ep #309: More Effective and Efficient Prospecting - With Kerry Heaps Ep #309: More Effective and Efficient Prospecting - With Kerry Heaps This episode of The ShiftShapers Podcast is called "More Effective and Efficient Prospecting - With Kerry Heaps". Today, host and Chief Transformation Strategist David Saltzman and Kerry start by discussing public speaking, how it improves prospecting, and how imparting helpful information should be your number 1 priority.

Kerry then explains the importance of body language during public speaking and how strategic use of PowerPoints are not only a requirement by large conferences but also serve as an important teaching tool. Lastly, Kerry also shares her own tips to get over the nerves of speaking in front of a live audience.

 What You’ll Learn From this Episode:

  • 01:55 Benefits of public speaking for effective prospecting
  • 05:05 Focus on imparting helpful information
  • 10:51 Making yourself relatable & effective PowerPoint strategies
  • 15:13 How to engage large conferences as a speaker
  • 18:36 Getting over the fear of public speaking

Quotes:

03:26 “What are some things that you might want to think about when you’re purchasing a group plan for your employees? Maybe come up with a top 10 things that people need to recognize.”

08:13 “Anytime you can share a story, you’re touching people. They’re getting to know you better. You’re able to reach out and really say hey, I can identify with you. I get it. I’ve experienced this too. So stories are vital.”

17:47 “You’ll always get business from the audience if you present good content and you do some of the tips I shared earlier. But be negotiable.”

18:02 “Speaking should be used as a paid marketing tool for you to get more clients, for you to get in front of those audiences, to get those private speaking training or speaking gigs as well.”

21:11 “The best way to deal with fear is feel the fear, do it anyway, because you’re up there. You just have to get started.”

 

 

]]> This episode of The ShiftShapers Podcast is called "More Effective and Efficient Prospecting - With Kerry Heaps". Today, host and Chief Transformation Strategist David Saltzman and Kerry start by discussing public speaking, how it improves prospecting, and how imparting helpful information should be your number 1 priority.

Kerry then explains the importance of body language during public speaking and how strategic use of PowerPoints are not only a requirement by large conferences but also serve as an important teaching tool. Lastly, Kerry also shares her own tips to get over the nerves of speaking in front of a live audience.

 What You’ll Learn From this Episode:

  • 01:55 Benefits of public speaking for effective prospecting
  • 05:05 Focus on imparting helpful information
  • 10:51 Making yourself relatable & effective PowerPoint strategies
  • 15:13 How to engage large conferences as a speaker
  • 18:36 Getting over the fear of public speaking

Quotes:

03:26 “What are some things that you might want to think about when you’re purchasing a group plan for your employees? Maybe come up with a top 10 things that people need to recognize.”

08:13 “Anytime you can share a story, you’re touching people. They’re getting to know you better. You’re able to reach out and really say hey, I can identify with you. I get it. I’ve experienced this too. So stories are vital.”

17:47 “You’ll always get business from the audience if you present good content and you do some of the tips I shared earlier. But be negotiable.”

18:02 “Speaking should be used as a paid marketing tool for you to get more clients, for you to get in front of those audiences, to get those private speaking training or speaking gigs as well.”

21:11 “The best way to deal with fear is feel the fear, do it anyway, because you’re up there. You just have to get started.”

 

 

]]> David Saltzman cfc25032-6757-45ae-bba6-97f8a874f841 Mon, 20 Apr 2020 12:41:25 -0400 1333 full false Ep #308: Dealing With People You Can't Stand - with Dr. Rick Brinkman Ep #308: Dealing With People You Can't Stand - with Dr. Rick Brinkman This episode of The ShiftShapers Podcast is called "Dealing With People You Can't Stand - with Dr. Rick Brinkman". Today, host and Chief Transformation Strategist David Saltzman and Rick talk about bringing out the best in people by first understanding intent and criteria.

With these, and the knowledge of 13 archetypes of people you can't stand, it becomes much easier to understand where they are coming from and to communicate what you want to tell them effectively.

What You’ll Learn From this Episode:

  • 05:01 13 archetypes of people you can’t stand
  • 08:12 The Know-It-All: Understanding intent and criteria
  • 13:57 The Tank, Winding & Negativity
  • 17:31 Listening with the intent to understand
  • 19:25 Changing attitudes to deal with people

Quotes:

08:06 “You can think of these behaviors like workout machines in a gym: each one’s got to work out a different muscle group. What a Know-It-All is going to teach us is how to open a closed mind.”

08:26 “Understanding is probably the most powerful skill you can ever develop as a communicator. If you have the ability to put aside something you want to say very badly and temporarily focus in on the other person, then you can’t get into an argument.”

11:47 “In any situation, if you’re trying to understand people, two of the most important things you can ever understand is their intent and criteria.”

19:00 “You really have to train yourself to breathe through your desire to speak and really let the other person go first. And then it’s so easy to get people to realize anything.”

21:46 “So if you’re replaying the past the way it was, you’re creating an association. The next time you’re in that situation, you’ll be even quicker at being intimidated or whatever you don’t want. So you have to break that cycle.”

]]> This episode of The ShiftShapers Podcast is called "Dealing With People You Can't Stand - with Dr. Rick Brinkman". Today, host and Chief Transformation Strategist David Saltzman and Rick talk about bringing out the best in people by first understanding intent and criteria.

With these, and the knowledge of 13 archetypes of people you can't stand, it becomes much easier to understand where they are coming from and to communicate what you want to tell them effectively.

What You’ll Learn From this Episode:

  • 05:01 13 archetypes of people you can’t stand
  • 08:12 The Know-It-All: Understanding intent and criteria
  • 13:57 The Tank, Winding & Negativity
  • 17:31 Listening with the intent to understand
  • 19:25 Changing attitudes to deal with people

Quotes:

08:06 “You can think of these behaviors like workout machines in a gym: each one’s got to work out a different muscle group. What a Know-It-All is going to teach us is how to open a closed mind.”

08:26 “Understanding is probably the most powerful skill you can ever develop as a communicator. If you have the ability to put aside something you want to say very badly and temporarily focus in on the other person, then you can’t get into an argument.”

11:47 “In any situation, if you’re trying to understand people, two of the most important things you can ever understand is their intent and criteria.”

19:00 “You really have to train yourself to breathe through your desire to speak and really let the other person go first. And then it’s so easy to get people to realize anything.”

21:46 “So if you’re replaying the past the way it was, you’re creating an association. The next time you’re in that situation, you’ll be even quicker at being intimidated or whatever you don’t want. So you have to break that cycle.”

]]> David Saltzman 2035e64c-35dc-4eb9-8f8a-1735af02e047 Mon, 13 Apr 2020 11:00:00 -0400 1417 full false Ep #307: Employee-customized Wellness Programs - with Daniel Freedman Ep #307: Employee-customized Wellness Programs - with Daniel Freedman This episode of The ShiftShapers Podcast is called "Employee-customized Wellness Programs - with Daniel Freedman". Today, host and Chief Transformation Strategist David Saltzman and Daniel discuss wellness challenges in the workplace, expanding wellness to include emotional support, and migrating these classes to the online space.

The key difference is the social aspect and Daniel provides examples of how companies that cater to the social needs of their employees see a boost in happiness and productivity, even as people from across the world work from home amidst the coronavirus pandemic.

What You’ll Learn From this Episode:

  • 02:08 Employers and how they view wellness in their companies
  • 06:31 Challenges to wellness: relatability & social connection
  • 11:05 Communicating wellness in the workplace
  • 14:49 Specialty and emotional support classes
  • 16:53 Sharing wellness exercises with family and friends

Quotes:

06:05 “It’s the reason why we are focused online is because that’s where the need is. That’s where the challenge is. Most people never go into a gym or studio. Most people are struggling and they need both the programming and the social motivation to do it.”

07:57 “So number 1, the big gap right now, has been a lack of choice and diversity when it comes to programming. People react to what’s relatable to them. You show them something that’s not relatable, they’re just going to ignore it.”

08:48 “The key to both initiating and critically sustaining behavioral change is social support.”

17:13 “As as you can imagine right now, with the current health crisis especially so, where people are stuck in their own homes and they’re missing that social connection with others, what they’re able to do is they’re actually seeing and hearing each other.”

19:48 “If I can just open up my phone or my computer and invite my wife in her office to do a 15-minute mindfulness class with me, that’s increasing the odds that I’m going to do it and that’s going to increase the odds that she’s going to do it.”

]]> This episode of The ShiftShapers Podcast is called "Employee-customized Wellness Programs - with Daniel Freedman". Today, host and Chief Transformation Strategist David Saltzman and Daniel discuss wellness challenges in the workplace, expanding wellness to include emotional support, and migrating these classes to the online space.

The key difference is the social aspect and Daniel provides examples of how companies that cater to the social needs of their employees see a boost in happiness and productivity, even as people from across the world work from home amidst the coronavirus pandemic.

What You’ll Learn From this Episode:

  • 02:08 Employers and how they view wellness in their companies
  • 06:31 Challenges to wellness: relatability & social connection
  • 11:05 Communicating wellness in the workplace
  • 14:49 Specialty and emotional support classes
  • 16:53 Sharing wellness exercises with family and friends

Quotes:

06:05 “It’s the reason why we are focused online is because that’s where the need is. That’s where the challenge is. Most people never go into a gym or studio. Most people are struggling and they need both the programming and the social motivation to do it.”

07:57 “So number 1, the big gap right now, has been a lack of choice and diversity when it comes to programming. People react to what’s relatable to them. You show them something that’s not relatable, they’re just going to ignore it.”

08:48 “The key to both initiating and critically sustaining behavioral change is social support.”

17:13 “As as you can imagine right now, with the current health crisis especially so, where people are stuck in their own homes and they’re missing that social connection with others, what they’re able to do is they’re actually seeing and hearing each other.”

19:48 “If I can just open up my phone or my computer and invite my wife in her office to do a 15-minute mindfulness class with me, that’s increasing the odds that I’m going to do it and that’s going to increase the odds that she’s going to do it.”

]]> David Saltzman a0919b4c-3616-4ce9-b0b3-532b1953a532 Mon, 06 Apr 2020 11:00:00 -0400 1344 full false Ep #306: What is Stress - and How Can We Cope? - With Lynn Jonen, PhD Ep #306: What is Stress - and How Can We Cope? - With Lynn Jonen, PhD This episode of The ShiftShapers Podcast is called "What is Stress - and How Can We Cope? - With Lynn Jonen, PhD" and today, host and Chief Transformation Strategist David Saltzman and Lynn discuss the problems caused by stress, understand the underlying causes, and explore various solutions.

This discussion is especially relevant nowadays with the drastic changes brought about by COVID-19 and the corresponding stress that it causes on people. David and Lynn also talk about spiritual health and its role in keeping stress at bay.

What You’ll Learn From this Episode:

  • 02:26 Defining stress responses
  • 06:59 Managing stress
  • 15:55 Techniques to intervene and control stress
  • 18:33 The significance of spiritual health
  • 21:09 Social distancing: shifting from physical distancing to social connection

Quotes:

09:33 “They can make you increasingly more vulnerable to the ill effects of stress which tend to be more illness with lower immune function, more digestive problems, reproductive difficulties, difficulties with higher-level cognitive thinking.”

12:53 “It does have, when stress is good, if you’re at work and you have a big project or a presentation, a little bit of adrenaline can help sharpen your thinking and focus.”

14:50 “Stressful events are stressful because the individual perceives them that way.”

17:27 “Meditation and mindfulness are so popular because they ask that we focus on the present moment at the exclusion of future worries and past regrets.”

20:20 “Prayer is a wonderful way to manage stress and feel that connection, creativity. Looking at your values, looking at your sense of meaning and purpose in life and maybe talking to someone, seeking support when you need help sorting that out.”

]]> This episode of The ShiftShapers Podcast is called "What is Stress - and How Can We Cope? - With Lynn Jonen, PhD" and today, host and Chief Transformation Strategist David Saltzman and Lynn discuss the problems caused by stress, understand the underlying causes, and explore various solutions.

This discussion is especially relevant nowadays with the drastic changes brought about by COVID-19 and the corresponding stress that it causes on people. David and Lynn also talk about spiritual health and its role in keeping stress at bay.

What You’ll Learn From this Episode:

  • 02:26 Defining stress responses
  • 06:59 Managing stress
  • 15:55 Techniques to intervene and control stress
  • 18:33 The significance of spiritual health
  • 21:09 Social distancing: shifting from physical distancing to social connection

Quotes:

09:33 “They can make you increasingly more vulnerable to the ill effects of stress which tend to be more illness with lower immune function, more digestive problems, reproductive difficulties, difficulties with higher-level cognitive thinking.”

12:53 “It does have, when stress is good, if you’re at work and you have a big project or a presentation, a little bit of adrenaline can help sharpen your thinking and focus.”

14:50 “Stressful events are stressful because the individual perceives them that way.”

17:27 “Meditation and mindfulness are so popular because they ask that we focus on the present moment at the exclusion of future worries and past regrets.”

20:20 “Prayer is a wonderful way to manage stress and feel that connection, creativity. Looking at your values, looking at your sense of meaning and purpose in life and maybe talking to someone, seeking support when you need help sorting that out.”

]]> David Saltzman 3133f39c-b9d0-464c-863b-ecc114a074a6 Mon, 30 Mar 2020 11:00:00 -0400 1380 full false Ep #305 Part 2: Reading the Regulatory Tea Leaves - with Jessica Waltman Ep #305 Part 2: Reading the Regulatory Tea Leaves - with Jessica Waltman This is part 2 of The ShiftShapers Podcast episode called "Reading the Regulatory Tea Leaves - with Jessica Waltman" and today, host and Chief Transformation Strategist David Saltzman and Jessica discuss transparency changes on the regulatory front and how these changes can affect you and your clients.

In particular, Jessica breaks down into plain language the transparency rules that affect hospitals and the differences with the rules for insurers and employer-sponsors in disclosing information. Jessica also explains how the new rules affect regular consumers and how requests for information can be made.

What You’ll Learn From this Episode:

  • 02:17 Transparency rules: 1 enforced & 1 pending
  • 04:49 Hospitals to make their rates public: online & list of common services
  • 09:00 Transparency for insurers, employer-sponsors & plans
  • 13:42 Ceding liabilities

Quotes:

04:02 “The hospitals have sued the Trump administration over this rule and they are trying to stop it from being implemented.”

05:27 “It’s really looking at what’s the hospital take-home for these services. It’s not really looking at what you or I might pay if we went into the hospital.”

09:12 “What the employers and the insurers are going to be asked to do is they have to disclose the price to consumers. They have to make it available.”

13:42 “If you’re a fully-insured regular small group of 20, you have liability but you can cede your liability to your carrier via your contract.”

14:28 “In a self-funded scenario, the ultimate liability for this getting done as proposed rests on the employer-sponsored plan.”

]]> This is part 2 of The ShiftShapers Podcast episode called "Reading the Regulatory Tea Leaves - with Jessica Waltman" and today, host and Chief Transformation Strategist David Saltzman and Jessica discuss transparency changes on the regulatory front and how these changes can affect you and your clients.

In particular, Jessica breaks down into plain language the transparency rules that affect hospitals and the differences with the rules for insurers and employer-sponsors in disclosing information. Jessica also explains how the new rules affect regular consumers and how requests for information can be made.

What You’ll Learn From this Episode:

  • 02:17 Transparency rules: 1 enforced & 1 pending
  • 04:49 Hospitals to make their rates public: online & list of common services
  • 09:00 Transparency for insurers, employer-sponsors & plans
  • 13:42 Ceding liabilities

Quotes:

04:02 “The hospitals have sued the Trump administration over this rule and they are trying to stop it from being implemented.”

05:27 “It’s really looking at what’s the hospital take-home for these services. It’s not really looking at what you or I might pay if we went into the hospital.”

09:12 “What the employers and the insurers are going to be asked to do is they have to disclose the price to consumers. They have to make it available.”

13:42 “If you’re a fully-insured regular small group of 20, you have liability but you can cede your liability to your carrier via your contract.”

14:28 “In a self-funded scenario, the ultimate liability for this getting done as proposed rests on the employer-sponsored plan.”

]]> David Saltzman 80822dda-e6b5-4bc3-8587-1e9ebf853eee Mon, 23 Mar 2020 11:00:00 -0400 1165 full false Ep #305 Part 1: Reading the Political Tea Leaves - with Jessica Waltman Ep #305 Part 1: Reading the Political Tea Leaves - with Jessica Waltman This is part 1 of The ShiftShapers Podcast episode called "Reading the Political Tea Leaves - with Jessica Waltman" and today, host and Chief Transformation Strategist David Saltzman and Jessica discuss health insurance and health-related matters in today's political climate.

Jessica, who is Principal at Forward Health Consulting, provides easy to understand insights about what is happening with the Affordable Care Act or ACA and how scrapping it affects much more than just Obamacare. She also provides a fearless forecast on the future of the ACA under a Sanders, Biden, and second Trump administration.

What You’ll Learn From this Episode:

  • 02:21 Supreme Court to rule on the ACA
  • 10:57 Separating Obamacare from ACA
  • 14:22 Predicting healthcare in the next administration

Quotes:

07:08 “So we’re going to hear one hour of arguments and you’re going to have to bring these issues to us. One, is this challenge to the ACA even legal at all?”

08:07 “And then three, if it is true, and the mandate’s invalid, then can it be separated from the rest of the ACA or should the entire law be struck down?”

11:16 “The part that everybody talks about, things about as Obamacare, is really about 50 pages in the front. So it’s not really that big.”

16:01 “Bernie Sanders wants to have a single-payer system in the United States. He wants everyone to have free healthcare with no co-pays, no premiums.”

20:34 “My guess is that Joe Biden, having his very long legislative history and then also serving as vice president, is a little more flexible than perhaps Bernie Sanders.”

]]> This is part 1 of The ShiftShapers Podcast episode called "Reading the Political Tea Leaves - with Jessica Waltman" and today, host and Chief Transformation Strategist David Saltzman and Jessica discuss health insurance and health-related matters in today's political climate.

Jessica, who is Principal at Forward Health Consulting, provides easy to understand insights about what is happening with the Affordable Care Act or ACA and how scrapping it affects much more than just Obamacare. She also provides a fearless forecast on the future of the ACA under a Sanders, Biden, and second Trump administration.

What You’ll Learn From this Episode:

  • 02:21 Supreme Court to rule on the ACA
  • 10:57 Separating Obamacare from ACA
  • 14:22 Predicting healthcare in the next administration

Quotes:

07:08 “So we’re going to hear one hour of arguments and you’re going to have to bring these issues to us. One, is this challenge to the ACA even legal at all?”

08:07 “And then three, if it is true, and the mandate’s invalid, then can it be separated from the rest of the ACA or should the entire law be struck down?”

11:16 “The part that everybody talks about, things about as Obamacare, is really about 50 pages in the front. So it’s not really that big.”

16:01 “Bernie Sanders wants to have a single-payer system in the United States. He wants everyone to have free healthcare with no co-pays, no premiums.”

20:34 “My guess is that Joe Biden, having his very long legislative history and then also serving as vice president, is a little more flexible than perhaps Bernie Sanders.”

]]> David Saltzman 845c7aad-f91f-4b24-927c-b4acba5f2fd0 Mon, 16 Mar 2020 11:00:00 -0400 1445 full false Ep #304: Innovation and Problem Solving - with Jayne Morgan, M.D. Ep #304: Innovation and Problem Solving - with Jayne Morgan, M.D. This episode of The ShiftShapers Podcast is called "Innovation and Problem Solving, with Jayne Morgan, M.D." and today, host and Chief Transformation Strategist David Saltzman, together with Jayne, Director Of Innovation at Piedmont Healthcare, discuss innovation and how it is applied at Piedmont.

Also discussed is diversity in clinical trials; why it is lacking and the progress of making it more inclusive to more minorities. The role of the FDA is also clarified when it comes to making changes in addressing health gaps and producing solutions that affect all demographics of people.

What You’ll Learn From this Episode:

  • 03:02Accelerator and devices at Piedmont
  • 07:13 Digital-based innovation and ongoing projects
  • 09:50 Process of innovation from concept to implementation
  • 13:12 Diversity in clinical trials
  • 17:38 Role of the FDA in clinical trial diversity

Quotes:

07:30 “We will be starting with hospital-based problems and systems, looking at process improvement… inventions that address specific pain, one’s within the hospital-system itself, inventions that perhaps can be a jump to some of the internal apps that we already currently use.”

10:03 “If you don’t have the fortitude, I would say that that is probably one of the largest factors that contributes to that large failure rate, is that people are not clear on what they’re getting into and what the time commitment is.”

13:54 “Access to clinical trials traditionally, and certainly in the United States, has not been something that has been readily available to minority communities. And there are a number of reasons for that. Number 1 reason is probably trust and trust in the system or lack thereof.”

16:59 “As we move forward into personalized medicine and customized medicine, genome mix, by whatever term that you know it, is we do not participate in trials and have a plethora of participation that represents a swathe across all of America, indeed across all of the world.”

18:03 “Now, unofficially, the FDA is continuing to move in that direction and more forward-thinking institutions are also beginning to move in that direction such that we can ensure that the health disparities, the health gap in these countries, don’t continue to widen, fueled and fed by lack of access to clinical trials.”

]]> This episode of The ShiftShapers Podcast is called "Innovation and Problem Solving, with Jayne Morgan, M.D." and today, host and Chief Transformation Strategist David Saltzman, together with Jayne, Director Of Innovation at Piedmont Healthcare, discuss innovation and how it is applied at Piedmont.

Also discussed is diversity in clinical trials; why it is lacking and the progress of making it more inclusive to more minorities. The role of the FDA is also clarified when it comes to making changes in addressing health gaps and producing solutions that affect all demographics of people.

What You’ll Learn From this Episode:

  • 03:02Accelerator and devices at Piedmont
  • 07:13 Digital-based innovation and ongoing projects
  • 09:50 Process of innovation from concept to implementation
  • 13:12 Diversity in clinical trials
  • 17:38 Role of the FDA in clinical trial diversity

Quotes:

07:30 “We will be starting with hospital-based problems and systems, looking at process improvement… inventions that address specific pain, one’s within the hospital-system itself, inventions that perhaps can be a jump to some of the internal apps that we already currently use.”

10:03 “If you don’t have the fortitude, I would say that that is probably one of the largest factors that contributes to that large failure rate, is that people are not clear on what they’re getting into and what the time commitment is.”

13:54 “Access to clinical trials traditionally, and certainly in the United States, has not been something that has been readily available to minority communities. And there are a number of reasons for that. Number 1 reason is probably trust and trust in the system or lack thereof.”

16:59 “As we move forward into personalized medicine and customized medicine, genome mix, by whatever term that you know it, is we do not participate in trials and have a plethora of participation that represents a swathe across all of America, indeed across all of the world.”

18:03 “Now, unofficially, the FDA is continuing to move in that direction and more forward-thinking institutions are also beginning to move in that direction such that we can ensure that the health disparities, the health gap in these countries, don’t continue to widen, fueled and fed by lack of access to clinical trials.”

]]> David Saltzman b2953a07-8278-48a1-a5f7-c5ce232680b2 Mon, 09 Mar 2020 11:00:00 -0400 1324 full false Ep #303: Finding The Right Stop-Loss Partner – with Mehb Khoja Ep #303: Finding The Right Stop-Loss Partner – with Mehb Khoja This episode of The ShiftShapers Podcast is called "Finding The Right Stop-Loss Partner" and today, host and Chief Transformation Strategist David Saltzman is joined by Mehb Khoja, President of Medical Risk Managers, Inc. to discuss the topic from the perspectives of both employers and MGU's.

Mehb explains the lag times experienced between incurring and paying claims, shares his insights on why it is not advisable to swing back and forth from fully-insured to self-insured, and defines what lasering is and its significance in this industry.

What You’ll Learn From this Episode:

  • 01:56 Mehb’s position in the industry
  • 08:41 Advisers chasing the lowest stop-loss cost
  • 11:51 Lag times between incurring and paying claims
  • 16:18 Advising clients and switching back to fully-insured
  • 19:07 Lasering defined and predictions of growth

Quotes:

08:48 “I would, in any situation like this, advocate for a long-term partnership whether it’s with us or with another carrier, another MGU, simply because stop-loss claims are going to be volatile by nature and you’re looking to the stop-loss carrier or the MGU to help you with some volatility protection. And sometimes, the stop-loss carrier’s going to win, and sometimes the employer is going to win. And all in all, you want to make sure that you’re purchasing coverage at the right level and that you’re building a long-term partnership as you would with any other benefit carrier.”

12:03 “There’s really no downside in that very first year of self-insurance. The downside is in the subsequent year if you still have the same type of contract. So, for example, if ten employers select 12-12 coverage in the first year, and renews with a 12-12 coverage in the second year, there is a significant gap in coverage and that gap comes from claims that are incurred in the first year of self-funding but paid in the subsequent year.”

14:03 “When you’re thinking about large claims though, these are more complicated situations. This is somebody having gone to a surgical center or a hospital to have a catastrophic condition evaluated treatment on… so let’s take, for example, a transplant. And so, in that situation, the transplant claim, because of the size of the claim, it may go through various levels of scrutiny and review before the employer or the administrator is ultimately billed for the charges. And so, because of that, it is common to see lag time on larger claims be somewhere between 4 to 12 months.”

17:56 “Absolutely. I would say though, more importantly is, an employer shouldn’t be going back and forth between self-insured and fully-insured. I think if you’re of an appropriate size and you’re thinking about moving towards this direction of self-insured, you’re really going to evaluate the philosophical decision to go that way. And once you’ve made that decision that you want to be self-insured, you really don’t want to be hopping back and forth, back to fully-insured carriers.”

19:25 “Lasering is the ability for the stop-loss carrier to identify known claimants, known exposures, and to either exclude them from coverage or include them at a higher rate. And so, what does that mean? Let’s say the employer wants to select coverage at $100,000 per person per year. And during the medical underwriting and clinical underwriting process, it’s discovered that there’s an individual who is going to need a transplant next year. From the carrier’s perspective, that’s a claimant that’s already known and from their perspective, insurance coverage is to protect from the unknown.”

21:54 “I think the stop-loss industry is going to grow. It has been growing significantly. The current market is about $25 billion. And that’s up from about 10 to 12 billion just 6 years ago. And really, the driver of that has been the ACA and now what we’re starting to see is a lot of interest in self-funding from smaller employers who

]]> This episode of The ShiftShapers Podcast is called "Finding The Right Stop-Loss Partner" and today, host and Chief Transformation Strategist David Saltzman is joined by Mehb Khoja, President of Medical Risk Managers, Inc. to discuss the topic from the perspectives of both employers and MGU's.

Mehb explains the lag times experienced between incurring and paying claims, shares his insights on why it is not advisable to swing back and forth from fully-insured to self-insured, and defines what lasering is and its significance in this industry.

What You’ll Learn From this Episode:

  • 01:56 Mehb’s position in the industry
  • 08:41 Advisers chasing the lowest stop-loss cost
  • 11:51 Lag times between incurring and paying claims
  • 16:18 Advising clients and switching back to fully-insured
  • 19:07 Lasering defined and predictions of growth

Quotes:

08:48 “I would, in any situation like this, advocate for a long-term partnership whether it’s with us or with another carrier, another MGU, simply because stop-loss claims are going to be volatile by nature and you’re looking to the stop-loss carrier or the MGU to help you with some volatility protection. And sometimes, the stop-loss carrier’s going to win, and sometimes the employer is going to win. And all in all, you want to make sure that you’re purchasing coverage at the right level and that you’re building a long-term partnership as you would with any other benefit carrier.”

12:03 “There’s really no downside in that very first year of self-insurance. The downside is in the subsequent year if you still have the same type of contract. So, for example, if ten employers select 12-12 coverage in the first year, and renews with a 12-12 coverage in the second year, there is a significant gap in coverage and that gap comes from claims that are incurred in the first year of self-funding but paid in the subsequent year.”

14:03 “When you’re thinking about large claims though, these are more complicated situations. This is somebody having gone to a surgical center or a hospital to have a catastrophic condition evaluated treatment on… so let’s take, for example, a transplant. And so, in that situation, the transplant claim, because of the size of the claim, it may go through various levels of scrutiny and review before the employer or the administrator is ultimately billed for the charges. And so, because of that, it is common to see lag time on larger claims be somewhere between 4 to 12 months.”

17:56 “Absolutely. I would say though, more importantly is, an employer shouldn’t be going back and forth between self-insured and fully-insured. I think if you’re of an appropriate size and you’re thinking about moving towards this direction of self-insured, you’re really going to evaluate the philosophical decision to go that way. And once you’ve made that decision that you want to be self-insured, you really don’t want to be hopping back and forth, back to fully-insured carriers.”

19:25 “Lasering is the ability for the stop-loss carrier to identify known claimants, known exposures, and to either exclude them from coverage or include them at a higher rate. And so, what does that mean? Let’s say the employer wants to select coverage at $100,000 per person per year. And during the medical underwriting and clinical underwriting process, it’s discovered that there’s an individual who is going to need a transplant next year. From the carrier’s perspective, that’s a claimant that’s already known and from their perspective, insurance coverage is to protect from the unknown.”

21:54 “I think the stop-loss industry is going to grow. It has been growing significantly. The current market is about $25 billion. And that’s up from about 10 to 12 billion just 6 years ago. And really, the driver of that has been the ACA and now what we’re starting to see is a lot of interest in self-funding from smaller employers who

]]> David Saltzman 5beefcb7-b433-4ef4-82ce-b6f41596c37d Mon, 02 Mar 2020 11:00:00 -0500 1500 full false Ep #302: Finding Happiness When Success Isn't Enough – with Freda Doxey Ep #302: Finding Happiness When Success Isn't Enough – with Freda Doxey This episode of The ShiftShapers Podcast is called "Finding Happiness When Success Isn't Enough" and today, host and Chief Transformation Strategist David Saltzman is joined by Freda Doxey, Founder of the A Wise Coaching and Counseling Company. Freda begins by sharing some of her tools and techniques to deal with the stresses of 2020.

She goes on to explain the differences between internal and external stress and breaks down the 3 parts of internal stress: What am I thinking? What are the emotions attached to it? And what do I believe?

And to round up the episode, Freda explains the need for a coach and its particular differences with a mentor and a sponsor. She also answers the crucial question of how to find life's happiness when success is not enough and the roles of helpfulness, satisfaction, and mindfulness in this equation.

What You’ll Learn From this Episode:

  • 03:46 Stress in sales: Differentiating internal and external stress
  • 08:20 3 parts of internal stress
  • 12:50 Boundaries and saying no in sales
  • 15:49 Knowing your focus and delegating
  • 18:45 Finding happiness when success is not enough

Quotes:

04:07 “So with stress, it can be internal or external. And in sales, because I did sales as well with Dale Carnegie, it can be internal where you put the pressure on yourself. And it is that stress sometimes that is not managed well that creates a place where we do not perform well, and our people who we try to sell to can pick up on any internal stress.”

04:35 “Now, external stress, we will always have. Whether it’s from family or from the manager or from the company, you can always have external stress because the business model is simply, do more, faster, with less resources. So you’ll have the external. Once we learn how to manage the internal stress, then we can easily manage the external stress. But most of the times, we do not differentiate between the external and the internal.”

08:20 “And here’s the thing, there’s three parts to the internal stress, alright? So the first part for everyone who’s listening is, what am I thinking? You’ve got to analyze. How am I thinking and what am I thinking? Not so much why, but how and what. Second thing is, what are some of the emotions that attach to that particular thought that I am having? And here’s the core: what do I believe?”

12:50 “When I line up my schedule, when I decide where I’m going to go, what I’m going to do, I’ve got to be able to say no that this is not going to be most effective for me. And the more comfortable we get, we’re seeing how ‘no’ actually free us up to the yesses and life.”

18:56 “The insatiable desire. And that simply means along the same lines, you’re just talking about, will I ever be satisfied? And here’s the key that I taught to be satisfied: number 1, it’s not in things and stuff. Success is not measured by the things that we have. And here are some of the things: status. Status can be educational. It could be the number 1 top salesperson. It’s not measured in that.”

]]> This episode of The ShiftShapers Podcast is called "Finding Happiness When Success Isn't Enough" and today, host and Chief Transformation Strategist David Saltzman is joined by Freda Doxey, Founder of the A Wise Coaching and Counseling Company. Freda begins by sharing some of her tools and techniques to deal with the stresses of 2020.

She goes on to explain the differences between internal and external stress and breaks down the 3 parts of internal stress: What am I thinking? What are the emotions attached to it? And what do I believe?

And to round up the episode, Freda explains the need for a coach and its particular differences with a mentor and a sponsor. She also answers the crucial question of how to find life's happiness when success is not enough and the roles of helpfulness, satisfaction, and mindfulness in this equation.

What You’ll Learn From this Episode:

  • 03:46 Stress in sales: Differentiating internal and external stress
  • 08:20 3 parts of internal stress
  • 12:50 Boundaries and saying no in sales
  • 15:49 Knowing your focus and delegating
  • 18:45 Finding happiness when success is not enough

Quotes:

04:07 “So with stress, it can be internal or external. And in sales, because I did sales as well with Dale Carnegie, it can be internal where you put the pressure on yourself. And it is that stress sometimes that is not managed well that creates a place where we do not perform well, and our people who we try to sell to can pick up on any internal stress.”

04:35 “Now, external stress, we will always have. Whether it’s from family or from the manager or from the company, you can always have external stress because the business model is simply, do more, faster, with less resources. So you’ll have the external. Once we learn how to manage the internal stress, then we can easily manage the external stress. But most of the times, we do not differentiate between the external and the internal.”

08:20 “And here’s the thing, there’s three parts to the internal stress, alright? So the first part for everyone who’s listening is, what am I thinking? You’ve got to analyze. How am I thinking and what am I thinking? Not so much why, but how and what. Second thing is, what are some of the emotions that attach to that particular thought that I am having? And here’s the core: what do I believe?”

12:50 “When I line up my schedule, when I decide where I’m going to go, what I’m going to do, I’ve got to be able to say no that this is not going to be most effective for me. And the more comfortable we get, we’re seeing how ‘no’ actually free us up to the yesses and life.”

18:56 “The insatiable desire. And that simply means along the same lines, you’re just talking about, will I ever be satisfied? And here’s the key that I taught to be satisfied: number 1, it’s not in things and stuff. Success is not measured by the things that we have. And here are some of the things: status. Status can be educational. It could be the number 1 top salesperson. It’s not measured in that.”

]]> David Saltzman 1e9f17a7-bad7-422b-b88d-99b207d78213 Mon, 24 Feb 2020 11:00:00 -0500 1339 full false Ep #301: Bail Out of the Fully Insured Jail with Captives – with Jim-Hoitt Ep #301: Bail Out of the Fully Insured Jail with Captives – with Jim-Hoitt In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman is joined by Jim Hoitt, Senior Vice President at Captive Division at Berkeley Accident & Health.

Jim shares his in-depth knowledge and insights into the world of Captives and discusses its 2 models and the nature of each. He also takes a deep dive into the kinds of companies that benefit the most from a Captive, from their shared goals to the ideal company size to their financial commitments.

But Jim also discusses the major plus sides to the arrangement which include providing the best healthcare for companies at a lower cost, absorbing losses and mitigating risk factors to help ensure success across models. He also explains the key role an adviser plays in all of this and how the ultimate goal is to provide guidance and filter the best-fit companies.

What You’ll Learn From this Episode:

  • 03:35 Explaining the 3 layers: Retained, shared & risk transfer layers
  • 06:34 The heterogeneous vs homogenous models
  • 10:25 Company profile: Who benefits the most from Captives?
  • 15:27 Starting a Captive arrangement
  • 18:24 The adviser’s role in starting a captive

Quotes:

02:14 “A Captive health arrangement is a financial arrangement for which an employer that decides to self-fund their health plan, buys medical stop-loss to back stop the assets of the health plan and then forms or joins a captive and the captive acts as a reinsurer to that medical stop-loss. Ultimately, what it creates is a kind of called financial envelope that wraps around the health plan and collaborates and shares with a number of employers to give them a mitigation to the concept of self-funding.”

02:49 “A Captive is a financial mechanism where a non-risk taking entity, an entity that doesn’t typically take risk, can participate and share in risk as if they were an insurance company. And when we talk about benefits captives, we talk about the ability to use medical stop-loss to participate in a Captive and provide a number of different financial values for the health plan.”

07:56 “They (heterogeneous model) don’t necessarily need to be like-minded in the benefit offering, in the co-pays, in plan designs, in the third party administrators and the PBM that supports the plan, but they should certainly like-minded and consistently focused with the other members on the results they’re seeking and the willingness to collaborate and have better results and ultimately provide great care but manage the cost across the health plan.”

08:34 “On the homogenous model, there is certainly an immediate affinity amongst the members. It’s our direct opposite. We’ve got a number of employers that are in a same industry for potential purposes. We’d also say there’s some homogenous to when we have a number of employers that are in one particular regional area and they share a community in terms of a greater community in terms of employment and a town and a particular part of a state, for example purposes.”

17:32 “I’d say those two elements, being focused on self-funding, having a clear risk management vision, and then then the third element, I would say, would be that they need to kind of be all in. They need to have somebody at their agency, whether it’s themselves or a part of their team that is really the quarterback on this because it’s certainly not the easy button. The easy button is still fully-insured.”

20:15 “If we do think of the Captive as essentially a bank account that allows funds to come in across a spectrum of employers, allows losses to seed in across those same spectrum of employers and allows those employers to then participate in the remaining premium balance. Or the opposite side of it. If there was some additional needed funding for it, they share in that risk together. That’s the mitigation that helps their health plan.”

22:50 “I think t

]]> In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman is joined by Jim Hoitt, Senior Vice President at Captive Division at Berkeley Accident & Health.

Jim shares his in-depth knowledge and insights into the world of Captives and discusses its 2 models and the nature of each. He also takes a deep dive into the kinds of companies that benefit the most from a Captive, from their shared goals to the ideal company size to their financial commitments.

But Jim also discusses the major plus sides to the arrangement which include providing the best healthcare for companies at a lower cost, absorbing losses and mitigating risk factors to help ensure success across models. He also explains the key role an adviser plays in all of this and how the ultimate goal is to provide guidance and filter the best-fit companies.

What You’ll Learn From this Episode:

  • 03:35 Explaining the 3 layers: Retained, shared & risk transfer layers
  • 06:34 The heterogeneous vs homogenous models
  • 10:25 Company profile: Who benefits the most from Captives?
  • 15:27 Starting a Captive arrangement
  • 18:24 The adviser’s role in starting a captive

Quotes:

02:14 “A Captive health arrangement is a financial arrangement for which an employer that decides to self-fund their health plan, buys medical stop-loss to back stop the assets of the health plan and then forms or joins a captive and the captive acts as a reinsurer to that medical stop-loss. Ultimately, what it creates is a kind of called financial envelope that wraps around the health plan and collaborates and shares with a number of employers to give them a mitigation to the concept of self-funding.”

02:49 “A Captive is a financial mechanism where a non-risk taking entity, an entity that doesn’t typically take risk, can participate and share in risk as if they were an insurance company. And when we talk about benefits captives, we talk about the ability to use medical stop-loss to participate in a Captive and provide a number of different financial values for the health plan.”

07:56 “They (heterogeneous model) don’t necessarily need to be like-minded in the benefit offering, in the co-pays, in plan designs, in the third party administrators and the PBM that supports the plan, but they should certainly like-minded and consistently focused with the other members on the results they’re seeking and the willingness to collaborate and have better results and ultimately provide great care but manage the cost across the health plan.”

08:34 “On the homogenous model, there is certainly an immediate affinity amongst the members. It’s our direct opposite. We’ve got a number of employers that are in a same industry for potential purposes. We’d also say there’s some homogenous to when we have a number of employers that are in one particular regional area and they share a community in terms of a greater community in terms of employment and a town and a particular part of a state, for example purposes.”

17:32 “I’d say those two elements, being focused on self-funding, having a clear risk management vision, and then then the third element, I would say, would be that they need to kind of be all in. They need to have somebody at their agency, whether it’s themselves or a part of their team that is really the quarterback on this because it’s certainly not the easy button. The easy button is still fully-insured.”

20:15 “If we do think of the Captive as essentially a bank account that allows funds to come in across a spectrum of employers, allows losses to seed in across those same spectrum of employers and allows those employers to then participate in the remaining premium balance. Or the opposite side of it. If there was some additional needed funding for it, they share in that risk together. That’s the mitigation that helps their health plan.”

22:50 “I think t

]]> David Saltzman 00e37e5e-f260-4963-9b6b-31148c747024 Mon, 17 Feb 2020 11:32:10 -0500 1534 full false Ep #300: Developing a Badmuther Mindset – with Jeremiah Solven Ep #300: Developing a Badmuther Mindset – with Jeremiah Solven In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman sits down with Jeremiah Solven, Founder of the Conquer Academy.

Today he shares his unique mindset which he honed when he was in his Ranger unit, the Badmuthers, and explains how a triangle of leadership, personal performance, and character are at the core of this mindset.

With this mindset, Jeremiah pursues his best version of himself and this is what he teaches to his students as well.

What You’ll Learn From this Episode:

  • 02:53 Jeremiah’s triangle: Leadership, personal performance & character
  • 06:10 A Badmuther mindset
  • 08:44 Tragedy and wrestling with feelings of failure
  • 13:26 Growth by taking the harder path
  • 16:18 Being a force of good & a culture of leadership

Quotes:

03:27 “I draw this out like a triangle. If you have the left side of the triangle is your leadership, the right side of the triangle is your personal performance, and then the bottom of the triangle is your skills and your character. What you’re trying to do in life is you’re trying to get to the top.”

06:57 “And one of the things we decided to do is, we said hey, we can’t control the outcome but what we can control is the process and the culture. And our identity as a platoon, I just said we were named after, our name was the Badmuthers. So we, as a culture, we embodied that and what a Badmuther meant was violence of action, professionalism, and grit. These are like the tenets of our culture.”

11:38 “And that was my last Ranger mission so I had to figure out what to do with that information. And I realized that night, years after wrestling with that night, that the common theme with everybody was that they embodied a Badmuther mindset. They didn’t stop moving forward. And so I felt like we lost. We actually won.”

15:10 “So how do you develop a Badmuther mindset? It’s by always choosing the harder path. So every time you get to a crossroads in life, you have an uphill option and a down. If you pick the uphill every single time, life gets easier. But the problem is that, for some reason as humans, we gravitate towards the easy path.”

18:07 “And so I couple all that into my coaching program. And I said, you know what I’m going to teach these things and my goal is just to bring more good in the world because it’s a simple goal. It’s simple but it’s not easy. And so I can tackle that for the rest of my life, chase it for the rest of my life and it’s almost like chasing perfection. It almost never happened, but the pursuit of it is intoxicating.”

]]> In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman sits down with Jeremiah Solven, Founder of the Conquer Academy.

Today he shares his unique mindset which he honed when he was in his Ranger unit, the Badmuthers, and explains how a triangle of leadership, personal performance, and character are at the core of this mindset.

With this mindset, Jeremiah pursues his best version of himself and this is what he teaches to his students as well.

What You’ll Learn From this Episode:

  • 02:53 Jeremiah’s triangle: Leadership, personal performance & character
  • 06:10 A Badmuther mindset
  • 08:44 Tragedy and wrestling with feelings of failure
  • 13:26 Growth by taking the harder path
  • 16:18 Being a force of good & a culture of leadership

Quotes:

03:27 “I draw this out like a triangle. If you have the left side of the triangle is your leadership, the right side of the triangle is your personal performance, and then the bottom of the triangle is your skills and your character. What you’re trying to do in life is you’re trying to get to the top.”

06:57 “And one of the things we decided to do is, we said hey, we can’t control the outcome but what we can control is the process and the culture. And our identity as a platoon, I just said we were named after, our name was the Badmuthers. So we, as a culture, we embodied that and what a Badmuther meant was violence of action, professionalism, and grit. These are like the tenets of our culture.”

11:38 “And that was my last Ranger mission so I had to figure out what to do with that information. And I realized that night, years after wrestling with that night, that the common theme with everybody was that they embodied a Badmuther mindset. They didn’t stop moving forward. And so I felt like we lost. We actually won.”

15:10 “So how do you develop a Badmuther mindset? It’s by always choosing the harder path. So every time you get to a crossroads in life, you have an uphill option and a down. If you pick the uphill every single time, life gets easier. But the problem is that, for some reason as humans, we gravitate towards the easy path.”

18:07 “And so I couple all that into my coaching program. And I said, you know what I’m going to teach these things and my goal is just to bring more good in the world because it’s a simple goal. It’s simple but it’s not easy. And so I can tackle that for the rest of my life, chase it for the rest of my life and it’s almost like chasing perfection. It almost never happened, but the pursuit of it is intoxicating.”

]]> David Saltzman 10928b4f-3d28-401a-810b-f83e56e768ec Mon, 10 Feb 2020 16:49:36 -0500 1289 full false Ep #299: Free Up Client Cash For Current Needs – with Brian Clarke Ep #299: Free Up Client Cash For Current Needs – with Brian Clarke In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman chats with Brian Clarke to discuss the life insurance company's perspective on life settlement.

Brian is the Director of Business Development at Reliant Life Shares and he shares details on how life insurance companies handle life settlement, from paying out death benefits to undertaking risk to dealing with government regulation.

Brian also shares how individual investors can participate in this market and changing the mindset around life settlement to see the real value it has to those who need it.

What You’ll Learn From this Episode:

  • 02:11 Life settlements: a life insurance company’s perspective
  • 04:52 What investors get
  • 07:34 Insurance company views and risks involved
  • 10:49 Regulation
  • 13:59 For investors: How to access the market
  • 18:36 Common objections: Finding the value of life settlements

Quotes:

03:21 “Now once it’s sold, the investor group is waiting for the death benefit payout and, in our case, we open up investment on fractional basis to investors, individual investors, because historically the buyers of this have been big players like the Warren Buffetts of the world, Blackstone, national pension funds, big banks, etc but what we do is help individual investors participate in this asset class.”

04:08 “And that’s the true diversification that I think an exposure to life settlement investing can bring to investors when they’ve already got stock risk, they’ve already got real estate risk. And in this low-interest-rate environment we find ourselves in, especially now, what choice do you have?”

08:01 “So, in general, my experience has been they don’t love it. However, I think insurance companies certainly can be seen and don’t want to be seen as telling a senior that they can’t access value in a policy above and beyond what the cash render value is because that would end up hurting that senior.”

08:40 “A lot of times, these are illiquid investments so liquidity should be obviously your primary concern when you consider any investment. The time horizon involved, a lot of times we operate with life expectancy estimates between 3 and 8 years, typically not shorter than 2 and not longer than 8 but a person with an 8-year life expectancy certainly could live twice that long or longer and so longevity risk really becomes a primary risk to the investment.”

16:36 “I’m not going to say that a healthy person cannot sell their policy but the younger the person is and the healthier a person is, typically the less they’ll command for being able to sell their policy because, let’s just use 2 extreme examples, if you were going to buy the life insurance policy off of a 24-year-old Olympian who’s in great health and great shape, I mean how long is that person going to live, right?”

17:06 “On the other end of the spectrum, if we somehow knew I had 5 minutes to live and I have a life insurance policy, obviously you might be willing to pay more for that approaching the death benefit value.”

]]> In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman chats with Brian Clarke to discuss the life insurance company's perspective on life settlement.

Brian is the Director of Business Development at Reliant Life Shares and he shares details on how life insurance companies handle life settlement, from paying out death benefits to undertaking risk to dealing with government regulation.

Brian also shares how individual investors can participate in this market and changing the mindset around life settlement to see the real value it has to those who need it.

What You’ll Learn From this Episode:

  • 02:11 Life settlements: a life insurance company’s perspective
  • 04:52 What investors get
  • 07:34 Insurance company views and risks involved
  • 10:49 Regulation
  • 13:59 For investors: How to access the market
  • 18:36 Common objections: Finding the value of life settlements

Quotes:

03:21 “Now once it’s sold, the investor group is waiting for the death benefit payout and, in our case, we open up investment on fractional basis to investors, individual investors, because historically the buyers of this have been big players like the Warren Buffetts of the world, Blackstone, national pension funds, big banks, etc but what we do is help individual investors participate in this asset class.”

04:08 “And that’s the true diversification that I think an exposure to life settlement investing can bring to investors when they’ve already got stock risk, they’ve already got real estate risk. And in this low-interest-rate environment we find ourselves in, especially now, what choice do you have?”

08:01 “So, in general, my experience has been they don’t love it. However, I think insurance companies certainly can be seen and don’t want to be seen as telling a senior that they can’t access value in a policy above and beyond what the cash render value is because that would end up hurting that senior.”

08:40 “A lot of times, these are illiquid investments so liquidity should be obviously your primary concern when you consider any investment. The time horizon involved, a lot of times we operate with life expectancy estimates between 3 and 8 years, typically not shorter than 2 and not longer than 8 but a person with an 8-year life expectancy certainly could live twice that long or longer and so longevity risk really becomes a primary risk to the investment.”

16:36 “I’m not going to say that a healthy person cannot sell their policy but the younger the person is and the healthier a person is, typically the less they’ll command for being able to sell their policy because, let’s just use 2 extreme examples, if you were going to buy the life insurance policy off of a 24-year-old Olympian who’s in great health and great shape, I mean how long is that person going to live, right?”

17:06 “On the other end of the spectrum, if we somehow knew I had 5 minutes to live and I have a life insurance policy, obviously you might be willing to pay more for that approaching the death benefit value.”

]]> David Saltzman 87b78927-7094-4598-beb2-cca393310e24 Mon, 03 Feb 2020 11:00:00 -0500 1353 full false Ep #298: Tools For Effective Consumerism – with David Vivero Ep #298: Tools For Effective Consumerism – with David Vivero In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman chats with David Vivero, Co-Founder and CEO of Amino.

David shares his knowledge of consumerism in healthcare and discusses how consumers want transparency of information and choice, but not too much that it ends up frustrating them. He also talks about how Amino connects consumers to services they want and the engagement and ROI that employers can expect from offering this service.

What You’ll Learn From this Episode:

  • 02:23 Complex healthcare for consumers
  • 04:29 Getting the data
  • 10:03 Building the knowledge for the interface
  • 13:29 Directional vs absolute data
  • 15:05 Services that consumers require
  • 17:57 For employers: Engagement and ROI

Quotes:

03:29 “There’s a certain amount of complexity that we’re all willing to tolerate in our lives. And usually, we kind of reserve that for whatever our profession is and it just wasn’t enough for us to change the incentives in healthcare. We also had to change the interface to healthcare and that, unfortunately, took way too long for people to realize.”

03:59 “And frankly, a lot of observations from researchers and public policy people about how transparency frankly doesn’t work on its own in its first iterations so I think that we just didn’t really understand the nature of the new challenges that would be created once you rewrote the rules.”

07:57 “In order to do that, you need to have data that follows people over time that’s rich enough about those people to be able to isolate the sick patients from the not so sick patients and try to measure apples to apples across providers what they’ll do.”

14:25 “You can’t separate from the action you’re wanting a consumer to take which is we just want them to choose the higher value provider. We just want them to be aware of that difference and confidently step forward choosing a doctor or hospital or surgeon that is going to meet their needs without taking undue risk and without getting overly paid in a way that’s expensive to all of us paying that insurance premium.”

18:20 “We try to engage in a couple of ways which I think are quite highly differentiated. One is, we have built a product that was trained on tens of millions of consumers. And the interface, the experience. But we’re close on communication, the language that we’ve chosen, the value proposition, all of these are a package that is far more enticing than what has historically been presented to consumers as navigation, transparency, and a number of other things.”

 

]]> In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman chats with David Vivero, Co-Founder and CEO of Amino.

David shares his knowledge of consumerism in healthcare and discusses how consumers want transparency of information and choice, but not too much that it ends up frustrating them. He also talks about how Amino connects consumers to services they want and the engagement and ROI that employers can expect from offering this service.

What You’ll Learn From this Episode:

  • 02:23 Complex healthcare for consumers
  • 04:29 Getting the data
  • 10:03 Building the knowledge for the interface
  • 13:29 Directional vs absolute data
  • 15:05 Services that consumers require
  • 17:57 For employers: Engagement and ROI

Quotes:

03:29 “There’s a certain amount of complexity that we’re all willing to tolerate in our lives. And usually, we kind of reserve that for whatever our profession is and it just wasn’t enough for us to change the incentives in healthcare. We also had to change the interface to healthcare and that, unfortunately, took way too long for people to realize.”

03:59 “And frankly, a lot of observations from researchers and public policy people about how transparency frankly doesn’t work on its own in its first iterations so I think that we just didn’t really understand the nature of the new challenges that would be created once you rewrote the rules.”

07:57 “In order to do that, you need to have data that follows people over time that’s rich enough about those people to be able to isolate the sick patients from the not so sick patients and try to measure apples to apples across providers what they’ll do.”

14:25 “You can’t separate from the action you’re wanting a consumer to take which is we just want them to choose the higher value provider. We just want them to be aware of that difference and confidently step forward choosing a doctor or hospital or surgeon that is going to meet their needs without taking undue risk and without getting overly paid in a way that’s expensive to all of us paying that insurance premium.”

18:20 “We try to engage in a couple of ways which I think are quite highly differentiated. One is, we have built a product that was trained on tens of millions of consumers. And the interface, the experience. But we’re close on communication, the language that we’ve chosen, the value proposition, all of these are a package that is far more enticing than what has historically been presented to consumers as navigation, transparency, and a number of other things.”

 

]]> David Saltzman b856d106-3d95-4fff-a8d9-23ca81b45aa8 Mon, 27 Jan 2020 11:00:00 -0500 1295 full false Ep #297: Do Not EVER 'Trust Your Gut' – with Gleb Tsipursky Ep #297: Do Not EVER 'Trust Your Gut' – with Gleb Tsipursky  

In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman sits down with cognitive neuroscientist Gleb Tsipursky to talk about why "trusting your gut" could be the worst business advice you could follow.

Gleb starts with breaking down the SWOT analysis and how this popular business tool actually feeds into cognitive biases and might not be producing the results you thought it would. He also gives tips on how to avoid personal cognitive biases and introduces 5 questions to ask yourself before a sale or another big decision.

What You’ll Learn From this Episode:

  • 02:06 Business advice
  • 05:37 Flaws of the SWOT Analysis
  • 07:58 Bias blind spots
  • 09:39 Dealing with your own cognitive biases
  • 14:14 Measuring probabilities of success
  • 17:11 5 questions to avoid decision disasters

Quotes:

07:02 “The SWOT Analysis involves listing your strengths, your weaknesses, your opportunities, and threats. And the people who are optimistic and overconfident: sales people, sales and so on, tend to list way too many strengths, way too many opportunities, not nearly enough weaknesses, not nearly enough [sic] threats.”

08:56 “The critical thing into bias, which is the practice of addressing dangerous judgment errors known as cognitive biases, is to develop healthy mental habits. So right now, a lot of the mental habits we have are unhealthy. Excessive optimism is a big problem.”

15:30 “There was a study of a thousand eighty-seven board members which fired their chief executive officers and we looked at, asked them, why they fired them. What were the reasons? One of the top five reasons was the nihilism where these leaders were completely denying negative reality about what was happening outside the company and inside their company.”

17:39 “There’s the small short technique that takes you a couple of minutes, you can use it before any sale or an important email to a client or anything like that. There’s another eight-step technique that you want to use for more serious projects, more serious sale, something that’s really important to you and other strategies if you want to lay out your plan.”

18:08 “First, what important information do I not yet fully consider? So what important evidence didn’t you take into account? This is critical because we tend to look for information and believe information with which we’re comfortable. We tend to look for information with a client who’ll agree to a sale. We tend to ignore information that the client is not responding to our emails.”

20:25 “How have you addressed all the ways this sale could fail or whatever project you’re working on? Imagine that the sale completely failed. Completely utterly failed. Now think about all the reasons why it failed. Maybe you haven’t addressed all the client’s concerns. Maybe you missed some of the client’s concerns that you actually could’ve taken a look at.”

 

]]>  

In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman sits down with cognitive neuroscientist Gleb Tsipursky to talk about why "trusting your gut" could be the worst business advice you could follow.

Gleb starts with breaking down the SWOT analysis and how this popular business tool actually feeds into cognitive biases and might not be producing the results you thought it would. He also gives tips on how to avoid personal cognitive biases and introduces 5 questions to ask yourself before a sale or another big decision.

What You’ll Learn From this Episode:

  • 02:06 Business advice
  • 05:37 Flaws of the SWOT Analysis
  • 07:58 Bias blind spots
  • 09:39 Dealing with your own cognitive biases
  • 14:14 Measuring probabilities of success
  • 17:11 5 questions to avoid decision disasters

Quotes:

07:02 “The SWOT Analysis involves listing your strengths, your weaknesses, your opportunities, and threats. And the people who are optimistic and overconfident: sales people, sales and so on, tend to list way too many strengths, way too many opportunities, not nearly enough weaknesses, not nearly enough [sic] threats.”

08:56 “The critical thing into bias, which is the practice of addressing dangerous judgment errors known as cognitive biases, is to develop healthy mental habits. So right now, a lot of the mental habits we have are unhealthy. Excessive optimism is a big problem.”

15:30 “There was a study of a thousand eighty-seven board members which fired their chief executive officers and we looked at, asked them, why they fired them. What were the reasons? One of the top five reasons was the nihilism where these leaders were completely denying negative reality about what was happening outside the company and inside their company.”

17:39 “There’s the small short technique that takes you a couple of minutes, you can use it before any sale or an important email to a client or anything like that. There’s another eight-step technique that you want to use for more serious projects, more serious sale, something that’s really important to you and other strategies if you want to lay out your plan.”

18:08 “First, what important information do I not yet fully consider? So what important evidence didn’t you take into account? This is critical because we tend to look for information and believe information with which we’re comfortable. We tend to look for information with a client who’ll agree to a sale. We tend to ignore information that the client is not responding to our emails.”

20:25 “How have you addressed all the ways this sale could fail or whatever project you’re working on? Imagine that the sale completely failed. Completely utterly failed. Now think about all the reasons why it failed. Maybe you haven’t addressed all the client’s concerns. Maybe you missed some of the client’s concerns that you actually could’ve taken a look at.”

 

]]> David Saltzman 65e79bde-e3a7-4e5a-b65a-2a32b253fcc7 Mon, 20 Jan 2020 11:00:00 -0500 1361 full false Ep #296: Help Your Clients Find Money – with Lisa Rehburg Ep #296: Help Your Clients Find Money – with Lisa Rehburg In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman chats with Lisa Rehburg, President of Rehburg Life Insurance Settlements. Lisa explains what a life insurance settlement is and how policy owners can actually sell their life insurance policies for cash.

Lisa goes on an in-depth discussion where she discusses the benefits to agents who will offer this, the legalities of life insurance settlements, and the growing appeal of this type of settlement to boomers who are now approaching senior age.

What You’ll Learn From this Episode:

  • 01:50 Life insurance settlement defined
  • 06:13 Benefits and roles of agents
  • 12:11 Case studies and opportunities for clients
  • 15:34 Carrier feedback to life insurance settlements
  • 18:19 Growing interest and appeal to boomers

Quotes:

01:54 “So basically, a life insurance settlement is the ability for a client to sell their life insurance policy for a lump sum of cash. There are investor groups who are willing to buy those policies, and clearly they’re obviously doing it for investment purposes, and they’re saying is that obviously the returns are good. The other thing though it’s a diversification tool for them.”

03:16 “So what we’re talking about is, in a settlement, client sells the policy. They receive lump sum of cash. The investor groups now become the new owner of the policy, the new payer of the premium and they receive the death benefit when the client passes.”

06:48 “It’s a very simple question to ask when you’re talking to them: do you have a life insurance policy you no longer want or need? Because I would like to go on a limb and say there’s probably a really good chance that one of those 500,000 seniors is probably an insurance agent’s client.”

08:41 “The shorter the life expectancy, the more money they’re willing to pay. The lower the premium, the more money they’re willing to pay. And like I said, it’s just a true numbers game.”

16:49 “I think life insurance is really important. I am not badmouthing life insurance companies at all because I think it’s very important for financial planning purposes. But I also believe that when a policy is no longer wanted or needed, a client should have the opportunity to sell that.”

]]> In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman chats with Lisa Rehburg, President of Rehburg Life Insurance Settlements. Lisa explains what a life insurance settlement is and how policy owners can actually sell their life insurance policies for cash.

Lisa goes on an in-depth discussion where she discusses the benefits to agents who will offer this, the legalities of life insurance settlements, and the growing appeal of this type of settlement to boomers who are now approaching senior age.

What You’ll Learn From this Episode:

  • 01:50 Life insurance settlement defined
  • 06:13 Benefits and roles of agents
  • 12:11 Case studies and opportunities for clients
  • 15:34 Carrier feedback to life insurance settlements
  • 18:19 Growing interest and appeal to boomers

Quotes:

01:54 “So basically, a life insurance settlement is the ability for a client to sell their life insurance policy for a lump sum of cash. There are investor groups who are willing to buy those policies, and clearly they’re obviously doing it for investment purposes, and they’re saying is that obviously the returns are good. The other thing though it’s a diversification tool for them.”

03:16 “So what we’re talking about is, in a settlement, client sells the policy. They receive lump sum of cash. The investor groups now become the new owner of the policy, the new payer of the premium and they receive the death benefit when the client passes.”

06:48 “It’s a very simple question to ask when you’re talking to them: do you have a life insurance policy you no longer want or need? Because I would like to go on a limb and say there’s probably a really good chance that one of those 500,000 seniors is probably an insurance agent’s client.”

08:41 “The shorter the life expectancy, the more money they’re willing to pay. The lower the premium, the more money they’re willing to pay. And like I said, it’s just a true numbers game.”

16:49 “I think life insurance is really important. I am not badmouthing life insurance companies at all because I think it’s very important for financial planning purposes. But I also believe that when a policy is no longer wanted or needed, a client should have the opportunity to sell that.”

]]> David Saltzman 76c4dbb7-c143-4799-889e-364e056a04ce Mon, 13 Jan 2020 11:00:00 -0500 1399 full false Ep #295: Smart. Fast. Reliable. How about all three? – with Ryan Sachtjen Ep #295: Smart. Fast. Reliable. How about all three? – with Ryan Sachtjen In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman chats with Ryan Sachtjen, Co-Founder at WatchTower to discuss some 21st-century technological innovations that help advisors use more of their time facing clients and selling.

Ryan goes into intricate detail on common RFP issues today and how automating workflows of companies can positively affect the bottom line. He also discusses what the future holds for brokerage firms that could lead to significant shifts in industry.

What You’ll Learn From this Episode:

  • 02:03 Figure out scalability issue to maintain levels of customization
  • 05:18 Looking for the right technological solutions (SMB vs mid to large market)
  • 06:57 Brokerage firms: Investigating workflow problems
  • 08:52 RFP issues and automating workflows of larger companies
  • 13:39 Finding technology that fits the firm
  • 17:30 Technology to sell more and affect the bottom line
  • 22:10 The future of brokerage firms

Quotes:

05:17 “And what we see brokers doing, at least initially, is trying to figure out alignment within their own organization which has been very key of driving a level of success of specializing in different areas. And then looking for, once you’ve done that effectively, looking for the right technology solutions that fit their needs, right? And so they can be different.”

06:24 “Because at the end of the day, the solutions that they want to be using are the ones that allow for them to spend the most amount of their time advising. That is the purpose. That is utilities which they serve. That is what they’re really good at. And so for them to be able to offload some of this other stuff and use technology to help leverage that, I think is a real difference. And you’re seeing a real shift in the market.”

09:30 “The pain points that we’re hearing from them really correlate to helping solve sort of their RFP problem. I have this obligation to my customer at some frequency of cadence which typically is in a renewal cycle of ‘I need to go make sure that what we have in place with the current insurance carrier is the right fit.’ And so my core function at this moment is to make sure that is true. And that typically results in RFP event, in RFP activity for these firms.”

15:52 “The challenge is, like you said, you don’t have necessarily the revenue to be as loose with our spent as you maybe could 10 or 15 years ago. And so, what I think those firms need to do is figure out what are those big impact technology items that they can implement reasonably speaking within their firm that really helps drive those efficiencies. And that’s a key and it’s a very sort of north star element that we have here is how do we help build technology that helps facilitate and be helpful to all of the parties because when that occurs, again, the outcome for the customer is improved.”

20:13 “I’m seeing there is a lot more urgency on actually the carrier side because a big issue here of what needs to happen is, there needs to be some investment on the carrier side to help optimize for this outcome of having things be sort of shared and communicated in more of a digital environment. And I would bet that, if you went to the leadership conference of a number of these carriers, one of the pillars of the four pillars of success for 2020 would be something along the lines of digital fill in the blank.”

]]> In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman chats with Ryan Sachtjen, Co-Founder at WatchTower to discuss some 21st-century technological innovations that help advisors use more of their time facing clients and selling.

Ryan goes into intricate detail on common RFP issues today and how automating workflows of companies can positively affect the bottom line. He also discusses what the future holds for brokerage firms that could lead to significant shifts in industry.

What You’ll Learn From this Episode:

  • 02:03 Figure out scalability issue to maintain levels of customization
  • 05:18 Looking for the right technological solutions (SMB vs mid to large market)
  • 06:57 Brokerage firms: Investigating workflow problems
  • 08:52 RFP issues and automating workflows of larger companies
  • 13:39 Finding technology that fits the firm
  • 17:30 Technology to sell more and affect the bottom line
  • 22:10 The future of brokerage firms

Quotes:

05:17 “And what we see brokers doing, at least initially, is trying to figure out alignment within their own organization which has been very key of driving a level of success of specializing in different areas. And then looking for, once you’ve done that effectively, looking for the right technology solutions that fit their needs, right? And so they can be different.”

06:24 “Because at the end of the day, the solutions that they want to be using are the ones that allow for them to spend the most amount of their time advising. That is the purpose. That is utilities which they serve. That is what they’re really good at. And so for them to be able to offload some of this other stuff and use technology to help leverage that, I think is a real difference. And you’re seeing a real shift in the market.”

09:30 “The pain points that we’re hearing from them really correlate to helping solve sort of their RFP problem. I have this obligation to my customer at some frequency of cadence which typically is in a renewal cycle of ‘I need to go make sure that what we have in place with the current insurance carrier is the right fit.’ And so my core function at this moment is to make sure that is true. And that typically results in RFP event, in RFP activity for these firms.”

15:52 “The challenge is, like you said, you don’t have necessarily the revenue to be as loose with our spent as you maybe could 10 or 15 years ago. And so, what I think those firms need to do is figure out what are those big impact technology items that they can implement reasonably speaking within their firm that really helps drive those efficiencies. And that’s a key and it’s a very sort of north star element that we have here is how do we help build technology that helps facilitate and be helpful to all of the parties because when that occurs, again, the outcome for the customer is improved.”

20:13 “I’m seeing there is a lot more urgency on actually the carrier side because a big issue here of what needs to happen is, there needs to be some investment on the carrier side to help optimize for this outcome of having things be sort of shared and communicated in more of a digital environment. And I would bet that, if you went to the leadership conference of a number of these carriers, one of the pillars of the four pillars of success for 2020 would be something along the lines of digital fill in the blank.”

]]> David Saltzman 14750f6d-ab16-4afe-af9a-1ba2ac62c5b0 Mon, 06 Jan 2020 11:00:00 -0500 1519 full false Ep #294: Creating Digital - Ready Or Not! – with Richard Turrin Ep #294: Creating Digital - Ready Or Not! – with Richard Turrin  

In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman sits down with Richard Turrin, independent fintech, AI consultant, and author of "Innovation Lab Excellence: Digital Transformation from Within" to discuss what an "Innovation Lab" is and how it creates significant impact to companies which embrace it.

He goes into further detail by discussing Skunk Works at Lockheed Martin and how this team is an example of a successful innovation lab. Richard also shares the basic tools of innovation and how companies, especially insurance companies, can apply them to their own systems. He finally talks about the strides China has made in terms of digitizing its own systems.

What You’ll Learn From this Episode:

  • 01:44 Introduction and struggles of an “Innovation Lab”
  • 05:19 Appealing to senior management
  • 07:09 Case study: Skunk Works (Lockheed Martin)
  • 11:00 Tools for innovation
  • 17:41 Implications on insurance
  • 20:45 Digitization in Shanghai

Quotes:

01:45 “An innovation lab is usually in a relatively large company and what it strives to do is to bring digital products to life within the company. And it’s a team, a specialized team of people that are all digitally savvy… people that can bring new digital technology into an existing business and make it flourish.”

03:32 “The first catch or the first problem for digital transformation is of course, getting management to accept it and to bring that digital culture into the institution. The second obvious problem is who’s going to do it. And this is again a place where real battles are fought between people like the chief information officer who’s head of IT and somebody who might be the chief innovation officer who’s the head of innovation and wants to change the IT.”

04:51 “There are… these three primary stakeholders: the senior management, the IT or the the innovation departments, and then the users. These are the three stakeholders and they’re all in some slight level of conflict with one another on what direction to go and how best to bring innovation to the company.”

12:35 “So the spanners, the tools… in most toolboxes are really simple: social, analytics, artificial intelligence, and blockchain. That’s what goes into most of the digital transformation technology that you’ll see put to work at any of the financial institutions.”

16:39 “The goal of much of our digital technology is to digitalize the IP of a company. Well, where does that IP reside? That IP resides in the brains of the workers. So if you’re going to build some new fabulous digital product that’s really innovative, and you’re an innovation team, you can’t build it alone. It’s never going to happen. You have to work directly with the people who are on the field, understand the business, because they have the IP that you’re going to digitalize.”

18:27 “If you’re trying to do more with less, digital is your best friend. No question about it. And most of the major insurance companies now have innovation labs. Now the question is, are the labs working on something or can they help you in a meaningful manner to help you solve the problem of drilling a hole in the right spot?”

 

]]>  

In this episode of the ShiftShapers Podcast, host and Chief Transformation Strategist David Saltzman sits down with Richard Turrin, independent fintech, AI consultant, and author of "Innovation Lab Excellence: Digital Transformation from Within" to discuss what an "Innovation Lab" is and how it creates significant impact to companies which embrace it.

He goes into further detail by discussing Skunk Works at Lockheed Martin and how this team is an example of a successful innovation lab. Richard also shares the basic tools of innovation and how companies, especially insurance companies, can apply them to their own systems. He finally talks about the strides China has made in terms of digitizing its own systems.

What You’ll Learn From this Episode:

  • 01:44 Introduction and struggles of an “Innovation Lab”
  • 05:19 Appealing to senior management
  • 07:09 Case study: Skunk Works (Lockheed Martin)
  • 11:00 Tools for innovation
  • 17:41 Implications on insurance
  • 20:45 Digitization in Shanghai

Quotes:

01:45 “An innovation lab is usually in a relatively large company and what it strives to do is to bring digital products to life within the company. And it’s a team, a specialized team of people that are all digitally savvy… people that can bring new digital technology into an existing business and make it flourish.”

03:32 “The first catch or the first problem for digital transformation is of course, getting management to accept it and to bring that digital culture into the institution. The second obvious problem is who’s going to do it. And this is again a place where real battles are fought between people like the chief information officer who’s head of IT and somebody who might be the chief innovation officer who’s the head of innovation and wants to change the IT.”

04:51 “There are… these three primary stakeholders: the senior management, the IT or the the innovation departments, and then the users. These are the three stakeholders and they’re all in some slight level of conflict with one another on what direction to go and how best to bring innovation to the company.”

12:35 “So the spanners, the tools… in most toolboxes are really simple: social, analytics, artificial intelligence, and blockchain. That’s what goes into most of the digital transformation technology that you’ll see put to work at any of the financial institutions.”

16:39 “The goal of much of our digital technology is to digitalize the IP of a company. Well, where does that IP reside? That IP resides in the brains of the workers. So if you’re going to build some new fabulous digital product that’s really innovative, and you’re an innovation team, you can’t build it alone. It’s never going to happen. You have to work directly with the people who are on the field, understand the business, because they have the IP that you’re going to digitalize.”

18:27 “If you’re trying to do more with less, digital is your best friend. No question about it. And most of the major insurance companies now have innovation labs. Now the question is, are the labs working on something or can they help you in a meaningful manner to help you solve the problem of drilling a hole in the right spot?”

 

]]> David Saltzman 7a57eb89-490f-4a18-9c3f-2db4dd82f125 Mon, 16 Dec 2019 11:00:00 -0500 1389 full false Ep #293: Fertile Ground For Fertility Benefits – with Peter Nieves Ep #293: Fertile Ground For Fertility Benefits – with Peter Nieves  

In this episode of the ShiftShapers Podcast, Host and Chief Transformation Strategist David Saltzman features Peter Nieves, Chief Commercial Officer at WINFertility, as he explains what Family Building is and how it is different from in vitro fertilization.

Peter explains the driving factors behind Family Building and how there is a surge in demand in recent years. He also explains how this service, which can be provided by a company, can reap a significant ROI from happier employees.

 What You’ll Learn From this Episode:

  • 02:40 Drivers behind Family Building
  • 07:51 ROI to Family Building
  • 13:35 Explaining WINFertility’s process
  • 17:46 Genetic testing
  • 19:38 Future of Family Building

Quotes:

04:33 “Family building is kind of a newer term different than just fertility services or even infertility or fertility because it’s inclusive of of the idea that a single limit provided by an employer would include the opportunity for the LGBTQ community, even singles, to have access to a benefit that otherwise would only be available to only heterosexual couples. And so family building as a single limit would allow for adoption and surrogacy.”

07:09 “The employer would then contract with an organization like mine to essentially provide the clinical oversight and integrate in with the health plan to ultimately provide what is a very highly specialized clinical advocacy and clinical governance over the process, resulting in significant savings for the employer, which so there is an ROI to it, as well as dramatically improved outcomes, which as you can imagine, leads to happier employees, bigger families and overall greater loyalty even to the employer, which is one of their motivations for offering this program.”

09:51 “Some of the technology available today, in freezing the eggs and allowing for single embryo transfer, is safer for the patient. It’s better for the future children and overall saves money for the employer because you’re not now paying having a $400,000 NICU claim. And so all around, what can happen by improving outcomes and reducing NICU stays, is that small PEPM for management results in, and as we’ve seen, some million dollar babies being avoided.”

14:26 “Our model is one of using reproductive endocrinologist-trained nurses, minimum of five years in working in a clinic, and they’re assigned to the patient from the onset of their journey. That nurse stays with the individual. We also assign a behavioral therapist to work with that patient as well as their significant other. Very difficult time, as you can imagine, that they’re going through emotionally. And that nurse will help them.”

18:07 “What I do know and our clinicians here share and they follow ASRM guidelines, ASRM is kind of the governing body in for reproductive endocrinologists in the country, we follow their guidelines that essentially suggests that there’s certain situations when it’s appropriate to do genetic testing and other times where it’s not proven to have any benefit. And so in some cases, you want to use genetic testing to screen for certain genetic disorders and other times you’re using it to essentially identify those embryos that are best to utilize or transfer.”

 

]]>  

In this episode of the ShiftShapers Podcast, Host and Chief Transformation Strategist David Saltzman features Peter Nieves, Chief Commercial Officer at WINFertility, as he explains what Family Building is and how it is different from in vitro fertilization.

Peter explains the driving factors behind Family Building and how there is a surge in demand in recent years. He also explains how this service, which can be provided by a company, can reap a significant ROI from happier employees.

 What You’ll Learn From this Episode:

  • 02:40 Drivers behind Family Building
  • 07:51 ROI to Family Building
  • 13:35 Explaining WINFertility’s process
  • 17:46 Genetic testing
  • 19:38 Future of Family Building

Quotes:

04:33 “Family building is kind of a newer term different than just fertility services or even infertility or fertility because it’s inclusive of of the idea that a single limit provided by an employer would include the opportunity for the LGBTQ community, even singles, to have access to a benefit that otherwise would only be available to only heterosexual couples. And so family building as a single limit would allow for adoption and surrogacy.”

07:09 “The employer would then contract with an organization like mine to essentially provide the clinical oversight and integrate in with the health plan to ultimately provide what is a very highly specialized clinical advocacy and clinical governance over the process, resulting in significant savings for the employer, which so there is an ROI to it, as well as dramatically improved outcomes, which as you can imagine, leads to happier employees, bigger families and overall greater loyalty even to the employer, which is one of their motivations for offering this program.”

09:51 “Some of the technology available today, in freezing the eggs and allowing for single embryo transfer, is safer for the patient. It’s better for the future children and overall saves money for the employer because you’re not now paying having a $400,000 NICU claim. And so all around, what can happen by improving outcomes and reducing NICU stays, is that small PEPM for management results in, and as we’ve seen, some million dollar babies being avoided.”

14:26 “Our model is one of using reproductive endocrinologist-trained nurses, minimum of five years in working in a clinic, and they’re assigned to the patient from the onset of their journey. That nurse stays with the individual. We also assign a behavioral therapist to work with that patient as well as their significant other. Very difficult time, as you can imagine, that they’re going through emotionally. And that nurse will help them.”

18:07 “What I do know and our clinicians here share and they follow ASRM guidelines, ASRM is kind of the governing body in for reproductive endocrinologists in the country, we follow their guidelines that essentially suggests that there’s certain situations when it’s appropriate to do genetic testing and other times where it’s not proven to have any benefit. And so in some cases, you want to use genetic testing to screen for certain genetic disorders and other times you’re using it to essentially identify those embryos that are best to utilize or transfer.”

 

]]> David Saltzman 14d50f8e-5491-457e-b0a7-b5d9aa8b3b07 Mon, 09 Dec 2019 11:00:00 -0500 1304 full false Ep #292: Retire WITH Your Renewals – with Craig Gussin Ep #292: Retire WITH Your Renewals – with Craig Gussin In this episode of the ShiftShapers Podcast, Host and Chief Transformation Strategist David Saltzman features Craig Gussin, President at Retire with Renewals (among many other positions), and is widely considered an insurance expert with decades of experience.


Today he talks about safeguarding your family in the sudden and unexpected event that something happens to you or your business. From highlighting the value of incorporation, to partnering up with other licensed agents, to discussing a "continuation of commission plan", Craig provides valuable insight to the many options available to agents when planning for the future.

You can find show notes and more information by clicking here: https://bit.ly/2ODb71h

]]> In this episode of the ShiftShapers Podcast, Host and Chief Transformation Strategist David Saltzman features Craig Gussin, President at Retire with Renewals (among many other positions), and is widely considered an insurance expert with decades of experience.


Today he talks about safeguarding your family in the sudden and unexpected event that something happens to you or your business. From highlighting the value of incorporation, to partnering up with other licensed agents, to discussing a "continuation of commission plan", Craig provides valuable insight to the many options available to agents when planning for the future.

You can find show notes and more information by clicking here: https://bit.ly/2ODb71h

]]> David Saltzman 07b5205f-c45e-4c75-8d6a-e37c6435627d Mon, 25 Nov 2019 11:00:00 -0500 1379 false Ep #291: Technology Brings HealthCare and Innovation to Underserved Communities – with Kornelius Bankston Ep #291: Technology Brings HealthCare and Innovation to Underserved Communities – with Kornelius Bankston  

In this episode of the ShiftShapers Podcast, David welcomes Kornelius Bankston. Kornelius is managing partner at techPLUG, an innovation firm that integrates tech and healthcare for diverse populations.

David and Kornelius discuss the determinants of healthcare such as location transportation, prescription availability and food security. Kornelius explains what marginalized communities are and what they need. He explains how techPLUG came about and what technological solutions they offer to health problems many underserved people face today.

What You’ll Learn From this Episode:

  • 1:46 techPLUG and marginalized communities
  • 5:40 Finding and implementing solutions
  • 12:19 Kornelius’ background
  • 17:00 The future and historical problems

Quotes:

“We identify an ambassador in a city, and typically it’s the department of health, to partner with to bring these innovative solutions to the community.”

“As supposed to developing solutions in a vacuum, we’re able to bring real data, real time, quantitative and qualitative information back to the companies within our portfolio so they can provide the best possible solution to these populations.”

“I really don’t think a lot of companies that have innovative health solutions are really conscientiously having their innovation addressing the population.”

“There’s a lot of distrust within the healthcare system.”

“In tech, there’s this whole idea around privacy and data security and a lot of populations of underserved and marginalized communities really don’t understand where the data is going and who’s keeping data and how they get empowered by the data.”

 

]]>  

In this episode of the ShiftShapers Podcast, David welcomes Kornelius Bankston. Kornelius is managing partner at techPLUG, an innovation firm that integrates tech and healthcare for diverse populations.

David and Kornelius discuss the determinants of healthcare such as location transportation, prescription availability and food security. Kornelius explains what marginalized communities are and what they need. He explains how techPLUG came about and what technological solutions they offer to health problems many underserved people face today.

What You’ll Learn From this Episode:

  • 1:46 techPLUG and marginalized communities
  • 5:40 Finding and implementing solutions
  • 12:19 Kornelius’ background
  • 17:00 The future and historical problems

Quotes:

“We identify an ambassador in a city, and typically it’s the department of health, to partner with to bring these innovative solutions to the community.”

“As supposed to developing solutions in a vacuum, we’re able to bring real data, real time, quantitative and qualitative information back to the companies within our portfolio so they can provide the best possible solution to these populations.”

“I really don’t think a lot of companies that have innovative health solutions are really conscientiously having their innovation addressing the population.”

“There’s a lot of distrust within the healthcare system.”

“In tech, there’s this whole idea around privacy and data security and a lot of populations of underserved and marginalized communities really don’t understand where the data is going and who’s keeping data and how they get empowered by the data.”

 

]]> David Saltzman 43de467f081f40bfa3957ad56b2f268f Mon, 11 Nov 2019 11:00:00 -0500 1289 full false Ep #290: Become a Data Driven Organization – with Hugh O’Toole Ep #290: Become a Data Driven Organization – with Hugh O’Toole In this episode of the ShiftShapers Podcast, David talks to Hugh O’Toole. Hugh is CEO of Innovu, a company that offers analysis services and well-designed products to help companies seamlessly integrate data across all programs. David and Hugh discuss the use of data to help advise companies.

Hugh explains the process of cleaning data sets to set them up for proper analytics. He demonstrates how to utilize data sets to monitor and predict healthcare for employees, organize worker’s compensation, and identify fraud within a system. Hugh talks about particular insights gained after data analysis and how reconciling different perspectives generates the right modeling, reports and predictions.

What You’ll Learn From this Episode:

  • 3:02 Cleaning data
  • 6:05 Healthcare and workers’ compensation
  • 12:52 Different lenses and views
  • 16:32 Real time data and transparency
  • 19:59 Accessibility of data services

Quotes:

“Big data that doesn’t create answers, in our opinion, is not very useful.”

“One of the things that’s really important when you get a data set in, you’re going to need to clean that data, you’re going to make sure that it’s accurate.”

“From our perspective, if you want market share, if you want to retain your business, if you’re not running something that creates transparency, accountability, ROI for your clients, I believe you’re already behind.”

]]> In this episode of the ShiftShapers Podcast, David talks to Hugh O’Toole. Hugh is CEO of Innovu, a company that offers analysis services and well-designed products to help companies seamlessly integrate data across all programs. David and Hugh discuss the use of data to help advise companies.

Hugh explains the process of cleaning data sets to set them up for proper analytics. He demonstrates how to utilize data sets to monitor and predict healthcare for employees, organize worker’s compensation, and identify fraud within a system. Hugh talks about particular insights gained after data analysis and how reconciling different perspectives generates the right modeling, reports and predictions.

What You’ll Learn From this Episode:

  • 3:02 Cleaning data
  • 6:05 Healthcare and workers’ compensation
  • 12:52 Different lenses and views
  • 16:32 Real time data and transparency
  • 19:59 Accessibility of data services

Quotes:

“Big data that doesn’t create answers, in our opinion, is not very useful.”

“One of the things that’s really important when you get a data set in, you’re going to need to clean that data, you’re going to make sure that it’s accurate.”

“From our perspective, if you want market share, if you want to retain your business, if you’re not running something that creates transparency, accountability, ROI for your clients, I believe you’re already behind.”

]]> David Saltzman 249946dd20be401ea67f2439d8405360 Mon, 04 Nov 2019 11:00:00 -0500 1361 full false Ep #289: Finding Outstanding Employees From New Communities – with Vicky Westra Ep #289: Finding Outstanding Employees From New Communities – with Vicky Westra  

In this episode of the ShiftShapers Podcast, David talks to Vicky Westra. Vicky is the Founder and Chief Executive of Artistas Café and Javamo Art for Autism, both social enterprises supporting individuals diagnosed with Autism. She’s a board member of Autism Shifts, a program and community of parents, educators and employers dedicated to understanding autism on multiple levels.

David and Vicky talk about understanding autism and its diagnosis. They discuss how people with varying degrees of autism can integrate into the typical society. Vicky explains how normal people and people with autism can learn from one another in the “real world”. She talks about the benefits of employing autistic persons and shares her personal experience.

What You’ll Learn From this Episode:

  • 2:18 Understanding autism and its challenges to parents
  •  5:31 Vicky’s calling
  •  7:10 Employing people with autism
  •  12:24 Educating employees and employers
  •  17:05 Getting the word out

Quotes:

“As you looked up autism, everything that was related to the diagnosis was really surrounded with challenges with the diagnosis.”

“My personal belief is that every person that wants to be employed has the opportunity to be employed at whatever level that is and sometimes, what makes autism so hard to understand is because it is so broad..”

“People with autism think differently, they process information differently, they see the world differently, so part of it is helping them understand what the typical world expectations are and how it operates..”

“What they bring is of course, a lot of focus. they’re very focused which translates to productivity. They think differently which means they could bring new perspectives to businesses.”

“We have to feel to good about autism, our students have to feel good about autism, our families do before we can really go out there and say ‘hey, we have the same rights as everyone else to live our lives on purpose.’”

 

]]>  

In this episode of the ShiftShapers Podcast, David talks to Vicky Westra. Vicky is the Founder and Chief Executive of Artistas Café and Javamo Art for Autism, both social enterprises supporting individuals diagnosed with Autism. She’s a board member of Autism Shifts, a program and community of parents, educators and employers dedicated to understanding autism on multiple levels.

David and Vicky talk about understanding autism and its diagnosis. They discuss how people with varying degrees of autism can integrate into the typical society. Vicky explains how normal people and people with autism can learn from one another in the “real world”. She talks about the benefits of employing autistic persons and shares her personal experience.

What You’ll Learn From this Episode:

  • 2:18 Understanding autism and its challenges to parents
  •  5:31 Vicky’s calling
  •  7:10 Employing people with autism
  •  12:24 Educating employees and employers
  •  17:05 Getting the word out

Quotes:

“As you looked up autism, everything that was related to the diagnosis was really surrounded with challenges with the diagnosis.”

“My personal belief is that every person that wants to be employed has the opportunity to be employed at whatever level that is and sometimes, what makes autism so hard to understand is because it is so broad..”

“People with autism think differently, they process information differently, they see the world differently, so part of it is helping them understand what the typical world expectations are and how it operates..”

“What they bring is of course, a lot of focus. they’re very focused which translates to productivity. They think differently which means they could bring new perspectives to businesses.”

“We have to feel to good about autism, our students have to feel good about autism, our families do before we can really go out there and say ‘hey, we have the same rights as everyone else to live our lives on purpose.’”

 

]]> David Saltzman a292534029454a50a74ff040f3865ed4 Mon, 28 Oct 2019 11:00:00 -0400 1359 full false Ep #288: Are Association Health Plans the Future? – with Kev Coleman Ep #288: Are Association Health Plans the Future? – with Kev Coleman In this episode of the ShapeShifters Podcast, Host and Chief Transformation Strategist David Saltzman features Kev Coleman, President and Founder of AssociationHealthPlans.Com to explain what AHP's are all about and how small businesses can benefit from them.

Kev is a consumer advocate, researcher, and published writer whose works have appeared on The Wall Street Journal, The New York Times, Consumer Reports, USA Today. He has published a book as well called "Association Health Plans & The Future of American Health Insurance."

What You’ll Learn From this Episode:

  • 02:07 AHP vs MEWA
  • 05:03 New regulations: Regionally-defined associations
  • 10:04 AHP benefits to smaller firms
  • 15:29 Short term health insurance
  • 20:30 Politics, Pathway 1& Pathway 2

Quotes:

03:15 “Every AHP is a MEWA but not every MEWA is an AHP. Association health plans have very specific rules regarding the bonafide nature of the association that’s sponsoring etc. MEWA’s however have a narrower set of requirements and you can sponsor a MEWA that is not an AHP.”

06:10 “A regionally-defined association is one where the group of employers sponsoring the health plan just have a common geography among them. They don’t have to belong to the same industry or the same profession and that obviously expanded the possibilities for association health plans in terms of who could sponsor them.”

13:50 “So if you’re a small business and you want to retain as well as attract good talent, finding ways to be able to offer compelling health insurance is really a critical issue strategically for them.”

17:57 “One of the things that people should understand though about short term health insurance is that it’s a unique type of health insurance that was created to address a specific need. A very specific need which is temporary health coverage.”

18:26 “What insurers were starting to find is that there was a small segment of the market that would go through buy health insurance and only keep it for six months, nine months, etc. Maybe someone was in between jobs or they were doing some other new activity maybe school, etc. where they didn’t have their traditional health coverage. And that was the environment that short term health insurance from which it was birthed.”

]]> In this episode of the ShapeShifters Podcast, Host and Chief Transformation Strategist David Saltzman features Kev Coleman, President and Founder of AssociationHealthPlans.Com to explain what AHP's are all about and how small businesses can benefit from them.

Kev is a consumer advocate, researcher, and published writer whose works have appeared on The Wall Street Journal, The New York Times, Consumer Reports, USA Today. He has published a book as well called "Association Health Plans & The Future of American Health Insurance."

What You’ll Learn From this Episode:

  • 02:07 AHP vs MEWA
  • 05:03 New regulations: Regionally-defined associations
  • 10:04 AHP benefits to smaller firms
  • 15:29 Short term health insurance
  • 20:30 Politics, Pathway 1& Pathway 2

Quotes:

03:15 “Every AHP is a MEWA but not every MEWA is an AHP. Association health plans have very specific rules regarding the bonafide nature of the association that’s sponsoring etc. MEWA’s however have a narrower set of requirements and you can sponsor a MEWA that is not an AHP.”

06:10 “A regionally-defined association is one where the group of employers sponsoring the health plan just have a common geography among them. They don’t have to belong to the same industry or the same profession and that obviously expanded the possibilities for association health plans in terms of who could sponsor them.”

13:50 “So if you’re a small business and you want to retain as well as attract good talent, finding ways to be able to offer compelling health insurance is really a critical issue strategically for them.”

17:57 “One of the things that people should understand though about short term health insurance is that it’s a unique type of health insurance that was created to address a specific need. A very specific need which is temporary health coverage.”

18:26 “What insurers were starting to find is that there was a small segment of the market that would go through buy health insurance and only keep it for six months, nine months, etc. Maybe someone was in between jobs or they were doing some other new activity maybe school, etc. where they didn’t have their traditional health coverage. And that was the environment that short term health insurance from which it was birthed.”

]]> David Saltzman d23cae4adf9845a09ad4da0f5471da5e Mon, 21 Oct 2019 11:00:00 -0400 1428 full false Ep #287: Nurses Take Back Healthcare – with Jeanne Moore Ep #287: Nurses Take Back Healthcare – with Jeanne Moore In this episode of the ShapeShifters Podcast, David welcomes Jeanne Moore. Jeanne is a registered nurse who is now working in the health insurance industry, and providing consulting services. She is the author of Nurses Take Back Health Care One Employer At A Time.

Jeanne talks about the shift in the role of nurses in society today and how this relates to the quality of healthcare as well as the flaws in the business framework inherent in hospital settings. She shares her insights regarding disease management, data analysis and problems with the healthcare industry as a business. David and Jeanne discuss how to empower nurses and the current need to augment their roles in the healthcare system.

What You’ll Learn From this Episode:

  • 4:46 The quality of healthcare
  • 7:54 The “dark side” of healthcare
  • 10:36 How data analytics matter
  • 16:05 Healthcare as a business
  • 20:15 Getting nurses to understand the whole picture

Quotes:

“I think that nurses are finding their voices in a variety of ways across the country and across the healthcare system as a whole.”

“Most generally when we’re speaking about the quality of care in the insurance realm, it’s not about the quality of care that’s being received in the hospitals. It’s really focused around chronic conditions and ‘are we following the guidelines that are set by all the entities that are out in the world?’”

“There’s a lot of different things — reasons that your data is looking like it is but the assumption that are being made and applied to that aren’t necessarily true.”

“When you have folks in the hospital system, who have never held a patient’s hand, making business decisions, administrative decisions, those decisions are a lot different than if you have those decisions being made by someone who understands the clinical impact.”

“You know, if anybody thinks that the healthcare industry is nothing but a huge business engine, then let’s have a conversation because it is all about the money.”

]]> In this episode of the ShapeShifters Podcast, David welcomes Jeanne Moore. Jeanne is a registered nurse who is now working in the health insurance industry, and providing consulting services. She is the author of Nurses Take Back Health Care One Employer At A Time.

Jeanne talks about the shift in the role of nurses in society today and how this relates to the quality of healthcare as well as the flaws in the business framework inherent in hospital settings. She shares her insights regarding disease management, data analysis and problems with the healthcare industry as a business. David and Jeanne discuss how to empower nurses and the current need to augment their roles in the healthcare system.

What You’ll Learn From this Episode:

  • 4:46 The quality of healthcare
  • 7:54 The “dark side” of healthcare
  • 10:36 How data analytics matter
  • 16:05 Healthcare as a business
  • 20:15 Getting nurses to understand the whole picture

Quotes:

“I think that nurses are finding their voices in a variety of ways across the country and across the healthcare system as a whole.”

“Most generally when we’re speaking about the quality of care in the insurance realm, it’s not about the quality of care that’s being received in the hospitals. It’s really focused around chronic conditions and ‘are we following the guidelines that are set by all the entities that are out in the world?’”

“There’s a lot of different things — reasons that your data is looking like it is but the assumption that are being made and applied to that aren’t necessarily true.”

“When you have folks in the hospital system, who have never held a patient’s hand, making business decisions, administrative decisions, those decisions are a lot different than if you have those decisions being made by someone who understands the clinical impact.”

“You know, if anybody thinks that the healthcare industry is nothing but a huge business engine, then let’s have a conversation because it is all about the money.”

]]> David Saltzman 70402193dfc24254b69101ce9c5eb005 Mon, 14 Oct 2019 11:00:00 -0400 1316 full false Ep #286: A Relentless Change Seeker Seeks Change – with Emma Passe Ep #286: A Relentless Change Seeker Seeks Change – with Emma Passe Host and Chief Transformation Strategist David Saltzman welcomes Emma Passe, COO of E-Powered Benefits and self-described relentless change seeker, to share her thoughts on change and empowered leadership by females and other minorities.
 
 Emma describes how things have changed and continue to change in the landscape of leadership, as well the different elements that make it up like confidence, growth, and success. She also gets down to the details of some important and current topics like reference-based pricing (RBP), High Deductible Health Plans (HDHP), and Health Savings Accounts (HSA).
 
What You’ll Learn From this Episode:

  • 01:50 Defining “relentless change seeker” and the rise of empowered leadership
  • 08:17 How to say “I don’t know”
  • 11:15 Plain leadership and servant leadership
  • 15:13 Case analysis: RBP and HSA’s
  • 19:58 Quality healthcare for employees and lowering costs for employers

Quotes:

“I believe in my heart that there’s a direct correlation to good customer service training and great customer service. In the companies that we complain about, I would say 99% of them do not have some sort of customer service training in place for new employees and ongoing training for all employees.”

“You will never exceed anybody’s expectations with ‘as soon as possible’ because your ‘as soon as possible’ is different from my ‘as soon as possible.’ So the phrase just needs to be ‘and I will return your call.’ That’s the only statement you only need.”

“Go ahead and call your own office and ask for something simple. And if you do have a recognizable voice, some of us have an accent or a voice that is so recognizable, have somebody else do it for you. Stand by the speaker phone, put it on speaker, listen to it, get on an extension. There are nine ways to Sunday that you can listen and call and find out how your customers are handled.”

“For first impressions, the great experience, it absolutely starts at the top and at the beginning.”

“There’s a huge gap between where people are and where people want to be. And that’s what Telephone Doctor and Nancy try to fix, is to give you information, give you ammunition, I should say, to fill the gap between where you are and where you need to be. And every company needs that.”

]]> Host and Chief Transformation Strategist David Saltzman welcomes Emma Passe, COO of E-Powered Benefits and self-described relentless change seeker, to share her thoughts on change and empowered leadership by females and other minorities.
 
 Emma describes how things have changed and continue to change in the landscape of leadership, as well the different elements that make it up like confidence, growth, and success. She also gets down to the details of some important and current topics like reference-based pricing (RBP), High Deductible Health Plans (HDHP), and Health Savings Accounts (HSA).
 
What You’ll Learn From this Episode:

  • 01:50 Defining “relentless change seeker” and the rise of empowered leadership
  • 08:17 How to say “I don’t know”
  • 11:15 Plain leadership and servant leadership
  • 15:13 Case analysis: RBP and HSA’s
  • 19:58 Quality healthcare for employees and lowering costs for employers

Quotes:

“I believe in my heart that there’s a direct correlation to good customer service training and great customer service. In the companies that we complain about, I would say 99% of them do not have some sort of customer service training in place for new employees and ongoing training for all employees.”

“You will never exceed anybody’s expectations with ‘as soon as possible’ because your ‘as soon as possible’ is different from my ‘as soon as possible.’ So the phrase just needs to be ‘and I will return your call.’ That’s the only statement you only need.”

“Go ahead and call your own office and ask for something simple. And if you do have a recognizable voice, some of us have an accent or a voice that is so recognizable, have somebody else do it for you. Stand by the speaker phone, put it on speaker, listen to it, get on an extension. There are nine ways to Sunday that you can listen and call and find out how your customers are handled.”

“For first impressions, the great experience, it absolutely starts at the top and at the beginning.”

“There’s a huge gap between where people are and where people want to be. And that’s what Telephone Doctor and Nancy try to fix, is to give you information, give you ammunition, I should say, to fill the gap between where you are and where you need to be. And every company needs that.”

]]> David Saltzman 463cafeaf9f6433ebec6e98834096628 Mon, 30 Sep 2019 11:00:00 -0400 1426 full false Ep #285: Communicate Better! The Doctor is IN! – with Nancy Friedman Ep #285: Communicate Better! The Doctor is IN! – with Nancy Friedman Today's episode of The ShiftShapers Podcast welcomes The Telephone Doctor Nancy Friedman on the show to share her thoughts on customer service, how it goes wrong, and the best ways to fix it.

Nancy discusses common phrases customers hear which simply do not encourage good business, and moves on to the more modern modes of communication like email and chat. She also highlights quick solutions for companies to boost their customer service relations--all in just one call.
 
What You’ll Learn From this Episode:

  • 02:34 Three words that started The Telephone Doctor: Your People Stink
  • 05:24 Five phrases customers don’t want to hear on the telephone
  • 08:29 How to diagnose your own poor customer service
  • 13:23 Top frustrations with email
  • 20:08 Quick tips: How to make your customer service great

Quotes:

“I believe in my heart that there’s a direct correlation to good customer service training and great customer service. In the companies that we complain about, I would say 99% of them do not have some sort of customer service training in place for new employees and ongoing training for all employees.”

“You will never exceed anybody’s expectations with ‘as soon as possible’ because your ‘as soon as possible’ is different from my ‘as soon as possible.’ So the phrase just needs to be ‘and I will return your call.’ That’s the only statement you only need.”

“Go ahead and call your own office and ask for something simple. And if you do have a recognizable voice, some of us have an accent or a voice that is so recognizable, have somebody else do it for you. Stand by the speaker phone, put it on speaker, listen to it, get on an extension. There are nine ways to Sunday that you can listen and call and find out how your customers are handled.”

“For first impressions, the great experience, it absolutely starts at the top and at the beginning.”

“There’s a huge gap between where people are and where people want to be. And that’s what Telephone Doctor and Nancy try to fix, is to give you information, give you ammunition, I should say, to fill the gap between where you are and where you need to be. And every company needs that.”

]]> Today's episode of The ShiftShapers Podcast welcomes The Telephone Doctor Nancy Friedman on the show to share her thoughts on customer service, how it goes wrong, and the best ways to fix it.

Nancy discusses common phrases customers hear which simply do not encourage good business, and moves on to the more modern modes of communication like email and chat. She also highlights quick solutions for companies to boost their customer service relations--all in just one call.
 
What You’ll Learn From this Episode:

  • 02:34 Three words that started The Telephone Doctor: Your People Stink
  • 05:24 Five phrases customers don’t want to hear on the telephone
  • 08:29 How to diagnose your own poor customer service
  • 13:23 Top frustrations with email
  • 20:08 Quick tips: How to make your customer service great

Quotes:

“I believe in my heart that there’s a direct correlation to good customer service training and great customer service. In the companies that we complain about, I would say 99% of them do not have some sort of customer service training in place for new employees and ongoing training for all employees.”

“You will never exceed anybody’s expectations with ‘as soon as possible’ because your ‘as soon as possible’ is different from my ‘as soon as possible.’ So the phrase just needs to be ‘and I will return your call.’ That’s the only statement you only need.”

“Go ahead and call your own office and ask for something simple. And if you do have a recognizable voice, some of us have an accent or a voice that is so recognizable, have somebody else do it for you. Stand by the speaker phone, put it on speaker, listen to it, get on an extension. There are nine ways to Sunday that you can listen and call and find out how your customers are handled.”

“For first impressions, the great experience, it absolutely starts at the top and at the beginning.”

“There’s a huge gap between where people are and where people want to be. And that’s what Telephone Doctor and Nancy try to fix, is to give you information, give you ammunition, I should say, to fill the gap between where you are and where you need to be. And every company needs that.”

]]> David Saltzman 9beb2e77b3b84154a4fd7756dcdccd48 Mon, 23 Sep 2019 11:00:00 -0400 1373 full false Ep #284: Finding New Talent In New Places – with Susan Rider Ep #284: Finding New Talent In New Places – with Susan Rider Today's episode of The ShiftShapers Podcast explores innovative ways of sourcing the best talents for agencies. Host David Saltzman features Susan Rider, Vice President of Employee Benefits and Human Capital Strategies at Gregory & Appel Insurance, and they discuss disabilities, diversity, and inclusion in the workplace.

Susan begins by sharing her own learning difficulties and how this shaped her interest in bringing in otherwise overlooked opportunities for her agency. She also goes more in depth in the specific ways Gregory & Appel taps talent, both from existing and prospective employees.

What You’ll Learn From this Episode:

  • 02:16 Susan’s learning disability and thoughts on diversity and inclusion
  • 06:44 Opportunities: Investing in employees with learning disabilities
  • 10:39 Uncovering hidden talent and spearheading innovation
  • 13:34 Inclusion in the company mission vision and volunteerism
  • 17:47 Where to find great untapped talent

Quotes:

“We all learn differently, we all have great ideas, and when we come to the table with a diverse perspective, that helps keep things fresh and innovative for our clients.”

“In regards to training and scaling up and those types of things, it might take a little bit longer than a traditional employee but when you show them that you care and you’re empathetic for their needs, I think that translates to an engaged employee. And they stay with your organization more because you’ve invested time, money, and training in them.”

“I think a lot of people especially in this tight job market need to start thinking a bit more outside the box on how they can bring talents, how they can bring intellectual conversation, and how they can bring innovation to their agency.”

“Our human resource manager is our champion and so she’s done a lot of training with our management team so that we sort of remove our biases, if you will, and interview differently because things that are important to a traditional employee might not be as important to someone who has a different need or want.”

“Other people, based on their family situation or whatever, maybe they need an alternative work schedule so we try to look and see how we can adapt the role to fit what their needs are and we just have that open upfront dialogue with them.”

]]> Today's episode of The ShiftShapers Podcast explores innovative ways of sourcing the best talents for agencies. Host David Saltzman features Susan Rider, Vice President of Employee Benefits and Human Capital Strategies at Gregory & Appel Insurance, and they discuss disabilities, diversity, and inclusion in the workplace.

Susan begins by sharing her own learning difficulties and how this shaped her interest in bringing in otherwise overlooked opportunities for her agency. She also goes more in depth in the specific ways Gregory & Appel taps talent, both from existing and prospective employees.

What You’ll Learn From this Episode:

  • 02:16 Susan’s learning disability and thoughts on diversity and inclusion
  • 06:44 Opportunities: Investing in employees with learning disabilities
  • 10:39 Uncovering hidden talent and spearheading innovation
  • 13:34 Inclusion in the company mission vision and volunteerism
  • 17:47 Where to find great untapped talent

Quotes:

“We all learn differently, we all have great ideas, and when we come to the table with a diverse perspective, that helps keep things fresh and innovative for our clients.”

“In regards to training and scaling up and those types of things, it might take a little bit longer than a traditional employee but when you show them that you care and you’re empathetic for their needs, I think that translates to an engaged employee. And they stay with your organization more because you’ve invested time, money, and training in them.”

“I think a lot of people especially in this tight job market need to start thinking a bit more outside the box on how they can bring talents, how they can bring intellectual conversation, and how they can bring innovation to their agency.”

“Our human resource manager is our champion and so she’s done a lot of training with our management team so that we sort of remove our biases, if you will, and interview differently because things that are important to a traditional employee might not be as important to someone who has a different need or want.”

“Other people, based on their family situation or whatever, maybe they need an alternative work schedule so we try to look and see how we can adapt the role to fit what their needs are and we just have that open upfront dialogue with them.”

]]> David Saltzman 154e2a0fefb64a329f236263cb352636 Mon, 16 Sep 2019 11:00:00 -0400 1254 full false Ep #283: Healthcare's New Front Door – with Kelly Bliss Ep #283: Healthcare's New Front Door – with Kelly Bliss Today's episode of The ShiftShapers Podcast by David Saltzman is called "Healthcare’s New Front Door" and focuses on the expanding space of telemedicine. David features Kelly Bliss, Chief Client Officer at Teladoc Health, and explores what telemedicine is all about and how it breaks barriers to serve millions upon millions of people in need.

Kelly begins by telling the story of her mother's condition and eases into an in-depth discussion on areas where telemedicine is breaking ground, specifically in areas of mental and behavioral health, healthcare literacy, and accessible costing.

What You’ll Learn From this Episode:

  • 01:56 Kelly’s background and introduction to telemedicine
  • 05:21 Cast study: Kelly’s mother and the benefits of telemedicine
  • 08:19 Fighting the stigma: Services for behavioral and mental health
  • 14:12 Employers and employees: Healthcare literacy
  • 16:17 Costs and quality

Quotes:

“About 65 million adult Americans live in primary care deserts, so for millions of under-served populations, access to virtual care is really their only option in the moment of need.”

“Virtual care is really sort of what we call the great equalizer, meaning it’s exciting, it’s now understood by consumers, employers, health plans, and governments around the world.”

“US Department of Health and Human Services says 96 million Americans live in areas where there’s a shortage of mental health providers.”

“We see these cases where the traditional healthcare system and behavioral health tools just aren’t accessing patients where they need to be and stigma is certainly one of many barriers.”

“Oliver Wyman actually just put out a survey yesterday that published the 2030 Predictions Report that stated that, overwhelmingly, leaders in healthcare thought that innovation by tech companies focused on value and consumer experience. We’re going to spark the shift.”

]]> Today's episode of The ShiftShapers Podcast by David Saltzman is called "Healthcare’s New Front Door" and focuses on the expanding space of telemedicine. David features Kelly Bliss, Chief Client Officer at Teladoc Health, and explores what telemedicine is all about and how it breaks barriers to serve millions upon millions of people in need.

Kelly begins by telling the story of her mother's condition and eases into an in-depth discussion on areas where telemedicine is breaking ground, specifically in areas of mental and behavioral health, healthcare literacy, and accessible costing.

What You’ll Learn From this Episode:

  • 01:56 Kelly’s background and introduction to telemedicine
  • 05:21 Cast study: Kelly’s mother and the benefits of telemedicine
  • 08:19 Fighting the stigma: Services for behavioral and mental health
  • 14:12 Employers and employees: Healthcare literacy
  • 16:17 Costs and quality

Quotes:

“About 65 million adult Americans live in primary care deserts, so for millions of under-served populations, access to virtual care is really their only option in the moment of need.”

“Virtual care is really sort of what we call the great equalizer, meaning it’s exciting, it’s now understood by consumers, employers, health plans, and governments around the world.”

“US Department of Health and Human Services says 96 million Americans live in areas where there’s a shortage of mental health providers.”

“We see these cases where the traditional healthcare system and behavioral health tools just aren’t accessing patients where they need to be and stigma is certainly one of many barriers.”

“Oliver Wyman actually just put out a survey yesterday that published the 2030 Predictions Report that stated that, overwhelmingly, leaders in healthcare thought that innovation by tech companies focused on value and consumer experience. We’re going to spark the shift.”

]]> David Saltzman bf221197f3974995803446d6d883d921 Mon, 09 Sep 2019 11:00:00 -0400 1228 full false Ep #282: Creating A Podcast That Delivers Clients – with Ben Krueger Ep #282: Creating A Podcast That Delivers Clients – with Ben Krueger Starting a podcast to help deliver clients sounds easy enough, right? Ben Krueger of Cashflow Podcasting says there is more to it than meets the eye – including a healthy dose of commitment. But if you do it right it can be rewarding on a number of fronts. Ben helped us launch ShiftShapers, so we think of him as the guru of podcasting!

What You’ll Learn From this Episode:

  • The explosion of podcasts.
  • Dealing with the “C” word.
  • The 4 steps to take before you get started.
  • Targeting your avatar.
  • Gear is less of a consideration—and cost—today.
]]> Starting a podcast to help deliver clients sounds easy enough, right? Ben Krueger of Cashflow Podcasting says there is more to it than meets the eye – including a healthy dose of commitment. But if you do it right it can be rewarding on a number of fronts. Ben helped us launch ShiftShapers, so we think of him as the guru of podcasting!

What You’ll Learn From this Episode:

  • The explosion of podcasts.
  • Dealing with the “C” word.
  • The 4 steps to take before you get started.
  • Targeting your avatar.
  • Gear is less of a consideration—and cost—today.
]]> David Saltzman 67ef8f643b934c53a6d14afeb6351ef1 Mon, 02 Sep 2019 11:00:00 -0400 1546 ben,Interview,marketing,FOR,Business,podcasting,planning,clients,krueger,cashflowpodcasting full false Ep #281: The System is Broken Beyond Repair: Now What? - with Josh Luke Ep #281: The System is Broken Beyond Repair: Now What? - with Josh Luke Josh Luke is a man with many vantage points on our health care system: author, public speaker, healthcare futurist, and hospital administrator. He believes that the current healthcare system is irreparable. So, what are his thoughts about how we move forward and craft something that actually works? 

What You’ll Learn From this Episode:

  • Why affordability + greed + millennial culture = today’s dysfunctional system.
  • Telehealth as a driver.
  • Lack of transparency in the acute hospital sector.
  • The current system makes no sense – especially to millennials.
  • The four largest lobbying groups don’t want change.
]]> Josh Luke is a man with many vantage points on our health care system: author, public speaker, healthcare futurist, and hospital administrator. He believes that the current healthcare system is irreparable. So, what are his thoughts about how we move forward and craft something that actually works? 

What You’ll Learn From this Episode:

  • Why affordability + greed + millennial culture = today’s dysfunctional system.
  • Telehealth as a driver.
  • Lack of transparency in the acute hospital sector.
  • The current system makes no sense – especially to millennials.
  • The four largest lobbying groups don’t want change.
]]> David Saltzman 5871d6d9712640bdb8bf5c3d118331ef Mon, 26 Aug 2019 11:00:00 -0400 1535 josh,Business,Culture,sales,healthcare,Mission,insurance,Transparency,strategies,prevention,Luke,leads,Millennials,profits,millennial,positioning full false Ep #280: And Transparency Shall Set You Free – with Bill Hennessey Ep #280: And Transparency Shall Set You Free – with Bill Hennessey How can plan participants use transparency tools to stay in network, but still find less expensive, higher quality care? Bill Hennessey is CEO at Pratter, Inc. and says the data proves – without argument – that providing transparency tools that are easy to use will help employers and their employees bust through the price/quality walls.

What You’ll Learn From this Episode:

  • What are the real components of a hospital charge?
  • Why there is such unreal variation in pricing.
  • Health care vs. Health Insurance.
  • Why we have a broken, rigged system.
  • What laws have to change.
]]> How can plan participants use transparency tools to stay in network, but still find less expensive, higher quality care? Bill Hennessey is CEO at Pratter, Inc. and says the data proves – without argument – that providing transparency tools that are easy to use will help employers and their employees bust through the price/quality walls.

What You’ll Learn From this Episode:

  • What are the real components of a hospital charge?
  • Why there is such unreal variation in pricing.
  • Health care vs. Health Insurance.
  • Why we have a broken, rigged system.
  • What laws have to change.
]]> David Saltzman f23bb8d31c8f4e0da6cbecd7921c55d7 Mon, 19 Aug 2019 11:00:00 -0400 1338 save,money,tools,health,healthcare,bill,better,care,insurance,Transparency,laws,pricing,aca,itemized full false Ep #279: Keeping the Joy In What You Do - with Tanya Boyd Ep #279: Keeping the Joy In What You Do - with Tanya Boyd How does a nationally-recognized agency owner keep the joy in what she does – and what are her secrets for accomplishing that goal? Tanya Boyd, of the eponymous Tanya Boyd Agency, suggests we “quit it with the noise” and how to handle it when obstacles, limitations and beliefs collide.

What You’ll Learn From this Episode:

  • Is disruption good, bad, or both?
  • Don’t be the starving horse.
  • Get out of your comfort zone to get comfortable.
  • Trust your team.
  • Love and trust trump all.
]]> How does a nationally-recognized agency owner keep the joy in what she does – and what are her secrets for accomplishing that goal? Tanya Boyd, of the eponymous Tanya Boyd Agency, suggests we “quit it with the noise” and how to handle it when obstacles, limitations and beliefs collide.

What You’ll Learn From this Episode:

  • Is disruption good, bad, or both?
  • Don’t be the starving horse.
  • Get out of your comfort zone to get comfortable.
  • Trust your team.
  • Love and trust trump all.
]]> David Saltzman 6c45601d5d9d4238883459eff2c18520 Mon, 12 Aug 2019 11:00:00 -0400 1314 good,work,life,faith,your,Entrepreneur,boyd,Noise,gut,balance,balls,Trust,joy,curve,tanya,resilience full false Ep #278: Climbing the Mountain? Get a Sherpa to Guide You! - with Ryan Miller (Part 2) Ep #278: Climbing the Mountain? Get a Sherpa to Guide You! - with Ryan Miller (Part 2) With all the noise and change in our industry, some find chaos and others find opportunity. Some of us need a Sherpa to help climb that opportunity market. But how do you get started, what do you look for in a guide or coach and how can you get to the summit? Ryan Miller is a fellow podcaster, coach and public speaker who talks to us about the help we all need to reach our peak of production.

What You’ll Learn From this Episode:

  • Why coaching matters more now than ever.
  • What is the appropriate role of a coach?
  • The 3 Ps.
  • How to make your brand stand out.
  • Why external motivation . . . sucks.
]]> With all the noise and change in our industry, some find chaos and others find opportunity. Some of us need a Sherpa to help climb that opportunity market. But how do you get started, what do you look for in a guide or coach and how can you get to the summit? Ryan Miller is a fellow podcaster, coach and public speaker who talks to us about the help we all need to reach our peak of production.

What You’ll Learn From this Episode:

  • Why coaching matters more now than ever.
  • What is the appropriate role of a coach?
  • The 3 Ps.
  • How to make your brand stand out.
  • Why external motivation . . . sucks.
]]> David Saltzman 4427f69de5db4f15a8f3eeaf4b626148 Mon, 05 Aug 2019 11:00:00 -0400 1277 miller,coach,sales,guide,Ryan,sherpa,market,industry,changes,opportunity full false Ep #277: Climbing the Mountain? Get a Sherpa to Guide You! - with Ryan Miller (Part 1) Ep #277: Climbing the Mountain? Get a Sherpa to Guide You! - with Ryan Miller (Part 1) With all the noise and change in our industry, some find chaos and others find opportunity. Some of us need a Sherpa to help climb that opportunity market. But how do you get started, what do you look for in a guide or coach and how can you get to the summit? Ryan Miller is a fellow podcaster, coach and public speaker who talks to us about the help we all need to reach our peak of production.

What You’ll Learn From this Episode:

  • Why coaching matters more now than ever.
  • What is the appropriate role of a coach?
  • The 3 Ps.
  • How to make your brand stand out.
  • Why external motivation . . . sucks.
]]> With all the noise and change in our industry, some find chaos and others find opportunity. Some of us need a Sherpa to help climb that opportunity market. But how do you get started, what do you look for in a guide or coach and how can you get to the summit? Ryan Miller is a fellow podcaster, coach and public speaker who talks to us about the help we all need to reach our peak of production.

What You’ll Learn From this Episode:

  • Why coaching matters more now than ever.
  • What is the appropriate role of a coach?
  • The 3 Ps.
  • How to make your brand stand out.
  • Why external motivation . . . sucks.
]]> David Saltzman f965a9b964234d8a90ab9a96c5dde793 Mon, 29 Jul 2019 11:00:00 -0400 1335 miller,coach,sales,guide,Ryan,sherpa,market,industry,changes,opportunity full false Ep #276: Employees Need Deeper Guidance For Their Health Care Journey - with Shannon Skaggs Ep #276: Employees Need Deeper Guidance For Their Health Care Journey - with Shannon Skaggs Shannon Skaggs, President at Quantum Health, knows that the average significant health event lasts 11 months, involves 5-7 providers and requires the patient to make 41 decisions. On this episode, Shannon explores how a patient can deal with all of that and discusses the tools and techniques that are available to help them.

What You’ll Learn From this Episode:

  • Do patients need tech guidance or empathy and compassion or “all of the above?”
  • How can digital tools help?
  • The on-the-ground level services patients need.
  • How to keep people from feeling like a number on an ID card.
  • Does AI have a role to play going forward?
]]> Shannon Skaggs, President at Quantum Health, knows that the average significant health event lasts 11 months, involves 5-7 providers and requires the patient to make 41 decisions. On this episode, Shannon explores how a patient can deal with all of that and discusses the tools and techniques that are available to help them.

What You’ll Learn From this Episode:

  • Do patients need tech guidance or empathy and compassion or “all of the above?”
  • How can digital tools help?
  • The on-the-ground level services patients need.
  • How to keep people from feeling like a number on an ID card.
  • Does AI have a role to play going forward?
]]> David Saltzman 9116fd18c9f6499e9c21e895ef181091 Mon, 22 Jul 2019 11:00:00 -0400 1306 tools,tech,communication,digital,Shannon,Compassion,employees,empathy,AI,skaggs,guidance,hiring full false Ep #275: Benefits from a CFO’s Perspective – with Steve Watson Ep #275: Benefits from a CFO’s Perspective – with Steve Watson Steve Watson is a CFO/CHRO of a 500-life group who has learned that there is a critical lack of understanding about benefits among his peers. In this interview, Steve offers his candid impressions about his efforts to educate other C-suite leaders and how benefits advisors can be more effective when talking with them.

What You’ll Learn From this Episode:

  • How Steve started his benefits education journey.
  • What surprised him the most as he learned more and more.
  • How should benefits advisors talk with C-suite dwellers?
  • How does an advisor get the attention of a corporate leader?
  • Why words matter.
]]> Steve Watson is a CFO/CHRO of a 500-life group who has learned that there is a critical lack of understanding about benefits among his peers. In this interview, Steve offers his candid impressions about his efforts to educate other C-suite leaders and how benefits advisors can be more effective when talking with them.

What You’ll Learn From this Episode:

  • How Steve started his benefits education journey.
  • What surprised him the most as he learned more and more.
  • How should benefits advisors talk with C-suite dwellers?
  • How does an advisor get the attention of a corporate leader?
  • Why words matter.
]]> David Saltzman b201505529f24366b34e58538003c79b Mon, 15 Jul 2019 11:00:00 -0400 1289 communication,CSuite,benefits,costs,CFO,brokers,premiums full false Ep #274: Creating a JV with an Accounting Firm – with Adam Rosenfeld Ep #274: Creating a JV with an Accounting Firm – with Adam Rosenfeld We have had guests talk about benefits and P&C mergers, but how do you create a successful joint venture between benefits and accounting firms while managing the complexities of a highly regulated market? On this episode, we chat with Adam Rosenfeld, President of BT Benefits about the challenges and successes of just such a joint venture.

What You’ll Learn From this Episode:

  • How the joint venture came about.
  • What an underwriting background brought to the table.
  • The importance of training.
  • The challenges of dealing with the highly-regulated NY market.
  • How to deal with provider challenges.
]]> We have had guests talk about benefits and P&C mergers, but how do you create a successful joint venture between benefits and accounting firms while managing the complexities of a highly regulated market? On this episode, we chat with Adam Rosenfeld, President of BT Benefits about the challenges and successes of just such a joint venture.

What You’ll Learn From this Episode:

  • How the joint venture came about.
  • What an underwriting background brought to the table.
  • The importance of training.
  • The challenges of dealing with the highly-regulated NY market.
  • How to deal with provider challenges.
]]> David Saltzman 4467260d353e496ebe30755463391673 Mon, 08 Jul 2019 11:00:00 -0400 1295 training,communication,Speaking,markets,public,relations,accounting,adam,market,joint,baker,venture,Provider,Challenges,tilly,underwriting,jv,rosenfeld,regulated full false Ep #273: The North and The South – Managing a Complex Market – with Jim Garrison Ep #273: The North and The South – Managing a Complex Market – with Jim Garrison How do you deal with a bifurcated market, and what can we learn from our Taft/Hartley cousins? Jim Garrison, President at Pacific Federal, a private TPA in Southern California, discusses that and more in this episode.

What You’ll Learn From this Episode:

  • How to deal with different market segments in the same state.
  • How the cannabis industry is changing benefits delivery.
  • Why agency rollups are both a curse and a blessing.
  • How the field service component is still the key.
  • What can Taft/Hartley accounts learn from traditional plans?
]]> How do you deal with a bifurcated market, and what can we learn from our Taft/Hartley cousins? Jim Garrison, President at Pacific Federal, a private TPA in Southern California, discusses that and more in this episode.

What You’ll Learn From this Episode:

  • How to deal with different market segments in the same state.
  • How the cannabis industry is changing benefits delivery.
  • Why agency rollups are both a curse and a blessing.
  • How the field service component is still the key.
  • What can Taft/Hartley accounts learn from traditional plans?
]]> David Saltzman b01b1723ab294e7c95ab6dbb23812b45 Mon, 01 Jul 2019 11:00:00 -0400 1265 jim,pacific,healthcare,market,federal,benefits,cannabis,garrison,bifurcated,tafthartley full false Ep #272: Starting An Agency In Today’s Climate – with Adam Berkowitz Ep #272: Starting An Agency In Today’s Climate – with Adam Berkowitz A personal encounter with the medical system led to a decision that making a difference required a different approach. So Adam Berkowitz launched an agency that takes a new-day perspective in its operations and interactions with clients.

What You’ll Learn From this Episode:

  • The personal experience that began the process.
  • Leveraging technology to control expense and enable scaling.
  • Focusing on being educational and consultative.
  • The St. Louis market and its influence.
  • Working with the shifting mindset of clients.
]]> A personal encounter with the medical system led to a decision that making a difference required a different approach. So Adam Berkowitz launched an agency that takes a new-day perspective in its operations and interactions with clients.

What You’ll Learn From this Episode:

  • The personal experience that began the process.
  • Leveraging technology to control expense and enable scaling.
  • Focusing on being educational and consultative.
  • The St. Louis market and its influence.
  • Working with the shifting mindset of clients.
]]> David Saltzman 282c925f8c454b2ab54e5d8cb25d2c51 Mon, 24 Jun 2019 11:00:00 -0400 1390 adam,healthcare,agency,an,berkowitz,benefits,starting,partnership,simpara full false Ep #271: A Good Shepherd Making a Huge Difference – with Phil Baker Ep #271: A Good Shepherd Making a Huge Difference – with Phil Baker Creating a pharmacy model that provides help for underserved populations using reclaimed prescriptions required a pharmacist with a mission, a change in legislation and a vision. Phil Baker is a pharmacist on a mission who has created a whole that is more than just the sum of its parts.

What You’ll Learn From this Episode:

  • The voyage from a national company to a Memphis neighborhood pharmacist.
  • The Plavix example.
  • How this initiative goes from an idea to reality – and then expands.
  • What is a “membership model” pharmacy?
  • Where does this program go from here?
]]> Creating a pharmacy model that provides help for underserved populations using reclaimed prescriptions required a pharmacist with a mission, a change in legislation and a vision. Phil Baker is a pharmacist on a mission who has created a whole that is more than just the sum of its parts.

What You’ll Learn From this Episode:

  • The voyage from a national company to a Memphis neighborhood pharmacist.
  • The Plavix example.
  • How this initiative goes from an idea to reality – and then expands.
  • What is a “membership model” pharmacy?
  • Where does this program go from here?
]]> David Saltzman 24b343a0a44340189777504fb96fd5ab Mon, 17 Jun 2019 11:00:00 -0400 1377 good,health,Shepherd,care,phil,baker,medication,prescription,costs,lowincome,patients,pharmacy,Prescriptions,reclaimed full false Ep #270: The New “Masters In Health Plan Design” Degree – with Tom Scott (Part 2) Ep #270: The New “Masters In Health Plan Design” Degree – with Tom Scott (Part 2) With the massive amount of creative disruption happening in our industry, the need for advisor education is greater than ever. The University of Lynchburg’s Tom Scott has relied on industry experts and others to create a new Masters degree which focuses on the practical aspects of the new world of health benefits.

What You’ll Learn From this Episode:

  • How a Ph.D. in quantitative analysis found his way to the healthcare space.
  • Why health care education is a true blue ocean – and why that can’t continue.
  • Looking at health care costs from square 1 was the starting point.
  • Structure as 5, 10-week courses with top industry figures as lecturers and teachers – all online.
  • Solutions are available for our challenges – if we work and study together.
]]> With the massive amount of creative disruption happening in our industry, the need for advisor education is greater than ever. The University of Lynchburg’s Tom Scott has relied on industry experts and others to create a new Masters degree which focuses on the practical aspects of the new world of health benefits.

What You’ll Learn From this Episode:

  • How a Ph.D. in quantitative analysis found his way to the healthcare space.
  • Why health care education is a true blue ocean – and why that can’t continue.
  • Looking at health care costs from square 1 was the starting point.
  • Structure as 5, 10-week courses with top industry figures as lecturers and teachers – all online.
  • Solutions are available for our challenges – if we work and study together.
]]> David Saltzman 52f292469f364b4a97120688832c2050 Mon, 10 Jun 2019 11:00:00 -0400 1401 Of,design,health,scott,tom,healthcare,care,insurance,master,benefits,costs full false Ep #269: The New “Masters In Health Plan Design” Degree – with Tom Scott (Part 1) Ep #269: The New “Masters In Health Plan Design” Degree – with Tom Scott (Part 1) With the massive amount of creative disruption happening in our industry, the need for advisor education is greater than ever. The University of Lynchburg’s Tom Scott has relied on industry experts and others to create a new Masters degree which focuses on the practical aspects of the new world of health benefits.

What You’ll Learn From this Episode:

  • How a Ph.D. in quantitative analysis found his way to the healthcare space.
  • Why health care education is a true blue ocean – and why that can’t continue.
  • Looking at health care costs from square 1 was the starting point.
  • Structure as 5, 10-week courses with top industry figures as lecturers and teachers – all online.
  • Solutions are available for our challenges – if we work and study together.
]]> With the massive amount of creative disruption happening in our industry, the need for advisor education is greater than ever. The University of Lynchburg’s Tom Scott has relied on industry experts and others to create a new Masters degree which focuses on the practical aspects of the new world of health benefits.

What You’ll Learn From this Episode:

  • How a Ph.D. in quantitative analysis found his way to the healthcare space.
  • Why health care education is a true blue ocean – and why that can’t continue.
  • Looking at health care costs from square 1 was the starting point.
  • Structure as 5, 10-week courses with top industry figures as lecturers and teachers – all online.
  • Solutions are available for our challenges – if we work and study together.
]]> David Saltzman e43d3729f9b5431b8e6f4711472545ff Mon, 03 Jun 2019 11:00:00 -0400 1249 Of,design,health,scott,tom,healthcare,care,insurance,master,benefits,costs full false Ep #268: Don’t Forget The Most Important Part – with Tom DiLiegro Ep #268: Don’t Forget The Most Important Part – with Tom DiLiegro With all of the focus on deconstructing health plans, the technical aspects of self-funding, advising clients on compliance, and more – it is often hard to remember the amount of good we do as an industry. Advisor Tom DiLiegro’s experience as a young man drove that point home in a very personal and long-lasting way.

What You’ll Learn From this Episode:

  • How his personal experience drove his professional choices.
  • How to make an impact on a personal level.
  • How the Charleston, SC market impacts plans, decisions, advising and more.
  • Why small businesses are too often forgotten.
  • Discussing and overcoming the challenges of fully insured plans.
]]> With all of the focus on deconstructing health plans, the technical aspects of self-funding, advising clients on compliance, and more – it is often hard to remember the amount of good we do as an industry. Advisor Tom DiLiegro’s experience as a young man drove that point home in a very personal and long-lasting way.

What You’ll Learn From this Episode:

  • How his personal experience drove his professional choices.
  • How to make an impact on a personal level.
  • How the Charleston, SC market impacts plans, decisions, advising and more.
  • Why small businesses are too often forgotten.
  • Discussing and overcoming the challenges of fully insured plans.
]]> David Saltzman cf3424c89ca54ad59b1e948babd408f9 Mon, 27 May 2019 11:00:00 -0400 1287 good,life,insurance,employees,doing,benefits,plans,Deconstructing,appreciation,complexities full false Ep #267: Better Communication and Plan Branding Yields Happy Clients - with Ellen Anreder Ep #267: Better Communication and Plan Branding Yields Happy Clients - with Ellen Anreder It doesn’t do a lot of good if a firm has the best benefit plans in the world, but the employees don’t really know about them or understand how they work. What are some of the key tools and techniques you should use to make sure your client’s message is getting through? Ellen Anreder, Owner of Bleiweiss Communications, has spent her career helping Taft/Hartley Plans and others do just that.

What You’ll Learn From this Episode:

  • How a picket line became a transformative event.
  • The 5 key components of an effective communication plan.
  • How to set measurable goals to assess your communication success.
  • Why it is important to brand your benefits plan.
  • Email and text messages alone fall short of getting the job done.
]]> It doesn’t do a lot of good if a firm has the best benefit plans in the world, but the employees don’t really know about them or understand how they work. What are some of the key tools and techniques you should use to make sure your client’s message is getting through? Ellen Anreder, Owner of Bleiweiss Communications, has spent her career helping Taft/Hartley Plans and others do just that.

What You’ll Learn From this Episode:

  • How a picket line became a transformative event.
  • The 5 key components of an effective communication plan.
  • How to set measurable goals to assess your communication success.
  • Why it is important to brand your benefits plan.
  • Email and text messages alone fall short of getting the job done.
]]> David Saltzman 3dcedeb9b4e14811903d48e70f73699f Mon, 20 May 2019 11:00:00 -0400 1391 health,healthcare,insurance,communications,ellen,coverage,benefits,costs,understanding,bleiweiss,anreder full false Ep #266: Opportunities Offering HR Services To Employers - with Barry Cohn Ep #266: Opportunities Offering HR Services To Employers - with Barry Cohn Many firms are diversifying their client offerings and beefing up their value propositions to achieve success in the current environment. Some firms are finding that path by offering HR services. Barry Cohn and his wife’s firm have been moving in that direction and are about to make a big-time change to their practice.

What You’ll Learn From this Episode:

  • The story starts with Barry’s wife, Renee.
  • The synergy between plans and employee benefits.
  • How including HR changes the conversation.
  • The benefits of a mastergroup.
  • Can sole practitioners survive in the future?
]]> Many firms are diversifying their client offerings and beefing up their value propositions to achieve success in the current environment. Some firms are finding that path by offering HR services. Barry Cohn and his wife’s firm have been moving in that direction and are about to make a big-time change to their practice.

What You’ll Learn From this Episode:

  • The story starts with Barry’s wife, Renee.
  • The synergy between plans and employee benefits.
  • How including HR changes the conversation.
  • The benefits of a mastergroup.
  • Can sole practitioners survive in the future?
]]> David Saltzman 1624bccc50be462bb6c0528a478cb0e6 Mon, 13 May 2019 11:00:00 -0400 1353 Business,Barry,sales,health,insurance,strategies,employee,benefits,cohn,leads,profits,positioning full false Ep #265: Overcoming Small Market Challenges With Today’s Plans – with Josh Butler Ep #265: Overcoming Small Market Challenges With Today’s Plans – with Josh Butler Deconstructing health plans is a challenge – especially so in small markets. What are those conversations like, and is it possible to achieve success with new health plan strategies outside of large markets? Josh Baker, President of Butler Benefits in Amarillo, Texas, shares his experience and success secrets with us.

What You’ll Learn From this Episode:

  • How did he end up opening an agency with his wife?
  • What are some of the small marketplace challenges?
  • Special hurdles to overcome in a state with an average 18% renewal last year.
  • What a DPC model looks like when applied to pharmacy.
  • Why much of the change is fundamental.
]]> Deconstructing health plans is a challenge – especially so in small markets. What are those conversations like, and is it possible to achieve success with new health plan strategies outside of large markets? Josh Baker, President of Butler Benefits in Amarillo, Texas, shares his experience and success secrets with us.

What You’ll Learn From this Episode:

  • How did he end up opening an agency with his wife?
  • What are some of the small marketplace challenges?
  • Special hurdles to overcome in a state with an average 18% renewal last year.
  • What a DPC model looks like when applied to pharmacy.
  • Why much of the change is fundamental.
]]> David Saltzman cec5199ac3ac41d6bd92a3bd67fb3df6 Mon, 06 May 2019 11:00:00 -0400 1239 small,josh,direct,high,health,butler,market,conversation,benefits,plans,contracting,pricing,initiation,deconstructed,bundled,deductibles full false Ep #264: Deconstructing a Plan is Better Than Constructing A Plan - with Robson Baker Ep #264: Deconstructing a Plan is Better Than Constructing A Plan - with Robson Baker There is a great deal of discussion in our industry about “deconstructing” health plans and the benefits available when an employer embraces a deconstructed plan while working with the correct advisor. Robson Baker, advisor at Clarus Benefits, has studied this strategy and has great advice for those already working on deconstructed plans, and for those who aspire to help employers embrace this technique. 

What You’ll Learn From this Episode:

  • How Robson’s personal experience with the health care system shaped his thoughts and actions.
  • Is it just about “hidden cash flow”? 
  • How can you push the limits on transparency?
  • What one university is doing to help educate.
  • Getting beyond prehistoric solutions.
]]> There is a great deal of discussion in our industry about “deconstructing” health plans and the benefits available when an employer embraces a deconstructed plan while working with the correct advisor. Robson Baker, advisor at Clarus Benefits, has studied this strategy and has great advice for those already working on deconstructed plans, and for those who aspire to help employers embrace this technique. 

What You’ll Learn From this Episode:

  • How Robson’s personal experience with the health care system shaped his thoughts and actions.
  • Is it just about “hidden cash flow”? 
  • How can you push the limits on transparency?
  • What one university is doing to help educate.
  • Getting beyond prehistoric solutions.
]]> David Saltzman 6ce266baf3394a5f888f0efbac585fc3 Mon, 29 Apr 2019 11:00:00 -0400 1380 Business,sales,insurance,strategies,leads,profits,positioning full false Ep #263: Using Yoga and Meditation to Reduce Health Care Costs – with Naama Pozniak Ep #263: Using Yoga and Meditation to Reduce Health Care Costs – with Naama Pozniak Western medicine is not the only way to achieve health and wellbeing. How can Yoga and meditation affect your clients' health care spend and create a better environment for their employees? Naama Pozniak, CEO of A+ Insurance Services, has dedicated herself to bringing those disciplines to advisors and their clients.

What You’ll Learn From this Episode:

  • How to overcome “monkey mind.”
  • Why we should go back to what we have forgotten.
  • Becoming a better listener as an advisor is another benefit.
  • How to measure success with these methodologies.
  • Creating more compassion, joy, and gratitude.
]]> Western medicine is not the only way to achieve health and wellbeing. How can Yoga and meditation affect your clients' health care spend and create a better environment for their employees? Naama Pozniak, CEO of A+ Insurance Services, has dedicated herself to bringing those disciplines to advisors and their clients.

What You’ll Learn From this Episode:

  • How to overcome “monkey mind.”
  • Why we should go back to what we have forgotten.
  • Becoming a better listener as an advisor is another benefit.
  • How to measure success with these methodologies.
  • Creating more compassion, joy, and gratitude.
]]> David Saltzman c8f20ec0b39f4491b2c02cf76e91021d Mon, 22 Apr 2019 11:00:00 -0400 1315 a,Management,yoga,Meditation,stress,insurance,medicine,services,eastern,naama,pozniak full false Ep #262: Don’t Make The Wrong Tech Decisions – Get Help First! – with Jeff Severson Ep #262: Don’t Make The Wrong Tech Decisions – Get Help First! – with Jeff Severson Within our own firm – and for clients – technology has become an often-confusing maze of choices. How do you know what to look for and how to make the right long-term choice? Jeff Severson, President of Trinity Advisors, has made a career of learning how to keep advisors and their clients from falling into tech traps.

What You’ll Learn From this Episode:

  • One size fits none.
  • User experience is key in today’s employment market.
  • Corporate culture as an important decision point.
  • Red flags to watch out for.
  • The benefit of a long-term focus.
]]> Within our own firm – and for clients – technology has become an often-confusing maze of choices. How do you know what to look for and how to make the right long-term choice? Jeff Severson, President of Trinity Advisors, has made a career of learning how to keep advisors and their clients from falling into tech traps.

What You’ll Learn From this Episode:

  • One size fits none.
  • User experience is key in today’s employment market.
  • Corporate culture as an important decision point.
  • Red flags to watch out for.
  • The benefit of a long-term focus.
]]> David Saltzman a0467caf5bf24e27a899545fcbd075cd Mon, 15 Apr 2019 11:00:00 -0400 1300 Technology,tech,user,experience,jeff,Solutions,advisors,longterm,trinity,traps,severson full false Ep #261: Avoiding Landmines and Litigation in DI Claims – with Eric Buchanan Ep #261: Avoiding Landmines and Litigation in DI Claims – with Eric Buchanan From application to claims, DI is a bit of a different animal. Underwriting is both medical and financial, and policy provisions are (understandably) more complex than a life sale. Death is not subjective, but disabilities are, and oftentimes this leads to claim challenges. Eric Buchanan, JD, and his firm help claimants when the rubber meets the road.

What You’ll Learn From this Episode:

  • How did he get into this area of the business?
  • What causes most claims disputes.
  • How to keep your client out of Federal Court, where the rules favor the insurer.
  • What can you do on the app to avoid problems down the road?
  • Avoid “ERISA-fying” your client’s policies.
]]> From application to claims, DI is a bit of a different animal. Underwriting is both medical and financial, and policy provisions are (understandably) more complex than a life sale. Death is not subjective, but disabilities are, and oftentimes this leads to claim challenges. Eric Buchanan, JD, and his firm help claimants when the rubber meets the road.

What You’ll Learn From this Episode:

  • How did he get into this area of the business?
  • What causes most claims disputes.
  • How to keep your client out of Federal Court, where the rules favor the insurer.
  • What can you do on the app to avoid problems down the road?
  • Avoid “ERISA-fying” your client’s policies.
]]> David Saltzman 48a4a0593f06435e8c09bb50d017342f Mon, 08 Apr 2019 11:00:00 -0400 1503 eric,ERISA,Disability,Disabilities,claims,di,litigation,buchanan full false Ep# 260: Beyond Product and Marketing: Hearing and Being Heard – with Dana Dombrowski Ep# 260: Beyond Product and Marketing: Hearing and Being Heard – with Dana Dombrowski Product, marketing and technical knowledge alone are not enough to be effective with today’s prospects and clients. Dana Dombrowski, a coach with Hit The Ground Running, shares some of her tips and techniques for advisors who need to listen more carefully, speak more clearly, and act more deliberately.

What You’ll Learn From this Episode:

  • Why is coaching necessary for today’s advisors?
  • What are the key areas of focus coaching targets?
  • The critical role of listening.
  • Why many make choices out of fear.
  • Storytelling and emotion makes connections – and sales.
]]> Product, marketing and technical knowledge alone are not enough to be effective with today’s prospects and clients. Dana Dombrowski, a coach with Hit The Ground Running, shares some of her tips and techniques for advisors who need to listen more carefully, speak more clearly, and act more deliberately.

What You’ll Learn From this Episode:

  • Why is coaching necessary for today’s advisors?
  • What are the key areas of focus coaching targets?
  • The critical role of listening.
  • Why many make choices out of fear.
  • Storytelling and emotion makes connections – and sales.
]]> David Saltzman ed2c75e74d364f9d97e00b1803b74b4a Mon, 01 Apr 2019 11:00:00 -0400 1302 the,big,HIT,Dana,running,listening,picture,thinking,coaching,ground,active,dombrowsk full false Ep #259: Helping Clients Avoid “If I Had Only Known” Syndrome – with Jennifer Borislow Ep #259: Helping Clients Avoid “If I Had Only Known” Syndrome – with Jennifer Borislow A client called to tell Jennifer Borislow that two employees who were away on vacation had an accident and informed her that one died, one has serious injuries. The client asked for help and Jennifer soon learned that because the employees were young and had not done much – if any – advance planning, sorting through all of the challenges for them and their families would become a very complicated matter. Founder of Borislow Insurance, Jennifer reflected on how to keep this from happening to others and she and two agency specialists wrote a new book, If I Had Only Known.

What You’ll Learn From this Episode:

  • Why this book at this time?
  • What steps can employees (and others) take today?
  • How to assemble and coordinate a team of professionals.
  • Why making personal wishes known is key.
  • What documentation and plans need to be in place – and how to do that.
  • Taking care of the caregivers is also keenly important.
]]> A client called to tell Jennifer Borislow that two employees who were away on vacation had an accident and informed her that one died, one has serious injuries. The client asked for help and Jennifer soon learned that because the employees were young and had not done much – if any – advance planning, sorting through all of the challenges for them and their families would become a very complicated matter. Founder of Borislow Insurance, Jennifer reflected on how to keep this from happening to others and she and two agency specialists wrote a new book, If I Had Only Known.

What You’ll Learn From this Episode:

  • Why this book at this time?
  • What steps can employees (and others) take today?
  • How to assemble and coordinate a team of professionals.
  • Why making personal wishes known is key.
  • What documentation and plans need to be in place – and how to do that.
  • Taking care of the caregivers is also keenly important.
]]> David Saltzman 96d4dd2a0cdb457586f9ac3d25c6715e Mon, 25 Mar 2019 11:00:00 -0400 1217 death,Of,jennifer,Only,5,life,a,one,care,insurance,i,if,had,loved,wishes,known,endoflife,borislow full false Ep #258: Can a 4th Generation Agency Go Value Based? – with Taylor Lindsey Ep #258: Can a 4th Generation Agency Go Value Based? – with Taylor Lindsey Taylor Lindsey is a partner at Employee Benefit Consultants, but he is also the fourth-generation member of the firm and he is working to morph this highly-respected old-line agency into a totally modern value-based, data-driven firm. Listen in and learn some of the tools and techniques he has employed to overcome that challenge.

What You’ll Learn From this Episode:

  • How the agency originally formed.
  • What geographical challenges added to the mix.
  • How to help very traditional employers make the transition.
  • How the sales cycle has changed dramatically.
  • Why starting with the financing is a bad idea.
]]> Taylor Lindsey is a partner at Employee Benefit Consultants, but he is also the fourth-generation member of the firm and he is working to morph this highly-respected old-line agency into a totally modern value-based, data-driven firm. Listen in and learn some of the tools and techniques he has employed to overcome that challenge.

What You’ll Learn From this Episode:

  • How the agency originally formed.
  • What geographical challenges added to the mix.
  • How to help very traditional employers make the transition.
  • How the sales cycle has changed dramatically.
  • Why starting with the financing is a bad idea.
]]> David Saltzman 47913e9f437f4bddaeb296e492a59823 Mon, 18 Mar 2019 11:00:00 -0400 1239 taylor,benefit,healthcare,4th,insurance,generation,agency,employee,lindsey,Consultants,valuebased full false Ep #257: Turn Data Into Action to Help Plans Deliver Results – with Ross Bjella Ep #257: Turn Data Into Action to Help Plans Deliver Results – with Ross Bjella Increased interest in self-funded plans means more clients are gaining access to data, but data without interpretation that creates actionable changes is pretty much useless. Ross Bjella, CEO of Alithias knows how to make that happen –and shares his insight on this episode.

What You’ll Learn From this Episode:

  • Exposing the problem of data without action.
  • Strategies for dealing with plan data.
  • Special analytic tools for pharmacy.
  • How to leverage onsite and nearsite clinics.
  • Why an HR person was burned in effigy (really).
]]> Increased interest in self-funded plans means more clients are gaining access to data, but data without interpretation that creates actionable changes is pretty much useless. Ross Bjella, CEO of Alithias knows how to make that happen –and shares his insight on this episode.

What You’ll Learn From this Episode:

  • Exposing the problem of data without action.
  • Strategies for dealing with plan data.
  • Special analytic tools for pharmacy.
  • How to leverage onsite and nearsite clinics.
  • Why an HR person was burned in effigy (really).
]]> David Saltzman 9ebd9fb7fad349c8bded21703b08c6c6 Mon, 11 Mar 2019 11:00:00 -0400 1453 ross,data,action,access,turning,into,plans,communicating,Interpretation,analyzing,selffunded,bjella,alithias full false Ep #256: Talking About Wellness Making You Sick? What’s New and What’s Working - with Ed Buckley Ep #256: Talking About Wellness Making You Sick? What’s New and What’s Working - with Ed Buckley Wellness is evolving, but it is also an often-challenging subject for advisors. What is working and what isn’t? What will provide a demonstrable ROI and how do you set expectations and position these programs with prospects and clients? Ed Buckley, Chairman and CEO of Peerfit, has studied this area for years and has the answers you need to make wellness an integral part of your offerings.

What You’ll Learn From this Episode:

  • How and why wellness became a thing.
  • What early models looked like, and why they weren’t productive.
  • What are some of the newer, innovative wellness plans doing?
  • How to have the “wellness” conversation.
  • Setting employer expectations.
]]> Wellness is evolving, but it is also an often-challenging subject for advisors. What is working and what isn’t? What will provide a demonstrable ROI and how do you set expectations and position these programs with prospects and clients? Ed Buckley, Chairman and CEO of Peerfit, has studied this area for years and has the answers you need to make wellness an integral part of your offerings.

What You’ll Learn From this Episode:

  • How and why wellness became a thing.
  • What early models looked like, and why they weren’t productive.
  • What are some of the newer, innovative wellness plans doing?
  • How to have the “wellness” conversation.
  • Setting employer expectations.
]]> David Saltzman e0cdcc62880c498fb096356324982810 Mon, 04 Mar 2019 11:00:00 -0500 1309 Social,health,Ed,wellness,healthcare,buckley,pressure,employees,plans,incentives,peerfit,incentivizing full false Ep #255: Taft/Hartley Plans May Be The Leading Edge of Change – with Jacques Loveall Ep #255: Taft/Hartley Plans May Be The Leading Edge of Change – with Jacques Loveall Our guest on this episode, Jacques Loveall, is Chairman of the United Food and Commercial Workers Trust, which, after being buffeted by the system as end users and an (almost) afterthought, has made some long-overdue changes in ownership and control of healthcare delivery. It is has been a fascinating journey, and they are just getting started.

What You’ll Learn From this Episode:

  • Why Taft/Hartley plans are different from commercial plans.
  • The journey from afterthought end user to ownership and control.
  • Why Hotel & Restaurant Employees in New York own hospital facilities.
  • Is this model analogous to the original Kaiser plans?
  • How does our guest envision this as a growing movement?
]]> Our guest on this episode, Jacques Loveall, is Chairman of the United Food and Commercial Workers Trust, which, after being buffeted by the system as end users and an (almost) afterthought, has made some long-overdue changes in ownership and control of healthcare delivery. It is has been a fascinating journey, and they are just getting started.

What You’ll Learn From this Episode:

  • Why Taft/Hartley plans are different from commercial plans.
  • The journey from afterthought end user to ownership and control.
  • Why Hotel & Restaurant Employees in New York own hospital facilities.
  • Is this model analogous to the original Kaiser plans?
  • How does our guest envision this as a growing movement?
]]> David Saltzman 388a96ad2e5f4f3ebb4ae6946a7328ee Mon, 25 Feb 2019 11:00:00 -0500 1284 and,medical,Food,commercial,healthcare,group,united,large,Trust,workers,plans,jacques,loveall,tafthartley full false Ep #254: Legislation and Regulation Update - What To Watch – with Jessica Waltman Ep #254: Legislation and Regulation Update - What To Watch – with Jessica Waltman Contributor Jessica Waltman joins us for her quarterly visit to discuss the legislative and regulatory changes going on in Washington. Beyond the jockeying for the 2020 Presidential race, there is a great deal going on that you may not have been able to hear about over that din. Listen in to learn what you should be paying attention to and how it might affect your prospects and clients.

What You’ll Learn From this Episode:

  • The Creates Act.
  • Medicare and Medicaid changes.
  • An update on EMRs (again).
  • A new HIPAA RFI and what it asks.
  • Cost containment issues.
]]> Contributor Jessica Waltman joins us for her quarterly visit to discuss the legislative and regulatory changes going on in Washington. Beyond the jockeying for the 2020 Presidential race, there is a great deal going on that you may not have been able to hear about over that din. Listen in to learn what you should be paying attention to and how it might affect your prospects and clients.

What You’ll Learn From this Episode:

  • The Creates Act.
  • Medicare and Medicaid changes.
  • An update on EMRs (again).
  • A new HIPAA RFI and what it asks.
  • Cost containment issues.
]]> David Saltzman dda02ae761fa4c60bc8c01bcf086a790 Mon, 18 Feb 2019 11:00:00 -0500 1388 update,dc,jessica,government,elections,Medicare,act,cost,creates,regulation,EMR,legislation,rfi,medicaid,hipaa,2020,Containment,waltman full false Ep #253: Medicare Advantage Plans Aren’t the Best Option for Most – with Mel Schlesinger Ep #253: Medicare Advantage Plans Aren’t the Best Option for Most – with Mel Schlesinger In Mel Schlesinger’s new book, The Better Medicare Solution: What No One Is Telling You, he does the math and lays out his belief that Medicare Supplements are a much better option for almost all consumers. He won’t even sell Medicare Advantage Plans! In this fast-paced interview, Mel makes the case and explains why.

What You’ll Learn From this Episode:

  • Medicare is not as complicated as many believe.
  • Why consumers should not rely on many advisors.
  • The case for not selling Medicare Advantage plans.
  • Why Medicare Supplements are a better option.
  • Which MA plans does he recommend to clients?
]]> In Mel Schlesinger’s new book, The Better Medicare Solution: What No One Is Telling You, he does the math and lays out his belief that Medicare Supplements are a much better option for almost all consumers. He won’t even sell Medicare Advantage Plans! In this fast-paced interview, Mel makes the case and explains why.

What You’ll Learn From this Episode:

  • Medicare is not as complicated as many believe.
  • Why consumers should not rely on many advisors.
  • The case for not selling Medicare Advantage plans.
  • Why Medicare Supplements are a better option.
  • Which MA plans does he recommend to clients?
]]> David Saltzman 8491b568e1994524baba71d288170a82 Mon, 11 Feb 2019 11:00:00 -0500 1378 the,you,No,is,one,health,healthcare,better,Medicare,insurance,What,supplements,mel,telling,advantage,solution,schlesinger full false Ep #252: This Agency Is Designed To Flip The Industry On Its Head – with Braden Monaco Ep #252: This Agency Is Designed To Flip The Industry On Its Head – with Braden Monaco Can you create an agency that is focused more on relationships and results than on the traditional sales-driven mentality? That’s what Braden Monaco, Co-founder and Managing Partner at Blue Horizon Benefits, set out to learn. Along the way, he and his team created a concept they call the “Total Concierge Approach,” which creates true results-driven partnerships. Braden shares his firm’s journey and what they learned – good and bad – along the way.

What You’ll Learn From this Episode:

  • What does it mean to “flip the industry on its head”?
  • Where do smaller firms find opportunities today?
  • How to clearly separate strategy from tactics – and which matters most.
  • What his firm’s “light bulb” moment was.
  • What he believes the future looks like for smaller, independent firms.
]]> Can you create an agency that is focused more on relationships and results than on the traditional sales-driven mentality? That’s what Braden Monaco, Co-founder and Managing Partner at Blue Horizon Benefits, set out to learn. Along the way, he and his team created a concept they call the “Total Concierge Approach,” which creates true results-driven partnerships. Braden shares his firm’s journey and what they learned – good and bad – along the way.

What You’ll Learn From this Episode:

  • What does it mean to “flip the industry on its head”?
  • Where do smaller firms find opportunities today?
  • How to clearly separate strategy from tactics – and which matters most.
  • What his firm’s “light bulb” moment was.
  • What he believes the future looks like for smaller, independent firms.
]]> David Saltzman 2abcf80b560a401b9082749191976a0d Mon, 04 Feb 2019 11:00:00 -0500 1259 Culture,INDEPENDENT,healthcare,blue,total,concierge,benefits,monaco,partnerships,approach,Horizon,braden,firms,resultsdriven full false Ep #251: What If Employees Owned Their Employer-based Plans? – with Mark Blum Ep #251: What If Employees Owned Their Employer-based Plans? – with Mark Blum Mark Blum has taken a very different path to get to the healthcare universe – starting as a labor organizer and negotiator who quickly found healthcare to be the most frequent stumbling stone in negotiations. The determination to find a way to resolve that issue has brought him to some interesting destinations and some surprising conclusions along the way. He is Executive Director of America’s Agenda, a non-profit healthcare delivery innovation center, and also serves as President of SolidaritUS Health.

What You’ll Learn From this Episode:

  • How his beginnings in labor influenced the questions and answers he found going forward.
  • What worked in Maine and in Vermont, and how that informs newer challenges.
  • What happened when the ACA meteor landed on healthcare.
  • What are “labor-owned” plans and what impact could they have?
  • How he created an eBay type environment for one state to solicit bids for pharmacy plans and what that saved.
]]> Mark Blum has taken a very different path to get to the healthcare universe – starting as a labor organizer and negotiator who quickly found healthcare to be the most frequent stumbling stone in negotiations. The determination to find a way to resolve that issue has brought him to some interesting destinations and some surprising conclusions along the way. He is Executive Director of America’s Agenda, a non-profit healthcare delivery innovation center, and also serves as President of SolidaritUS Health.

What You’ll Learn From this Episode:

  • How his beginnings in labor influenced the questions and answers he found going forward.
  • What worked in Maine and in Vermont, and how that informs newer challenges.
  • What happened when the ACA meteor landed on healthcare.
  • What are “labor-owned” plans and what impact could they have?
  • How he created an eBay type environment for one state to solicit bids for pharmacy plans and what that saved.
]]> David Saltzman 05f726bf9dd34ded98c5e22298579ed0 Mon, 28 Jan 2019 11:00:00 -0500 1365 mark,labor,healthcare,benefits,Americas,plans,agenda,unions,blum,aca,PBMS full false Ep #250: How To Enable Reference Based Pricing Without Freaking Out Clients and Employees – with Lester Morales Ep #250: How To Enable Reference Based Pricing Without Freaking Out Clients and Employees – with Lester Morales We have had a few guests discussing RBP, but the inevitable comments come down to how to implement it successfully more than how the components work (or occasionally – don’t work). Lester Morales is CEO of Next Impact, and he shares his extensive experience about how to go from “here to there” without the usual client and employee fears.

What You’ll Learn From this Episode:

  • Why RBP (done right) matters.
  • Pre or post: that is the question.
  • Are any traditional carriers dabbling with RBP?
  • The critical role of education.
  • Thoughts on changes to SPDs to help bring employees to the table.
]]> We have had a few guests discussing RBP, but the inevitable comments come down to how to implement it successfully more than how the components work (or occasionally – don’t work). Lester Morales is CEO of Next Impact, and he shares his extensive experience about how to go from “here to there” without the usual client and employee fears.

What You’ll Learn From this Episode:

  • Why RBP (done right) matters.
  • Pre or post: that is the question.
  • Are any traditional carriers dabbling with RBP?
  • The critical role of education.
  • Thoughts on changes to SPDs to help bring employees to the table.
]]> David Saltzman d677c0e40f5c43fda643335d07cc1673 Mon, 21 Jan 2019 11:00:00 -0500 1412 medical,Based,next,lester,implementation,impact,morales,costs,pricing,referenced,rbp full false Ep #249: Navigate From Commissions To Fees and Gain Control – with Cheryl Perez Ep #249: Navigate From Commissions To Fees and Gain Control – with Cheryl Perez Have you finally “had it” with commission compression, but don’t have a clue about how to escape the commission boa constrictor and move toward a fee-based or hybrid practice model? Cheryl Perez, President of BIG-HR, shares her agency’s journey and offers specific advice about what KPIs to watch, how to value what you provide to clients and how to gain a competitive advantage in the process.

What You’ll Learn From this Episode:

  • How ACA was the catalyst for change in Cheryl’s agency.
  • How to begin the evaluative process.
  • Can you add Fee-For-Service components over time, or do you need to jump in the deep end of the pool?
  • How do you monetize stuff you are currently giving away for free?
  • What KPIs matter and how they can inform your business decisions.
]]> Have you finally “had it” with commission compression, but don’t have a clue about how to escape the commission boa constrictor and move toward a fee-based or hybrid practice model? Cheryl Perez, President of BIG-HR, shares her agency’s journey and offers specific advice about what KPIs to watch, how to value what you provide to clients and how to gain a competitive advantage in the process.

What You’ll Learn From this Episode:

  • How ACA was the catalyst for change in Cheryl’s agency.
  • How to begin the evaluative process.
  • Can you add Fee-For-Service components over time, or do you need to jump in the deep end of the pool?
  • How do you monetize stuff you are currently giving away for free?
  • What KPIs matter and how they can inform your business decisions.
]]> David Saltzman 7b911ec9f9824862a289b92822d9bd87 Mon, 14 Jan 2019 11:00:00 -0500 1286 Cheryl,performance,perez,key,practice,Hybrid,indicators,kpis,fees,ffs,feeforservice,feebased,bighr full false Ep #248: Stop Loss - Who’s Who, What’s What and Why’s Why – with Jonathan Socko Ep #248: Stop Loss - Who’s Who, What’s What and Why’s Why – with Jonathan Socko With the stratospheric rise in advisor interest in self-funding as a base financing design for bringing other state-of-the-art tools to employers, it is critical for advisors to understand the components and players. Jonathan Socko is Senior Vice President for Sales & Business Development for East Coast Underwriters and offers his advice for newbies and seasoned practitioners as well.

What You’ll Learn From this Episode:

  • The difference between a General Agent, an MGU, a Direct Writer and a TPA.
  • How to get good advice and what each player brings to your table.
  • Whether Health Care Captive arrangements will be more dominant in 2019.
  • How suitability should inform your decisions on bringing prospects and clients into a self-funded financing arrangement.
  • What the key components of a quote are.
]]> With the stratospheric rise in advisor interest in self-funding as a base financing design for bringing other state-of-the-art tools to employers, it is critical for advisors to understand the components and players. Jonathan Socko is Senior Vice President for Sales & Business Development for East Coast Underwriters and offers his advice for newbies and seasoned practitioners as well.

What You’ll Learn From this Episode:

  • The difference between a General Agent, an MGU, a Direct Writer and a TPA.
  • How to get good advice and what each player brings to your table.
  • Whether Health Care Captive arrangements will be more dominant in 2019.
  • How suitability should inform your decisions on bringing prospects and clients into a self-funded financing arrangement.
  • What the key components of a quote are.
]]> David Saltzman 79cec1ebbb1f49c2b22d1de02d89974a Mon, 07 Jan 2019 11:00:00 -0500 1315 advice,jonathan,stoploss,Employers,underwriter,socko,selfinsured,selffunding,needtoknow full false Ep #247: How to Have a Self-Funding Conversation with Employers – with Adam Russo Ep #247: How to Have a Self-Funding Conversation with Employers – with Adam Russo In this episode, we explore some of the most common questions advisors ask about self-funding and discuss concerns ranging from minimum group size to tools and techniques. Our guest on this episode of ShiftShapers is Adam Russo, Esq., co-founder and CEO of The Phia Group, as well as the founding and managing partner at a law firm, Russo & Minchoff. He believes that, in light of the healthcare reform, the current environment is full of exciting opportunities that many brokers can take advantage of.

We also have a frank exchange about what is behind recent efforts by some Departments of Insurance to try to put the brakes on certain segments of self-funding and the potential impact that may have on employers seeking an alternate to the fully insured marketplace.

What You’ll Learn From this Episode:

  • Adam’s journey and how The Phia Group came about.
  • How advisors can remain relevant in the current environment.
  • The minimum size for a successful self-funded group.
  • Why the government wants to stop or severely limit self-funding.
  • How can advisors begin the self-funded conversation.
  • What you need to devise a properly constructed client plan.
]]> In this episode, we explore some of the most common questions advisors ask about self-funding and discuss concerns ranging from minimum group size to tools and techniques. Our guest on this episode of ShiftShapers is Adam Russo, Esq., co-founder and CEO of The Phia Group, as well as the founding and managing partner at a law firm, Russo & Minchoff. He believes that, in light of the healthcare reform, the current environment is full of exciting opportunities that many brokers can take advantage of.

We also have a frank exchange about what is behind recent efforts by some Departments of Insurance to try to put the brakes on certain segments of self-funding and the potential impact that may have on employers seeking an alternate to the fully insured marketplace.

What You’ll Learn From this Episode:

  • Adam’s journey and how The Phia Group came about.
  • How advisors can remain relevant in the current environment.
  • The minimum size for a successful self-funded group.
  • Why the government wants to stop or severely limit self-funding.
  • How can advisors begin the self-funded conversation.
  • What you need to devise a properly constructed client plan.
]]> David Saltzman 29997fd57d274cb3b47dc9aee9d060fc Mon, 31 Dec 2018 11:00:00 -0500 1402 marketing,Self,healthcare,insurance,strategies,funding,leads,prospecting,profits full false Ep #246: Building A Successful Referral-Based LTC Practice – with Tobe Gerard Ep #246: Building A Successful Referral-Based LTC Practice – with Tobe Gerard Tobe Gerard shares valuable insight into how she built a successful agency specializing in long-term care insurance. She had 20 years of experience in the insurance industry before starting her firm, and for the past 15 years, she's built a highly efficient, effective and successful agency using a unique strategy.

Rather than finding prospects directly – as is the case with most practices – Tobe took a different route. Instead, she cultivates relationships with other professionals, including financial planners, life insurance brokers, accountants, and others. Her network continually refers clients to Tobe as a subject matter expert in long-term care insurance. Once the prospects began flowing, she developed a multi-part strategy to convert prospects into clients.

Join us to find out how Tobe was able to shape her successful referral-based, long-term care specialty practice and how it is doing in today’s environment. Learn which tools and techniques are most effective for working with long-term care clients and prospects, and why the current trend of using riders on life plans may not always be the best solution for your clients.

What You’ll Learn From this Episode:

  • How Tobe was initially introduced to the insurance industry.
  • How she was able to build a referral-only practice.
  • How Tobe creates new sources of referrals for her agency.
  • Tools and techniques for working with long-term clients.
  • What “Invisible Coverages” are.
]]> Tobe Gerard shares valuable insight into how she built a successful agency specializing in long-term care insurance. She had 20 years of experience in the insurance industry before starting her firm, and for the past 15 years, she's built a highly efficient, effective and successful agency using a unique strategy.

Rather than finding prospects directly – as is the case with most practices – Tobe took a different route. Instead, she cultivates relationships with other professionals, including financial planners, life insurance brokers, accountants, and others. Her network continually refers clients to Tobe as a subject matter expert in long-term care insurance. Once the prospects began flowing, she developed a multi-part strategy to convert prospects into clients.

Join us to find out how Tobe was able to shape her successful referral-based, long-term care specialty practice and how it is doing in today’s environment. Learn which tools and techniques are most effective for working with long-term care clients and prospects, and why the current trend of using riders on life plans may not always be the best solution for your clients.

What You’ll Learn From this Episode:

  • How Tobe was initially introduced to the insurance industry.
  • How she was able to build a referral-only practice.
  • How Tobe creates new sources of referrals for her agency.
  • Tools and techniques for working with long-term clients.
  • What “Invisible Coverages” are.
]]> David Saltzman 80be1fc3e32f487fa01976a96c251a92 Mon, 24 Dec 2018 11:00:00 -0500 1343 sales,long,Self,care,insurance,strategies,gerard,funding,benefits,term,tobe,profits,positioning full false Ep #245: The Magic of Marketing Your Practice with Video – With Bart Camarata Ep #245: The Magic of Marketing Your Practice with Video – With Bart Camarata On this episode of ShiftShapers, our guest and I discuss the new and diverse tools that advisors within the insurance industry are using to market their businesses. The fastest growing method happens to be video, and Bart Camarata is an expert on the topic.

Bart is the creator and host of BenefitAdvisor TV, where he leverages his Middle Tennessee State education to produce quality video content. Bart takes on some preconceptions about video - is it expensive to get started? and is it difficult to get started? We also discuss how advisors and agencies can begin to use video in a variety of ways to market their practices. 

Listen in as Bart shares his thoughts on why he believes the video is the “King of All Media,” and explains how simple it can be for advisors to get started with the medium. We wrap up by laying out how video builds businesses and constitutes social proof in today’s market.

What You’ll Learn From this Episode:

  • The immediate advantages of video, including its ability to hit emotional chords better than other media.
  • Why video marketing is not just a “carrier thing.”
  • How advisors can get started with video.
  • How modern technology allows you to avoid breaking the bank and produce great content.
  • The ways that videos achieve social proof.
]]> On this episode of ShiftShapers, our guest and I discuss the new and diverse tools that advisors within the insurance industry are using to market their businesses. The fastest growing method happens to be video, and Bart Camarata is an expert on the topic.

Bart is the creator and host of BenefitAdvisor TV, where he leverages his Middle Tennessee State education to produce quality video content. Bart takes on some preconceptions about video - is it expensive to get started? and is it difficult to get started? We also discuss how advisors and agencies can begin to use video in a variety of ways to market their practices. 

Listen in as Bart shares his thoughts on why he believes the video is the “King of All Media,” and explains how simple it can be for advisors to get started with the medium. We wrap up by laying out how video builds businesses and constitutes social proof in today’s market.

What You’ll Learn From this Episode:

  • The immediate advantages of video, including its ability to hit emotional chords better than other media.
  • Why video marketing is not just a “carrier thing.”
  • How advisors can get started with video.
  • How modern technology allows you to avoid breaking the bank and produce great content.
  • The ways that videos achieve social proof.
]]> David Saltzman 0e89b01bfd544d94bd848cdaa518f84e Mon, 17 Dec 2018 11:00:00 -0500 1249 video,marketing,benefit,insurance,advisors full false Ep #244: Countering Rising Medical Spend from Pharma - With Gary Becker Ep #244: Countering Rising Medical Spend from Pharma - With Gary Becker Drug costs are soaring and driving more of medical spend than ever before. The good news is that there are tools coming to market to help consumers and plans alike.

That is what our guest, Gary Becker, CEO of ScriptSourcing, and I discuss on this episode. We begin with an exploration of why prescription drugs are so much more expensive in the United States than they are in other countries. We discuss the particular drugs that are driving the pharma cost component to all-time highs.

Gary explains the three strategies being employed by many plans and discusses how advisors can have this conversation with their clients. We conclude our conversation with Gary’s view that advisors must start charging for their services on a quantifiable, performance-based structure.

What You’ll Learn From this Episode:

  • Why drugs are so expensive in the USA.
  • How pharma is driving medical spend consistently higher.
  • The expected increases in pharma costs in the coming years.
  • What constitutes international pharmacy management.
  • How specialty meds fit into the pharmacy market.
  • The landscape of international pharmacy tourism and its effects on the pharma market in the US.
  • Whether advisors should bring this model to their employers, and whether they should get compensated on a percentage-of-savings basis.
]]> Drug costs are soaring and driving more of medical spend than ever before. The good news is that there are tools coming to market to help consumers and plans alike.

That is what our guest, Gary Becker, CEO of ScriptSourcing, and I discuss on this episode. We begin with an exploration of why prescription drugs are so much more expensive in the United States than they are in other countries. We discuss the particular drugs that are driving the pharma cost component to all-time highs.

Gary explains the three strategies being employed by many plans and discusses how advisors can have this conversation with their clients. We conclude our conversation with Gary’s view that advisors must start charging for their services on a quantifiable, performance-based structure.

What You’ll Learn From this Episode:

  • Why drugs are so expensive in the USA.
  • How pharma is driving medical spend consistently higher.
  • The expected increases in pharma costs in the coming years.
  • What constitutes international pharmacy management.
  • How specialty meds fit into the pharmacy market.
  • The landscape of international pharmacy tourism and its effects on the pharma market in the US.
  • Whether advisors should bring this model to their employers, and whether they should get compensated on a percentage-of-savings basis.
]]> David Saltzman 5967e839da6249779a6872668202ed8f Mon, 10 Dec 2018 11:00:00 -0500 1190 medical,gary,rising,Pharma,becker,costs,spend,Prescriptions,scriptsourcing full false Ep #243: No Bluffing: How You Can Transform from Broker to Benefits Advisor - with John Sbrocco (Part 2) Ep #243: No Bluffing: How You Can Transform from Broker to Benefits Advisor - with John Sbrocco (Part 2) Clients want more than a broker slinging the same old solutions – they want an advisor who can help them understand where the money is going, and how to control their spend over the entire claims spend continuum. Our guest on this episode, former professional poker player turned benefits advisor John Sbrocco, has spent time, money and a whole lot of effort to be that advisor, and in the 2-part interview, he shares what he has learned.

What You’ll Learn From this Episode:

  • How did poker inform his insurance decisions?
  • What successful strategies do you need to employ first?
  • Three ways for clients to hire you as an advisor.
  • The role of social media.
  • Why you MUST use video.
]]> Clients want more than a broker slinging the same old solutions – they want an advisor who can help them understand where the money is going, and how to control their spend over the entire claims spend continuum. Our guest on this episode, former professional poker player turned benefits advisor John Sbrocco, has spent time, money and a whole lot of effort to be that advisor, and in the 2-part interview, he shares what he has learned.

What You’ll Learn From this Episode:

  • How did poker inform his insurance decisions?
  • What successful strategies do you need to employ first?
  • Three ways for clients to hire you as an advisor.
  • The role of social media.
  • Why you MUST use video.
]]> David Saltzman bf916e84d9444973892453a987ba3b1e Mon, 03 Dec 2018 11:00:00 -0500 1627 John,video,Social,marketing,media,strategy,content,Branding,evergreen,webinars,funnels,sbrocco,questige full false Ep #242: No Bluffing: How You Can Transform from Broker to Benefits Advisor - with John Sbrocco (Part 1) Ep #242: No Bluffing: How You Can Transform from Broker to Benefits Advisor - with John Sbrocco (Part 1) Clients want more than a broker slinging the same old solutions – they want an advisor who can help them understand where the money is going, and how to control their spend over the entire claims spend continuum. Our guest on this episode, former professional poker player turned benefits advisor John Sbrocco, has spent time, money and a whole lot of effort to be that advisor, and in the 2-part interview, he shares what he has learned.

What You’ll Learn From this Episode:

  • How did poker inform his insurance decisions?
  • What successful strategies do you need to employ first?
  • Three ways for clients to hire you as an advisor.
  • The role of social media.
  • Why you MUST use video.
]]> Clients want more than a broker slinging the same old solutions – they want an advisor who can help them understand where the money is going, and how to control their spend over the entire claims spend continuum. Our guest on this episode, former professional poker player turned benefits advisor John Sbrocco, has spent time, money and a whole lot of effort to be that advisor, and in the 2-part interview, he shares what he has learned.

What You’ll Learn From this Episode:

  • How did poker inform his insurance decisions?
  • What successful strategies do you need to employ first?
  • Three ways for clients to hire you as an advisor.
  • The role of social media.
  • Why you MUST use video.
]]> David Saltzman d0d5d62070af49e3a1592dac6fe978e4 Mon, 26 Nov 2018 11:00:00 -0500 1021 John,insurance,advisors,benefits,Broker,sbrocco,questige full false Ep #241: Data and Analytics Bend Specialty Drug Cost Curve - with Pramod John Ep #241: Data and Analytics Bend Specialty Drug Cost Curve - with Pramod John Specialty drugs represent an ever-growing driver of our overall enormous drug spend. Pramod John, our guest on this episode, is CEO of Vivio Health, which is singularly focused on using outcomes revealed by data and analytics to bend the hockey-stick curve of this spending trend.

What You’ll Learn From this Episode:

  • Why do Americans have the highest drug costs?
  • Exploding the myth that Americans’ costs are highest because we pay for all of the R&D while the rest of the world benefits.
  • Can Amazon, Aetna/CVS, etc. solve this problem?
  • How can we be efficient and effective when there are five times more pharmacies than McDonald’s?
  • Are PBMs part of the solution or part of the problem?
]]> Specialty drugs represent an ever-growing driver of our overall enormous drug spend. Pramod John, our guest on this episode, is CEO of Vivio Health, which is singularly focused on using outcomes revealed by data and analytics to bend the hockey-stick curve of this spending trend.

What You’ll Learn From this Episode:

  • Why do Americans have the highest drug costs?
  • Exploding the myth that Americans’ costs are highest because we pay for all of the R&D while the rest of the world benefits.
  • Can Amazon, Aetna/CVS, etc. solve this problem?
  • How can we be efficient and effective when there are five times more pharmacies than McDonald’s?
  • Are PBMs part of the solution or part of the problem?
]]> David Saltzman 6a7eeadede814241aae7102062571bd0 Mon, 19 Nov 2018 11:00:00 -0500 1508 John,health,healthcare,drug,benefits,costs,PBMS,pramod,vivio full false Ep #240: Schedule It. Bundle It. Save On It! - with Stan Schwartz, M.D. Ep #240: Schedule It. Bundle It. Save On It! - with Stan Schwartz, M.D. There is a fast-growing movement toward bundled, all-in one-price medical services that save money, provides less complexity for members, and may make networks (as we know them today) obsolete. Our guest on this episode is Stan Schwartz, M.D., the Chief Medical Officer of The Zero Card, a company which is in the forefront of making this dramatic change.

What You’ll Learn From this Episode:

  • What is the scenario when rates are unbundled?
  • How rates get bundled.
  • Is this a region-by-region or a nationwide play?
  • How to gain employee engagement.
  • What advisors need to know to have an effective client conversation.
]]> There is a fast-growing movement toward bundled, all-in one-price medical services that save money, provides less complexity for members, and may make networks (as we know them today) obsolete. Our guest on this episode is Stan Schwartz, M.D., the Chief Medical Officer of The Zero Card, a company which is in the forefront of making this dramatic change.

What You’ll Learn From this Episode:

  • What is the scenario when rates are unbundled?
  • How rates get bundled.
  • Is this a region-by-region or a nationwide play?
  • How to gain employee engagement.
  • What advisors need to know to have an effective client conversation.
]]> David Saltzman 655fc7fbe01d433791b1df4efc2dbb0c Mon, 12 Nov 2018 11:00:00 -0500 1258 the,Card,healthcare,zero,Schwartz,Stan,charges,benefits,pricing,allinone,bundling,bundled full false Ep #239: Making PBMs Fully Transparent with Kent Thomas Ep #239: Making PBMs Fully Transparent with Kent Thomas Pharmacy costs are increasing exponentially – some estimate that they will soon represent more than a quarter of all plan spend. Yet this portion of the industry is so opaque that it is nearly impossible to accurately understand what, exactly, is being paid – and where those payments actually go. Our guest on this episode is Kent Thomas, founder of Pharmatrix, a marketing firm focused on creating a fiduciary-like environment where PBMs become fully transparent.

What You’ll Learn From this Episode:

  • Defining terms such as spread pricing, AWP, rebates, etc.
  • The challenges advisors face speaking with prospects and clients
  • Who controls the market today, and why that matters
  • Beyond prescribing – the importance of clinical expertise
  • How a “fiduciary-like” model works for everyone
]]> Pharmacy costs are increasing exponentially – some estimate that they will soon represent more than a quarter of all plan spend. Yet this portion of the industry is so opaque that it is nearly impossible to accurately understand what, exactly, is being paid – and where those payments actually go. Our guest on this episode is Kent Thomas, founder of Pharmatrix, a marketing firm focused on creating a fiduciary-like environment where PBMs become fully transparent.

What You’ll Learn From this Episode:

  • Defining terms such as spread pricing, AWP, rebates, etc.
  • The challenges advisors face speaking with prospects and clients
  • Who controls the market today, and why that matters
  • Beyond prescribing – the importance of clinical expertise
  • How a “fiduciary-like” model works for everyone
]]> David Saltzman bb8adc88d44c41d28e7032bac38b7086 Mon, 05 Nov 2018 11:00:00 -0500 1529 payments,Transparency,clarity,Transactions,pharmacy,clarify,pbm full false Ep #238: Bringing DPC to The Employer Level - with Alex Lickerman, MD Ep #238: Bringing DPC to The Employer Level - with Alex Lickerman, MD Direct Primary Care (DPC) has been available for some time, but it has been marketed mainly to individuals. Today, a small number of DPC doctors and executives are making substantial strides toward breaking into the employer market. Our guest, Alex Lickerman, MD, Founder and CEO at ImagineMD, thinks the time is right and explains how it all works.

What You’ll Learn From this Episode:

  • Understanding the different DPC practice models.
  • The “single shingle” practice still plays a role.
  • What advisors need to have credible and successful C-Suite discussions.
  • How increased interest in partial self-funding is accelerating the opportunities.
  • Why working with advisors helps DPC practices adapt and prosper.
]]> Direct Primary Care (DPC) has been available for some time, but it has been marketed mainly to individuals. Today, a small number of DPC doctors and executives are making substantial strides toward breaking into the employer market. Our guest, Alex Lickerman, MD, Founder and CEO at ImagineMD, thinks the time is right and explains how it all works.

What You’ll Learn From this Episode:

  • Understanding the different DPC practice models.
  • The “single shingle” practice still plays a role.
  • What advisors need to have credible and successful C-Suite discussions.
  • How increased interest in partial self-funding is accelerating the opportunities.
  • Why working with advisors helps DPC practices adapt and prosper.
]]> David Saltzman 73b5878b1fea4d0286ceaaf657abbdd6 Mon, 29 Oct 2018 11:00:00 -0400 1362 alex,direct,healthcare,care,primary,benefits,lickerman,dpc,imaginemd full false Ep #237: Three Questions To Successful Marketing Campaigns - with Megan Chiarello Ep #237: Three Questions To Successful Marketing Campaigns - with Megan Chiarello On this episode, Megan Chiarello (Grassetto Creative) and your host – two admitted marketing geeks – discuss how to create impactful marketing campaigns and events. Megan offers her advice on the three questions you must answer to create success with your marketing efforts. We explore the differences between selling and marketing, and much more.

What You’ll Learn From this Episode:

  • The 3 first questions to answer before starting a marketing campaign.
  • The difference between selling and marketing.
  • How to drive lead.
  • The ultimate importance of storytelling.
  • What regional variations you need to consider.
  • What is “Write Once, Use Many”?
]]> On this episode, Megan Chiarello (Grassetto Creative) and your host – two admitted marketing geeks – discuss how to create impactful marketing campaigns and events. Megan offers her advice on the three questions you must answer to create success with your marketing efforts. We explore the differences between selling and marketing, and much more.

What You’ll Learn From this Episode:

  • The 3 first questions to answer before starting a marketing campaign.
  • The difference between selling and marketing.
  • How to drive lead.
  • The ultimate importance of storytelling.
  • What regional variations you need to consider.
  • What is “Write Once, Use Many”?
]]> David Saltzman bd7c4709b0f9434fac5308047e2e78b2 Mon, 22 Oct 2018 11:00:00 -0400 1332 Creative,marketing,selling,storytelling,Megan,chiarello,grassetto full false Ep #236: Healthcare And The Midterm Elections . . . And Beyond – With Jessica Waltman (Part 2) Ep #236: Healthcare And The Midterm Elections . . . And Beyond – With Jessica Waltman (Part 2) The midterms will undoubtedly create conversations and different directions for what we can expect around healthcare legislation and regulation. In part two of our two-part episode, Jessica outlines some of the thinking on both sides of the aisle, the key players to watch, and much more.

What You’ll Learn From this Episode:

  • What can we expect to see if the Democrats win both houses of Congress?
  • What the result of divided government might be.
  • Is “Medicare For All” anything more than a political posturing position?
  • Is the Employer Exclusion still in the crosshairs?
  • What can advisors do to remain relevant and help effect market changes?
]]> The midterms will undoubtedly create conversations and different directions for what we can expect around healthcare legislation and regulation. In part two of our two-part episode, Jessica outlines some of the thinking on both sides of the aisle, the key players to watch, and much more.

What You’ll Learn From this Episode:

  • What can we expect to see if the Democrats win both houses of Congress?
  • What the result of divided government might be.
  • Is “Medicare For All” anything more than a political posturing position?
  • Is the Employer Exclusion still in the crosshairs?
  • What can advisors do to remain relevant and help effect market changes?
]]> David Saltzman 7f37210907264d43a4bbea5ec4759912 Mon, 15 Oct 2018 11:00:00 -0400 1198 jessica,health,elections,consulting,healthcare,laws,midterm,Forward,legislation,waltman full false Ep #235: Legislative and Regulatory Changes You Need To Know About –With Jessica Waltman (Part 1) Ep #235: Legislative and Regulatory Changes You Need To Know About –With Jessica Waltman (Part 1) Legislative and regulatory changes that affect your practice and your clients continue to happen despite the other noise from the Hill. In part one of this two-part interview with regular contributor Jessica Waltman, we will explore those initiatives and what you need to know to advise your clients appropriately. In part two we discuss . . . politics! Which parties are taking what positions, how they might impact the midterm elections and beyond.

What You’ll Learn From this Episode:

  • Reporting changes.
  • HIT Tax possibilities.
  • EEOC Wellness rules may expire in January and create chaos.
  • AHPs and Short Term Plans and their implication.
  • New 1094/1095 forms and the IRS showing no mercy.
]]> Legislative and regulatory changes that affect your practice and your clients continue to happen despite the other noise from the Hill. In part one of this two-part interview with regular contributor Jessica Waltman, we will explore those initiatives and what you need to know to advise your clients appropriately. In part two we discuss . . . politics! Which parties are taking what positions, how they might impact the midterm elections and beyond.

What You’ll Learn From this Episode:

  • Reporting changes.
  • HIT Tax possibilities.
  • EEOC Wellness rules may expire in January and create chaos.
  • AHPs and Short Term Plans and their implication.
  • New 1094/1095 forms and the IRS showing no mercy.
]]> David Saltzman 803bf66456674c4f9eabb58a5ce21413 Mon, 08 Oct 2018 11:00:00 -0400 1643 full false Ep #234: What Is Your Net Promoter Score? - With Eric Parmenter Ep #234: What Is Your Net Promoter Score? - With Eric Parmenter In our visit with, Eric Parmenter (National Leader of Value-based Care at Collective Health) we discuss a little-known metric that research proves correlates positively with growth. The Net Promoter Score has been used in other industries for more than 10 years, but despite its simplicity and effectiveness, it has not been widely applied in our industry.

The best part of this predictive metric is that it only requires that you ask one simple question. While the question may be “simple”, the psychology behind it is anything but. Listen and learn more about this powerful index. We also discuss some thoughts from Eric’s book about reducing stress and enhancing joy!

What You’ll Learn From this Episode:

  • What is a Net Promoter Score
  • What is the research behind the Score
  • How clients divide into three significant cohorts
  • Why the Score positively correlates with growth
  • Why a one-question survey beats anything else – if you use the right question
  • Some thoughts on reducing stress and finding joy in your work and personal life
]]> In our visit with, Eric Parmenter (National Leader of Value-based Care at Collective Health) we discuss a little-known metric that research proves correlates positively with growth. The Net Promoter Score has been used in other industries for more than 10 years, but despite its simplicity and effectiveness, it has not been widely applied in our industry.

The best part of this predictive metric is that it only requires that you ask one simple question. While the question may be “simple”, the psychology behind it is anything but. Listen and learn more about this powerful index. We also discuss some thoughts from Eric’s book about reducing stress and enhancing joy!

What You’ll Learn From this Episode:

  • What is a Net Promoter Score
  • What is the research behind the Score
  • How clients divide into three significant cohorts
  • Why the Score positively correlates with growth
  • Why a one-question survey beats anything else – if you use the right question
  • Some thoughts on reducing stress and finding joy in your work and personal life
]]> David Saltzman aef3846d02504d988e969db04d4d37de Mon, 01 Oct 2018 11:00:00 -0400 1280 quality,life,eric,research,NET,stress,survey,Hacks,score,satisfaction,joy,simplicity,parmenter,promoter full false Ep #233: Fee For Service Is The Crack Cocaine Of Healthcare - with Brian Klepper Ep #233: Fee For Service Is The Crack Cocaine Of Healthcare - with Brian Klepper Brian Klepper, Principal at HC Performance Inc. and Worksite Health Advisors, believes that the value being delivered in today’s health care system is a “train wreck” and that many are complicit – and know that they are complicit. He explains why he believes that Fee For Service is the crack cocaine of healthcare. The good news is that Brian sees a new model emerging that focuses on delivering value across the entire health care delivery chain.

What You’ll Learn From this Episode:

  • What does the current system look like and why is it a problem for all constituencies?
  • How do you define value-based care?
  • What are the key metrics?
  • Are employers beginning to understand this change?
  • Is there a new, emerging class of high-performance health providers?
]]> Brian Klepper, Principal at HC Performance Inc. and Worksite Health Advisors, believes that the value being delivered in today’s health care system is a “train wreck” and that many are complicit – and know that they are complicit. He explains why he believes that Fee For Service is the crack cocaine of healthcare. The good news is that Brian sees a new model emerging that focuses on delivering value across the entire health care delivery chain.

What You’ll Learn From this Episode:

  • What does the current system look like and why is it a problem for all constituencies?
  • How do you define value-based care?
  • What are the key metrics?
  • Are employers beginning to understand this change?
  • Is there a new, emerging class of high-performance health providers?
]]> David Saltzman c057168cd632491698442ccd184d84fb Mon, 24 Sep 2018 11:00:00 -0400 1271 service,system,FOR,health,brian,healthcare,care,advisors,Fee,valuebased,worksite,klepper,consumerbased,employerbased full false Ep #232: Providing 21st Century Advice to Clients – With David Contorno Ep #232: Providing 21st Century Advice to Clients – With David Contorno Forbes Magazine called our guest, David Contorno, "One of America’s most innovative benefits leaders." So, what’s he up to and what tools, techniques and strategies is he bringing his clients? We discuss why the "old way" just isn’t working and how this leads employers to a dilemma. We also explore whether the advisor community is moving to a completely different delivery model.

David explains why talking to the C-Suite is the way to provide 21st-century advice to clients. We chat about how rationing of care has changed and how it has moved the industry and what questions advisors need to ask their clients. (Spoiler alert: those questions are VERY different than the traditional conversation).

What You’ll Learn From this Episode:

  • Why the old way isn’t working when it comes to the way we deal with benefits
  • The employee benefits see-saw and what that means to their well-being
  • Rationing of care and why it’s a real problem
  • Is CDHP a real thing that makes a real difference
  • The role of real ROI and what questions we need to ask

 

]]> Forbes Magazine called our guest, David Contorno, "One of America’s most innovative benefits leaders." So, what’s he up to and what tools, techniques and strategies is he bringing his clients? We discuss why the "old way" just isn’t working and how this leads employers to a dilemma. We also explore whether the advisor community is moving to a completely different delivery model.

David explains why talking to the C-Suite is the way to provide 21st-century advice to clients. We chat about how rationing of care has changed and how it has moved the industry and what questions advisors need to ask their clients. (Spoiler alert: those questions are VERY different than the traditional conversation).

What You’ll Learn From this Episode:

  • Why the old way isn’t working when it comes to the way we deal with benefits
  • The employee benefits see-saw and what that means to their well-being
  • Rationing of care and why it’s a real problem
  • Is CDHP a real thing that makes a real difference
  • The role of real ROI and what questions we need to ask

 

]]> David Saltzman a8c72a4fb64943c79c5447aed4f19e28 Mon, 17 Sep 2018 11:00:00 -0400 1288 david,Business,sales,insurance,strategies,leads,profits,positioning,contorno full false Ep #231: Medical Tourism: Changing Attitudes Provide Huge Opportunities For Plans And Advisors Alike - with Gene Thompson Ep #231: Medical Tourism: Changing Attitudes Provide Huge Opportunities For Plans And Advisors Alike - with Gene Thompson Gene Thompson is both a Project Director and Director of Health City Cayman Islands (HCCI), an amazing facility that is delivering higher quality, lower cost care with greater patient satisfaction scores. Pioneered by Dr. Devi Shetti, a physician and health care visionary based in India, HCCI has become a leading model for medical tourism.

With the increased interest in self funding, the cost and quality curtain is being pulled back. Many U.S. companies are offering huge employee incentives in exchange for the quality and lower cost they provide. Gene offers a fascinating insight into this growing trend.

What You’ll Learn From this Episode:

  • How does the vision of how health care is delivered in the west drive HCCI?
  • Who is Dr. Shetti and why is his model driving change in hospital-based care?
  • What pricing methodologies are at work and what savings are there?
  • How is quality measured in these facilities?
  • What is the experience like for an employee who takes advantage of HCCI opportunities in their plan?
]]> Gene Thompson is both a Project Director and Director of Health City Cayman Islands (HCCI), an amazing facility that is delivering higher quality, lower cost care with greater patient satisfaction scores. Pioneered by Dr. Devi Shetti, a physician and health care visionary based in India, HCCI has become a leading model for medical tourism.

With the increased interest in self funding, the cost and quality curtain is being pulled back. Many U.S. companies are offering huge employee incentives in exchange for the quality and lower cost they provide. Gene offers a fascinating insight into this growing trend.

What You’ll Learn From this Episode:

  • How does the vision of how health care is delivered in the west drive HCCI?
  • Who is Dr. Shetti and why is his model driving change in hospital-based care?
  • What pricing methodologies are at work and what savings are there?
  • How is quality measured in these facilities?
  • What is the experience like for an employee who takes advantage of HCCI opportunities in their plan?
]]> David Saltzman bd1b011f1fac4c54a7250f2409a6d5fd Mon, 10 Sep 2018 11:00:00 -0400 1263 medical,health,thompson,city,healthcare,Tourism,insurance,islands,gene,benefits,cayman full false Ep #230: Why US Healthcare Is Like OPEC And Why Networks May Disappear - with Mike Dendy Ep #230: Why US Healthcare Is Like OPEC And Why Networks May Disappear - with Mike Dendy Mike Dendy is CEO and Founder at Advanced Medical Pricing Solutions (AMPS) and a student of the irrational pricing and misaligned incentives that drive today’s US healthcare system. We begin our conversation by discussing the widely-held myth of the PPO discount. From there we explore the general pricing methodologies and incentives in healthcare.

Once you wrap your head around all of that, the discussion of how often claims are incorrectly priced and what can be done about it will bring us to a conversation around a concept known as “Direct Contracting”. We will also find out why Mike thinks that healthcare is like the OPEC oil cartel.

What You’ll Learn From this Episode:

  • What is the myth of the network discount?
  • Why does that matter to patients and payers alike?
  • Will networks be eliminated or replaced with personal networks?
  • How accurate are most claims?
  • What is “direct contracting” and what problems can it solve?
]]> Mike Dendy is CEO and Founder at Advanced Medical Pricing Solutions (AMPS) and a student of the irrational pricing and misaligned incentives that drive today’s US healthcare system. We begin our conversation by discussing the widely-held myth of the PPO discount. From there we explore the general pricing methodologies and incentives in healthcare.

Once you wrap your head around all of that, the discussion of how often claims are incorrectly priced and what can be done about it will bring us to a conversation around a concept known as “Direct Contracting”. We will also find out why Mike thinks that healthcare is like the OPEC oil cartel.

What You’ll Learn From this Episode:

  • What is the myth of the network discount?
  • Why does that matter to patients and payers alike?
  • Will networks be eliminated or replaced with personal networks?
  • How accurate are most claims?
  • What is “direct contracting” and what problems can it solve?
]]> David Saltzman 3b09f4e23e1640e5aa05cc801cc35528 Mon, 03 Sep 2018 11:00:00 -0400 1340 medical,mike,network,direct,Solutions,healthcare,discounts,advanced,costs,contracting,pricing,ppo,dendy full false Ep #229: How 360-degree Data and Analytics Is Changing The Industry - with David Snow Ep #229: How 360-degree Data and Analytics Is Changing The Industry - with David Snow David Snow is Chairman and CEO of Cedar Gate Technologies and a self-described “health care junkie” whose career has touched nearly all facets of the health care system. As such, David has a very unique view that informs how he works with and helps companies use data to drive better decision-making.

We discuss the notion that data provides multiple levels of analysis, from focusing on the patient through the other elements and constituencies in the system. David explains why there is a steep learning curve, but how we are getting better at understanding and acting on data in a timely manner that affects care and spend.

What You’ll Learn From this Episode:

  • Is data the piece of the puzzle that helps us make sense of the whole picture?
  • What are the opportunities for plan savings?
  • How is data different than analytics – and why do both matter?
  • Where do actuaries and underwriters fit in the future?
  • Why is there often an inverse relationship between cost and quality in healthcare?
]]> David Snow is Chairman and CEO of Cedar Gate Technologies and a self-described “health care junkie” whose career has touched nearly all facets of the health care system. As such, David has a very unique view that informs how he works with and helps companies use data to drive better decision-making.

We discuss the notion that data provides multiple levels of analysis, from focusing on the patient through the other elements and constituencies in the system. David explains why there is a steep learning curve, but how we are getting better at understanding and acting on data in a timely manner that affects care and spend.

What You’ll Learn From this Episode:

  • Is data the piece of the puzzle that helps us make sense of the whole picture?
  • What are the opportunities for plan savings?
  • How is data different than analytics – and why do both matter?
  • Where do actuaries and underwriters fit in the future?
  • Why is there often an inverse relationship between cost and quality in healthcare?
]]> David Saltzman 9062fb23b3844158b9ae5a022dbf0e87 Mon, 27 Aug 2018 11:00:00 -0400 1330 Snow,cedar,gate,david,data,health,care,technologies,analytics full false Ep #228: The Evolution of Direct Primary Care – with Jon Hernandez Ep #228: The Evolution of Direct Primary Care – with Jon Hernandez Ten years ago, a number of physician “academies” came together to pioneer the concept of Medical Home. Today, that concept is more widely known as Direct Primary Care (DPC). Today, interest in DPC and the practice model itself is rapidly evolving. Our guest, Jon Hernandez is the CEO at PeakMed Direct Primary Care in Colorado, and he is one of the drivers who are pushing DPC into its next evolution.

In this fast-paced interview, we discuss different models of DPC and how the next version of DPC has been reverse engineered to include as many different lines of service as possible under a simple, affordable monthly pricing structure. As ever-growing personal responsibility amounts have caused some Americans to become “functionally uninsured”, interest in DPC is growing. Learn what’s new today and what is coming soon!

What You’ll Learn From this Episode:

  • What are the different traditional DPC models?
  • What are the strengths/weaknesses of those models?
  • How are new approaches being developed?
  • How is technology helping?
  • What needs to happen to make this practice model more attractive to employers?
]]> Ten years ago, a number of physician “academies” came together to pioneer the concept of Medical Home. Today, that concept is more widely known as Direct Primary Care (DPC). Today, interest in DPC and the practice model itself is rapidly evolving. Our guest, Jon Hernandez is the CEO at PeakMed Direct Primary Care in Colorado, and he is one of the drivers who are pushing DPC into its next evolution.

In this fast-paced interview, we discuss different models of DPC and how the next version of DPC has been reverse engineered to include as many different lines of service as possible under a simple, affordable monthly pricing structure. As ever-growing personal responsibility amounts have caused some Americans to become “functionally uninsured”, interest in DPC is growing. Learn what’s new today and what is coming soon!

What You’ll Learn From this Episode:

  • What are the different traditional DPC models?
  • What are the strengths/weaknesses of those models?
  • How are new approaches being developed?
  • How is technology helping?
  • What needs to happen to make this practice model more attractive to employers?
]]> David Saltzman bc2b4e5717ea46dcb84748dc18fcb627 Mon, 20 Aug 2018 11:00:00 -0400 1388 medical,direct,health,Home,care,insurance,Hernandez,Jon,primary,Uninsured,dpc,peakmed full false Ep #227: Helping Employers Manage The Cost of Chronic Disease – with Sterling Smith Ep #227: Helping Employers Manage The Cost of Chronic Disease – with Sterling Smith As our population ages and medicine gets better, we are dealing with more chronic disease than ever before – and it is a huge cost driver in overall medical spend. Most of it falls into five categories and it represents a significant portion of overall spend. Sterling Smith, Director of Ventures at ACAP Health, offers perspective, as well as tools and techniques advisors can use to help their clients.

What You’ll Learn From this Episode:

  • How do you define “chronic disease”?
  • What the scope of the problem is.
  • What are the major categories employers are seeing?
  • Can an advisor help to deliver measurable, repetitive savings?
  • What are reasonable cost saving objectives?
]]> As our population ages and medicine gets better, we are dealing with more chronic disease than ever before – and it is a huge cost driver in overall medical spend. Most of it falls into five categories and it represents a significant portion of overall spend. Sterling Smith, Director of Ventures at ACAP Health, offers perspective, as well as tools and techniques advisors can use to help their clients.

What You’ll Learn From this Episode:

  • How do you define “chronic disease”?
  • What the scope of the problem is.
  • What are the major categories employers are seeing?
  • Can an advisor help to deliver measurable, repetitive savings?
  • What are reasonable cost saving objectives?
]]> David Saltzman f88c69842e164b168d21d5da2565e485 Mon, 13 Aug 2018 11:00:00 -0400 694 savings,health,wellness,smith,ROI,workplace,disease,advisors,chronic,Programs,cost,wellbeing,sterling,incentives,acap full false Ep #226: Life Follows Employees To Work Every Day - with Anna Mittag Ep #226: Life Follows Employees To Work Every Day - with Anna Mittag In the 40’s we hired hands. In the 80’s we hired hearts and minds. Today we hire every bit of every employee – and that includes issues they deal with in their private lives. Savvy employers understand the drag on productivity that causes, and are providing information to help employees make smarter and more informed decisions. This week’s guest, Anna Mittag, has spent her career studying this problem and crafting solutions that resonate with employees and their employers.

What You’ll Learn From this Episode:

  • Anna’s Canadian perspective has been valuable.
  • What modalities work best when delivering this information.
  • Why it is important to meet people where they are.
  • What are the most frequently searched topics.
  • Why some employees prefer anonymity over a clinician-driven approach.
]]> In the 40’s we hired hands. In the 80’s we hired hearts and minds. Today we hire every bit of every employee – and that includes issues they deal with in their private lives. Savvy employers understand the drag on productivity that causes, and are providing information to help employees make smarter and more informed decisions. This week’s guest, Anna Mittag, has spent her career studying this problem and crafting solutions that resonate with employees and their employers.

What You’ll Learn From this Episode:

  • Anna’s Canadian perspective has been valuable.
  • What modalities work best when delivering this information.
  • Why it is important to meet people where they are.
  • What are the most frequently searched topics.
  • Why some employees prefer anonymity over a clinician-driven approach.
]]> David Saltzman e946b5f3cb15429b9c80a1f4025edced Mon, 06 Aug 2018 11:00:00 -0400 1273 health,anna,illness,suicide,care,mental,mittag,lifespeak full false Ep #225: Reference Based Pricing is Like a Divorce Attorney with T.J. Morrison Ep #225: Reference Based Pricing is Like a Divorce Attorney with T.J. Morrison T.J. Morrison is a second-generation agency owner with an interesting insight into what is happening in the self-funded universe. He believes that the huge interest in these plans requires that they be designed and operated differently than in years past. Listen to learn why T.J. thinks RBP is like a divorce attorney and Bundled Pricing is like a pre-nuptial agreement. We explore regional differences to see what is working and what is hot in different parts of the country, and more.

What You’ll Learn From this Episode:

  • T.J.’s path into the business, and how it has informed his vision.
  • Changes that are needed to have a successful plan.
  • The importance of Reference Based Pricing.
  • How to guide members to make more informed decisions on non-emergent care decisions.
  • Why rural areas need to be handled differently.
]]> T.J. Morrison is a second-generation agency owner with an interesting insight into what is happening in the self-funded universe. He believes that the huge interest in these plans requires that they be designed and operated differently than in years past. Listen to learn why T.J. thinks RBP is like a divorce attorney and Bundled Pricing is like a pre-nuptial agreement. We explore regional differences to see what is working and what is hot in different parts of the country, and more.

What You’ll Learn From this Episode:

  • T.J.’s path into the business, and how it has informed his vision.
  • Changes that are needed to have a successful plan.
  • The importance of Reference Based Pricing.
  • How to guide members to make more informed decisions on non-emergent care decisions.
  • Why rural areas need to be handled differently.
]]> David Saltzman 9b045908d9a04a678e0a05ba2d8842aa Mon, 30 Jul 2018 11:00:00 -0400 1358 networks,Morrison,divorce,funding,TJ,perspective,prenup,pricing,bundled,rbp full false Ep #224: Science vs. Drugs: Lower Cost and Better User Experience - with Joe Spinelli Ep #224: Science vs. Drugs: Lower Cost and Better User Experience - with Joe Spinelli With 23% of the US population using 3 or more prescription drugs, it is amazing that many physicians are still (essentially) guessing which drugs to prescribe. Adverse drug events cause 1 million ED visits, 280,000 hospitalizations and are the fourth leading cause of preventable death. But pharmacogenomics can alleviate all of those AND lower costs while providing a much better patient experience. Joe Spinelli, this week’s guest, explains how and talks about why your employer clients should be using this tool.    

What You’ll Learn From this Episode:

  • What is pharmacogenomics.
  • What it costs.
  • What it delivers.
  • How to talk to your prospects/clients about using this tool.
]]> With 23% of the US population using 3 or more prescription drugs, it is amazing that many physicians are still (essentially) guessing which drugs to prescribe. Adverse drug events cause 1 million ED visits, 280,000 hospitalizations and are the fourth leading cause of preventable death. But pharmacogenomics can alleviate all of those AND lower costs while providing a much better patient experience. Joe Spinelli, this week’s guest, explains how and talks about why your employer clients should be using this tool.    

What You’ll Learn From this Episode:

  • What is pharmacogenomics.
  • What it costs.
  • What it delivers.
  • How to talk to your prospects/clients about using this tool.
]]> David Saltzman 110ba11077054342971cb4d514f10753 Mon, 23 Jul 2018 11:00:00 -0400 1450 Science,Joe,experience,drugs,costs,patient,tests,pharmacy,spinelli,lowering,pharmacogenomics full false Ep #223: A Cult of Caring: Wellbeing Beyond Healthcare - with Mark Donohue Ep #223: A Cult of Caring: Wellbeing Beyond Healthcare - with Mark Donohue One of the benefits of moving from old-fashioned “wellness” programs to today’s wellbeing initiatives is the opportunity to include and address more of the issues employees are dealing with. One such issue has been under the radar, but is now beginning to be addressed: life challenges. In this episode we explore what that means, and why is it critically important for employers and employees alike.

What You’ll Learn From this Episode:

  • What the scope of the problem is.
  • What the most frequent issues are that are being dealt with.
  • Why creating meaningful help means going a step beyond the traditional clinician-based model.
  • How help libraries go beyond content to deliver a meaningful component of the benefit.
]]> One of the benefits of moving from old-fashioned “wellness” programs to today’s wellbeing initiatives is the opportunity to include and address more of the issues employees are dealing with. One such issue has been under the radar, but is now beginning to be addressed: life challenges. In this episode we explore what that means, and why is it critically important for employers and employees alike.

What You’ll Learn From this Episode:

  • What the scope of the problem is.
  • What the most frequent issues are that are being dealt with.
  • Why creating meaningful help means going a step beyond the traditional clinician-based model.
  • How help libraries go beyond content to deliver a meaningful component of the benefit.
]]> David Saltzman a6346254b2984504954cff358506b8f0 Mon, 16 Jul 2018 11:00:00 -0400 1500 life,health,wellness,healthcare,insurance,empathy,employee,benefits,wellbeing,external,guides,factors full false Ep #222: The Status Quo Just Won’t Cut It - with Julien Emery Ep #222: The Status Quo Just Won’t Cut It - with Julien Emery Employers are beginning to move the needle on healthcare, and advisors have their ear. There is a lot of debris from old models that needs to be cleared, and on this episode we explore how that is happening and what is coming in its place. New and innovative models of care delivery and payment models are being incorporated into health plans. More importantly, many employers and employees are beginning to realize that they are the ones who are really in charge.

What You’ll Learn From this Episode:

  • Why HDHPs have not delivered as hoped.
  • How misaligned incentives have driven irrational markets.
  • Why the entrenched bureaucracies keep getting more entrenched.
  • ASOs with the BUCAs is not the solution most are looking for.
  • How to serve customers and get EBIDTA.
]]> Employers are beginning to move the needle on healthcare, and advisors have their ear. There is a lot of debris from old models that needs to be cleared, and on this episode we explore how that is happening and what is coming in its place. New and innovative models of care delivery and payment models are being incorporated into health plans. More importantly, many employers and employees are beginning to realize that they are the ones who are really in charge.

What You’ll Learn From this Episode:

  • Why HDHPs have not delivered as hoped.
  • How misaligned incentives have driven irrational markets.
  • Why the entrenched bureaucracies keep getting more entrenched.
  • ASOs with the BUCAs is not the solution most are looking for.
  • How to serve customers and get EBIDTA.
]]> David Saltzman 6bf7402089714522af046ed5613cc988 Mon, 09 Jul 2018 11:00:00 -0400 1354 health,Solutions,care,insurance,emery,julien,consumerism,allay,ebidta full false Ep #221: Where the Heck IS Everybody? - With Dawn McFarland Ep #221: Where the Heck IS Everybody? - With Dawn McFarland Relatively new to the benefits arena, Dawn McFarland, President of M&M Benefit Solutions began to look around and realized that there weren’t many OTHER new folks coming into the business. Worse, many older practitioners are aging out of the business with no succession plans. Coupled with her involvement with the California Association of Health Underwriters, she has started one of the few intern and mentorship programs in the business. Now, she wants to scale it.   

Coupled with her involvement with the California Association of Health Underwriters, she has started one of the few intern and mentorship programs in the business. Now, she wants to scale it.

What You’ll Learn From this Episode:

  • What the scope of the problem is.
  • Is there a natural influx of new practitioners equal to those leaving the business?
  • How to formalize a program.
  • Finding strategic partners is just like prospecting.
  • The success story so far.
]]> Relatively new to the benefits arena, Dawn McFarland, President of M&M Benefit Solutions began to look around and realized that there weren’t many OTHER new folks coming into the business. Worse, many older practitioners are aging out of the business with no succession plans. Coupled with her involvement with the California Association of Health Underwriters, she has started one of the few intern and mentorship programs in the business. Now, she wants to scale it.   

Coupled with her involvement with the California Association of Health Underwriters, she has started one of the few intern and mentorship programs in the business. Now, she wants to scale it.

What You’ll Learn From this Episode:

  • What the scope of the problem is.
  • Is there a natural influx of new practitioners equal to those leaving the business?
  • How to formalize a program.
  • Finding strategic partners is just like prospecting.
  • The success story so far.
]]> David Saltzman 3b08a83d7c5e4a6cb747c8eff1904125 Mon, 02 Jul 2018 11:00:00 -0400 1068 blood,Young,program,students,university,benefit,Solutions,dawn,industry,aging,opportunities,mentor,mm,benefits,mcfarland,partnerships,mentorships,mentors,Internships full false Ep #220: Changing The Care Path - with Scott Schoenvogel Ep #220: Changing The Care Path - with Scott Schoenvogel The current health care environment is complicated, convoluted and fraught with misaligned incentives, care decisions that focus on a single price point and doesn’t help consumers plan based on a desired final outcome. Scott Schoenvogel, CEO at Compass Professional Health Services, believes that healthcare navigation programs that account for benefits, consumer decision making and clinical decision points is the way through.

What You’ll Learn From this Episode:

  • How we got into such a confusing mess of a system.
  • What kind of help consumers really need.
  • How to help employees understand the often-inverse relationship between cost and quality in healthcare.
  • Why bundled pricing coupled with appropriate advisement helps employees and plans.
  • How and why patients need to take control of their care.
]]> The current health care environment is complicated, convoluted and fraught with misaligned incentives, care decisions that focus on a single price point and doesn’t help consumers plan based on a desired final outcome. Scott Schoenvogel, CEO at Compass Professional Health Services, believes that healthcare navigation programs that account for benefits, consumer decision making and clinical decision points is the way through.

What You’ll Learn From this Episode:

  • How we got into such a confusing mess of a system.
  • What kind of help consumers really need.
  • How to help employees understand the often-inverse relationship between cost and quality in healthcare.
  • Why bundled pricing coupled with appropriate advisement helps employees and plans.
  • How and why patients need to take control of their care.
]]> David Saltzman 515699c58ca14cabbc4913aea3487f61 Mon, 25 Jun 2018 11:00:00 -0400 1269 health,jeff,scott,professional,care,services,navigation,costs,compass,schoenvogel full false Ep #219: How To “Retail-ize” Health Care And Free The Unicorns - with Eric Haberichter Ep #219: How To “Retail-ize” Health Care And Free The Unicorns - with Eric Haberichter We have been talking about consumers in healthcare since the turn of the century, but real health care consumers – in the true sense of the word – are still apparently hanging out at the unicorn farm somewhere far away. Eric Haberichter, Co-founder at Access Healthnet knows why – and is working hard at creating a consumer environment in health care that approximates our consumer engagements in every other industry.

What You’ll Learn From this Episode:

  • Why we must stop focusing on network discounts.
  • Why is the typical shopping experience still opaque in healthcare?
  • How we create a more normal market.
  • The three immutable characteristics that must be present.
  • How to move beyond surgical and include diagnostic and therapeutic.
]]> We have been talking about consumers in healthcare since the turn of the century, but real health care consumers – in the true sense of the word – are still apparently hanging out at the unicorn farm somewhere far away. Eric Haberichter, Co-founder at Access Healthnet knows why – and is working hard at creating a consumer environment in health care that approximates our consumer engagements in every other industry.

What You’ll Learn From this Episode:

  • Why we must stop focusing on network discounts.
  • Why is the typical shopping experience still opaque in healthcare?
  • How we create a more normal market.
  • The three immutable characteristics that must be present.
  • How to move beyond surgical and include diagnostic and therapeutic.
]]> David Saltzman 7774d29150ca4f37ae69eed5f68c99b3 Mon, 18 Jun 2018 11:00:00 -0400 1357 medical,eric,alternative,health,jeff,models,payment,care,access,costs,consumerism,healthnet,haberichter full false Ep #218: Today's TPAs Must Deliver Much More - with Jeff Bernhard Ep #218: Today's TPAs Must Deliver Much More - with Jeff Bernhard Not too many years ago, the role of a TPA was fairly straightforward: Pay claims, handle eligibility and make a network connection. In today's fast-paced and rapidly growing self-funding world, a TPA has to be flexible, nimble and multi-faceted. Jeff Bernhard, President of Continental Benefits, represents a TPA built for today's commerce. We talk about what to look for in a TPA relationship and how your TPA is now an integral part of the client experience.

What You’ll Learn From this Episode:

  • How Jeff’s carrier background informed his choices when building his TPA.
  • New ways TPAs can help clients reduce medical and pharma spend.
  • Population health matters more now than ever.
  • Why your TPA’s strategic partnerships may matter more than the network.
  • Changes in PBMs and DPC are integral to a successful TPA relationship.
]]> Not too many years ago, the role of a TPA was fairly straightforward: Pay claims, handle eligibility and make a network connection. In today's fast-paced and rapidly growing self-funding world, a TPA has to be flexible, nimble and multi-faceted. Jeff Bernhard, President of Continental Benefits, represents a TPA built for today's commerce. We talk about what to look for in a TPA relationship and how your TPA is now an integral part of the client experience.

What You’ll Learn From this Episode:

  • How Jeff’s carrier background informed his choices when building his TPA.
  • New ways TPAs can help clients reduce medical and pharma spend.
  • Population health matters more now than ever.
  • Why your TPA’s strategic partnerships may matter more than the network.
  • Changes in PBMs and DPC are integral to a successful TPA relationship.
]]> David Saltzman 254179913e5d43a7b3b983e31970aa66 Mon, 11 Jun 2018 11:00:00 -0400 1322 health,jeff,conditions,care,chronic,benefits,bernhard,continental,tpas full false Ep #217: Overcoming Travel For Treatment Objections - with Jim Polsfut Ep #217: Overcoming Travel For Treatment Objections - with Jim Polsfut Travel for treatment used to be an esoteric benefit reserved for only the largest of employers. Today, the benefits are as much quality as cost driven and most often involve fully-accredited facilities. Some even use U.S. physicians and are attached to teaching hospitals. Yet for many employers and employees it still remains mysterious.

Jim Polsfut, CEO and Chairman of North American Specialty Hospital, helps us to understand the changes and how to help clients embrace a benefit that is advantageous to both employer and employee.

What You’ll Learn From this Episode:

  • What problems can travel for treatment overcome?
  • Why it has taken so long to catch on with average employers.
  • How quality now drives the decision.
  • New patient-centric features.
  • Should plans rewrite SPDs to require travel for treatment?
]]> Travel for treatment used to be an esoteric benefit reserved for only the largest of employers. Today, the benefits are as much quality as cost driven and most often involve fully-accredited facilities. Some even use U.S. physicians and are attached to teaching hospitals. Yet for many employers and employees it still remains mysterious.

Jim Polsfut, CEO and Chairman of North American Specialty Hospital, helps us to understand the changes and how to help clients embrace a benefit that is advantageous to both employer and employee.

What You’ll Learn From this Episode:

  • What problems can travel for treatment overcome?
  • Why it has taken so long to catch on with average employers.
  • How quality now drives the decision.
  • New patient-centric features.
  • Should plans rewrite SPDs to require travel for treatment?
]]> David Saltzman 35c570e193474f519f284abebe878691 Mon, 04 Jun 2018 11:00:00 -0400 1227 travel,jim,FOR,north,american,health,hospital,care,treatment,benefits,specialty,polsfut full false Ep #216: Don’t Forget These Questions When Buying Tech Tools - with Erica Kiefer Ep #216: Don’t Forget These Questions When Buying Tech Tools - with Erica Kiefer According to our guest, Erica Kiefer, VP of Sales and Marketing for AgencyBloc and a tech veteran in a number of sectors, we often neglect to investigate some critical questions when choosing software. In addition to looking at the user interface or the sheer functionality of any tool, Erica cues us in on the questions behind the questions that will ensure we end up with the right tools.

What You’ll Learn From this Episode:

  • Why tech we purchase often creates more confusion than it resolves.
  • Are demographic shifts changing advisors’ expectations and vendors’ offerings?
  • How can buyers get beyond the product when evaluating choices?
  • The critical importance of owner engagement.
  • How does your choice of tech inform your brand integrity?
]]> According to our guest, Erica Kiefer, VP of Sales and Marketing for AgencyBloc and a tech veteran in a number of sectors, we often neglect to investigate some critical questions when choosing software. In addition to looking at the user interface or the sheer functionality of any tool, Erica cues us in on the questions behind the questions that will ensure we end up with the right tools.

What You’ll Learn From this Episode:

  • Why tech we purchase often creates more confusion than it resolves.
  • Are demographic shifts changing advisors’ expectations and vendors’ offerings?
  • How can buyers get beyond the product when evaluating choices?
  • The critical importance of owner engagement.
  • How does your choice of tech inform your brand integrity?
]]> David Saltzman 19938c334a134e3c8bfeb26517139e65 Mon, 28 May 2018 11:00:00 -0400 1325 tools,Technology,tech,health,care,Branding,Brand,erica,integrity,kiefer,agencybloc full false Ep #215: How To Save 25-35% On Musculoskeletal Claims - with Chad Gray Ep #215: How To Save 25-35% On Musculoskeletal Claims - with Chad Gray Musculoskeletal  claims  represent  16-22%  of  medical  spend  in  most  plans.  Yet  with  a  misdiagnosis  rate  of  nearly  40%  and  with  new  evaluative  and  treatment  regimens,  plans  can  save  as  much  as  25-35%  of  that  spend.  

Chad  Gray,  CEO  at  Integrated  Musculoskeletal  Care)  has  been  tracking  this  trend  and  is  one  of  the  foremost  experts  on  how  plans  can  provide  better  quality  care  while  lowering  costs  in  this  space.   

What You’ll Learn From this Episode:

  • How big is this spend?
  • What Chad’s background is and how it informs decision making.
  • Where the breakdown begins.
  • How analysis deals with the variability of these claims.
  • What the “grand rounds” methodology is.
]]> Musculoskeletal  claims  represent  16-22%  of  medical  spend  in  most  plans.  Yet  with  a  misdiagnosis  rate  of  nearly  40%  and  with  new  evaluative  and  treatment  regimens,  plans  can  save  as  much  as  25-35%  of  that  spend.  

Chad  Gray,  CEO  at  Integrated  Musculoskeletal  Care)  has  been  tracking  this  trend  and  is  one  of  the  foremost  experts  on  how  plans  can  provide  better  quality  care  while  lowering  costs  in  this  space.   

What You’ll Learn From this Episode:

  • How big is this spend?
  • What Chad’s background is and how it informs decision making.
  • Where the breakdown begins.
  • How analysis deals with the variability of these claims.
  • What the “grand rounds” methodology is.
]]> David Saltzman cbbfa5e70d6740138b3cac84148b1ed8 Mon, 21 May 2018 11:00:00 -0400 1295 Trends,claims,treatment,tracking,costs,evaluation,Musculoskeletal,misdiagnosis,lowering full false Ep #214: The Red Hot Regulatory Environment – What You Need to Know! – with Jessica Waltman Ep #214: The Red Hot Regulatory Environment – What You Need to Know! – with Jessica Waltman Jessica Waltman is principal at Forward Health Consulting and one of the most in-demand healthcare political and regulatory analysts in the country. She is also a ShiftShapers regular contributor. As we approach the mid-term elections, you may not be hearing much healthcare discussion on the legislative front, but the regulatory environment has been chock full of initiatives, advices and changes.

Jessica joins us to sort it all out and to let us know what we should expect in the coming months.

What You’ll Learn From this Episode:

  • New CMS Guidance on Medicare Advantage Plans.
  • Short-term and AHP rules.
  • What’s happening in Idaho and Iowa and what does it mean for the nation?
  • Will Congress do anything before the end of the year?
  • Should advisors “shelter in place” until next year?
]]> Jessica Waltman is principal at Forward Health Consulting and one of the most in-demand healthcare political and regulatory analysts in the country. She is also a ShiftShapers regular contributor. As we approach the mid-term elections, you may not be hearing much healthcare discussion on the legislative front, but the regulatory environment has been chock full of initiatives, advices and changes.

Jessica joins us to sort it all out and to let us know what we should expect in the coming months.

What You’ll Learn From this Episode:

  • New CMS Guidance on Medicare Advantage Plans.
  • Short-term and AHP rules.
  • What’s happening in Idaho and Iowa and what does it mean for the nation?
  • Will Congress do anything before the end of the year?
  • Should advisors “shelter in place” until next year?
]]> David Saltzman dbad47515a3789974f03102d52655fa9 Mon, 14 May 2018 11:00:00 -0400 1348 association,jessica,health,policy,consulting,care,coverage,Forward,plans,policies,aca,comprehensive,shortterm,waltman full false Ep #213: Personal Experience Creates New Help For The Human And Financial Costs of Diabetes – with David Weingard Ep #213: Personal Experience Creates New Help For The Human And Financial Costs of Diabetes – with David Weingard David Weingard is an entrepreneur who used his personal experience with diabetes to create Fit4D, a company that helps with both the personal and financial costs of this widespread and growing disease. David believes that even with all of the work that has been done, there is a huge opportunity for improvement.

In the past, addressing this problem has been more art than science. David believes that created a challenge to delivering measurable outcomes – which is precisely the metric plans need. But he is committed to changing that.

What You’ll Learn From this Episode:

  • How large is this population?
  • What are the four biggest diabetes management challenges facing plans?
  • What are some of the new programs, and what differentiates them?
  • What challenges exist for payers to deliver high value, high touch clinical support?
  • Where do we go from here and what does the future look like?
]]> David Weingard is an entrepreneur who used his personal experience with diabetes to create Fit4D, a company that helps with both the personal and financial costs of this widespread and growing disease. David believes that even with all of the work that has been done, there is a huge opportunity for improvement.

In the past, addressing this problem has been more art than science. David believes that created a challenge to delivering measurable outcomes – which is precisely the metric plans need. But he is committed to changing that.

What You’ll Learn From this Episode:

  • How large is this population?
  • What are the four biggest diabetes management challenges facing plans?
  • What are some of the new programs, and what differentiates them?
  • What challenges exist for payers to deliver high value, high touch clinical support?
  • Where do we go from here and what does the future look like?
]]> David Saltzman ae0edd093ea1d1be420389383856cbc5 Mon, 07 May 2018 11:00:00 -0400 1263 david,education,health,care,insurance,diabetes,medication,prescription,plans,diabetic,injectable,weingard,fit4d full false Ep #212: Medical Tourism: Changing Attitudes Provide Huge Opportunities For Plans And Advisors Alike - with Gene Thompson Ep #212: Medical Tourism: Changing Attitudes Provide Huge Opportunities For Plans And Advisors Alike - with Gene Thompson Gene Thompson is both a Project Director and Director of Health City Cayman Islands (HCCI), an amazing facility that is delivering higher quality, lower cost care with greater patient satisfaction scores. Pioneered by Dr. Devi Shetti, a physician and health care visionary based in India, HCCI has become a leading model for medical tourism.

With the increased interest in self funding, the cost and quality curtain is being pulled back. Many U.S. companies are offering huge employee incentives in exchange for the quality and lower cost they provide. Gene offers a fascinating insight into this growing trend.

What You’ll Learn From this Episode:

  • How does the vision of how health care is delivered in the west drive HCCI?
  • Who is Dr. Shetti and why is his model driving change in hospital-based care?
  • What pricing methodologies are at work and what savings are there?
  • How is quality measured in these facilities?
  • What is the experience like for an employee who takes advantage of HCCI opportunities in their plan?
]]> Gene Thompson is both a Project Director and Director of Health City Cayman Islands (HCCI), an amazing facility that is delivering higher quality, lower cost care with greater patient satisfaction scores. Pioneered by Dr. Devi Shetti, a physician and health care visionary based in India, HCCI has become a leading model for medical tourism.

With the increased interest in self funding, the cost and quality curtain is being pulled back. Many U.S. companies are offering huge employee incentives in exchange for the quality and lower cost they provide. Gene offers a fascinating insight into this growing trend.

What You’ll Learn From this Episode:

  • How does the vision of how health care is delivered in the west drive HCCI?
  • Who is Dr. Shetti and why is his model driving change in hospital-based care?
  • What pricing methodologies are at work and what savings are there?
  • How is quality measured in these facilities?
  • What is the experience like for an employee who takes advantage of HCCI opportunities in their plan?
]]> David Saltzman b99e23bca9508190b31e670316bd3f07 Mon, 30 Apr 2018 11:00:00 -0400 1226 medical,health,thompson,city,healthcare,Tourism,insurance,islands,gene,benefits,cayman full false Ep #211: Watch Out For These Reporting Red Flags - with Phil Litvin Ep #211: Watch Out For These Reporting Red Flags - with Phil Litvin Data and reporting is playing an ever-more important role in helping advisors and employers manage their health care chain and spend. But our guest on this episode, Phil Litvin, Business Development Manager at First Capitol Consulting, warns that there are some red flags you may not even be aware of when evaluating the reporting you are getting.

Phil discusses the emerging patterns that we can be alert for, as well as the challenges within different industries and different types of accounts – from commercial to Taft-Hartley and more.

What You’ll Learn From this Episode:

  • What is “one-dimensional” reporting?
  • Why is it important to use reporting all year rather than as a one-time, end-of-year solution?
  • How are employers overspending without realizing it?
  • Why are advisors often between a rock and a hard place?
  • Will ACA reporting be commoditized in the future like payroll and tax accounting software?
]]> Data and reporting is playing an ever-more important role in helping advisors and employers manage their health care chain and spend. But our guest on this episode, Phil Litvin, Business Development Manager at First Capitol Consulting, warns that there are some red flags you may not even be aware of when evaluating the reporting you are getting.

Phil discusses the emerging patterns that we can be alert for, as well as the challenges within different industries and different types of accounts – from commercial to Taft-Hartley and more.

What You’ll Learn From this Episode:

  • What is “one-dimensional” reporting?
  • Why is it important to use reporting all year rather than as a one-time, end-of-year solution?
  • How are employers overspending without realizing it?
  • Why are advisors often between a rock and a hard place?
  • Will ACA reporting be commoditized in the future like payroll and tax accounting software?
]]> David Saltzman 0a14598b6eeba65506d68fbd7a2b4163 Mon, 23 Apr 2018 11:00:00 -0400 1260 data,Business,consulting,Flags,advisors,phil,red,reporting,consultant,overspending,litvin full false Ep #210: How 360-degree Data and Analytics Is Changing The Industry - With David Snow Ep #210: How 360-degree Data and Analytics Is Changing The Industry - With David Snow David Snow is Chairman and CEO of Cedargate Technologies and a self-described “health care junkie” whose career has touched nearly all facets of the health care system. As such, David has a very unique view that informs how he works with and helps companies use data to drive better decision making.

We discuss the notion that data provides multiple levels of analysis, from focusing on the patient through the other elements and constituencies in the system. David explains why there is a steep learning curve, but how we are getting better at understanding and acting on data in a timely manner that affects care and spend.

What You’ll Learn From this Episode:

  • Is data the piece of the puzzle that helps us make sense of the whole picture?
  • What are the opportunities for plan savings?
  • How is data different than analytics – and why do both matter?
  • Where do actuaries and underwriters fit in the future?
  • Why is there often an inverse relationship between cost and quality in healthcare?

 

]]> David Snow is Chairman and CEO of Cedargate Technologies and a self-described “health care junkie” whose career has touched nearly all facets of the health care system. As such, David has a very unique view that informs how he works with and helps companies use data to drive better decision making.

We discuss the notion that data provides multiple levels of analysis, from focusing on the patient through the other elements and constituencies in the system. David explains why there is a steep learning curve, but how we are getting better at understanding and acting on data in a timely manner that affects care and spend.

What You’ll Learn From this Episode:

  • Is data the piece of the puzzle that helps us make sense of the whole picture?
  • What are the opportunities for plan savings?
  • How is data different than analytics – and why do both matter?
  • Where do actuaries and underwriters fit in the future?
  • Why is there often an inverse relationship between cost and quality in healthcare?

 

]]> David Saltzman cef4309a2440e991ffd302288505c59b Mon, 16 Apr 2018 11:00:00 -0400 1323 and,Snow,david,data,Business,sales,health,care,insurance,technologies,strategies,analytics,leads,profits,positioning,cedargate full false Ep #209: Helping Employers Deal With The Growing Problem Of Employee Caregivers - With Michael Walsh Ep #209: Helping Employers Deal With The Growing Problem Of Employee Caregivers - With Michael Walsh Michael Walsh, founder and CEO of Cariloop, is an expert on a growing problem that most employers may not even realize they have – and that is taking its toll on their employees’ productivity. According to Michael, there may be more than 25 million workers caring for someone and that has an impact on financial wellness, as well as productivity, absenteeism and presenteeism.

The good news is that as this problem grows, there are employer-based solutions that help both employer and employees and that today’s advisors can incorporate into their benefit planning.

What You’ll Learn From this Episode:

  • What are the problems created by employee caregivers?
  • What is the scope of the problem?
  • How can advisors quantify the problem for prospects and clients?
  • Are telemedicine and the IOT helpful?
  • What is driving the problem?
  • What solutions are coming to market?
]]> Michael Walsh, founder and CEO of Cariloop, is an expert on a growing problem that most employers may not even realize they have – and that is taking its toll on their employees’ productivity. According to Michael, there may be more than 25 million workers caring for someone and that has an impact on financial wellness, as well as productivity, absenteeism and presenteeism.

The good news is that as this problem grows, there are employer-based solutions that help both employer and employees and that today’s advisors can incorporate into their benefit planning.

What You’ll Learn From this Episode:

  • What are the problems created by employee caregivers?
  • What is the scope of the problem?
  • How can advisors quantify the problem for prospects and clients?
  • Are telemedicine and the IOT helpful?
  • What is driving the problem?
  • What solutions are coming to market?
]]> David Saltzman 5d46061bce8763cfbaed02f013a246b3 Mon, 09 Apr 2018 11:00:00 -0400 1176 and,michael,Business,sales,health,wellness,insurance,strategies,employee,walsh,leads,profits,positioning,caregivers,cariloop full false Ep #208: Fee For Service Is The Crack Cocaine Of Healthcare – with Brian Klepper Ep #208: Fee For Service Is The Crack Cocaine Of Healthcare – with Brian Klepper Brian Klepper, Principal at HC Performance Inc. and Worksite Health Advisors believes that the value being delivered in today’s health care system is a “train wreck” and that many are complicit – and know that they are complicit. He explains why he believes that Fee For Service is the crack cocaine of healthcare. The good news is that Brian sees a new model emerging that focuses on delivering value across the entire health care delivery chain.

What You’ll Learn From this Episode:

  • What the current system looks like and why it’s a problem for all constituencies.
  • How value-based care is defined.
  • What the key metrics are.
  • Whether or not employers are beginning to understand this change.
  • Is there a new, emerging class of high-performance health providers?
]]> Brian Klepper, Principal at HC Performance Inc. and Worksite Health Advisors believes that the value being delivered in today’s health care system is a “train wreck” and that many are complicit – and know that they are complicit. He explains why he believes that Fee For Service is the crack cocaine of healthcare. The good news is that Brian sees a new model emerging that focuses on delivering value across the entire health care delivery chain.

What You’ll Learn From this Episode:

  • What the current system looks like and why it’s a problem for all constituencies.
  • How value-based care is defined.
  • What the key metrics are.
  • Whether or not employers are beginning to understand this change.
  • Is there a new, emerging class of high-performance health providers?
]]> David Saltzman 6133ba382f329ff0426f3a13f9db719c Mon, 02 Apr 2018 11:00:00 -0400 1264 new,service,results,Based,model,FOR,high,performance,brian,Standards,Value,oriented,Fee,patient,motivated,klepper full false Ep #207: Better, Less Expensive Medical Care – Beach Included! With Laura Carabello Ep #207: Better, Less Expensive Medical Care – Beach Included! With Laura Carabello Laura Carabello, Founder and Principal at CPR Strategic Marketing and Communication has spent the last 10 years focusing on domestic and international medical tourism. In this fast-paced episode, we discuss the inroads that both types of medical travel have made, beginning with jumbo employers and working their way to more recent acceptance and adoption by the mid-market.  

We also explore some of the pricing mechanisms behind the trend and why these facilities deliver high-quality care, great patient satisfaction, and impressive savings to plans and employers. Laura explains how plans can communicate these benefits and what advisors need to know to connect their employers with appropriate facilities.

What You’ll Learn From this Episode:

  • Why the take-up has seemed slow, despite the savings and quality.
  • Which facilities are in the forefront of delivering these services.
  • That Adoption by business coalitions has been strong.
  • How pharmacy is being brought into the arrangements.
  • How to find “Centers of Excellence” and why they are important.
]]> Laura Carabello, Founder and Principal at CPR Strategic Marketing and Communication has spent the last 10 years focusing on domestic and international medical tourism. In this fast-paced episode, we discuss the inroads that both types of medical travel have made, beginning with jumbo employers and working their way to more recent acceptance and adoption by the mid-market.  

We also explore some of the pricing mechanisms behind the trend and why these facilities deliver high-quality care, great patient satisfaction, and impressive savings to plans and employers. Laura explains how plans can communicate these benefits and what advisors need to know to connect their employers with appropriate facilities.

What You’ll Learn From this Episode:

  • Why the take-up has seemed slow, despite the savings and quality.
  • Which facilities are in the forefront of delivering these services.
  • That Adoption by business coalitions has been strong.
  • How pharmacy is being brought into the arrangements.
  • How to find “Centers of Excellence” and why they are important.
]]> David Saltzman 1eae8a0492af8f09ff6f97503c96b1aa Mon, 26 Mar 2018 11:00:00 -0400 1356 medical,Of,travel,quality,marketing,savings,strategy,excellence,Tourism,Laura,centers,pricing,carabello full false Ep #206: The Two Greatest Things That Happened To Our Business - with Bret Brummitt Ep #206: The Two Greatest Things That Happened To Our Business - with Bret Brummitt Bret Brummitt, Managing Partner at AG Insurance Agencies and a thought leader in our business, believes that the two greatest things that have happened to our business are “Obamacare and Zenefits.” If that seems counterintuitive, listen in to hear Bret explain how those two things have shaped some of the transformative steps now taking place in the industry.

We explore the role technology is and will play as the future unfolds. But Bret believes that we also need to rethink the offering, the approach, the compensation structures and more.

What You’ll Learn From this Episode:

  • Why products are never as good as the demo and how to work around that.
  • How the entire transaction is being reshaped.
  • The key competencies future agencies will need to exhibit.
  • Whether the KPIs have changed and what really matters.
  • The importance of alternate revenue streams and alternate compensation models.
]]> Bret Brummitt, Managing Partner at AG Insurance Agencies and a thought leader in our business, believes that the two greatest things that have happened to our business are “Obamacare and Zenefits.” If that seems counterintuitive, listen in to hear Bret explain how those two things have shaped some of the transformative steps now taking place in the industry.

We explore the role technology is and will play as the future unfolds. But Bret believes that we also need to rethink the offering, the approach, the compensation structures and more.

What You’ll Learn From this Episode:

  • Why products are never as good as the demo and how to work around that.
  • How the entire transaction is being reshaped.
  • The key competencies future agencies will need to exhibit.
  • Whether the KPIs have changed and what really matters.
  • The importance of alternate revenue streams and alternate compensation models.
]]> David Saltzman af7d4f8bbf6dd1d4dfe02532056e3db6 Mon, 19 Mar 2018 11:00:00 -0400 1390 evolution,insurance,Reform,industry,changes,transformation,bret,obamacare,zenefits,brumitt full false Ep #205: Using Data To Create Better Health Care Consumers - with Jack Hooper Ep #205: Using Data To Create Better Health Care Consumers - with Jack Hooper Jack Hooper, Founder at Take Command Health, believes that data is the key to helping consumers connect with the plan that is right for them. Employees make plan decisions for a variety of reasons, but often do not find the plan that is right for them and do not understand the long-term impact of selecting the wrong plan.

We discuss why it has been impossible for consumers to shop for healthcare in much the same way they shop for most everything else in their lives and Jack highlights some solutions that are coming to market.

What You’ll Learn From this Episode:

  • What the right decision is and how consumers can find it
  • What pre-group options are and why they matter
  • The big opportunity for benefit advisors
  • How to have the benefits conversation with employers
  • What decision support tools are needed
]]> Jack Hooper, Founder at Take Command Health, believes that data is the key to helping consumers connect with the plan that is right for them. Employees make plan decisions for a variety of reasons, but often do not find the plan that is right for them and do not understand the long-term impact of selecting the wrong plan.

We discuss why it has been impossible for consumers to shop for healthcare in much the same way they shop for most everything else in their lives and Jack highlights some solutions that are coming to market.

What You’ll Learn From this Episode:

  • What the right decision is and how consumers can find it
  • What pre-group options are and why they matter
  • The big opportunity for benefit advisors
  • How to have the benefits conversation with employers
  • What decision support tools are needed
]]> David Saltzman f85496c86a39c10131719e7b14a2def8 Mon, 12 Mar 2018 11:00:00 -0400 1264 jack,Business,sales,health,command,TAKE,care,insurance,strategies,leads,hooper,profits,positioning full false Ep #204: What Is Your Net Promoter Score? - With Eric Parmenter (Part 2) Ep #204: What Is Your Net Promoter Score? - With Eric Parmenter (Part 2) In part 2 of our visit with, Eric Parmenter (National Leader of Value-based Care at Collective Health) we discuss a little-known metric that research proves correlates positively with growth. The Net Promoter Score has been used in other industries for more than 10 years, but despite its simplicity and effectiveness, it has not been widely applied in our industry.

The best part of this predictive metric is that it only requires that you ask one simple question. While the question may be “simple”, the psychology behind it is anything but. Listen and learn more about this powerful index. We also discuss some thoughts from Eric’s book about reducing stress and enhancing joy!

What You’ll Learn From this Episode:

  • What is a Net Promoter Score
  • What is the research behind the Score
  • How clients divide into three significant cohorts
  • Why the Score positively correlates with growth
  • Why a one-question survey beats anything else – if you use the right question
  • Some thoughts on reducing stress and finding joy in your work and personal life

 

]]> In part 2 of our visit with, Eric Parmenter (National Leader of Value-based Care at Collective Health) we discuss a little-known metric that research proves correlates positively with growth. The Net Promoter Score has been used in other industries for more than 10 years, but despite its simplicity and effectiveness, it has not been widely applied in our industry.

The best part of this predictive metric is that it only requires that you ask one simple question. While the question may be “simple”, the psychology behind it is anything but. Listen and learn more about this powerful index. We also discuss some thoughts from Eric’s book about reducing stress and enhancing joy!

What You’ll Learn From this Episode:

  • What is a Net Promoter Score
  • What is the research behind the Score
  • How clients divide into three significant cohorts
  • Why the Score positively correlates with growth
  • Why a one-question survey beats anything else – if you use the right question
  • Some thoughts on reducing stress and finding joy in your work and personal life

 

]]> David Saltzman b05d3952af5c7cf160ffe89ebb9c6375 Mon, 05 Mar 2018 11:00:00 -0500 1280 quality,life,eric,research,NET,stress,survey,Hacks,score,satisfaction,joy,simplicity,parmenter,promoter full false Ep #203: Fixing The Broken Triangle - With Eric Parmenter (Part 1) Ep #203: Fixing The Broken Triangle - With Eric Parmenter (Part 1) In the first of this 2-part episode, Eric Parmenter, National Leader of Value-based Care at Collective Health will explore why a market where buyers and sellers don’t know each other has led to misaligned market incentives. We also discuss a new variation of ACOs, the “E-ACO” that may answer some of the realignment that needs to occur to fix the broken triangle.

What You’ll Learn From this Episode:

  • What the “Broken Triangle” refers to and why it matters.
  • What ACOs were originally intended to be.
  • How the ACO model can be applied in an employer setting.
  • The four ereas of health benefit plans.
  • The role of value-based care.
]]> In the first of this 2-part episode, Eric Parmenter, National Leader of Value-based Care at Collective Health will explore why a market where buyers and sellers don’t know each other has led to misaligned market incentives. We also discuss a new variation of ACOs, the “E-ACO” that may answer some of the realignment that needs to occur to fix the broken triangle.

What You’ll Learn From this Episode:

  • What the “Broken Triangle” refers to and why it matters.
  • What ACOs were originally intended to be.
  • How the ACO model can be applied in an employer setting.
  • The four ereas of health benefit plans.
  • The role of value-based care.
]]> David Saltzman c8ebd5389dfe45bcfa671abe3a7826e3 Mon, 26 Feb 2018 11:00:00 -0500 1188 eric,health,Triangle,market,care,collective,broken,sellers,buyers,parmenter,valuebased,aco,misaligned full false Ep #202: The Evolution of Case Management - With Sally-Ann Polson Ep #202: The Evolution of Case Management - With Sally-Ann Polson Over the years, "case management and utilization management" has evolved and expanded to include a wide variety of disciplines that help members and plans alike. Sally-Ann sorts it all out and discusses her view of that the future looks like.

What You’ll Learn From this Episode:

  • How the “rear view mirror” vantage point is moving toward looking out the windshield.
  • What “population health” is all about and why it matters
  • Why the evolution of this field seems to have taken longer than logic might suggest.
  • What can be done with understanding underlying disease states
  • The role of predictive modeling
  • Why biometrics matter
]]> Over the years, "case management and utilization management" has evolved and expanded to include a wide variety of disciplines that help members and plans alike. Sally-Ann sorts it all out and discusses her view of that the future looks like.

What You’ll Learn From this Episode:

  • How the “rear view mirror” vantage point is moving toward looking out the windshield.
  • What “population health” is all about and why it matters
  • Why the evolution of this field seems to have taken longer than logic might suggest.
  • What can be done with understanding underlying disease states
  • The role of predictive modeling
  • Why biometrics matter
]]> David Saltzman 21231a5ac61b0d813b1d7b6a940a4eb3 Mon, 19 Feb 2018 11:00:00 -0500 1493 Business,sales,insurance,strategies,leads,profits,positioning full false Ep #201: How To Attract and Retain Young Advisors - With Steven Griswold Ep #201: How To Attract and Retain Young Advisors - With Steven Griswold The good news is that there is a small wave of Generations X, Y and Z taking an interest in the insurance industry. Steven Griswold has first-hand knowledge as the head of a multi-generational firm dating back to 1948.

What You’ll Learn From this Episode:

  • The very unusual path Steve’s father took to starting their agency
  • How Steve joined the agency and what he learned from that journey
  • How a crisis helped to reshape the agency
  • What it is that attracts younger advisors – especially Millennials – to our business
  • Why you have to know your mission
]]> The good news is that there is a small wave of Generations X, Y and Z taking an interest in the insurance industry. Steven Griswold has first-hand knowledge as the head of a multi-generational firm dating back to 1948.

What You’ll Learn From this Episode:

  • The very unusual path Steve’s father took to starting their agency
  • How Steve joined the agency and what he learned from that journey
  • How a crisis helped to reshape the agency
  • What it is that attracts younger advisors – especially Millennials – to our business
  • Why you have to know your mission
]]> David Saltzman c1d747f990fe7c38bf12e7d265906564 Mon, 12 Feb 2018 11:00:00 -0500 1158 full false Ep #200: The Evolution of Direct Primary Care - With Jon Hernandez Ep #200: The Evolution of Direct Primary Care - With Jon Hernandez Ten years ago, a number of physician “academies” came together to pioneer the concept of Medical Home. Today, that concept is more widely known as Direct Primary Care (DPC). Today, interest in DPC and the practice model itself is rapidly evolving. Our guest, Jon Hernandez is the CEO at PeakMed Direct Primary Care in Colorado, and he is one of the drivers who are pushing DPC into its next evolution.

In this fast-paced interview we discuss different models of DPC and how the next version of DPC has been reverse engineered to include as many different lines of service as possible under a simple, affordable monthly pricing structure. As ever-growing personal responsibility amounts have caused some Americans to become “functionally uninsured”, interest in DPC is growing. Learn what’s new today and what is coming soon!

What You’ll Learn From this Episode:

  • What are the different traditional DPC models?
  • What are the strengths/weaknesses of those models?
  • How are new approaches being developed?
  • How is technology helping
  • What needs to happen to make this practice model more attractive to employers?
]]> Ten years ago, a number of physician “academies” came together to pioneer the concept of Medical Home. Today, that concept is more widely known as Direct Primary Care (DPC). Today, interest in DPC and the practice model itself is rapidly evolving. Our guest, Jon Hernandez is the CEO at PeakMed Direct Primary Care in Colorado, and he is one of the drivers who are pushing DPC into its next evolution.

In this fast-paced interview we discuss different models of DPC and how the next version of DPC has been reverse engineered to include as many different lines of service as possible under a simple, affordable monthly pricing structure. As ever-growing personal responsibility amounts have caused some Americans to become “functionally uninsured”, interest in DPC is growing. Learn what’s new today and what is coming soon!

What You’ll Learn From this Episode:

  • What are the different traditional DPC models?
  • What are the strengths/weaknesses of those models?
  • How are new approaches being developed?
  • How is technology helping
  • What needs to happen to make this practice model more attractive to employers?
]]> David Saltzman 1488827693553c402452a35379d09ec0 Mon, 05 Feb 2018 11:00:00 -0500 1381 full false Ep #199: Why US Healthcare Is Like OPEC And Why Networks May Disappear - with Mike Dendy Ep #199: Why US Healthcare Is Like OPEC And Why Networks May Disappear - with Mike Dendy Mike Dendy is CEO and Founder at Advanced Medical Pricing Solutions (AMPS) and a student of the irrational pricing and misaligned incentives that drive today’s US healthcare system. We begin our conversation by discussing the widely-held myth of the PPO discount.

 From there we explore the general pricing methodologies and incentives in healthcare.

Once you wrap your head around all of that, the discussion of how often claims are incorrectly priced and what can be done about it will bring us to a conversation around a concept known as Direct Contracting. We will also find out why Mike thinks that healthcare is like the OPEC oil cartel.

What You’ll Learn From this Episode:

  • What is the myth of the network discount?
  • Why does that matter to patients and payers alike?
  • Will networks be eliminated or replaced with personal networks?
  • How accurate are most claims?
  • What is Dzdirect contractingdz and what problems can it solve?
]]> Mike Dendy is CEO and Founder at Advanced Medical Pricing Solutions (AMPS) and a student of the irrational pricing and misaligned incentives that drive today’s US healthcare system. We begin our conversation by discussing the widely-held myth of the PPO discount.

 From there we explore the general pricing methodologies and incentives in healthcare.

Once you wrap your head around all of that, the discussion of how often claims are incorrectly priced and what can be done about it will bring us to a conversation around a concept known as Direct Contracting. We will also find out why Mike thinks that healthcare is like the OPEC oil cartel.

What You’ll Learn From this Episode:

  • What is the myth of the network discount?
  • Why does that matter to patients and payers alike?
  • Will networks be eliminated or replaced with personal networks?
  • How accurate are most claims?
  • What is Dzdirect contractingdz and what problems can it solve?
]]> David Saltzman bb18d1cade9d323fcaa980bd5cd0fb54 Mon, 29 Jan 2018 11:00:00 -0500 1335 mike,Business,sales,insurance,strategies,leads,profits,positioning,dendy full false Ep #198: Technology Puts Healthcare In Patient’s Hands And Creates Community - with Mark Seghers Ep #198: Technology Puts Healthcare In Patient’s Hands And Creates Community - with Mark Seghers Our guest on this episode, Mark Seghers, Chief Sales Officer at Healthio, helps individuals, their families and their providers to fill in the blanks during the 5000 hours they spend away from their doctors.

For the last several years we have been talking about how The Internet of Things (IOT) will change medical care – and today that conversation is becoming real.

Aging Baby Boomers who insist on remaining at home even while they manage chronic conditions, combined with a shortage of 90,000 physicians is combining to drive technology to fill the gaps. Learn about the latest and greatest on this episode.

What You’ll Learn From this Episode:

  •  What is the need?
  • Which populations are the target?
  • Is compliance better?
  • What information is captured?
  • How, and to whom, is the information sent or shared?
]]> Our guest on this episode, Mark Seghers, Chief Sales Officer at Healthio, helps individuals, their families and their providers to fill in the blanks during the 5000 hours they spend away from their doctors.

For the last several years we have been talking about how The Internet of Things (IOT) will change medical care – and today that conversation is becoming real.

Aging Baby Boomers who insist on remaining at home even while they manage chronic conditions, combined with a shortage of 90,000 physicians is combining to drive technology to fill the gaps. Learn about the latest and greatest on this episode.

What You’ll Learn From this Episode:

  •  What is the need?
  • Which populations are the target?
  • Is compliance better?
  • What information is captured?
  • How, and to whom, is the information sent or shared?
]]> David Saltzman 940f4f3bb9fc4cd37d275ef2435b18b4 Mon, 22 Jan 2018 11:00:00 -0500 1275 Business,sales,insurance,strategies,leads,profits,positioning full false Ep #197: Episode Of Care Pricing Eliminates Surprises And Saves Money - With Dr. Marc Grossman Ep #197: Episode Of Care Pricing Eliminates Surprises And Saves Money - With Dr. Marc Grossman Dr. Marc Grossman, Founder and CEO at PriceMDs, has a unique 30-year perspective on the industry, having spent time as a surgeon, an administrator and a hospital owner. Over that time he has developed a keen sense of the chaotic and often adversarial pricing system that is prevalent in today’s medical and insurance industries.

He believes that “Episode Of Care” pricing for non-emergency procedures can help all constituencies operate in a more intelligent, effective and efficient manner, while driving significant cost savings without sacrificing quality of care or outcomes.

What You’ll Learn From this Episode:

  • How did the current state of pricing become so chaotic?
  • What is “Episode of care” pricing
  • Is it important for patients to know the costs up front (spoiler alert: the answer is not) what you may think).
  • How do you drive understanding, employee engagement and employer take up?
  • Can offshore medical facilities also play a role?
]]> Dr. Marc Grossman, Founder and CEO at PriceMDs, has a unique 30-year perspective on the industry, having spent time as a surgeon, an administrator and a hospital owner. Over that time he has developed a keen sense of the chaotic and often adversarial pricing system that is prevalent in today’s medical and insurance industries.

He believes that “Episode Of Care” pricing for non-emergency procedures can help all constituencies operate in a more intelligent, effective and efficient manner, while driving significant cost savings without sacrificing quality of care or outcomes.

What You’ll Learn From this Episode:

  • How did the current state of pricing become so chaotic?
  • What is “Episode of care” pricing
  • Is it important for patients to know the costs up front (spoiler alert: the answer is not) what you may think).
  • How do you drive understanding, employee engagement and employer take up?
  • Can offshore medical facilities also play a role?
]]> David Saltzman f88812bc3990128ab2099bfb6f5dcb7e Mon, 15 Jan 2018 11:00:00 -0500 1313 Business,sales,insurance,strategies,leads,profits,positioning full false Ep #196: Old School + New School = Unbeatable Combination - With the Gearharts Ep #196: Old School + New School = Unbeatable Combination - With the Gearharts Bob Gearhart Sr. and Bob Gearhart Jr. have taken another leap and put their fees at risk, which they feel puts them on the same side of the table as the client. Learn how they do it on this episode of ShiftShapers.

Bob Gearhart Sr. and Bob Gearhart Jr. – known simply as “Senior” and “Junior” (or “The Bobs”) to their clients and friends – have found the formula for a highly successful multi-generational agency. Combining a depth of knowledge and an application of technology, they have built a next-generation agency that keeps it simple.

They believe that as the industry has become more complex, clients really want simple explanations and clear pathways to their goals. They have taken another leap and put their fees at risk, which they feel puts them on the same side of the table as the client. Learn how they do it on this episode of ShiftShapers.

What You’ll Learn From this Episode:

  • How do you handle the complexities of today’s market?
  • What is health care chain management?
  • How can advisors reframe correctly who is driving costs?
  • What are the four strategic areas they focus on?
]]> Bob Gearhart Sr. and Bob Gearhart Jr. have taken another leap and put their fees at risk, which they feel puts them on the same side of the table as the client. Learn how they do it on this episode of ShiftShapers.

Bob Gearhart Sr. and Bob Gearhart Jr. – known simply as “Senior” and “Junior” (or “The Bobs”) to their clients and friends – have found the formula for a highly successful multi-generational agency. Combining a depth of knowledge and an application of technology, they have built a next-generation agency that keeps it simple.

They believe that as the industry has become more complex, clients really want simple explanations and clear pathways to their goals. They have taken another leap and put their fees at risk, which they feel puts them on the same side of the table as the client. Learn how they do it on this episode of ShiftShapers.

What You’ll Learn From this Episode:

  • How do you handle the complexities of today’s market?
  • What is health care chain management?
  • How can advisors reframe correctly who is driving costs?
  • What are the four strategic areas they focus on?
]]> David Saltzman 09e7dbf5ae4d9704a33167e8d7bd1b3a Mon, 08 Jan 2018 11:00:00 -0500 1397 Jr,Business,sales,insurance,bob,strategies,leads,profits,sr,positioning,gearhart full false Ep #195: Corporate New Year’s Resolutions Focus On The Big Picture – with Amy Evans Ep #195: Corporate New Year’s Resolutions Focus On The Big Picture – with Amy Evans Many of us make personal resolutions at the new year, but corporate resolutions can be an even more powerful way of keeping your eye on the big picture during the coming business year. Amy Evans, President of Colibri Insurance writes annual resolutions for her firm, but she goes a step further – she publishes them!

We caught up with Amy to discuss her feeling that this is a key part of her agency’s success. We explore last year’s list and the impact it had on her practice and we chat about this year’s resolutions, too. It isn’t too late for you to make your firm’s resolutions for the New Year. Listen in and learn from Amy.

What You’ll Learn From this Episode:

  • What’s the difference between a goal and a resolution?
  • How many resolutions make sense and when are you going overboard?
  • How you can keep the resolutions list high-level, but practical
  • How to assess your business’ success during and at the end of the year
]]> Many of us make personal resolutions at the new year, but corporate resolutions can be an even more powerful way of keeping your eye on the big picture during the coming business year. Amy Evans, President of Colibri Insurance writes annual resolutions for her firm, but she goes a step further – she publishes them!

We caught up with Amy to discuss her feeling that this is a key part of her agency’s success. We explore last year’s list and the impact it had on her practice and we chat about this year’s resolutions, too. It isn’t too late for you to make your firm’s resolutions for the New Year. Listen in and learn from Amy.

What You’ll Learn From this Episode:

  • What’s the difference between a goal and a resolution?
  • How many resolutions make sense and when are you going overboard?
  • How you can keep the resolutions list high-level, but practical
  • How to assess your business’ success during and at the end of the year
]]> David Saltzman bdf68e08dfa142d1e113db2929cba32f Mon, 01 Jan 2018 11:00:00 -0500 1464 Business,sales,insurance,strategies,leads,profits,positioning full false Ep #194: "Bend The Healthcare Trend" - with Mark Gaunya and Jennifer Borislow – Part 2 Ep #194: "Bend The Healthcare Trend" - with Mark Gaunya and Jennifer Borislow – Part 2 Mark Gaunya and Jennifer Borislow continue their discussion from last episode about why healthcare is so expensive and share their ideas to slow rising prices. With the release of the second edition of their book Bend the Healthcare Trend, Mark and Jennifer are advocating for consumer-driven healthcare as the solution to rising expenses.

In analyzing the healthcare system, inflation greatly outpaces the general economy. Our guests explain why the industry’s prices rise so much faster than those of other industries, largely due to a lack of transparency or tangible competition.

Opportunity will grow from greater industry transparency and responsibility, as consumers will save money and maintain better health. We need to look beyond physical health and appreciate mental, spiritual, and financial health as well.

What You’ll Learn From this Episode:

  • The three essential principles of healthcare’s oncoming trend: Transparency, Responsibility, and Opportunity.
  • Why healthcare is the only industry where consumers don’t shop around.
  • What opportunities flow from responsibility and transparency.
  • The difference between wellbeing and wellness.
  • Why there has been an uptick in interest around self-insured plans. 
  • How companies of all shapes and sizes can approach a self-funded health plan, and how an advisor can approach that conversation.
]]> Mark Gaunya and Jennifer Borislow continue their discussion from last episode about why healthcare is so expensive and share their ideas to slow rising prices. With the release of the second edition of their book Bend the Healthcare Trend, Mark and Jennifer are advocating for consumer-driven healthcare as the solution to rising expenses.

In analyzing the healthcare system, inflation greatly outpaces the general economy. Our guests explain why the industry’s prices rise so much faster than those of other industries, largely due to a lack of transparency or tangible competition.

Opportunity will grow from greater industry transparency and responsibility, as consumers will save money and maintain better health. We need to look beyond physical health and appreciate mental, spiritual, and financial health as well.

What You’ll Learn From this Episode:

  • The three essential principles of healthcare’s oncoming trend: Transparency, Responsibility, and Opportunity.
  • Why healthcare is the only industry where consumers don’t shop around.
  • What opportunities flow from responsibility and transparency.
  • The difference between wellbeing and wellness.
  • Why there has been an uptick in interest around self-insured plans. 
  • How companies of all shapes and sizes can approach a self-funded health plan, and how an advisor can approach that conversation.
]]> David Saltzman 21e9f51c00c1c260d61ea0925f0e514e Mon, 25 Dec 2017 11:00:00 -0500 1552 jennifer,mark,Business,sales,insurance,strategies,leads,profits,positioning,gaunya,borislow full false Ep #193: “Bend The Healthcare Trend” – with Mark Gaunya and Jennifer Borislow – Part 1 Ep #193: “Bend The Healthcare Trend” – with Mark Gaunya and Jennifer Borislow – Part 1 Nine years ago, Mark Gaunya and Jennifer Borislow wrote “Bend The Healthcare Trend” to explore how healthcare consumers could counteract the damaging effect of a system with misaligned incentives, opaque pricing schemes, and unnecessary complexity. They are about to release the 2nd edition of their definitive book and ShiftShapers talks to them about how much has changed; and how little has changed!

The authors believe that what has not changed is that consumerism and transparency are still the answer to an industry that remains unnecessarily confusing, even for many folks within the industry. The average layman stands no chance in a system created by the rule makers, for the rule makers.

Our guests lay out how the government, Big Pharma, hospital systems, and health insurance companies are incentivized to stop price deflation and maintain complexity.

The second edition is peppered with actual examples of how they have used the principles in the book with their clients – and the success those clients have enjoyed in gaining control over their plans while delivering a climate of health and well-being for their employees.

Mark and Jennifer also outline what has changed since the first time they wrote about consumer-driven healthcare in 2009. The lack of transparency in the market is still an issue, but organizations are starting to deliver tools that aid consumers in making choices.

What You’ll Learn From this Episode:

  • What prompted the first edition back in 2009
  • What has changed since then and why update now amid the unsettled environment
  • Have we made progress in consumerism since 2009
  • What will it take to de-isolate consumers from the cost of care
  • Cost is the third rail. Why won’t politicians deal with it
  • The three principles: Transparency, Responsibility and Opportunity
  • What is the difference between wellness and well-being
  • Do we need to create a higher level member experience
  • Why the uptick in interest about self-insured plans
  • How can small and mid-size firms self fund and how does an advisor begin that conversation
]]> Nine years ago, Mark Gaunya and Jennifer Borislow wrote “Bend The Healthcare Trend” to explore how healthcare consumers could counteract the damaging effect of a system with misaligned incentives, opaque pricing schemes, and unnecessary complexity. They are about to release the 2nd edition of their definitive book and ShiftShapers talks to them about how much has changed; and how little has changed!

The authors believe that what has not changed is that consumerism and transparency are still the answer to an industry that remains unnecessarily confusing, even for many folks within the industry. The average layman stands no chance in a system created by the rule makers, for the rule makers.

Our guests lay out how the government, Big Pharma, hospital systems, and health insurance companies are incentivized to stop price deflation and maintain complexity.

The second edition is peppered with actual examples of how they have used the principles in the book with their clients – and the success those clients have enjoyed in gaining control over their plans while delivering a climate of health and well-being for their employees.

Mark and Jennifer also outline what has changed since the first time they wrote about consumer-driven healthcare in 2009. The lack of transparency in the market is still an issue, but organizations are starting to deliver tools that aid consumers in making choices.

What You’ll Learn From this Episode:

  • What prompted the first edition back in 2009
  • What has changed since then and why update now amid the unsettled environment
  • Have we made progress in consumerism since 2009
  • What will it take to de-isolate consumers from the cost of care
  • Cost is the third rail. Why won’t politicians deal with it
  • The three principles: Transparency, Responsibility and Opportunity
  • What is the difference between wellness and well-being
  • Do we need to create a higher level member experience
  • Why the uptick in interest about self-insured plans
  • How can small and mid-size firms self fund and how does an advisor begin that conversation
]]> David Saltzman 0d99d4b93ec37de50bcc2d42f0e491b6 Mon, 18 Dec 2017 11:00:00 -0500 1115 jennifer,mark,Business,sales,insurance,strategies,leads,profits,positioning,gaunya,borislow full false Ep #192: How a 2-Year Old Law is Providing Big Opportunities - With Josh Hilgers Ep #192: How a 2-Year Old Law is Providing Big Opportunities - With Josh Hilgers Twenty million Americans are employed by firms with 20 or fewer employees – many of which do not provide health care coverage for their employees. Josh Hilgers, Director of Enterprise Sales at Quotit says that despite all the usual excuses, the “21st Century Cures” Act signed two years ago is offering those employees and employees options while creating a huge opportunity for benefit advisors.

Josh is one of the organizers of a free virtual conference called the “Benefit Success Summit.”  Shiftshapers is participating, along with a number of other thought leaders and practice shapers. Click the link below for more information about how you can sign up.

What You’ll Learn From this Episode:

  • How the Act created QSEHRAs
  • What you can do with a QSEHRA from a defined contribution platform
  • Why this is amazing opportunity to serve an often overlooked market
  • How this can help <20 employers attract and retain top talent
]]> Twenty million Americans are employed by firms with 20 or fewer employees – many of which do not provide health care coverage for their employees. Josh Hilgers, Director of Enterprise Sales at Quotit says that despite all the usual excuses, the “21st Century Cures” Act signed two years ago is offering those employees and employees options while creating a huge opportunity for benefit advisors.

Josh is one of the organizers of a free virtual conference called the “Benefit Success Summit.”  Shiftshapers is participating, along with a number of other thought leaders and practice shapers. Click the link below for more information about how you can sign up.

What You’ll Learn From this Episode:

  • How the Act created QSEHRAs
  • What you can do with a QSEHRA from a defined contribution platform
  • Why this is amazing opportunity to serve an often overlooked market
  • How this can help <20 employers attract and retain top talent
]]> David Saltzman e830c2f4495398d5ee1f3ed41e49d9bc Mon, 11 Dec 2017 11:00:00 -0500 1272 Business,sales,insurance,strategies,leads,profits,positioning full false Ep #191: Learning About Reference Based Pricing – With David Contorno – Part 2 of 2 Ep #191: Learning About Reference Based Pricing – With David Contorno – Part 2 of 2 In Part 2 of this 2-part episode we will ask David Contorno, President of Lake Norman Benefits and Benefit Selling’s 2015 Broker of the Year about Performance-based Compensation and his belief that it puts advisors in a much better long-term position.

Forbes Magazine called our guest, David Contorno, one of America’s most innovative benefits leaders. As he works with clients and travels the country consulting with prospects and other advisors, he has come to the conclusion that if you use today’s tools and techniques in a whole-benefits strategy, the best model to differentiate yourself is with Performance-based Compensation.

We explore that concept – what it is and what it is not – and it helps advisors deliver a better overall experience for clients while helping to drive significant non-product revenue to their practices.

What You’ll Learn From this Episode:

  • What performance-based compensation is and it’s advantages
  • Where the concept can be applied in our industry
  • The value-adds that can drive PBC, and what is more important than costs
  • How to achieve demonstrable, repeatable ROI
]]> In Part 2 of this 2-part episode we will ask David Contorno, President of Lake Norman Benefits and Benefit Selling’s 2015 Broker of the Year about Performance-based Compensation and his belief that it puts advisors in a much better long-term position.

Forbes Magazine called our guest, David Contorno, one of America’s most innovative benefits leaders. As he works with clients and travels the country consulting with prospects and other advisors, he has come to the conclusion that if you use today’s tools and techniques in a whole-benefits strategy, the best model to differentiate yourself is with Performance-based Compensation.

We explore that concept – what it is and what it is not – and it helps advisors deliver a better overall experience for clients while helping to drive significant non-product revenue to their practices.

What You’ll Learn From this Episode:

  • What performance-based compensation is and it’s advantages
  • Where the concept can be applied in our industry
  • The value-adds that can drive PBC, and what is more important than costs
  • How to achieve demonstrable, repeatable ROI
]]> David Saltzman 0b0cc08e78435090dbda7c2a281de8d6 Mon, 04 Dec 2017 11:00:00 -0500 1439 full false Ep #190: Providing 21st Century Advice to Clients – With David Contorno – Part 1 of 2 Ep #190: Providing 21st Century Advice to Clients – With David Contorno – Part 1 of 2 Forbes Magazine called our guest, David Contorno, “One of America’s most innovative benefits leaders.” So, what’s he up to and what tools, techniques and strategies is he bringing his clients? We discuss why the “old way” just isn’t working and how this leads employers to a dilemma. We also explore whether the advisor community is moving to a completely different delivery model.

David explains why talking to the C-Suite is the way to provide 21st-century advice to clients. We chat about how rationing of care has changed and how it has moved the industry and what questions advisors need to ask their clients. (Spoiler alert: those questions are VERY different than the traditional conversation).

What You’ll Learn From this Episode:

  • Why the old way isn’t working when it comes to the way we deal with benefits
  • The employee benefits see-saw and what that means to their well-being
  • Rationing of care and why it’s a real problem
  • Is CDHP a real thing that makes a real difference
  • The role of real ROI and what questions we need to ask
]]> Forbes Magazine called our guest, David Contorno, “One of America’s most innovative benefits leaders.” So, what’s he up to and what tools, techniques and strategies is he bringing his clients? We discuss why the “old way” just isn’t working and how this leads employers to a dilemma. We also explore whether the advisor community is moving to a completely different delivery model.

David explains why talking to the C-Suite is the way to provide 21st-century advice to clients. We chat about how rationing of care has changed and how it has moved the industry and what questions advisors need to ask their clients. (Spoiler alert: those questions are VERY different than the traditional conversation).

What You’ll Learn From this Episode:

  • Why the old way isn’t working when it comes to the way we deal with benefits
  • The employee benefits see-saw and what that means to their well-being
  • Rationing of care and why it’s a real problem
  • Is CDHP a real thing that makes a real difference
  • The role of real ROI and what questions we need to ask
]]> David Saltzman fbb3fc0c0a08d8a4fe7c5b022ae25bd1 Mon, 27 Nov 2017 11:00:00 -0500 1283 david,Business,sales,insurance,strategies,leads,profits,positioning,contorno full false Ep #189: How to Create Zombie Loyalists – With Peter Shankman Ep #189: How to Create Zombie Loyalists – With Peter Shankman On this episode of ShiftShapers, we are stepping out of the realm of employee benefits, insurance and financial planning to discuss the ultimate differentiator for all businesses – customer service. Peter Shankman is the author of a new book, Zombie Loyalists: Using Great Service to Create Rabid Fans.

As an international consultant, serial entrepreneur, angel investor, corporate speaker, founder of Help A Reporter Out and The Geek Factory, Peter knows how to create zombie loyalists and why they are key to your success. As parts of our business become more commoditized, Zombie Loyalists can be the secret weapon that will help to build and sustain your business.

We begin by asking Peter a question we never thought we would ask anyone on the podcast. Peter explains how to create zombie loyalist embryos and how to feed and care for them as they turn into single-minded advocates for your practice. We also chat about how you can lose their loyalty and what to do when that happens.

All of us at ShiftShapers thank you for you continued support. We hope you enjoy holidays with family, friends, great food, and this encore episode:

What You’ll Learn From this Episode:

  • Peter’s background as a serial entrepreneur.
  • Why he chose to use the word “Zombies” in his book.
  • How a jacket and an airplane trip crystalized an idea.
  • How you can incubate, care and feed your Zombies.
  • How your business can create small instances of personalized “Wow!”
]]> On this episode of ShiftShapers, we are stepping out of the realm of employee benefits, insurance and financial planning to discuss the ultimate differentiator for all businesses – customer service. Peter Shankman is the author of a new book, Zombie Loyalists: Using Great Service to Create Rabid Fans.

As an international consultant, serial entrepreneur, angel investor, corporate speaker, founder of Help A Reporter Out and The Geek Factory, Peter knows how to create zombie loyalists and why they are key to your success. As parts of our business become more commoditized, Zombie Loyalists can be the secret weapon that will help to build and sustain your business.

We begin by asking Peter a question we never thought we would ask anyone on the podcast. Peter explains how to create zombie loyalist embryos and how to feed and care for them as they turn into single-minded advocates for your practice. We also chat about how you can lose their loyalty and what to do when that happens.

All of us at ShiftShapers thank you for you continued support. We hope you enjoy holidays with family, friends, great food, and this encore episode:

What You’ll Learn From this Episode:

  • Peter’s background as a serial entrepreneur.
  • Why he chose to use the word “Zombies” in his book.
  • How a jacket and an airplane trip crystalized an idea.
  • How you can incubate, care and feed your Zombies.
  • How your business can create small instances of personalized “Wow!”
]]> David Saltzman 77345b7e88e68c8bf416b99ff1e59fe1 Mon, 20 Nov 2017 11:00:00 -0500 1149 Business,sales,insurance,Peter,strategies,leads,shankman,profits,positioning full false Ep #188: The Newest Oldest Way Of Delivering Care – With Jeffrey Gold, M.D. Ep #188: The Newest Oldest Way Of Delivering Care – With Jeffrey Gold, M.D. Although the concept behind Direct Primary Care (DPC) is more than 10 years old, more and more physicians are opting out of the insurance-based world for a practice model that is old-fashioned but in the best sense of the word. Our guest on this episode – Dr. Jeffrey Gold – explains the attraction from the physician side of the equation.

What You’ll Learn From this Episode:

  • Why patient experience is a key driver of DPC popularity.
  • How some take up differentials are regional.
  • Why DPC is like the old “family doctor” relationship.
  • How physicians practice medicine instead of insurance.
  • Why ensurance is more important than insurance.
]]> Although the concept behind Direct Primary Care (DPC) is more than 10 years old, more and more physicians are opting out of the insurance-based world for a practice model that is old-fashioned but in the best sense of the word. Our guest on this episode – Dr. Jeffrey Gold – explains the attraction from the physician side of the equation.

What You’ll Learn From this Episode:

  • Why patient experience is a key driver of DPC popularity.
  • How some take up differentials are regional.
  • Why DPC is like the old “family doctor” relationship.
  • How physicians practice medicine instead of insurance.
  • Why ensurance is more important than insurance.
]]> David Saltzman d95f59829ddb68ee73f5cee0a68503e2 Mon, 13 Nov 2017 11:00:00 -0500 1348 Business,sales,jeffrey,gold,insurance,strategies,leads,profits,positioning full false Ep #187: Killer Communication Strategies and Tools – with Jeremiah Desmarais Ep #187: Killer Communication Strategies and Tools – with Jeremiah Desmarais A shift in communication and interaction with prospects and clients is the subject of Jeremiah Desmarais’ new book ….SHIFT. If you want to compete in today’s market, it is a must read.

Jeremiah is an old friend who always seems to be able to see –and oftentimes define – the cutting edge in communications strategies. In this interview, we will discuss everything from the Theory of Reciprocity to a one-line email that will deliver amazing results – if you can keep from messing with the formula.

We also discuss methods to drive greater engagement – a subject we talk about a great deal these days. Jeremiah explains why webinars are a great tool – but are more suited for B2B sales. We delve into how advisors can get and take advantage of media and much, much more.

What You’ll Learn From this Episode:

  • What are the digital shifts that are happening that you need to be aware of.
  •  What does the Theory of Reciprocity mean and giving value unconditionally.
  •  What is the problem with email and how we can approach it differently as a communication medium.
  •  How you can be more effective interacting with and getting on media platforms.
  •  Why webinars should be an integral part of your business.
]]> A shift in communication and interaction with prospects and clients is the subject of Jeremiah Desmarais’ new book ….SHIFT. If you want to compete in today’s market, it is a must read.

Jeremiah is an old friend who always seems to be able to see –and oftentimes define – the cutting edge in communications strategies. In this interview, we will discuss everything from the Theory of Reciprocity to a one-line email that will deliver amazing results – if you can keep from messing with the formula.

We also discuss methods to drive greater engagement – a subject we talk about a great deal these days. Jeremiah explains why webinars are a great tool – but are more suited for B2B sales. We delve into how advisors can get and take advantage of media and much, much more.

What You’ll Learn From this Episode:

  • What are the digital shifts that are happening that you need to be aware of.
  •  What does the Theory of Reciprocity mean and giving value unconditionally.
  •  What is the problem with email and how we can approach it differently as a communication medium.
  •  How you can be more effective interacting with and getting on media platforms.
  •  Why webinars should be an integral part of your business.
]]> David Saltzman 976c9d34d8f5e14c64f2f94e27a5254c Sun, 05 Nov 2017 14:51:44 -0500 1330 Business,sales,insurance,strategies,Jeremiah,leads,profits,positioning,desmarais full false Ep #186: The New Way to LTC Success - with Jesse Slome Ep #186: The New Way to LTC Success - with Jesse Slome Jesse Slome is Executive Director at the American Association for Long Term Care Insurance. We asked him whether LTC was dead or alive and his answer may surprise listeners. We explore what happened to the first wave of LTC carriers and talk a bit about the recent divestiture and acquisition some major carriers have made. 

Are so-called combination products, which provide both life and LTC insurance the wave of the future or are pure-play LTC products still available and appropriate for clients? Jesse talks about how to position these new plans and how to deal with underwriting. Finally, we discuss different practice models to see which might be the best fit.

What You’ll Learn From this Episode:

  • If LTC is dead, alive or just misunderstood.
  • What happened with the first wave of carriers and products.
  • What the recent wave of LTC book sales means for advisors.
  • Why combo-products may be the wave of the present and the future.
  • What opportunities there are to move forward and improve in this area.
]]> Jesse Slome is Executive Director at the American Association for Long Term Care Insurance. We asked him whether LTC was dead or alive and his answer may surprise listeners. We explore what happened to the first wave of LTC carriers and talk a bit about the recent divestiture and acquisition some major carriers have made. 

Are so-called combination products, which provide both life and LTC insurance the wave of the future or are pure-play LTC products still available and appropriate for clients? Jesse talks about how to position these new plans and how to deal with underwriting. Finally, we discuss different practice models to see which might be the best fit.

What You’ll Learn From this Episode:

  • If LTC is dead, alive or just misunderstood.
  • What happened with the first wave of carriers and products.
  • What the recent wave of LTC book sales means for advisors.
  • Why combo-products may be the wave of the present and the future.
  • What opportunities there are to move forward and improve in this area.
]]> David Saltzman 66da73ef6e9bad1833e04f6de8737051 Mon, 30 Oct 2017 11:00:00 -0400 1316 short,long,Retirement,care,Medicare,insurance,planning,jesse,lapse,term,ratio,stc,LTC,slome full false Ep #185: What Can Be Done About Growing Pharmacy Costs - with Renzo Luzzatti Ep #185: What Can Be Done About Growing Pharmacy Costs - with Renzo Luzzatti Is a PBM a gatekeeper and whose interests are they serving?

Renzo Luzzatti is an expert on how and why pharmacy costs are growing at an exponential rate and driving an ever-more significant portion of claims spend. He explains that there are multiple vantage points to consider if benefit advisors and fiduciaries are to gain a good overall understanding of the problem and its possible solutions.

We explore the rebates shell game and learn how advisors can arm themselves to make better recommendations to prospects and clients. The conversation also spotlights the starting line for this problem – the physician’s prescription pad and discusses who, if anyone, is educating the physician.

What You’ll Learn From this Episode:

  • What is driving pharmacy spend to such high levels.
  • Whether PBMs have an inherent conflict of interest.
  • The current role of the PBM and what that role should be.
  • Who’s educating physicians about pharmacy costs, choices, and efficacy.
  • The meaning of “specialty pharmaceuticals” and why they are being approved at a faster rate.
  • Potential solutions for fully-insured plans.
  • What advisors need to know.
]]> Is a PBM a gatekeeper and whose interests are they serving?

Renzo Luzzatti is an expert on how and why pharmacy costs are growing at an exponential rate and driving an ever-more significant portion of claims spend. He explains that there are multiple vantage points to consider if benefit advisors and fiduciaries are to gain a good overall understanding of the problem and its possible solutions.

We explore the rebates shell game and learn how advisors can arm themselves to make better recommendations to prospects and clients. The conversation also spotlights the starting line for this problem – the physician’s prescription pad and discusses who, if anyone, is educating the physician.

What You’ll Learn From this Episode:

  • What is driving pharmacy spend to such high levels.
  • Whether PBMs have an inherent conflict of interest.
  • The current role of the PBM and what that role should be.
  • Who’s educating physicians about pharmacy costs, choices, and efficacy.
  • The meaning of “specialty pharmaceuticals” and why they are being approved at a faster rate.
  • Potential solutions for fully-insured plans.
  • What advisors need to know.
]]> David Saltzman 4151998925c7513995eb7a83abf15c6f Mon, 23 Oct 2017 11:00:00 -0400 1286 Business,sales,companies,insurance,strategies,renzo,leads,profits,positioning,pbm,PBMS,luzzatti full false Ep #184: The Importance of Patient Advocacy - with Anne Llewellyn Ep #184: The Importance of Patient Advocacy - with Anne Llewellyn The concept of patient advocacy isn’t new, but current trends are shining a spotlight on the growing need for this critical service.

Forty years ago, Anne Llewellyn was a hospital-based nurse. She has seen every aspect of care up close – including a stint as a patient herself. Over that time she has developed a deep understanding and a passion for patients to have the help of an advocate who can help them navigate the incredibly complex medical landscape.

In this episode, Anne discusses how the need has grown and why she and other colleagues are pushing for standards and certification for patient advocates. There is more to the patient experience than the treatment alone. Learn how having an advocate puts patients at the center of the healthcare universe.

What You’ll Learn From this Episode:

  • The definition of patient advocacy and how it’s different from case management.
  • Tools and resources that both patients and advocates need.
  • What it means to put patients at the center of the healthcare universe.
  • Why it’s so important to have patient advocate standards and certifications.
  • What Anne predicts as the future growth track of the patient advocacy movement.
  • How patients can find advocates.

 

]]> The concept of patient advocacy isn’t new, but current trends are shining a spotlight on the growing need for this critical service.

Forty years ago, Anne Llewellyn was a hospital-based nurse. She has seen every aspect of care up close – including a stint as a patient herself. Over that time she has developed a deep understanding and a passion for patients to have the help of an advocate who can help them navigate the incredibly complex medical landscape.

In this episode, Anne discusses how the need has grown and why she and other colleagues are pushing for standards and certification for patient advocates. There is more to the patient experience than the treatment alone. Learn how having an advocate puts patients at the center of the healthcare universe.

What You’ll Learn From this Episode:

  • The definition of patient advocacy and how it’s different from case management.
  • Tools and resources that both patients and advocates need.
  • What it means to put patients at the center of the healthcare universe.
  • Why it’s so important to have patient advocate standards and certifications.
  • What Anne predicts as the future growth track of the patient advocacy movement.
  • How patients can find advocates.

 

]]> David Saltzman 5c70f5dad7e135f291d5dde4fffccf86 Mon, 16 Oct 2017 11:00:00 -0400 1365 Business,sales,health,healthcare,care,insurance,strategies,anne,advocacy,leads,patient,llewellyn,profits,positioning full false Ep #183: How To Talk Politics and Policy With Clients - with Jessica Waltman and Dave Mordo (Pt. 2 of 2) Ep #183: How To Talk Politics and Policy With Clients - with Jessica Waltman and Dave Mordo (Pt. 2 of 2) Talking politics and benefits is like walking a tightrope in heavy winds, but our guests say it can be done without falling off. Hear more of their advice in the second part of this two-part interview.

With healthcare so tied to politics these days, many advisors feel they have no way to avoid the subject when speaking with prospects and clients. Can you maximize your impact as an advisor and remain politically neutral? Jess Waltman and Dave Mordo say, “yes”.

In fact, they believe that if you do it the right way, that conversation helps to position you as an expert. They provide some real-life examples that show how having those discussions can provide a real business advantage. Jess and Dave caution that you have to know your audience and offer techniques (such as turning the conversation to compliance) to offer a safety net for those “other” parts of the conversation.

What You’ll Learn From this Episode:

  • What it means to know your audience—and why it’s so important.
  • Which modes of communication are the most effective.
  • Tips for calming a client who may be nervous about compliance.
  • How to stay on top of the information you need to remain a subject-matter expert for your clients.
  • Why the need for employee benefits specialists is stronger than ever.
]]> Talking politics and benefits is like walking a tightrope in heavy winds, but our guests say it can be done without falling off. Hear more of their advice in the second part of this two-part interview.

With healthcare so tied to politics these days, many advisors feel they have no way to avoid the subject when speaking with prospects and clients. Can you maximize your impact as an advisor and remain politically neutral? Jess Waltman and Dave Mordo say, “yes”.

In fact, they believe that if you do it the right way, that conversation helps to position you as an expert. They provide some real-life examples that show how having those discussions can provide a real business advantage. Jess and Dave caution that you have to know your audience and offer techniques (such as turning the conversation to compliance) to offer a safety net for those “other” parts of the conversation.

What You’ll Learn From this Episode:

  • What it means to know your audience—and why it’s so important.
  • Which modes of communication are the most effective.
  • Tips for calming a client who may be nervous about compliance.
  • How to stay on top of the information you need to remain a subject-matter expert for your clients.
  • Why the need for employee benefits specialists is stronger than ever.
]]> David Saltzman 6e774bf17fae1bc68265dcd59f4fe3ae Mon, 09 Oct 2017 11:00:00 -0400 1111 communication,jessica,politics,Dave,policy,relations,conversation,strategies,client,benefits,expertise,waltman,mordo full false Ep #182: How To Talk Politics and Policy With Clients - with Jessica Waltman and Dave Mordo (Pt. 1 of 2) Ep #182: How To Talk Politics and Policy With Clients - with Jessica Waltman and Dave Mordo (Pt. 1 of 2) Talking politics and benefits is like walking a tightrope in heavy winds, but our guests say it can be done without falling off.

With healthcare so tied to politics these days, many advisors feel they have no way to avoid the subject when speaking with prospects and clients. Can you maximize your impact as an advisor and remain politically neutral? Jess Waltman and Dave Mordo say, “yes”.

In fact, they believe that if you do it the right way, that conversation helps to position you as an expert. They provide some real-life examples that show how having those discussions can provide a real business advantage. Jess and Dave caution that you have to know your audience and offer techniques (such as turning the conversation to compliance) to offer a safety net for those “other” parts of the conversation.

What You’ll Learn From this Episode:

  • Can you actually talk politics with your clients?
  • The importance of differentiating between politics and policy.
  • Why talking politics in the right way can demonstrate your expertise on the subject matter.
  • How to talk about political topics in the right way.
  • Different strategies to use when politics are involved.

 

 

]]> Talking politics and benefits is like walking a tightrope in heavy winds, but our guests say it can be done without falling off.

With healthcare so tied to politics these days, many advisors feel they have no way to avoid the subject when speaking with prospects and clients. Can you maximize your impact as an advisor and remain politically neutral? Jess Waltman and Dave Mordo say, “yes”.

In fact, they believe that if you do it the right way, that conversation helps to position you as an expert. They provide some real-life examples that show how having those discussions can provide a real business advantage. Jess and Dave caution that you have to know your audience and offer techniques (such as turning the conversation to compliance) to offer a safety net for those “other” parts of the conversation.

What You’ll Learn From this Episode:

  • Can you actually talk politics with your clients?
  • The importance of differentiating between politics and policy.
  • Why talking politics in the right way can demonstrate your expertise on the subject matter.
  • How to talk about political topics in the right way.
  • Different strategies to use when politics are involved.

 

 

]]> David Saltzman 8e72044b1f28caa04384790156bc6991 Mon, 02 Oct 2017 11:00:00 -0400 1261 communication,jessica,politics,Dave,policy,relations,conversation,strategies,client,benefits,expertise,waltman,mordo full false Ep #181: How to Maximize Enrollment with Enhanced Benefits – with Eric Silverman Ep #181: How to Maximize Enrollment with Enhanced Benefits – with Eric Silverman Eric Silverman is one of the most disruptive forces in the area of “enhanced benefits”. You may have been calling them “voluntary” or “ancillary”, but Eric is passionate in his belief that neither of those words make the case for a benefit offering that is more important to clients and employees than ever before.

In this fast-paced interview, Eric explains how advisors interested in enhanced benefits fall into four distinct classes and delves into which group you want to be in for maximum productivity and client satisfaction. If you are currently active in this space or if you have been on the sidelines thinking about how to incorporate these solutions into your practice’s offerings, make sure to listen to this episode.

What You’ll Learn From this Episode:

  • Why language is important and the specific messages it sends when it comes to benefits.
  • What the four classes of advisors are as it pertains to enhanced benefits.
  • What two keys are for success.
  • If and when using professional enrollers is practical and advisable.
  • Why the current marketplace and today’s plan designs are driving enhanced benefits.
]]> Eric Silverman is one of the most disruptive forces in the area of “enhanced benefits”. You may have been calling them “voluntary” or “ancillary”, but Eric is passionate in his belief that neither of those words make the case for a benefit offering that is more important to clients and employees than ever before.

In this fast-paced interview, Eric explains how advisors interested in enhanced benefits fall into four distinct classes and delves into which group you want to be in for maximum productivity and client satisfaction. If you are currently active in this space or if you have been on the sidelines thinking about how to incorporate these solutions into your practice’s offerings, make sure to listen to this episode.

What You’ll Learn From this Episode:

  • Why language is important and the specific messages it sends when it comes to benefits.
  • What the four classes of advisors are as it pertains to enhanced benefits.
  • What two keys are for success.
  • If and when using professional enrollers is practical and advisable.
  • Why the current marketplace and today’s plan designs are driving enhanced benefits.
]]> David Saltzman efa920b1af4c2209cb9d5e433545c2db Mon, 25 Sep 2017 11:00:00 -0400 1294 eric,Business,sales,insurance,strategies,silverman,benefits,leads,profits,positioning,voluntary full false Ep #180: Cross Border Benefits with Ron Hansell Ep #180: Cross Border Benefits with Ron Hansell Every time talk turns to single payer, folks use the Canadian healthcare system as a reference. How does that system really work and does it provide better care for our northern neighbors?

For answers, we went to our Canadian friend Ron Hansell, President of Cross Border Benefits. We start by asking Ron for an overview of their system – just to level-set the discussion. He explains how their system is paid for, what it costs and how their citizens interact with it.

We discuss some of the results of a recent Fraser Institute study about how their costs are rising and how and why so many Canadians seek care abroad – most in the United States. We also look at the effect of ever-lengthening waiting times for treatment that seems to be inherent in their health care arrangement.

An ever-growing number of U.S. companies have a presence in Canada, and Ron explains what those companies and their advisors need to know to advise them properly.

What You’ll Learn from This Episode:

  • What the Canadian Healthcare System is like.
  • What the Canadian system costs.
  • How Canadians interact with the system.
  • How lengthy wait times drive Canadians to the U.S. for healthcare.
  • What U.S. companies need to know about benefits in Canada.

 

]]> Every time talk turns to single payer, folks use the Canadian healthcare system as a reference. How does that system really work and does it provide better care for our northern neighbors?

For answers, we went to our Canadian friend Ron Hansell, President of Cross Border Benefits. We start by asking Ron for an overview of their system – just to level-set the discussion. He explains how their system is paid for, what it costs and how their citizens interact with it.

We discuss some of the results of a recent Fraser Institute study about how their costs are rising and how and why so many Canadians seek care abroad – most in the United States. We also look at the effect of ever-lengthening waiting times for treatment that seems to be inherent in their health care arrangement.

An ever-growing number of U.S. companies have a presence in Canada, and Ron explains what those companies and their advisors need to know to advise them properly.

What You’ll Learn from This Episode:

  • What the Canadian Healthcare System is like.
  • What the Canadian system costs.
  • How Canadians interact with the system.
  • How lengthy wait times drive Canadians to the U.S. for healthcare.
  • What U.S. companies need to know about benefits in Canada.

 

]]> David Saltzman 94a7dc73460b3fb46c1d7dfc2d08653f Mon, 18 Sep 2017 11:00:00 -0400 1250 medical,model,Business,Canadian,healthcare,advisor,spend full false Ep #179: Maximizing Lead Sales Potential with Don Runge Ep #179: Maximizing Lead Sales Potential with Don Runge Last week we explored buying leads. This week, in part 2 we will discuss how to maximize the potential of those purchased leads.

If you were surprised at how much has changed if you are buying leads, our guest this week, Don Runge, President of DMR and LeadGuru, believes that the established methodologies still work best for getting the most out of those leads.

Don contends that advisors need to make a “mind-shift” that challenges a lot of what they may believe about working leads. He also cautions that a lead is not a sale, but rather, a convenient excuse to begin a conversation with a prospect.

You will learn why CMA is more important than PMA and we will discuss the three things you need to work on before you call on those leads. For good measure, (and probably because we recorded the interview at lunchtime), we throw in a quick discussion of Chicago-style pizza!

What You’ll Learn from This Episode:

  • What the big issue is with acquiring and using leads.
  • What mind-shift advisors need to make.
  • What the most affective approaches are.
  • How to define a lead if it’s not a sale.
  • Why CMA is more important than PMA.
  • Three things advisors need to work on before they call.
]]> Last week we explored buying leads. This week, in part 2 we will discuss how to maximize the potential of those purchased leads.

If you were surprised at how much has changed if you are buying leads, our guest this week, Don Runge, President of DMR and LeadGuru, believes that the established methodologies still work best for getting the most out of those leads.

Don contends that advisors need to make a “mind-shift” that challenges a lot of what they may believe about working leads. He also cautions that a lead is not a sale, but rather, a convenient excuse to begin a conversation with a prospect.

You will learn why CMA is more important than PMA and we will discuss the three things you need to work on before you call on those leads. For good measure, (and probably because we recorded the interview at lunchtime), we throw in a quick discussion of Chicago-style pizza!

What You’ll Learn from This Episode:

  • What the big issue is with acquiring and using leads.
  • What mind-shift advisors need to make.
  • What the most affective approaches are.
  • How to define a lead if it’s not a sale.
  • Why CMA is more important than PMA.
  • Three things advisors need to work on before they call.
]]> David Saltzman 2c242d31c0a39537befa2b0011814d66 Mon, 11 Sep 2017 11:00:00 -0400 1357 advisors,Don,lead,CMA,leads,pma,purchasing,runge,leadguru full false Ep #178: Lead Purchasing and Integrated CRM Systems - With Richard Bufkin Ep #178: Lead Purchasing and Integrated CRM Systems - With Richard Bufkin Buying leads has become more of a science than an art and the process is infused with new technology that helps you treat each lead like a $1000 bill. 

We asked Richard Bufkin, President of Target Leads to update us on lead purchasing, a traditional process that has been brought very much up to date. Richard is the second generation of a business that is 32 years old and that has been in his family for 25 years, so he has seen that evolution up close and personal.

During our conversation, Richard also dispels some commonly held beliefs. For some products, fancy mailing pieces generally do not perform better than plain old black and white mailings. We learn how reply options have changed greatly – including “PURLS” (personalized URLs).

We learn about the critical importance of an integrated CRM and how your response time may dictate your success. Richard also talks about clustering, and resting zip codes.

What You'll Learn from This Episode:

  • How Target Leads - a family business - has changed over time.
  • What's new in lead purchasing.
  • Why CRM systems are critically important.
  • What "clustering" is and how it affects lead generation.
  • Why Richard will lock out leads for 90 days.
  • Which is more effective – fancy color mailings or plain old black and white.
  • What PURLs are, and why they're so crucial to getting exposure.
]]> Buying leads has become more of a science than an art and the process is infused with new technology that helps you treat each lead like a $1000 bill. 

We asked Richard Bufkin, President of Target Leads to update us on lead purchasing, a traditional process that has been brought very much up to date. Richard is the second generation of a business that is 32 years old and that has been in his family for 25 years, so he has seen that evolution up close and personal.

During our conversation, Richard also dispels some commonly held beliefs. For some products, fancy mailing pieces generally do not perform better than plain old black and white mailings. We learn how reply options have changed greatly – including “PURLS” (personalized URLs).

We learn about the critical importance of an integrated CRM and how your response time may dictate your success. Richard also talks about clustering, and resting zip codes.

What You'll Learn from This Episode:

  • How Target Leads - a family business - has changed over time.
  • What's new in lead purchasing.
  • Why CRM systems are critically important.
  • What "clustering" is and how it affects lead generation.
  • Why Richard will lock out leads for 90 days.
  • Which is more effective – fancy color mailings or plain old black and white.
  • What PURLs are, and why they're so crucial to getting exposure.
]]> David Saltzman 486ab4e3ad0130e6c2e20d7294f4cfac Mon, 04 Sep 2017 11:00:00 -0400 1375 Technology,marketing,sales,Branding,lead,leads,purchasing full false Ep #177: Countering Rising Medical Spend from Pharma - With Gary Becker Ep #177: Countering Rising Medical Spend from Pharma - With Gary Becker Drug costs are soaring and driving more of medical spend than ever before. The good news is that there are tools coming to market to help consumers and plans alike.

That is what our guest, Gary Becker, CEO of ScriptSourcing and I discuss on this episode. We begin with an exploration of why prescription drugs are so much more expensive in the United States than they are in other countries. We discuss the particular drugs that are driving the pharma cost component to all time highs.

Gary explains the three strategies being employed by many plans and discusses how advisors can have this conversation with their clients. We conclude our conversation with Gary’s view that advisors must start charging for their services on a quantifiable, performance-based structure.

What You’ll Learn From this Episode:

  • Why drugs are so expensive in the USA.
  • How pharma is driving medical spend consistently higher.
  • The expected increases in pharma costs in the coming years.
  • What constitutes international pharmacy management.
  • How specialty meds fit into the pharmacy market.
  • The landscape of international pharmacy tourism and its effects on the pharma market in the US.
  • Whether advisors should bring this model to their employers, and whether they should get compensated on a percentage-of-savings basis.
]]> Drug costs are soaring and driving more of medical spend than ever before. The good news is that there are tools coming to market to help consumers and plans alike.

That is what our guest, Gary Becker, CEO of ScriptSourcing and I discuss on this episode. We begin with an exploration of why prescription drugs are so much more expensive in the United States than they are in other countries. We discuss the particular drugs that are driving the pharma cost component to all time highs.

Gary explains the three strategies being employed by many plans and discusses how advisors can have this conversation with their clients. We conclude our conversation with Gary’s view that advisors must start charging for their services on a quantifiable, performance-based structure.

What You’ll Learn From this Episode:

  • Why drugs are so expensive in the USA.
  • How pharma is driving medical spend consistently higher.
  • The expected increases in pharma costs in the coming years.
  • What constitutes international pharmacy management.
  • How specialty meds fit into the pharmacy market.
  • The landscape of international pharmacy tourism and its effects on the pharma market in the US.
  • Whether advisors should bring this model to their employers, and whether they should get compensated on a percentage-of-savings basis.
]]> David Saltzman 0aa419d2bd4e93b9f5a16fd58590bb3b Mon, 28 Aug 2017 11:00:00 -0400 1163 full false Ep #176: Consumer Oriented Surgery Shopping – with Sanjay Prasad Ep #176: Consumer Oriented Surgery Shopping – with Sanjay Prasad “Consumer” and “shopping” go together everywhere in our lives – except in healthcare. What would happen if consumers could easily shop for non-emergency surgery and get bundled pricing, all with the help of a concierge to guide them through the process?

That is the question that Dr. Sanjay Prasad, Founder and CEO at SurgiPrice discusses on this episode. We begin by discussing how the current system has trapped patients and employers and forced unnatural consumer behavior. A surge on himself, Dr. Prasad has designed a system that helps to correct this anomaly – at least, for non-emergency surgical needs.

He acknowledges that it might be difficult for patients to understand and assess the price and quality metrics and believes that a concierge can help. We also explore what happens when a consulting surgeon indicates that they feel a surgery might not be medically necessary, and how a patient’s primary care physician deals with that second opinion.

Finally, we explore the notion of bundled pricing and how much plans can save versus the itemization that has become the standard – until now.

What You’ll Learn From this Episode:

  • Why bundling costs can have a lot of benefits.
  • Why consumers haven’t been able to shop for non-emergency care.
  • Why this is the perfect time to bring this pricing tool to consumers.
  • How benefit advisers can add this option  to their practice.
  • If fully insured carriers are interested in bundling costs and consumer-driven surgery selection, or will be dismissing the concepts.
]]> “Consumer” and “shopping” go together everywhere in our lives – except in healthcare. What would happen if consumers could easily shop for non-emergency surgery and get bundled pricing, all with the help of a concierge to guide them through the process?

That is the question that Dr. Sanjay Prasad, Founder and CEO at SurgiPrice discusses on this episode. We begin by discussing how the current system has trapped patients and employers and forced unnatural consumer behavior. A surge on himself, Dr. Prasad has designed a system that helps to correct this anomaly – at least, for non-emergency surgical needs.

He acknowledges that it might be difficult for patients to understand and assess the price and quality metrics and believes that a concierge can help. We also explore what happens when a consulting surgeon indicates that they feel a surgery might not be medically necessary, and how a patient’s primary care physician deals with that second opinion.

Finally, we explore the notion of bundled pricing and how much plans can save versus the itemization that has become the standard – until now.

What You’ll Learn From this Episode:

  • Why bundling costs can have a lot of benefits.
  • Why consumers haven’t been able to shop for non-emergency care.
  • Why this is the perfect time to bring this pricing tool to consumers.
  • How benefit advisers can add this option  to their practice.
  • If fully insured carriers are interested in bundling costs and consumer-driven surgery selection, or will be dismissing the concepts.
]]> David Saltzman 5218e1eea68cfa4524c9b17a14f87441 Mon, 21 Aug 2017 11:00:00 -0400 1239 second,surgeons,shopping,surgery,consumer,Opinion,concierge,bundle,prasad,pricing,sanjay,nonemergency full false Ep #175: How to Maximize Enrollment with Enhanced Benefits – with Allison De Paoli Ep #175: How to Maximize Enrollment with Enhanced Benefits – with Allison De Paoli Should you enroll enhanced benefits yourself, or can a professional enroller help to create clear communication while maximizing enrollment and delivering better client satisfaction – and what are the financial considerations of that decision?

That is the question that Allison De Paoli discusses in this episode. Her firm, De Paoli Professional Services, specializes in becoming an extension of your office, enabling a more direct and in-depth communication about employees’ enhanced benefits in an effort to maximize participation.

We explore whether (in some situations) using benefits enrollment software makes more sense than doing in-person enrollments. Allison also explains that success in this practice area represents a combination of art and science – exactly the kind of nuance needed to help employees make the best choices for themselves and their families.

Finally, we discuss how some employers are making the choice of baking enhanced benefits into their plans, and what that means for advisors.

What You’ll Learn From this Episode:

  • Why you can’t simply use benefits enrollment software on its own.
  • What market sizes can benefit from professional enroller help.
  • Whether advisers should handle smaller cases themselves, or send someone from their office to manage them.
  • How much of enrollment is “art” and how much is “science”.
  • Why some employers are baking enhanced benefits into their plans.
]]> Should you enroll enhanced benefits yourself, or can a professional enroller help to create clear communication while maximizing enrollment and delivering better client satisfaction – and what are the financial considerations of that decision?

That is the question that Allison De Paoli discusses in this episode. Her firm, De Paoli Professional Services, specializes in becoming an extension of your office, enabling a more direct and in-depth communication about employees’ enhanced benefits in an effort to maximize participation.

We explore whether (in some situations) using benefits enrollment software makes more sense than doing in-person enrollments. Allison also explains that success in this practice area represents a combination of art and science – exactly the kind of nuance needed to help employees make the best choices for themselves and their families.

Finally, we discuss how some employers are making the choice of baking enhanced benefits into their plans, and what that means for advisors.

What You’ll Learn From this Episode:

  • Why you can’t simply use benefits enrollment software on its own.
  • What market sizes can benefit from professional enroller help.
  • Whether advisers should handle smaller cases themselves, or send someone from their office to manage them.
  • How much of enrollment is “art” and how much is “science”.
  • Why some employers are baking enhanced benefits into their plans.
]]> David Saltzman 2227db9c2b7114138c70ab235d6638fa Mon, 14 Aug 2017 11:00:00 -0400 1378 full false Ep #174: Reducing Cost and Improving Care with Case Management – with Deb Ault Ep #174: Reducing Cost and Improving Care with Case Management – with Deb Ault Deb Ault and some of her fellow RNs were against managed care when they were working at patients’ bedsides – but now she thinks it could help innovate and improve care while saving money.  

Nurse Deb is the President of Ault International Medical Management and a pioneer in the medical management field. As an advocate of proactive and predictive case management, she helps patients and their case managers navigate the diagnosis, treatment, and financial aspects of healthcare.

Deb defines and discusses the four types of medical management and explains why she thinks predictive management is the model of the future. She shares how she realized care management could both improve care and reduce costs when done correctly. Deb also emphasizes the importance of employer engagement in health plans, and why they must balance the cost of care with the health of their employees.

What You’ll Learn From this Episode:

  • Why Deb had a change of heart about medical management and how she discovered its potential.
  • The four types of medical management and which Deb finds most effective.
  • The monetary advantage of each type of case management.
  • Why it’s difficult to lead Americans with a carrot or pay them to behave the way you want.
  • How to get employees and employers alike more engaged and compliant in healthcare.
]]> Deb Ault and some of her fellow RNs were against managed care when they were working at patients’ bedsides – but now she thinks it could help innovate and improve care while saving money.  

Nurse Deb is the President of Ault International Medical Management and a pioneer in the medical management field. As an advocate of proactive and predictive case management, she helps patients and their case managers navigate the diagnosis, treatment, and financial aspects of healthcare.

Deb defines and discusses the four types of medical management and explains why she thinks predictive management is the model of the future. She shares how she realized care management could both improve care and reduce costs when done correctly. Deb also emphasizes the importance of employer engagement in health plans, and why they must balance the cost of care with the health of their employees.

What You’ll Learn From this Episode:

  • Why Deb had a change of heart about medical management and how she discovered its potential.
  • The four types of medical management and which Deb finds most effective.
  • The monetary advantage of each type of case management.
  • Why it’s difficult to lead Americans with a carrot or pay them to behave the way you want.
  • How to get employees and employers alike more engaged and compliant in healthcare.
]]> David Saltzman 1afc6ab94b724b2cc31b606dd9a3556d Mon, 07 Aug 2017 11:00:00 -0400 1385 medical,Management,healthcare,engagement,telemedicine full false Ep #173: Service At The Point of Question – with Justin Holland Ep #173: Service At The Point of Question – with Justin Holland We spend a lot of time and effort on enrollment, but how can we use the other 364 days to gain engagement and create health care consumers?  

That is the question Justin Holland, CEO and Founder of Healthjoy will help us explore on this episode of Shiftshapers. HDHP designs have shifted more of the financial burden to employees, but that shifts a great deal of the knowledge burden to them as well.  As always, the question is how to engage employees.

We discuss the addition of artificial intelligence via chatbots and other techniques such as push notifications and video offerings in addition to the more traditional concierge-type call-in model. Justin offers his experience with those techniques and tools and more, on this episode of the podcast.

What You’ll Learn From this Episode:

  • Strategies for educating and engaging employees after initial enrollment.
  • That consumers actually care about their healthcare options.
  • What role artificial intelligence and chatbots will play in personalizing the user experience.
  • Why quarterly newsletters and posters in the office are not delivering enough information.
  • Where telemedicine is going and how utilization will evolve for the average consumer.
  • Why push notifications can help create constant consumer engagement.
]]> We spend a lot of time and effort on enrollment, but how can we use the other 364 days to gain engagement and create health care consumers?  

That is the question Justin Holland, CEO and Founder of Healthjoy will help us explore on this episode of Shiftshapers. HDHP designs have shifted more of the financial burden to employees, but that shifts a great deal of the knowledge burden to them as well.  As always, the question is how to engage employees.

We discuss the addition of artificial intelligence via chatbots and other techniques such as push notifications and video offerings in addition to the more traditional concierge-type call-in model. Justin offers his experience with those techniques and tools and more, on this episode of the podcast.

What You’ll Learn From this Episode:

  • Strategies for educating and engaging employees after initial enrollment.
  • That consumers actually care about their healthcare options.
  • What role artificial intelligence and chatbots will play in personalizing the user experience.
  • Why quarterly newsletters and posters in the office are not delivering enough information.
  • Where telemedicine is going and how utilization will evolve for the average consumer.
  • Why push notifications can help create constant consumer engagement.
]]> David Saltzman d06be19aeb3549b4206c3f7ba403d8b5 Mon, 31 Jul 2017 11:00:00 -0400 1314 marketing,Producer,healthcare,insurance full false Ep #172: Repeal and Replace Tanked In The Senate. Now what? – with Jessica Waltman Ep #172: Repeal and Replace Tanked In The Senate. Now what? – with Jessica Waltman Last week the Senate failed to bring their reconciliation bill to a vote. Nationwide, the individual market is in trouble and advisors need to know what to tell their clients.

In Jessica Waltman’s quarterly conversation with the ShiftShapers audience, she offers her unique perspective on what really happened on the Hill and where we go from here. We explore whether the 2015 clean repeal bill is still viable and whether single payer is inevitable.

What will get added to the CHIP reauthorization bill that comes up in the Fall and how much change can it actually make? What can we expect and how do we advise clients? Jessica shares those answers . . . and more.

What You’ll Learn From this Episode:

  • The actual state of PPACA, and which components are working or failing.
  • What happened to the Senate’s reconciliation bill and why they’re facing so many challenges.
  • Why repealing now with a 2-year grace period for replacement is proving difficult for Republicans.
  • What recommendations have been made to HHS Secretary Tom Price.
  • Jessica’s expectations for the coming months of healthcare policy debate.
]]> Last week the Senate failed to bring their reconciliation bill to a vote. Nationwide, the individual market is in trouble and advisors need to know what to tell their clients.

In Jessica Waltman’s quarterly conversation with the ShiftShapers audience, she offers her unique perspective on what really happened on the Hill and where we go from here. We explore whether the 2015 clean repeal bill is still viable and whether single payer is inevitable.

What will get added to the CHIP reauthorization bill that comes up in the Fall and how much change can it actually make? What can we expect and how do we advise clients? Jessica shares those answers . . . and more.

What You’ll Learn From this Episode:

  • The actual state of PPACA, and which components are working or failing.
  • What happened to the Senate’s reconciliation bill and why they’re facing so many challenges.
  • Why repealing now with a 2-year grace period for replacement is proving difficult for Republicans.
  • What recommendations have been made to HHS Secretary Tom Price.
  • Jessica’s expectations for the coming months of healthcare policy debate.
]]> David Saltzman cb5831081127985242e393c90abe66d2 Mon, 24 Jul 2017 11:00:00 -0400 1377 obama,healthcare,insurance,trump,coverage,obamacare full false Ep #171: Group Medicare Expands Your Practice And Helps Clients – With Jason McClellan Ep #171: Group Medicare Expands Your Practice And Helps Clients – With Jason McClellan Group Medicare may sound paradoxical, but it can help expand your practice while freeing up significant benefit dollars for your group clients. Jason McClellan is the President & CEO of Insurance Advisors Direct-Agency, LLC, and knows exactly what you need to do to take advantage of this rapidly growing practice area.

In this episode, Jason explains what Group Medicare is and how different products work and how they can expand your practice while providing a cost-effective solution that often provides a better offering for retirees.

What You’ll Learn From this Episode:

  • What group Medicare coverage is and how it works.
  • What group sizes can take advantage of these products.
  • How an advisor can learn about this market, the products, and how to add it to their practice.
  • What the employer conversation looks like.
  • What markets are open to this type of arrangement.
  • The vocabulary and training required to understand and educate others about Group Medicare products.
]]> Group Medicare may sound paradoxical, but it can help expand your practice while freeing up significant benefit dollars for your group clients. Jason McClellan is the President & CEO of Insurance Advisors Direct-Agency, LLC, and knows exactly what you need to do to take advantage of this rapidly growing practice area.

In this episode, Jason explains what Group Medicare is and how different products work and how they can expand your practice while providing a cost-effective solution that often provides a better offering for retirees.

What You’ll Learn From this Episode:

  • What group Medicare coverage is and how it works.
  • What group sizes can take advantage of these products.
  • How an advisor can learn about this market, the products, and how to add it to their practice.
  • What the employer conversation looks like.
  • What markets are open to this type of arrangement.
  • The vocabulary and training required to understand and educate others about Group Medicare products.
]]> David Saltzman 2c10a58d02b00597e37a57336586b4b4 Mon, 17 Jul 2017 11:00:00 -0400 1315 benefit,healthcare,Medicare,insurance,advisor full false Ep #170: Making Health Care Education Fun and Informative – With Al Lewis Ep #170: Making Health Care Education Fun and Informative – With Al Lewis Al Lewis, our guest on this episode of The ShiftShapers Podcast, is a serial entrepreneur, author, renaissance man, and the CEO of Quizzify. Quizzify is a healthcare education app that uses fun and games to teach employees how to buy and use healthcare. The service makes for smarter consumers and saves their companies a lot of money in healthcare costs.

In this interview Al shares his interesting journey, beginning with his time at Harvard Law School and culminating in the creation of Quizzify. We discuss current healthcare literacy issues, how to get employees excited about learning, and Al’s unique approach to solving these problems. We also cover how Quizzify integrates with a company’s wellness program and what employer conversations about healthcare and education look like.

What You’ll Learn From this Episode:

  • How got Al credited with inventing Disease Management.
  • What it will take to increase health care literacy.
  • How to engage employees in learning more.
  • The crucial difference between wellness and wellbeing.
  • The risks of doing too many CAT scans.
]]> Al Lewis, our guest on this episode of The ShiftShapers Podcast, is a serial entrepreneur, author, renaissance man, and the CEO of Quizzify. Quizzify is a healthcare education app that uses fun and games to teach employees how to buy and use healthcare. The service makes for smarter consumers and saves their companies a lot of money in healthcare costs.

In this interview Al shares his interesting journey, beginning with his time at Harvard Law School and culminating in the creation of Quizzify. We discuss current healthcare literacy issues, how to get employees excited about learning, and Al’s unique approach to solving these problems. We also cover how Quizzify integrates with a company’s wellness program and what employer conversations about healthcare and education look like.

What You’ll Learn From this Episode:

  • How got Al credited with inventing Disease Management.
  • What it will take to increase health care literacy.
  • How to engage employees in learning more.
  • The crucial difference between wellness and wellbeing.
  • The risks of doing too many CAT scans.
]]> David Saltzman a3392d077db8ab76b016504a69194e26 Mon, 10 Jul 2017 11:00:00 -0400 1197 Business,healthcare,insurance,strategies,benefits,profits,positioning full false Ep #169: Mergers and Acquisitions 101 – With Brett Rosen Ep #169: Mergers and Acquisitions 101 – With Brett Rosen The story of our industry over the last decade has been one of mergers and acquisitions. The ACA has propelled new levels of activity as benefit advisors are leaving the industry and selling their practices. This episode’s guest is in the middle of the action, and here to share his expertise and opinions on the advantages some firms have found by becoming part of a larger organization.

Brett Rosen is the Executive Vice President of Mergers & Acquisitions at One Digital, formerly Digital Benefit Advisors. In this interview, we discuss the most important things driving the M&A wave and how advisors are finding opportunities to join forces with other practices to create new practice models that deliver incredible value to their clients.

Later, we lay out the steps that agencies and their owners can take to prepare for merging, and why being acquired might be a good future strategy. Equally important, we also consider the view of larger firms and what they consider when they are buying another business.

What You’ll Learn From this Episode:

  • What is driving the recent uptick in M&A activity.
  • How PPACA has impacted the process.
  • The advantages that come along with a merger.
  • What agencies can do right now to prepare for a future merger or acquisition.
  • What purchasers look for when buying a practice.
]]> The story of our industry over the last decade has been one of mergers and acquisitions. The ACA has propelled new levels of activity as benefit advisors are leaving the industry and selling their practices. This episode’s guest is in the middle of the action, and here to share his expertise and opinions on the advantages some firms have found by becoming part of a larger organization.

Brett Rosen is the Executive Vice President of Mergers & Acquisitions at One Digital, formerly Digital Benefit Advisors. In this interview, we discuss the most important things driving the M&A wave and how advisors are finding opportunities to join forces with other practices to create new practice models that deliver incredible value to their clients.

Later, we lay out the steps that agencies and their owners can take to prepare for merging, and why being acquired might be a good future strategy. Equally important, we also consider the view of larger firms and what they consider when they are buying another business.

What You’ll Learn From this Episode:

  • What is driving the recent uptick in M&A activity.
  • How PPACA has impacted the process.
  • The advantages that come along with a merger.
  • What agencies can do right now to prepare for a future merger or acquisition.
  • What purchasers look for when buying a practice.
]]> David Saltzman 6c34104b64468ea306c5aeee0a16a7f4 Mon, 03 Jul 2017 11:00:00 -0400 1296 benefit,insurance,advisors,Mergers,acquisitions full false Ep #168: The Magic of Marketing Your Practice with Video – With Bart Camarata Ep #168: The Magic of Marketing Your Practice with Video – With Bart Camarata On this episode of ShiftShapers, our guest and I discuss the new and diverse tools that advisors within the insurance industry are using to market their businesses. The fastest growing method happens to be video, and Bart Camarata is an expert on the topic.

Bart is the creator and host of BenefitAdvisor TV, where he leverages his Middle Tennessee State education to produce quality video content. Bart takes on some preconceptions about video – is it expensive to get started? and is it difficult to get started? We also discuss how advisors and agencies can begin to use video in a variety of ways to market their practices. 

Listen in as Bart shares his thoughts on why he believes the video is the “King of All Media,” and explains how simple it can be for advisors to get started with the medium. We wrap up by laying out how video builds businesses and constitutes social proof in today’s market.

What You’ll Learn From this Episode:

  • The immediate advantages of video, including its ability to hit emotional chords better than other media.
  • Why video marketing is not just a “carrier thing.”
  • How advisors can get started with video.
  • How modern technology allows you to avoid breaking the bank and produce great content.
  • The ways that videos achieve social proof.
]]> On this episode of ShiftShapers, our guest and I discuss the new and diverse tools that advisors within the insurance industry are using to market their businesses. The fastest growing method happens to be video, and Bart Camarata is an expert on the topic.

Bart is the creator and host of BenefitAdvisor TV, where he leverages his Middle Tennessee State education to produce quality video content. Bart takes on some preconceptions about video – is it expensive to get started? and is it difficult to get started? We also discuss how advisors and agencies can begin to use video in a variety of ways to market their practices. 

Listen in as Bart shares his thoughts on why he believes the video is the “King of All Media,” and explains how simple it can be for advisors to get started with the medium. We wrap up by laying out how video builds businesses and constitutes social proof in today’s market.

What You’ll Learn From this Episode:

  • The immediate advantages of video, including its ability to hit emotional chords better than other media.
  • Why video marketing is not just a “carrier thing.”
  • How advisors can get started with video.
  • How modern technology allows you to avoid breaking the bank and produce great content.
  • The ways that videos achieve social proof.
]]> David Saltzman e48b0bcaf68f360557469512737d84fc Mon, 26 Jun 2017 11:00:00 -0400 1216 video,marketing,benefit,insurance,advisors full false Ep #167: "Bend The Healthcare Trend - 2nd Edition" - with Mark Gaunya and Jennifer Borislow – Part 2 Ep #167: "Bend The Healthcare Trend - 2nd Edition" - with Mark Gaunya and Jennifer Borislow – Part 2 Mark Gaunya and Jennifer Borislow continue their discussion from last episode about why healthcare is so expensive and share their ideas to slow rising prices. With the release of the second edition of their book Bend the Healthcare Trend, Mark and Jennifer are advocating for consumer-driven healthcare as the solution to rising expenses.

In analyzing the healthcare system, inflation greatly outpaces the general economy. Our guests explain why the industry’s prices rise so much faster than those of other industries, largely due to a lack of transparency or tangible competition.

Opportunity will grow from greater industry transparency and responsibility, as consumers will save money and maintain better health. We need to look beyond physical health and appreciate mental, spiritual, and financial health as well.

What You’ll Learn From this Episode:

  • The three essential principles of healthcare’s oncoming trend: Transparency, Responsibility, and Opportunity.
  • Why healthcare is the only industry where consumers don’t shop around.
  • What opportunities flow from responsibility and transparency.
  • The difference between wellbeing and wellness.
  • Why there has been an uptick in interest around self-insured plans. 
  • How companies of all shapes and sizes can approach a self-funded health plan, and how an advisor can approach that conversation.

 

]]> Mark Gaunya and Jennifer Borislow continue their discussion from last episode about why healthcare is so expensive and share their ideas to slow rising prices. With the release of the second edition of their book Bend the Healthcare Trend, Mark and Jennifer are advocating for consumer-driven healthcare as the solution to rising expenses.

In analyzing the healthcare system, inflation greatly outpaces the general economy. Our guests explain why the industry’s prices rise so much faster than those of other industries, largely due to a lack of transparency or tangible competition.

Opportunity will grow from greater industry transparency and responsibility, as consumers will save money and maintain better health. We need to look beyond physical health and appreciate mental, spiritual, and financial health as well.

What You’ll Learn From this Episode:

  • The three essential principles of healthcare’s oncoming trend: Transparency, Responsibility, and Opportunity.
  • Why healthcare is the only industry where consumers don’t shop around.
  • What opportunities flow from responsibility and transparency.
  • The difference between wellbeing and wellness.
  • Why there has been an uptick in interest around self-insured plans. 
  • How companies of all shapes and sizes can approach a self-funded health plan, and how an advisor can approach that conversation.

 

]]> David Saltzman 51dba5a55164242f953819c2c3f317f4 Mon, 19 Jun 2017 11:00:00 -0400 1524 full false Ep #166: "Bend The Healthcare Trend - 2nd Edition" - with Mark Gaunya and Jennifer Borislow – Part 1 Ep #166: "Bend The Healthcare Trend - 2nd Edition" - with Mark Gaunya and Jennifer Borislow – Part 1 Nine years ago, Mark Gaunya and Jennifer Borislow wrote “Bend The Healthcare Trend” to explore how healthcare consumers could counteract the damaging effect of a system with misaligned incentives, opaque pricing schemes, and unnecessary complexity. They are about to release the 2nd edition of their definitive book and ShiftShapers talks to them about how much has changed; and how little has changed!

The authors believe that what has not changed is that consumerism and transparency are still the answer to an industry that remains unnecessarily confusing, even for many folks within the industry. The average layman stands no chance in a system created by the rule makers, for the rule makers.

Our guests lay out how the government, Big Pharma, hospital systems, and health insurance companies are incentivized to stop price deflation and maintain complexity.

The second edition is peppered with actual examples of how they have used the principles in the book with their clients – and the success those clients have enjoyed in gaining control over their plans while delivering a climate of health and well-being for their employees.

Mark and Jennifer also outline what has changed since the first time they wrote about consumer-driven healthcare in 2009. The lack of transparency in the market is still an issue, but organizations are starting to deliver tools that aid consumers in making choices.

Be sure you tune in for Part 2 next week!

]]> Nine years ago, Mark Gaunya and Jennifer Borislow wrote “Bend The Healthcare Trend” to explore how healthcare consumers could counteract the damaging effect of a system with misaligned incentives, opaque pricing schemes, and unnecessary complexity. They are about to release the 2nd edition of their definitive book and ShiftShapers talks to them about how much has changed; and how little has changed!

The authors believe that what has not changed is that consumerism and transparency are still the answer to an industry that remains unnecessarily confusing, even for many folks within the industry. The average layman stands no chance in a system created by the rule makers, for the rule makers.

Our guests lay out how the government, Big Pharma, hospital systems, and health insurance companies are incentivized to stop price deflation and maintain complexity.

The second edition is peppered with actual examples of how they have used the principles in the book with their clients – and the success those clients have enjoyed in gaining control over their plans while delivering a climate of health and well-being for their employees.

Mark and Jennifer also outline what has changed since the first time they wrote about consumer-driven healthcare in 2009. The lack of transparency in the market is still an issue, but organizations are starting to deliver tools that aid consumers in making choices.

Be sure you tune in for Part 2 next week!

]]> David Saltzman 9af8604c150853f2c1ca1dc7d168079e Mon, 12 Jun 2017 11:00:00 -0400 1094 healthcare,insurance,benefits full false #165: Encouraging Financial Wellness in Your Workplace – With Chris Whitlow #165: Encouraging Financial Wellness in Your Workplace – With Chris Whitlow The move from “wellness” to “wellbeing” requires a more holistic approach which includes helping employees become financially well. Understanding the need and bringing the right technology to employers can help advisors expand their offerings and differentiate themselves.

Chris Whitlow of Edu(k)ate joins us to talk about the need, the approaches and how technology and unbiased financial advice are helping companies support all of their employees with these essential skills regardless of financial status.

Technology, data collection, and actionable information enable companies to provide scalable solutions for helping their employees feel more confident with their money. Encouraging financial wellness and literacy in the workplace allows employees to take care of their finances out of the office and feel confident when making impactful financial decisions. 

In this interview, we begin by defining financial wellness and identifying some of the common obstacles that prevent employees from achieving it. We also discuss why this holistic approach to employee engagement is essential for productivity, and why your clients should foster a corporate culture that makes it safe to ask questions about something as integral to daily life as money.

What You’ll Learn From this Episode:

  • The new definition of financial wellness clients are adopting.
  • Why the scale and need for financial guidance demands new approaches.
  • Why traditional resources for financial advice are no longer enough to help employees make good financial decisions.
  • The challenges employees and employers face due to a lack of individualized financial guidance. 
  • How technology is changing to help meet the need for unbiased financial advice.
  • How employers can drive engagement.
]]> The move from “wellness” to “wellbeing” requires a more holistic approach which includes helping employees become financially well. Understanding the need and bringing the right technology to employers can help advisors expand their offerings and differentiate themselves.

Chris Whitlow of Edu(k)ate joins us to talk about the need, the approaches and how technology and unbiased financial advice are helping companies support all of their employees with these essential skills regardless of financial status.

Technology, data collection, and actionable information enable companies to provide scalable solutions for helping their employees feel more confident with their money. Encouraging financial wellness and literacy in the workplace allows employees to take care of their finances out of the office and feel confident when making impactful financial decisions. 

In this interview, we begin by defining financial wellness and identifying some of the common obstacles that prevent employees from achieving it. We also discuss why this holistic approach to employee engagement is essential for productivity, and why your clients should foster a corporate culture that makes it safe to ask questions about something as integral to daily life as money.

What You’ll Learn From this Episode:

  • The new definition of financial wellness clients are adopting.
  • Why the scale and need for financial guidance demands new approaches.
  • Why traditional resources for financial advice are no longer enough to help employees make good financial decisions.
  • The challenges employees and employers face due to a lack of individualized financial guidance. 
  • How technology is changing to help meet the need for unbiased financial advice.
  • How employers can drive engagement.
]]> David Saltzman 31ecd8d582dede4abba92af9edb19fbb Mon, 05 Jun 2017 11:00:00 -0400 1295 Business,sales,Retirement,financial,insurance,strategies,leads,profits,positioning full false Ep #164: The Transformative Impact of Transparency – With Dr. Keith Smith Ep #164: The Transformative Impact of Transparency – With Dr. Keith Smith Dr. Keith Smith believes that healthcare pricing in the United States is “scam” — and he’s working to change that. He is the medical director and managing partner of the Surgery Center of Oklahoma. Keith’s outlook on transparent healthcare pricing is a valuable one, especially since he’s had several years putting it into practice. This is part 2 of our two-part episode series on transparency – find part one here!

Over 7 years working in big hospitals, Keith saw the price of medical care rising while the quality of care suffered. This inspired Keith and his business partner to start a private practice founded on transparency, with prices and outcomes shared with everyone. To remain true to their pricing, Keith and his business partner decided they could not work with government programs. They firmly believe that the only way to move to a truly free market is to be completely transparent with healthcare prices, and to deliver better quality care at a lower cost.

Keith discusses his journey as well as the challenges he and his partner had to overcome along the way. We also explore the disruptive consequences that his transparency is having across the country, leading patients (who bid for their non-emergent surgical care) to Oklahoma.

What You’ll Learn From this Episode:

  • How Keith started his transparent pricing surgery center.
  • The pricing structure Keith and his partner use for their medical services.
  • Why current pricing practices are a scam.
  • Why hospitals should not have non-profit status.
  • The disruptive effect of posting his prices.
  • How the Free Market Medical Association works.
]]> Dr. Keith Smith believes that healthcare pricing in the United States is “scam” — and he’s working to change that. He is the medical director and managing partner of the Surgery Center of Oklahoma. Keith’s outlook on transparent healthcare pricing is a valuable one, especially since he’s had several years putting it into practice. This is part 2 of our two-part episode series on transparency – find part one here!

Over 7 years working in big hospitals, Keith saw the price of medical care rising while the quality of care suffered. This inspired Keith and his business partner to start a private practice founded on transparency, with prices and outcomes shared with everyone. To remain true to their pricing, Keith and his business partner decided they could not work with government programs. They firmly believe that the only way to move to a truly free market is to be completely transparent with healthcare prices, and to deliver better quality care at a lower cost.

Keith discusses his journey as well as the challenges he and his partner had to overcome along the way. We also explore the disruptive consequences that his transparency is having across the country, leading patients (who bid for their non-emergent surgical care) to Oklahoma.

What You’ll Learn From this Episode:

  • How Keith started his transparent pricing surgery center.
  • The pricing structure Keith and his partner use for their medical services.
  • Why current pricing practices are a scam.
  • Why hospitals should not have non-profit status.
  • The disruptive effect of posting his prices.
  • How the Free Market Medical Association works.
]]> David Saltzman f05883bd7288ecc6b4ae9cf52ad8e29c Mon, 29 May 2017 11:00:00 -0400 1300 benefit,healthcare,insurance,advisors,Transparency full false #163: Can Transparency Change the US Healthcare System? – With Ralph Weber #163: Can Transparency Change the US Healthcare System? – With Ralph Weber Transparency is the single topic with the most potential to transform every aspect of health and health insurance. We’ve decided to devote two episodes to this potentially innovative topic.

For part one our guest is Ralph Weber, President and CEO of MediBid. Ralph is a passionate subject matter expert and serves as a member of NAHU’s Healthcare Cost and Quality Transparency Workgroup. In this interview, we explore his belief that current healthcare pricing schemes purposefully withhold information from consumers, and why Millennials in particular won’t accept the current status quo on transparency (or lack thereof).

Ralph also describes the effects transparency has on the U.S. healthcare system, the marketplace, and the competitive environment. He shares why transparency alone won’t affect the needed changes to our healthcare system. We also learn why some hospitals charge more for the same type of treatment than others as we discuss the differences between static and dynamic pricing.

What You’ll Learn From this Episode:

  • Ralph’s journey in the health insurance space.
  • The difference between dynamic and static pricing and its effect on the consumer.
  • How Ralph defines transparency.
  • Whether or not the most expensive care is the best healthcare.
  • What the future of transparent pricing and healthcare services might look like.
]]> Transparency is the single topic with the most potential to transform every aspect of health and health insurance. We’ve decided to devote two episodes to this potentially innovative topic.

For part one our guest is Ralph Weber, President and CEO of MediBid. Ralph is a passionate subject matter expert and serves as a member of NAHU’s Healthcare Cost and Quality Transparency Workgroup. In this interview, we explore his belief that current healthcare pricing schemes purposefully withhold information from consumers, and why Millennials in particular won’t accept the current status quo on transparency (or lack thereof).

Ralph also describes the effects transparency has on the U.S. healthcare system, the marketplace, and the competitive environment. He shares why transparency alone won’t affect the needed changes to our healthcare system. We also learn why some hospitals charge more for the same type of treatment than others as we discuss the differences between static and dynamic pricing.

What You’ll Learn From this Episode:

  • Ralph’s journey in the health insurance space.
  • The difference between dynamic and static pricing and its effect on the consumer.
  • How Ralph defines transparency.
  • Whether or not the most expensive care is the best healthcare.
  • What the future of transparent pricing and healthcare services might look like.
]]> David Saltzman 3fe6d90c693394d86a9e0d431620f295 Mon, 22 May 2017 11:00:00 -0400 1296 benefit,healthcare,insurance,Transparency,advisor full false Ep #162: Unlocking Markets with DI Strategies - With Patrick Irving Ep #162: Unlocking Markets with DI Strategies - With Patrick Irving Benefits advisors have a huge opportunity with individual disability. Recent estimates are that the market in the blue, gray and white collar segments is only 30% penetrated. If your clients and prospects can’t afford to retire today, you need to be discussing how they can insure their paychecks.

Patrick Irving, Managing Director of Covala Group, joins us to share his Disability Income (DI) expertise with The ShiftShapers audience. Many large corporations offer life insurance benefits, but fewer are offering DI benefits. Fewer still are offering high-quality, portable, individual DI contacts with those outstanding multi-life discounts.

There are many opportunities for augmenting your existing practice with DI sales. After covering some basic terminology, Patrick dives into the tax implications of DI benefits. Patrick also discusses the merits of group versus individual coverage for disabilities.

Whether you want to build a practice around disability income or are looking to augment other revenue streams, you will learn something from this conversation. Advisors will better serve their clients by studying up on DI coverage.

What You’ll Learn From this Episode:

  • The market opportunity available with disability income.
  • Differences between multi-life, group, GSI, and individual plans.
  • When to purchase individual or group DI plans and in what order.
  • How disability income is taxed and why this is important to understand.
  • What is generally not covered by group DI.
]]> Benefits advisors have a huge opportunity with individual disability. Recent estimates are that the market in the blue, gray and white collar segments is only 30% penetrated. If your clients and prospects can’t afford to retire today, you need to be discussing how they can insure their paychecks.

Patrick Irving, Managing Director of Covala Group, joins us to share his Disability Income (DI) expertise with The ShiftShapers audience. Many large corporations offer life insurance benefits, but fewer are offering DI benefits. Fewer still are offering high-quality, portable, individual DI contacts with those outstanding multi-life discounts.

There are many opportunities for augmenting your existing practice with DI sales. After covering some basic terminology, Patrick dives into the tax implications of DI benefits. Patrick also discusses the merits of group versus individual coverage for disabilities.

Whether you want to build a practice around disability income or are looking to augment other revenue streams, you will learn something from this conversation. Advisors will better serve their clients by studying up on DI coverage.

What You’ll Learn From this Episode:

  • The market opportunity available with disability income.
  • Differences between multi-life, group, GSI, and individual plans.
  • When to purchase individual or group DI plans and in what order.
  • How disability income is taxed and why this is important to understand.
  • What is generally not covered by group DI.
]]> David Saltzman f6a6ad03a6d681ebbd5d0cf6e16306d6 Mon, 15 May 2017 11:00:00 -0400 1256 insurance,Disability,advisor full false Ep #161: Health Care Reform Myths. Busted! – With Greg Scandlen Ep #161: Health Care Reform Myths. Busted! – With Greg Scandlen Many of the precepts on which health reform efforts are based are nothing more than myths. ShiftShapers guest Greg Scandlen explodes 30 of those myths and why those incorrect assumptions continually doom efforts at health care reform. 

Based on flawed research, incorrect assumptions and flimsy evidence, these myths may make great bumper stickers but they yield miserably screwed up health care policy. Greg’s new book, Myth Busters: Why Health Reform Always Goes Away explores those false assumptions. From Roemer’s Law more than 50 years ago to the “crisis of the uninsured” to small group reform in the ’90s and today’s “reform” discussions, our guest believes that it was inevitable that we find ourselves in such a mess.

Greg discusses how academics in government agencies stir up fake crises and issue ineffective resolutions. He also digs into the oft-repeated idea that greedy doctors are the problem and other common yet flawed assumptions about healthcare. Listen in and get your myths busted!

What You’ll Learn From this Episode:

  • Why Greg decided to write Myth Busters for the current healthcare and political climate.
  • The people taking money out of the healthcare system.
  • How Roemer’s Law started the slide in healthcare policy.
  • How Medicare changed everything and skewed incentives.
  • What academics get wrong when reforming health care.
  • Why hysteria over the uninsured is misplaced, and crises are often overblown.
  • Little known facts about the “Insurance Crisis”.
]]> Many of the precepts on which health reform efforts are based are nothing more than myths. ShiftShapers guest Greg Scandlen explodes 30 of those myths and why those incorrect assumptions continually doom efforts at health care reform. 

Based on flawed research, incorrect assumptions and flimsy evidence, these myths may make great bumper stickers but they yield miserably screwed up health care policy. Greg’s new book, Myth Busters: Why Health Reform Always Goes Away explores those false assumptions. From Roemer’s Law more than 50 years ago to the “crisis of the uninsured” to small group reform in the ’90s and today’s “reform” discussions, our guest believes that it was inevitable that we find ourselves in such a mess.

Greg discusses how academics in government agencies stir up fake crises and issue ineffective resolutions. He also digs into the oft-repeated idea that greedy doctors are the problem and other common yet flawed assumptions about healthcare. Listen in and get your myths busted!

What You’ll Learn From this Episode:

  • Why Greg decided to write Myth Busters for the current healthcare and political climate.
  • The people taking money out of the healthcare system.
  • How Roemer’s Law started the slide in healthcare policy.
  • How Medicare changed everything and skewed incentives.
  • What academics get wrong when reforming health care.
  • Why hysteria over the uninsured is misplaced, and crises are often overblown.
  • Little known facts about the “Insurance Crisis”.
]]> David Saltzman e54ad55085e756cdc5f871302a157e4b Mon, 08 May 2017 11:00:00 -0400 1101 Business,sales,healthcare,insurance,strategies,leads,profits,positioning full false Ep #160: Cultivating Absolute Engagement – With Julie Littlechild Ep #160: Cultivating Absolute Engagement – With Julie Littlechild Absolute engagement can help you design a business that supports the life you really want to live. You can work less, earn more, and build a world-class business that delivers an exceptional client and team experience.

This week on ShiftShapers, Julie Littlechild joins us to talk about the concept of absolute engagement. Jullie’s new book, “The Pursuit of Absolute Engagement” outlines the process that advisors can use to accomplish that goal.  We discuss how the process creates more fulfilling growth in your business while also promoting harmony between your work and personal life. And who doesn’t want that?

Julie has examined the complicated disconnect between growth, success, and personal fulfillment that often affects benefit advisors, financial planners, and other professionals. She outlines the three daily principles of absolute engagement that help align your personal vision with your business operations.

We explore the obstacles you may face along the way to absolute engagement and discuss how successful advisors overcome those obstacles. Join us for a fast-paced conversation and then begin your pursuit!

What You’ll Learn From this Episode:

  • The definition of “Absolute Engagement”.
  • Who needs it and why is it important.
  • How does it factor into both your business and personal life.
  • The 3 core principles.
  • Common obstacles to achieving absolute engagement.
  • Why satisfaction and loyalty are no longer sufficient to keep customers engaged with your work.
  • Why awareness and accountability are key to staying engaged with and excited about your business.
]]> Absolute engagement can help you design a business that supports the life you really want to live. You can work less, earn more, and build a world-class business that delivers an exceptional client and team experience.

This week on ShiftShapers, Julie Littlechild joins us to talk about the concept of absolute engagement. Jullie’s new book, “The Pursuit of Absolute Engagement” outlines the process that advisors can use to accomplish that goal.  We discuss how the process creates more fulfilling growth in your business while also promoting harmony between your work and personal life. And who doesn’t want that?

Julie has examined the complicated disconnect between growth, success, and personal fulfillment that often affects benefit advisors, financial planners, and other professionals. She outlines the three daily principles of absolute engagement that help align your personal vision with your business operations.

We explore the obstacles you may face along the way to absolute engagement and discuss how successful advisors overcome those obstacles. Join us for a fast-paced conversation and then begin your pursuit!

What You’ll Learn From this Episode:

  • The definition of “Absolute Engagement”.
  • Who needs it and why is it important.
  • How does it factor into both your business and personal life.
  • The 3 core principles.
  • Common obstacles to achieving absolute engagement.
  • Why satisfaction and loyalty are no longer sufficient to keep customers engaged with your work.
  • Why awareness and accountability are key to staying engaged with and excited about your business.
]]> David Saltzman d8dcb8d5f65ba28805022da7c57a888d Mon, 01 May 2017 11:00:00 -0400 1256 full false Ep #159: Helping Brokers Find a New Strategy – With Jeff Hogan Ep #159: Helping Brokers Find a New Strategy – With Jeff Hogan On this episode of ShiftShapers, Jeff Hogan shares the innovative approach his company has used to deliver an engaging, modern, and consultative approach to employee benefits. At the core of this approach lies a focus on building strong partnerships with brokers to provide better options for employers and employees alike.  

Jeff and his team encourage employers to view their benefits offerings like any other corporate asset. Once they’ve established this mindset, Jeff works closely with his brokers to bring them quarterly data and analytics about everything from core benefits to wellness and other benefit initiatives.

Jeff shares a practical example of this process in action and illustrates its financial and medical benefits. He also talks about the effects of the ACA on brokers and clients. Tune in to hear how you can adapt this model to your practice and bring greater value to clients while differentiating your agency.

What You’ll Learn From this Episode:

  • How Jeff and his team established themselves as top competitors in a challenging environment.
  • What led to their “benefits as corporate asset” strategy.
  • How they create unique partnerships with their brokers.
  • Why simplicity and logic are sought-after qualities in an increasingly fragmented market.
  • What steps they take to create long-term relationships with employers.
  • The innovative steps they have taken to bring other relevant stakeholders into the equation.
]]> On this episode of ShiftShapers, Jeff Hogan shares the innovative approach his company has used to deliver an engaging, modern, and consultative approach to employee benefits. At the core of this approach lies a focus on building strong partnerships with brokers to provide better options for employers and employees alike.  

Jeff and his team encourage employers to view their benefits offerings like any other corporate asset. Once they’ve established this mindset, Jeff works closely with his brokers to bring them quarterly data and analytics about everything from core benefits to wellness and other benefit initiatives.

Jeff shares a practical example of this process in action and illustrates its financial and medical benefits. He also talks about the effects of the ACA on brokers and clients. Tune in to hear how you can adapt this model to your practice and bring greater value to clients while differentiating your agency.

What You’ll Learn From this Episode:

  • How Jeff and his team established themselves as top competitors in a challenging environment.
  • What led to their “benefits as corporate asset” strategy.
  • How they create unique partnerships with their brokers.
  • Why simplicity and logic are sought-after qualities in an increasingly fragmented market.
  • What steps they take to create long-term relationships with employers.
  • The innovative steps they have taken to bring other relevant stakeholders into the equation.
]]> David Saltzman 0bf52c05b0e84cef899c30c07ec2a354 Mon, 24 Apr 2017 11:00:00 -0400 1261 full false Ep #158: How To Make Your Agency A Feared Competitor – with Kevin Trokey Ep #158: How To Make Your Agency A Feared Competitor – with Kevin Trokey This week on ShiftShapers, Kevin Trokey joins us to share strategies for building a market-competitive insurance agency. Kevin is a founding partner and coach at Q4Intelligence, a consulting firm dedicated to removing the barriers that keep independent benefits and insurance agencies from reaching their full potential.

Kevin reveals how his extensive experience as a broker and a principal helped him develop the firm’s unique approach.  Kevin talks about a common mistake most agencies make: focusing their marketing on their own story, rather than that of the consumer. Consumers aren’t looking for you to look exactly like every other provider out there; they want to know which agency can creatively and efficiently help them solve their problems.

Kevin discusses importance of agencies becoming more competitive by realizing their true purpose – helping business owners achieve what they really want. He also addresses the role of increased employee engagement and improved collaboration between the service and sales parts of business in boosting overall agency success.

 

What You’ll Learn From this Episode:

  • How Kevin’s extensive experience as an agency principal helped him to develop his transformational methodology.
  • Why the traditional website design of agencies can off-putting for consumers looking for a solution.
  • The often self-imposed barriers that keep agencies from taking control of their business.
  • The benefits of separating the product and consultative stages of the process.
  • The necessity of building community amongst agencies.
]]> This week on ShiftShapers, Kevin Trokey joins us to share strategies for building a market-competitive insurance agency. Kevin is a founding partner and coach at Q4Intelligence, a consulting firm dedicated to removing the barriers that keep independent benefits and insurance agencies from reaching their full potential.

Kevin reveals how his extensive experience as a broker and a principal helped him develop the firm’s unique approach.  Kevin talks about a common mistake most agencies make: focusing their marketing on their own story, rather than that of the consumer. Consumers aren’t looking for you to look exactly like every other provider out there; they want to know which agency can creatively and efficiently help them solve their problems.

Kevin discusses importance of agencies becoming more competitive by realizing their true purpose – helping business owners achieve what they really want. He also addresses the role of increased employee engagement and improved collaboration between the service and sales parts of business in boosting overall agency success.

 

What You’ll Learn From this Episode:

  • How Kevin’s extensive experience as an agency principal helped him to develop his transformational methodology.
  • Why the traditional website design of agencies can off-putting for consumers looking for a solution.
  • The often self-imposed barriers that keep agencies from taking control of their business.
  • The benefits of separating the product and consultative stages of the process.
  • The necessity of building community amongst agencies.
]]> David Saltzman 8ba1beb9d44aadcad8242e7510b93565 Mon, 17 Apr 2017 11:00:00 -0400 1391 full false Ep #157: Making Sense of Health Care and Washington – with Jessica Waltman – Part 2 Ep #157: Making Sense of Health Care and Washington – with Jessica Waltman – Part 2 On this episode of ShiftShapers, Jessica Waltman continues her quarterly visit from episode #156. She is an expert on legislative politics and a Principal at Forward Health Consulting. Jessica is here to help you make sense of recent political events and how they affect you.

President Trump and the Republican-led Congress decided to pull their legislation designed to reform, not repeal, the Affordable Care Act. This has left the future of cost-sharing subsidies for low-income earners in doubt moving forward and led to a potential lawsuit. Insurers and carriers are desperately seeking resolution of this issue so that they know how to proceed and plan for the future.

In the second of a two-part series, Jessica explains what can be done to guarantee coverage across markets. She will also talk about selling coverage across state lines. Is it possible, and will it save people money? Georgia and Maine already allow this and have not seen any substantial positive or negative results. Jessica still sees potential for positive impacts on the long-term care and life insurance spaces. 

What You’ll Learn From this Episode:

  • How subsidies work for low income citizens seeking coverage.
  • What the Trump administration can do to stave off a lawsuit.
  • Whether coverage across state lines will happen and if it will reduce costs.
  • How coverage across state lines would work.
  • Whether tax reform is on the horizon.
]]> On this episode of ShiftShapers, Jessica Waltman continues her quarterly visit from episode #156. She is an expert on legislative politics and a Principal at Forward Health Consulting. Jessica is here to help you make sense of recent political events and how they affect you.

President Trump and the Republican-led Congress decided to pull their legislation designed to reform, not repeal, the Affordable Care Act. This has left the future of cost-sharing subsidies for low-income earners in doubt moving forward and led to a potential lawsuit. Insurers and carriers are desperately seeking resolution of this issue so that they know how to proceed and plan for the future.

In the second of a two-part series, Jessica explains what can be done to guarantee coverage across markets. She will also talk about selling coverage across state lines. Is it possible, and will it save people money? Georgia and Maine already allow this and have not seen any substantial positive or negative results. Jessica still sees potential for positive impacts on the long-term care and life insurance spaces. 

What You’ll Learn From this Episode:

  • How subsidies work for low income citizens seeking coverage.
  • What the Trump administration can do to stave off a lawsuit.
  • Whether coverage across state lines will happen and if it will reduce costs.
  • How coverage across state lines would work.
  • Whether tax reform is on the horizon.
]]> David Saltzman 297083ddc2c4fd973ef283e65f2cdc66 Mon, 10 Apr 2017 11:00:00 -0400 1394 full false Ep #156: Making Sense of Health Care and Washington - with Jessica Waltman - Part I Ep #156: Making Sense of Health Care and Washington - with Jessica Waltman - Part I On this episode of ShiftShapers, Jessica Waltman joins us for her quarterly visit. She’s an expert on all things legislative and a Principal at Forward Health Consulting. If the twists and turns on Capitol Hill have you scratching your head, Jessica will help you make sense of recent events.

The Republican led Congress and President Trump decided to pull legislation designed to reform the Affordable Care Act. Contrary to common media messages, this bill would not have repealed the ACA. As a reconciliation bill, it was inherently limited. No one really liked the bill and attempts at compromise continued to anger opposing factions in the House. Ultimately the bill was pulled. Elected leaders on both sides of Pennsylvania Avenue are now making efforts to revisit health care reform. The American public will have to stay tuned.

In this first of a two-part series, Jessica explains just why the reform attempt failed. She’ll shed light on what we can expect as lawmakers return to the drawing board. Should President Trump proceed as cautioned and just let the ACA implode? Jessica walks us through that approach and explains the regulatory steps that can be implemented now to make the ACA more responsive to market realities.

 

What You’ll Learn From this Episode:

  • What exactly happened with the Republican’s health care bill.
  • Whether or not the effort was doomed to fail from the beginning.
  • Regulatory reforms that can be made without legislative involvement.
  • Whether the PPACA is actually imploding.

  

 

]]> On this episode of ShiftShapers, Jessica Waltman joins us for her quarterly visit. She’s an expert on all things legislative and a Principal at Forward Health Consulting. If the twists and turns on Capitol Hill have you scratching your head, Jessica will help you make sense of recent events.

The Republican led Congress and President Trump decided to pull legislation designed to reform the Affordable Care Act. Contrary to common media messages, this bill would not have repealed the ACA. As a reconciliation bill, it was inherently limited. No one really liked the bill and attempts at compromise continued to anger opposing factions in the House. Ultimately the bill was pulled. Elected leaders on both sides of Pennsylvania Avenue are now making efforts to revisit health care reform. The American public will have to stay tuned.

In this first of a two-part series, Jessica explains just why the reform attempt failed. She’ll shed light on what we can expect as lawmakers return to the drawing board. Should President Trump proceed as cautioned and just let the ACA implode? Jessica walks us through that approach and explains the regulatory steps that can be implemented now to make the ACA more responsive to market realities.

 

What You’ll Learn From this Episode:

  • What exactly happened with the Republican’s health care bill.
  • Whether or not the effort was doomed to fail from the beginning.
  • Regulatory reforms that can be made without legislative involvement.
  • Whether the PPACA is actually imploding.

  

 

]]> David Saltzman fb1db2827f6d439343142bea8e5b9f4a Mon, 03 Apr 2017 11:00:00 -0400 1276 Business,sales,insurance,strategies,leads,profits,positioning full false Ep #155: Building A Successful Referral-Based LTC Practice – with Tobe Gerard Ep #155: Building A Successful Referral-Based LTC Practice – with Tobe Gerard On this episode of ShiftShapers, Tobe Gerard shares valuable insight into how she built a successful agency specializing in long-term care insurance. She had 20 years of experience in the insurance industry before starting her firm, and for the past 15 years, she’s built a highly efficient, effective and successful agency using a unique strategy.

Rather than finding prospects directly – as is the case with most practices – Tobe took a different route. Instead, she cultivates relationships with other professionals, including financial planners, life insurance brokers, accountants, and others. Her network continually refers clients to Tobe as a subject matter expert in long-term care insurance. Once the prospects began flowing, she developed a multi-part strategy to convert prospects into clients.

Join us to find out how Tobe was able to shape her successful referral-based, long-term care specialty practice and how it is doing in today’s environment. Learn which tools and techniques are most effective for working with long-term care clients and prospects, and why the current trend of using riders on life plans may not always be the best solution for your clients.

 

What You’ll Learn From this Episode:

  • How Tobe was initially introduced to the insurance industry.
  • How she was able to build a referral-only practice.
  • How Tobe creates new sources of referrals for her agency.
  • Tools and techniques for working with long term clients.
  • What “Invisible Coverages” are.
]]> On this episode of ShiftShapers, Tobe Gerard shares valuable insight into how she built a successful agency specializing in long-term care insurance. She had 20 years of experience in the insurance industry before starting her firm, and for the past 15 years, she’s built a highly efficient, effective and successful agency using a unique strategy.

Rather than finding prospects directly – as is the case with most practices – Tobe took a different route. Instead, she cultivates relationships with other professionals, including financial planners, life insurance brokers, accountants, and others. Her network continually refers clients to Tobe as a subject matter expert in long-term care insurance. Once the prospects began flowing, she developed a multi-part strategy to convert prospects into clients.

Join us to find out how Tobe was able to shape her successful referral-based, long-term care specialty practice and how it is doing in today’s environment. Learn which tools and techniques are most effective for working with long-term care clients and prospects, and why the current trend of using riders on life plans may not always be the best solution for your clients.

 

What You’ll Learn From this Episode:

  • How Tobe was initially introduced to the insurance industry.
  • How she was able to build a referral-only practice.
  • How Tobe creates new sources of referrals for her agency.
  • Tools and techniques for working with long term clients.
  • What “Invisible Coverages” are.
]]> David Saltzman c4cfca34d5a3ae8077f050bf521c891f Mon, 27 Mar 2017 11:00:00 -0400 1313 Business,sales,insurance,strategies,leads,profits,positioning full false Ep #154: Crafting Critical Communication Skills for the Workforce Ep #154: Crafting Critical Communication Skills for the Workforce Communication is a critical component of personal and corporate success. We may think of conversation and communication as an art, but it turns out that the keys to effective communication are firmly rooted in science.

On this episode of ShiftShapers we explore those connections with Rachael Bosch, Managing Director of Fringe Professional Development, a Washington D.C. firm that helps organizations, teams, and individuals reach their professional learning goals.

We spend the majority of our time in school on the core business skills needed to do our job. However, the soft skills – or professional skills – that help you develop and lead teams don’t receive as much attention.

When communicating with your team it’s important to think not only about the message you need to convey but also how that message will be received. Rachael provides helpful clues into how we can communicate more effectively based on research by top neuroscientists.

From Baby Boomers to Millennials, each birth cohort approaches career aspirations in a unique manner. Learning how to communicate generously and build community will positively impact an environment where the organization’s employees can remain engaged.

What You’ll Learn From this Episode:

  • Why professional skills are just as important as the core business skills.
  • The component of professional skills has the most room for improvement.
  • How different generations learn and approach professional skills in the workplace.
  • Why it is important to learn how Millennials use their drive and professional skills.
  • Four filters that can boost effective communication results.

 

]]> Communication is a critical component of personal and corporate success. We may think of conversation and communication as an art, but it turns out that the keys to effective communication are firmly rooted in science.

On this episode of ShiftShapers we explore those connections with Rachael Bosch, Managing Director of Fringe Professional Development, a Washington D.C. firm that helps organizations, teams, and individuals reach their professional learning goals.

We spend the majority of our time in school on the core business skills needed to do our job. However, the soft skills – or professional skills – that help you develop and lead teams don’t receive as much attention.

When communicating with your team it’s important to think not only about the message you need to convey but also how that message will be received. Rachael provides helpful clues into how we can communicate more effectively based on research by top neuroscientists.

From Baby Boomers to Millennials, each birth cohort approaches career aspirations in a unique manner. Learning how to communicate generously and build community will positively impact an environment where the organization’s employees can remain engaged.

What You’ll Learn From this Episode:

  • Why professional skills are just as important as the core business skills.
  • The component of professional skills has the most room for improvement.
  • How different generations learn and approach professional skills in the workplace.
  • Why it is important to learn how Millennials use their drive and professional skills.
  • Four filters that can boost effective communication results.

 

]]> David Saltzman 65f640a31517d76fb366be2b8ec63dfa Mon, 20 Mar 2017 11:00:00 -0400 1300 Business,professional,dr,skills,insurance,leads,profits,positioning full false Ep #153: How Technology will Revolutionize Patient Care – with Samir Qamar – Part 2 Ep #153: How Technology will Revolutionize Patient Care – with Samir Qamar – Part 2 This week, we continue our conversation with a pioneer and disruptor in direct primary care (DPC): Samir Qamar, M.D. Dr. Qamar is the founder and CEO of  MedLion and MedWand. On this episode of Shiftshapers, Dr. Qamar shares his latest invention, which aims to take telemedicine to another level.

Telemedicine is a huge component of the direct primary care model. First generation telemedicine tools only allowed doctors to provide consultations because doctors weren’t able to examine patients. MedWand is a project that Dr. Qamar is working on that would launch telemedicine into the future. MedWand makes health care portable and interactive.

We talk about a brand new device that Dr. Qamar is bringing to market – a mouse-sized piece of technology that has the potential to revolutionize patients’ interactions with their physicians. This new technology will allow physicians to spend more appropriate time with clients. Tune into this insightful exploration of the new technologies being developed that will help extend our virtual interaction with our primary care providers.

What You’ll Learn From this Episode:

  • Whether direct pay will take primary care/family medicine back to the era of the family doctor.
  • The evolution of today’s telemedicine.
  • Why the first generation of telemedicine wasn’t helpful for more than consultations.
  • How accessible this technology is for consumers.
  • Why frequent claims are an insurance killer.
  • The other technology coming to market that will extend our electronic interaction with providers.

 

]]> This week, we continue our conversation with a pioneer and disruptor in direct primary care (DPC): Samir Qamar, M.D. Dr. Qamar is the founder and CEO of  MedLion and MedWand. On this episode of Shiftshapers, Dr. Qamar shares his latest invention, which aims to take telemedicine to another level.

Telemedicine is a huge component of the direct primary care model. First generation telemedicine tools only allowed doctors to provide consultations because doctors weren’t able to examine patients. MedWand is a project that Dr. Qamar is working on that would launch telemedicine into the future. MedWand makes health care portable and interactive.

We talk about a brand new device that Dr. Qamar is bringing to market – a mouse-sized piece of technology that has the potential to revolutionize patients’ interactions with their physicians. This new technology will allow physicians to spend more appropriate time with clients. Tune into this insightful exploration of the new technologies being developed that will help extend our virtual interaction with our primary care providers.

What You’ll Learn From this Episode:

  • Whether direct pay will take primary care/family medicine back to the era of the family doctor.
  • The evolution of today’s telemedicine.
  • Why the first generation of telemedicine wasn’t helpful for more than consultations.
  • How accessible this technology is for consumers.
  • Why frequent claims are an insurance killer.
  • The other technology coming to market that will extend our electronic interaction with providers.

 

]]> David Saltzman 9d42db94ffe5e4e9382bb26f8bfdf91a Mon, 13 Mar 2017 11:00:00 -0400 1297 Business,sales,dr,insurance,strategies,leads,profits,samir,positioning,telemedicine,Qamar full false Ep #152: Does Direct Primary Care Make Sense for Your Clients? – With Samir Qamar – Part 1 Ep #152: Does Direct Primary Care Make Sense for Your Clients? – With Samir Qamar – Part 1 On this episode, we’re honored to be speaking to a pioneer and disruptor in direct primary care (DPC): Samir Qamar, M.D. Dr. Qamar is the founder and CEO of two companies, MedLion and MedWand. DPC revisits a traditional business model that eliminates insurance for non-catastrophic health care needs.

In this first episode of our two-part interview, we asked Dr. Qamar to talk about the ins and outs of the direct primary care model and share his unique journey into that field. We also talk about how the direct primary care pioneers were able to get the DPC inserted into the ACA, and how DPC realigns incentives. We’ll explore how DPC might be a good fit for clients struggling with today’s increased personal responsibility amounts, and how they coordinate with and complement high deductible plans.

DPC offers an exciting alternative as insurance rates and health care costs continue to skyrocket. Dr. Qamar shares how health care costs can be dramatically reduced by taking a fresh look at how we price primary care services. The quality of care and access improves with this new approach. Benefit advisors will learn how to best position this service to assist their clients.

What You’ll Learn From this Episode:

  • What a direct primary care is and how it differs from fee-for-service.
  • How Dr. Qamar developed a direct primary care practice catering to the general public.
  • How a key change in PPACA made a big difference.
  • Whether DPC is an individual play, a group play, or both.
  • Why insurance is unnecessary in primary care.
  • Strategies that benefit advisors should know to help clients avoid penalties and adverse experiences with DPC.
]]> On this episode, we’re honored to be speaking to a pioneer and disruptor in direct primary care (DPC): Samir Qamar, M.D. Dr. Qamar is the founder and CEO of two companies, MedLion and MedWand. DPC revisits a traditional business model that eliminates insurance for non-catastrophic health care needs.

In this first episode of our two-part interview, we asked Dr. Qamar to talk about the ins and outs of the direct primary care model and share his unique journey into that field. We also talk about how the direct primary care pioneers were able to get the DPC inserted into the ACA, and how DPC realigns incentives. We’ll explore how DPC might be a good fit for clients struggling with today’s increased personal responsibility amounts, and how they coordinate with and complement high deductible plans.

DPC offers an exciting alternative as insurance rates and health care costs continue to skyrocket. Dr. Qamar shares how health care costs can be dramatically reduced by taking a fresh look at how we price primary care services. The quality of care and access improves with this new approach. Benefit advisors will learn how to best position this service to assist their clients.

What You’ll Learn From this Episode:

  • What a direct primary care is and how it differs from fee-for-service.
  • How Dr. Qamar developed a direct primary care practice catering to the general public.
  • How a key change in PPACA made a big difference.
  • Whether DPC is an individual play, a group play, or both.
  • Why insurance is unnecessary in primary care.
  • Strategies that benefit advisors should know to help clients avoid penalties and adverse experiences with DPC.
]]> David Saltzman ea8e53b5aa0c77fc2e3d60820d319ca6 Mon, 06 Mar 2017 11:00:00 -0500 1342 direct,Business,sales,dr,care,insurance,strategies,primary,leads,profits,samir,positioning,Qamar full false Ep #151: A Resurgence of Long-Term Care Insurance - with Bill Dyess - Part 2 Ep #151: A Resurgence of Long-Term Care Insurance - with Bill Dyess - Part 2 After a market contraction due to a low interest rate environment and its effects on reserves as well as challenges understanding the pricing on a relatively new product, Long Term Care is poised for a comeback.

In part two of two, Bill Dyess and I continue our conversation about the future of Long Term Care insurance. Bill is the President of Dyess Insurance Services and one of the country’s foremost experts on long-term care.

Bill and I talk about how hybrid policies, which combine life insurance or annuities with Long Term Care insurance, have added a new wrinkle to the insurance marketplace. We measure some of the pros and cons of hybrid plans and highlight the importance of the advisor’s role as consumer educator.

The caregiver side of the equation is also important to weigh in the discussion of Long Term Care insurance. LTC can be a useful tool for caregivers, who must care for their own lives as well as those of their loved ones. As the nature of caregiving changes – trending younger and toward parity in caregivers’ gender – it is even more likely that LTC insurance will become more popular.

What You’ll Learn From this Episode:

  • The likelihood of an illness or accident triggering a Long Term Care claim.
  • How hybrid policies and plans are designed, and how they may affect the resurgence of LTC.
  • The role of partnership plans in protecting the consumer’s assets in the marketplace.
  • The changing nature of caregivers, and why LTC insurance is a tool they can utilize to ensure their loved ones get the care they need.
  • How to get into the Long Term Care space as an advisor.
]]> After a market contraction due to a low interest rate environment and its effects on reserves as well as challenges understanding the pricing on a relatively new product, Long Term Care is poised for a comeback.

In part two of two, Bill Dyess and I continue our conversation about the future of Long Term Care insurance. Bill is the President of Dyess Insurance Services and one of the country’s foremost experts on long-term care.

Bill and I talk about how hybrid policies, which combine life insurance or annuities with Long Term Care insurance, have added a new wrinkle to the insurance marketplace. We measure some of the pros and cons of hybrid plans and highlight the importance of the advisor’s role as consumer educator.

The caregiver side of the equation is also important to weigh in the discussion of Long Term Care insurance. LTC can be a useful tool for caregivers, who must care for their own lives as well as those of their loved ones. As the nature of caregiving changes – trending younger and toward parity in caregivers’ gender – it is even more likely that LTC insurance will become more popular.

What You’ll Learn From this Episode:

  • The likelihood of an illness or accident triggering a Long Term Care claim.
  • How hybrid policies and plans are designed, and how they may affect the resurgence of LTC.
  • The role of partnership plans in protecting the consumer’s assets in the marketplace.
  • The changing nature of caregivers, and why LTC insurance is a tool they can utilize to ensure their loved ones get the care they need.
  • How to get into the Long Term Care space as an advisor.
]]> David Saltzman fd617fc75b6f60dea7a059bf46f05228 Mon, 27 Feb 2017 11:00:00 -0500 1072 Business,healthcare,bill,care,insurance,diabetes,longterm,leads,dyess full false Ep #150: A Resurgence of Long-Term Care Insurance – with Bill Dyess – Part 1 Ep #150: A Resurgence of Long-Term Care Insurance – with Bill Dyess – Part 1 After a market contraction due to a low interest rate environment and its effects on reserves as well as challenges understanding the pricing on a relatively new product, Long Term Care is poised for a comeback.

On this first of a two-part series on the ShiftShapers Podcast, we’ll investigate a resurging need for long-term care insurance. There is a 75% chance that those who reach the age of 65 will need long-term care at some point in their lives. Our guest, Bill Dyess, is President of Dyess Insurance Services. He is one of the country’s foremost experts on long-term care.

Getting hurt or becoming sick and needing long-term care as a result of a chronic condition can happen at any age. While long-term care is primarily associated with the needs of an aging population, though anyone at any age can face this challenge. Bill will help explain the differences and the need for disability vs. long-term insurance.

In the 1980s and 1990s, there was an explosion of long-term care products. As the costs associated with long-term care exploded, the availability of products disappeared. The population is aging and surviving previously fatal diseases at a higher rate which makes an interest in long-term care insurance a new opportunity. There is a resurgence in the number of carriers in the marketplace and today we discuss what this means for advisors.

What You’ll Learn From this Episode:

  • A history of the long-term care product and why there is a resurgence of product offerings in the marketplace.
  • Typical costs associated with various categories of long-term care assistance.
  • Strategies for minimizing the costs of premiums and what effect that has on out of pocket expenses.

 

 

]]> After a market contraction due to a low interest rate environment and its effects on reserves as well as challenges understanding the pricing on a relatively new product, Long Term Care is poised for a comeback.

On this first of a two-part series on the ShiftShapers Podcast, we’ll investigate a resurging need for long-term care insurance. There is a 75% chance that those who reach the age of 65 will need long-term care at some point in their lives. Our guest, Bill Dyess, is President of Dyess Insurance Services. He is one of the country’s foremost experts on long-term care.

Getting hurt or becoming sick and needing long-term care as a result of a chronic condition can happen at any age. While long-term care is primarily associated with the needs of an aging population, though anyone at any age can face this challenge. Bill will help explain the differences and the need for disability vs. long-term insurance.

In the 1980s and 1990s, there was an explosion of long-term care products. As the costs associated with long-term care exploded, the availability of products disappeared. The population is aging and surviving previously fatal diseases at a higher rate which makes an interest in long-term care insurance a new opportunity. There is a resurgence in the number of carriers in the marketplace and today we discuss what this means for advisors.

What You’ll Learn From this Episode:

  • A history of the long-term care product and why there is a resurgence of product offerings in the marketplace.
  • Typical costs associated with various categories of long-term care assistance.
  • Strategies for minimizing the costs of premiums and what effect that has on out of pocket expenses.

 

 

]]> David Saltzman cb37f446461fdbf94e74179ed5991832 Mon, 20 Feb 2017 11:00:00 -0500 1437 Business,healthcare,bill,care,insurance,diabetes,longterm,leads,dyess full false Ep #149: The True Cost of Diabetes for Employees and Employers - with Tom Milam Ep #149: The True Cost of Diabetes for Employees and Employers - with Tom Milam According to the CDC, over 29 million people in the US are diabetic. It costs more than $176 billion to treat diabetes – so how can employers and employees manage the treatment and complications of this lifelong disease?

Today Tom Milam of TrueLifeCare talks about just how big the diabetes problem has become in the workforce. He distinguishes between the two components contributing to the scope of the problem, which is affecting employees across age cohorts: costs associated with diagnosing and maintaining diabetes, and those associated with its complications. Tom also shares some staggering figures about how much employers pay for employees with diabetes compared to those without.

We then cover how advisors can find data about their clients’ employees to understand how diabetes is affecting their workforce. Tom talks about some of the tools advisors are using to discuss diabetes management with employers and strategies to minimize the disease’s costs. He also shares some research from the Northeast Business Group on Health describing why previous attempts to curb diabetes costs in employees haven’t been successful, and how to change tactics going forward.

Tom shares how much of a struggle it can be to keep employees engaged with the daily choices they must make to keep diabetes in check. While there is no single solution, incentives and other tools can help employers keep their employees healthy and save money for them both.

What You’ll Learn From this Episode:

  • How large the problem of diabetes has become in employee populations.
  • Why it’s important to consider complications of diabetes when calculating healthcare costs, not merely diagnosis and maintenance.
  • How much diabetes currently costs employers and employees, compared to average employee costs.
  • How advisors should discuss these challenges and potential solutions with prospects and clients.
  • Why it can be tricky to get employees engaged in counteracting diabetes.
  • The shift from tell-oriented to help-oriented disease management programs and their effect on employees with diabetes.
]]> According to the CDC, over 29 million people in the US are diabetic. It costs more than $176 billion to treat diabetes – so how can employers and employees manage the treatment and complications of this lifelong disease?

Today Tom Milam of TrueLifeCare talks about just how big the diabetes problem has become in the workforce. He distinguishes between the two components contributing to the scope of the problem, which is affecting employees across age cohorts: costs associated with diagnosing and maintaining diabetes, and those associated with its complications. Tom also shares some staggering figures about how much employers pay for employees with diabetes compared to those without.

We then cover how advisors can find data about their clients’ employees to understand how diabetes is affecting their workforce. Tom talks about some of the tools advisors are using to discuss diabetes management with employers and strategies to minimize the disease’s costs. He also shares some research from the Northeast Business Group on Health describing why previous attempts to curb diabetes costs in employees haven’t been successful, and how to change tactics going forward.

Tom shares how much of a struggle it can be to keep employees engaged with the daily choices they must make to keep diabetes in check. While there is no single solution, incentives and other tools can help employers keep their employees healthy and save money for them both.

What You’ll Learn From this Episode:

  • How large the problem of diabetes has become in employee populations.
  • Why it’s important to consider complications of diabetes when calculating healthcare costs, not merely diagnosis and maintenance.
  • How much diabetes currently costs employers and employees, compared to average employee costs.
  • How advisors should discuss these challenges and potential solutions with prospects and clients.
  • Why it can be tricky to get employees engaged in counteracting diabetes.
  • The shift from tell-oriented to help-oriented disease management programs and their effect on employees with diabetes.
]]> David Saltzman 09f5b14492ecc1fba9ca018a22e39a31 Mon, 13 Feb 2017 11:00:00 -0500 1312 Business,sales,healthcare,insurance,strategies,diabetes,leads,profits,positioning full false Ep #148: Is a CRM The Key To Increasing Sales And Better Service? - with Ryan Pinney Ep #148: Is a CRM The Key To Increasing Sales And Better Service? - with Ryan Pinney Today’s advisors are being asked to do more . . . and often – with less. Can a CRM help increase your effectiveness along with your practice’s efficiency?

Commission compression, client expectations of broader and deeper service levels and an ever more complex industry have all put pressure on benefit advisors. In many practices, this has had a significant effect on profitability. On this episode of ShiftShapers we explore the wide world of CRM systems. With a little bit of work, the right system can help your practice stay focused while delivering better service.

Ryan Pinney, President of Insureio, joins us on this episode to talk about how new CRMs targeted specifically at insurance agents, advisors, and other professionals are changing the practice management landscape. A great CRM can save you from spending the bulk of your time managing client data rather than engaging with clients themselves.

Ryan talks about how some of the most successful agents have been adopting new technologies for the past decade, giving them a leg up. We discuss how the average age of agents in the insurance industry affects our willingness to integrate new technologies into our practices, and what to look for in a CRM if you’re new to the tech.

CRMs can help you maximize your sales time, keep up with clients, and prospect more effectively. Ryan describes several different CRMs and the rules-based software you can use to streamline your entire selling process. We also touch on why you must get a CRM that is explicitly secure enough for HIPAA guidelines.

What You’ll Learn From this Episode:

  • Why many salespeople only spend 40% of their time selling (when they should be spending 70-90%).
  • How operational change has been slower to effect the sales cycle than other aspects of the business.
  • How agents or advisors can begin putting their existing business onto a CRM.
  • The pros and cons of cloud-based CRMs and hardware-based CRMs.
  • The essential security questions you must ask before choosing a CRM to ensure that clients’ data is as secure as possible.
]]> Today’s advisors are being asked to do more . . . and often – with less. Can a CRM help increase your effectiveness along with your practice’s efficiency?

Commission compression, client expectations of broader and deeper service levels and an ever more complex industry have all put pressure on benefit advisors. In many practices, this has had a significant effect on profitability. On this episode of ShiftShapers we explore the wide world of CRM systems. With a little bit of work, the right system can help your practice stay focused while delivering better service.

Ryan Pinney, President of Insureio, joins us on this episode to talk about how new CRMs targeted specifically at insurance agents, advisors, and other professionals are changing the practice management landscape. A great CRM can save you from spending the bulk of your time managing client data rather than engaging with clients themselves.

Ryan talks about how some of the most successful agents have been adopting new technologies for the past decade, giving them a leg up. We discuss how the average age of agents in the insurance industry affects our willingness to integrate new technologies into our practices, and what to look for in a CRM if you’re new to the tech.

CRMs can help you maximize your sales time, keep up with clients, and prospect more effectively. Ryan describes several different CRMs and the rules-based software you can use to streamline your entire selling process. We also touch on why you must get a CRM that is explicitly secure enough for HIPAA guidelines.

What You’ll Learn From this Episode:

  • Why many salespeople only spend 40% of their time selling (when they should be spending 70-90%).
  • How operational change has been slower to effect the sales cycle than other aspects of the business.
  • How agents or advisors can begin putting their existing business onto a CRM.
  • The pros and cons of cloud-based CRMs and hardware-based CRMs.
  • The essential security questions you must ask before choosing a CRM to ensure that clients’ data is as secure as possible.
]]> David Saltzman 0d1c159511f5777498aa7ce941f7ea3e Mon, 06 Feb 2017 11:00:00 -0500 1351 Business,Management,sales,CRM,insurance,strategies,leads,prospecting,profits,positioning full false Ep #147: Socially Responsible Credit A Key Wellness Component - with Jameson Fauver Ep #147: Socially Responsible Credit A Key Wellness Component - with Jameson Fauver As “wellness” evolves to “wellbeing” many savvy advisors are adding a financial component. The problem is pervasive and expensive for employees and employers, but new advisor-driven solutions are coming to market.

Jameson Fauver, Director of Business Development at Kashable, joins the ShiftShapers podcast this week to discuss why financial health is the big problem that nobody is talking about. We will learn how a seemingly simple issue faced by millions of employees can be helped by new services coming to the employee benefits space.

The problem with financial wellness is surprisingly large. Seventy-six percent of American workers live paycheck to paycheck. Over half of these workers have less than $1000 in savings. When emergencies hit, employees may have limited options because traditional banks do not offer unsecured loans to consumers. Employees generally turn to high-interest credit cards, loans against retirement plans, or payday lenders. None of those options provide good choices for employees and the financial stress that comes with them impacts both wellness and productivity.

Employers can offer low-cost, socially conscious solutions that solve a needed problem. Jameson provides several solutions that benefit advisors can package into their offerings for employers. There are three channels that advisors can explore when approaching the benefits of a financial wellness program. We dive into these simple, common sense solutions that advisors should definitely consider.

What You’ll Learn From this Episode:

  • An overview of the financial problem that employees are facing that no one is talking about.
  • How employees with low credit scores can be helped with financial wellness benefits.
  • Why payday loan programs are the worst options for employees in a financial emergency.
  • How financial wellness programs integrate with other employee benefits.
  • The best way for advisors to position these benefits when approaching clients.
]]> As “wellness” evolves to “wellbeing” many savvy advisors are adding a financial component. The problem is pervasive and expensive for employees and employers, but new advisor-driven solutions are coming to market.

Jameson Fauver, Director of Business Development at Kashable, joins the ShiftShapers podcast this week to discuss why financial health is the big problem that nobody is talking about. We will learn how a seemingly simple issue faced by millions of employees can be helped by new services coming to the employee benefits space.

The problem with financial wellness is surprisingly large. Seventy-six percent of American workers live paycheck to paycheck. Over half of these workers have less than $1000 in savings. When emergencies hit, employees may have limited options because traditional banks do not offer unsecured loans to consumers. Employees generally turn to high-interest credit cards, loans against retirement plans, or payday lenders. None of those options provide good choices for employees and the financial stress that comes with them impacts both wellness and productivity.

Employers can offer low-cost, socially conscious solutions that solve a needed problem. Jameson provides several solutions that benefit advisors can package into their offerings for employers. There are three channels that advisors can explore when approaching the benefits of a financial wellness program. We dive into these simple, common sense solutions that advisors should definitely consider.

What You’ll Learn From this Episode:

  • An overview of the financial problem that employees are facing that no one is talking about.
  • How employees with low credit scores can be helped with financial wellness benefits.
  • Why payday loan programs are the worst options for employees in a financial emergency.
  • How financial wellness programs integrate with other employee benefits.
  • The best way for advisors to position these benefits when approaching clients.
]]> David Saltzman e8e08c7572644f5bcef37ea97259cedd Mon, 30 Jan 2017 11:00:00 -0500 1208 Business,sales,wellness,financial,insurance,strategies,leads,loans,profits,payday,positioning full false Ep #146: The Evolution of Consumerism in Healthcare with John Park Ep #146: The Evolution of Consumerism in Healthcare with John Park This week on the ShiftShapers podcast, we speak with John Park – Chief Strategy Officer at Alegeus. As the Trump administration transitions to power in Washington, there have already been serious signals in the consumer-directed marketplace. John shares his views of how consumerism in healthcare may change and how that will impact the future of healthcare services.

Incorporating and driving more individual responsibility in health care decision-making is at the heart of the consumerism movement. We explore two elements of modern healthcare consumerism and trends that are changing the marketplace.

We also discuss the existing tools that are changing to help the consumerism evolve. We learn that while tools are an important part of helping to build consumerism confidence, there are some challenges as well. We’ll talk about both areas and look at how current products, services, and software innovations are trying to address the concerns.

What You’ll Learn From this Episode:

  • An explanation of what consumerism in healthcare means.
  • Current trends and predictions regarding the future of HSAs and HRAs.
  • Healthcare tools that consumers are currently requesting.
  • The opportunities for advisors in the HSA environment.
  • Whether employees with high deductible plans forego needed care and the impact of that behavior on future healthcare costs.
  • How plans can incentives consumerism with employees once plan maximums have been exhausted.
  • The importance of data and benchmarking in assessing plan efficacy.
]]> This week on the ShiftShapers podcast, we speak with John Park – Chief Strategy Officer at Alegeus. As the Trump administration transitions to power in Washington, there have already been serious signals in the consumer-directed marketplace. John shares his views of how consumerism in healthcare may change and how that will impact the future of healthcare services.

Incorporating and driving more individual responsibility in health care decision-making is at the heart of the consumerism movement. We explore two elements of modern healthcare consumerism and trends that are changing the marketplace.

We also discuss the existing tools that are changing to help the consumerism evolve. We learn that while tools are an important part of helping to build consumerism confidence, there are some challenges as well. We’ll talk about both areas and look at how current products, services, and software innovations are trying to address the concerns.

What You’ll Learn From this Episode:

  • An explanation of what consumerism in healthcare means.
  • Current trends and predictions regarding the future of HSAs and HRAs.
  • Healthcare tools that consumers are currently requesting.
  • The opportunities for advisors in the HSA environment.
  • Whether employees with high deductible plans forego needed care and the impact of that behavior on future healthcare costs.
  • How plans can incentives consumerism with employees once plan maximums have been exhausted.
  • The importance of data and benchmarking in assessing plan efficacy.
]]> David Saltzman f01f8da0c37515474336abb82cc2f042 Mon, 23 Jan 2017 11:00:00 -0500 1264 Business,sales,healthcare,insurance,strategies,leads,consumerism,profits,positioning full false Ep #145: A Better Way to Position Wellness Programs - With Andreas Deptolla Ep #145: A Better Way to Position Wellness Programs - With Andreas Deptolla Is there a better way to position wellness programs with employers and what do advisors need to know about the evolution of those programs?

This week on the ShiftShapers podcast, we delve into strategies that advisors can use to position wellness programs and help employers improve employee engagement in those programs. Andreas Deptolla, the Cofounder and COO of Thrivepass, walks us through how first-generation wellness differs from what’s available in the marketplace today.

Companies used to view their wellness programs through a lens of return on investment. In recent years, there has been a shift from the quantitative focus on wellness to a more holistic approach some refer to as “wellbeing”. Andreas provides an expert take on how advisors can help employers determine the real-world value of wellness programs since tradition ROI metrics are difficult to calculate.

The key to the success of any wellness program lies in the rate of employee engagement. Today’s programs are much more expansive and encompassing than merely suggesting people skip the elevator and instead take the stairs. Andreas shares why the older approach is ineffective and offers tips for advisors to help their clients improve engagement. He also shares talking points for advisors to use in discussions with C-level executives so they can help prospects and clients understand the broader benefits to employees and the effect that has on their companies.

What You’ll Learn From this Episode:

  • The difference between wellness and wellbeing and how programs are transforming in the workplace.
  • Whether any wellness program can provide a reliable ROI.
  • How advisors can position wellness programs to show value for employers.
  • The importance that flexibility in wellness programs has on driving engagement.
  • What a universal benefit fund is and how will it drive the future of wellness programs.

 

]]> Is there a better way to position wellness programs with employers and what do advisors need to know about the evolution of those programs?

This week on the ShiftShapers podcast, we delve into strategies that advisors can use to position wellness programs and help employers improve employee engagement in those programs. Andreas Deptolla, the Cofounder and COO of Thrivepass, walks us through how first-generation wellness differs from what’s available in the marketplace today.

Companies used to view their wellness programs through a lens of return on investment. In recent years, there has been a shift from the quantitative focus on wellness to a more holistic approach some refer to as “wellbeing”. Andreas provides an expert take on how advisors can help employers determine the real-world value of wellness programs since tradition ROI metrics are difficult to calculate.

The key to the success of any wellness program lies in the rate of employee engagement. Today’s programs are much more expansive and encompassing than merely suggesting people skip the elevator and instead take the stairs. Andreas shares why the older approach is ineffective and offers tips for advisors to help their clients improve engagement. He also shares talking points for advisors to use in discussions with C-level executives so they can help prospects and clients understand the broader benefits to employees and the effect that has on their companies.

What You’ll Learn From this Episode:

  • The difference between wellness and wellbeing and how programs are transforming in the workplace.
  • Whether any wellness program can provide a reliable ROI.
  • How advisors can position wellness programs to show value for employers.
  • The importance that flexibility in wellness programs has on driving engagement.
  • What a universal benefit fund is and how will it drive the future of wellness programs.

 

]]> David Saltzman 9e151f3484fcda61973ab82f7630898a Mon, 16 Jan 2017 11:00:00 -0500 1101 full false Ep #144: The Role of Culture in Business – With Rick Bauman Ep #144: The Role of Culture in Business – With Rick Bauman This week on the ShiftShapers podcast, we revisit an interview with Rick Bauman, head coach of Intellectual Capital Coaching Corporation, to discuss the importance and role of culture in our businesses. He’ll explain why culture defines your organization and is the biggest differentiator in an age where differentiation is a huge challenge for many organizations.

In many practices, the laser focus on strategy overshadows culture – a critically important component of business. Rick discusses how organizational culture develops and why it’s critically important to individual practices and organizations alike. This episode will help you understand, define and sharpen your culture to deliver superior results.

At the end of the interview, learn how to get a free copy of Rick’s Cultural Engagement Assessment Tool which will help you create a starting point for improving your culture. This is a special exclusive offer for ShiftShapers listeners.

What You’ll Learn From this Episode:

  • A precise definition of culture as it relates to operating your business.
  • How culture is created within organizations.
  • Whether culture can be measured in order to track its effectiveness.
  • The correlation between engagement and profitability.
  • The importance of giving feedback to your employees.

 

 

]]> This week on the ShiftShapers podcast, we revisit an interview with Rick Bauman, head coach of Intellectual Capital Coaching Corporation, to discuss the importance and role of culture in our businesses. He’ll explain why culture defines your organization and is the biggest differentiator in an age where differentiation is a huge challenge for many organizations.

In many practices, the laser focus on strategy overshadows culture – a critically important component of business. Rick discusses how organizational culture develops and why it’s critically important to individual practices and organizations alike. This episode will help you understand, define and sharpen your culture to deliver superior results.

At the end of the interview, learn how to get a free copy of Rick’s Cultural Engagement Assessment Tool which will help you create a starting point for improving your culture. This is a special exclusive offer for ShiftShapers listeners.

What You’ll Learn From this Episode:

  • A precise definition of culture as it relates to operating your business.
  • How culture is created within organizations.
  • Whether culture can be measured in order to track its effectiveness.
  • The correlation between engagement and profitability.
  • The importance of giving feedback to your employees.

 

 

]]> David Saltzman 719c1a8000933b7e56e20393371d9a0f Mon, 09 Jan 2017 11:00:00 -0500 1325 full false Ep #143: Shifting from Commissions to Fees – With Mike Grinnell and Kirsten Tudman Ep #143: Shifting from Commissions to Fees – With Mike Grinnell and Kirsten Tudman Commission compression is causing advisors to rethink their business model – especially looking a few years out. One option is to shift to a more consultative fee-based motif. Our guests, Mike Grinnell and Kirsten Tudman of CPI-HR, are among the handful of advisors at the forefront of this shift.

They join us today to discuss the impetus for the change as well as some lessons learned along the way. They also take us through what the employer conversation sounds like and what kind of questions and objections advisors can expect. We also explore some of the current state regulatory barriers and how those might change. Listen in to learn more and to kickstart the fee-based discussion in your practice or agency.

All of us at ShiftShapers thank you for you continued support. We hope you enjoy holidays with family, friends, great food, and this encore episode:

What You’ll Learn From this Episode:

  • Mike and Kristen’s background as traditional commission-based producers.
  • Their “Aha!” moment.
  • How ACA affected their practice.
  • Their typical client.
  • Whether the shift to fees work with all clients.
  • How the state statutes and regulations play in the process.
  • Whether they have a written agreement and what is included.
]]> Commission compression is causing advisors to rethink their business model – especially looking a few years out. One option is to shift to a more consultative fee-based motif. Our guests, Mike Grinnell and Kirsten Tudman of CPI-HR, are among the handful of advisors at the forefront of this shift.

They join us today to discuss the impetus for the change as well as some lessons learned along the way. They also take us through what the employer conversation sounds like and what kind of questions and objections advisors can expect. We also explore some of the current state regulatory barriers and how those might change. Listen in to learn more and to kickstart the fee-based discussion in your practice or agency.

All of us at ShiftShapers thank you for you continued support. We hope you enjoy holidays with family, friends, great food, and this encore episode:

What You’ll Learn From this Episode:

  • Mike and Kristen’s background as traditional commission-based producers.
  • Their “Aha!” moment.
  • How ACA affected their practice.
  • Their typical client.
  • Whether the shift to fees work with all clients.
  • How the state statutes and regulations play in the process.
  • Whether they have a written agreement and what is included.
]]> David Saltzman f7a94843a595393936be0a2992f4253c Mon, 02 Jan 2017 10:00:00 -0500 1327 full false Ep #142: How to Create Zombie Loyalists – With Peter Shankman Ep #142: How to Create Zombie Loyalists – With Peter Shankman On this episode of ShiftShapers, we are stepping out of the realm of employee benefits, insurance and financial planning to discuss the ultimate differentiator for all businesses – customer service. Peter Shankman is the author of a new book, Zombie Loyalists: Using Great Service to Create Rabid Fans.

As an international consultant, serial entrepreneur, angel investor, corporate speaker, founder of Help A Reporter Out and The Geek Factory, Peter knows how to create zombie loyalists and why they are key to your success. As parts of our business become more commoditized, Zombie Loyalists can be the secret weapon that will help to build and sustain your business.

We begin by asking Peter a question we never thought we would ask anyone on the podcast. Peter explains how to create zombie loyalist embryos and how to feed and care for them as they turn into single-minded advocates for your practice. We also chat about how you can lose their loyalty and what to do when that happens.

All of us at ShiftShapers thank you for you continued support. We hope you enjoy holidays with family, friends, great food, and this encore episode:

What You’ll Learn From this Episode:

  • Peter’s background as a serial entrepreneur.
  • Why he chose to use the word “Zombies.”
  • How a jacket and an airplane trip crystalized an idea.
  • How to incubate, care and feed your Zombies.
  • How to create small instances of personalized “Wow!”
]]> On this episode of ShiftShapers, we are stepping out of the realm of employee benefits, insurance and financial planning to discuss the ultimate differentiator for all businesses – customer service. Peter Shankman is the author of a new book, Zombie Loyalists: Using Great Service to Create Rabid Fans.

As an international consultant, serial entrepreneur, angel investor, corporate speaker, founder of Help A Reporter Out and The Geek Factory, Peter knows how to create zombie loyalists and why they are key to your success. As parts of our business become more commoditized, Zombie Loyalists can be the secret weapon that will help to build and sustain your business.

We begin by asking Peter a question we never thought we would ask anyone on the podcast. Peter explains how to create zombie loyalist embryos and how to feed and care for them as they turn into single-minded advocates for your practice. We also chat about how you can lose their loyalty and what to do when that happens.

All of us at ShiftShapers thank you for you continued support. We hope you enjoy holidays with family, friends, great food, and this encore episode:

What You’ll Learn From this Episode:

  • Peter’s background as a serial entrepreneur.
  • Why he chose to use the word “Zombies.”
  • How a jacket and an airplane trip crystalized an idea.
  • How to incubate, care and feed your Zombies.
  • How to create small instances of personalized “Wow!”
]]> David Saltzman e14a47f479e77132c2bec8b5da7ee20d Mon, 26 Dec 2016 06:00:00 -0500 1146 full false Ep #141: Post-election Healthcare Review – With Jessica Waltman – Part 2 Ep #141: Post-election Healthcare Review – With Jessica Waltman – Part 2 On part two of this special, post-election edition of the ShiftShapers podcast, we discuss policy ideas that may be seeing a resurgence based on the election outcome and whether these ideas can really bring down costs in the healthcare marketplace.

Jessica Waltman, Principal at Forward Health Consulting and our resident expert on all things legislative and regulatory joins us for part 2 of our look at healthcare in this post-election period.

We discuss the theory being floated that an individual healthcare marketplace will control costs better than the employer-based system currently in place.  We are also hearing a great deal about selling across state lines. Jessica walks us through a practical example of how that theory actually performed in the Georgia market. And finally, we touch on the third rail in healthcare: dealing with hyperinflated and runaway costs on the supply side.

We also explore whether to expect any initiatives that address one of the largest cost drivers – prescription drugs. We wrap up with a serious discussion of the timing – and the time – it will take to unravel PPACA and make meaningful serious reforms, as well as the possible perils of acting too quickly.

What You’ll Learn From this Episode:

  • Policy ideas being proposed from conservative economists on how best to structure the health care system.
  • A practical example of whether purchasing healthcare across state lines encourages competition and brings down the price.
  • Why rural markets are inherently difficult to serve by healthcare providers.
  • What President-elect Trump has hinted about controlling drug prices.
  • The strategies in place to address the main cost drivers on the supply side.
  • Whether value-based pricing is the first step in reigning in runaway facilities costs.
  • What advisors should do in preparation for the upcoming enrollment period.
]]> On part two of this special, post-election edition of the ShiftShapers podcast, we discuss policy ideas that may be seeing a resurgence based on the election outcome and whether these ideas can really bring down costs in the healthcare marketplace.

Jessica Waltman, Principal at Forward Health Consulting and our resident expert on all things legislative and regulatory joins us for part 2 of our look at healthcare in this post-election period.

We discuss the theory being floated that an individual healthcare marketplace will control costs better than the employer-based system currently in place.  We are also hearing a great deal about selling across state lines. Jessica walks us through a practical example of how that theory actually performed in the Georgia market. And finally, we touch on the third rail in healthcare: dealing with hyperinflated and runaway costs on the supply side.

We also explore whether to expect any initiatives that address one of the largest cost drivers – prescription drugs. We wrap up with a serious discussion of the timing – and the time – it will take to unravel PPACA and make meaningful serious reforms, as well as the possible perils of acting too quickly.

What You’ll Learn From this Episode:

  • Policy ideas being proposed from conservative economists on how best to structure the health care system.
  • A practical example of whether purchasing healthcare across state lines encourages competition and brings down the price.
  • Why rural markets are inherently difficult to serve by healthcare providers.
  • What President-elect Trump has hinted about controlling drug prices.
  • The strategies in place to address the main cost drivers on the supply side.
  • Whether value-based pricing is the first step in reigning in runaway facilities costs.
  • What advisors should do in preparation for the upcoming enrollment period.
]]> David Saltzman fe2185a8481cb9f6624fbb77d392c325 Mon, 19 Dec 2016 11:00:00 -0500 1164 Technology,sales,jessica,health,consulting,care,insurance,strategies,act,Forward,profits,affordable,positioning,waltman full false Ep #140: Post-election Healthcare Review – With Jessica Waltman – Part 1 Ep #140: Post-election Healthcare Review – With Jessica Waltman – Part 1 On part one of this special, post-election 2-part edition of the Shift Shapers podcast, we look at the reality of the “Repeal and replace” strategies and tactics being discussed by the new administration and other health care constituencies.

Jessica Waltman, Principal at Forward Health Consulting and our resident expert on all things legislative and regulatory joins us for a two-part wrap-up on how November’s election results will affect the health care and employee benefits universe.  In part 1,  we focus on whether full-scale repeal and replace will happen or if other realities will make large-scale change a more complex and messier process.

For six years, the Republican party has put forward the idea of replacing the ACA and replacing it with a suitable option. With control of the Executive and both houses of Congress, the Republican majority will have an opportunity to make their move. How will HHS Chairman-designate Dr. Tom Price change the debate? Will the House Republican’s plan gain wide acceptance? And how can these changes be effected without disinsuring millions?

There are various schools of thought in play when it comes to making changes to the ACA. Jessica walks us through the opposing viewpoints and discusses the pros and cons of the various proposals. She provides context on just how they will impact consumers, businesses, and advisors alike.

Changing the law will not be a simple process. The ACA is an extensive and complex piece of legislation. Abrupt changes can have unintended consequences that impact health care access, the economy, and potentially the mid-term elections.

Listen in to find out what Jessica suggests the Trump administration can do right away that would positively impact businesses.

What You’ll Learn From this Episode:

  • The strategies and tactics that are being considered for “repeal and replace”.
  • How the appointment of Dr. Price as new Secretary of HHS will impact the “repeal and replace” discussion.
  • How Dr. Price’s “Empowering Patients First Act” will meld into any new plans.
  • Whether selling across state lines is a practical idea in today’s environment.
  • The strategies in place to address the main cost drivers on the supply side.
  • How regulatory changes can be made without eliminating effective provisions that are working well.
]]> On part one of this special, post-election 2-part edition of the Shift Shapers podcast, we look at the reality of the “Repeal and replace” strategies and tactics being discussed by the new administration and other health care constituencies.

Jessica Waltman, Principal at Forward Health Consulting and our resident expert on all things legislative and regulatory joins us for a two-part wrap-up on how November’s election results will affect the health care and employee benefits universe.  In part 1,  we focus on whether full-scale repeal and replace will happen or if other realities will make large-scale change a more complex and messier process.

For six years, the Republican party has put forward the idea of replacing the ACA and replacing it with a suitable option. With control of the Executive and both houses of Congress, the Republican majority will have an opportunity to make their move. How will HHS Chairman-designate Dr. Tom Price change the debate? Will the House Republican’s plan gain wide acceptance? And how can these changes be effected without disinsuring millions?

There are various schools of thought in play when it comes to making changes to the ACA. Jessica walks us through the opposing viewpoints and discusses the pros and cons of the various proposals. She provides context on just how they will impact consumers, businesses, and advisors alike.

Changing the law will not be a simple process. The ACA is an extensive and complex piece of legislation. Abrupt changes can have unintended consequences that impact health care access, the economy, and potentially the mid-term elections.

Listen in to find out what Jessica suggests the Trump administration can do right away that would positively impact businesses.

What You’ll Learn From this Episode:

  • The strategies and tactics that are being considered for “repeal and replace”.
  • How the appointment of Dr. Price as new Secretary of HHS will impact the “repeal and replace” discussion.
  • How Dr. Price’s “Empowering Patients First Act” will meld into any new plans.
  • Whether selling across state lines is a practical idea in today’s environment.
  • The strategies in place to address the main cost drivers on the supply side.
  • How regulatory changes can be made without eliminating effective provisions that are working well.
]]> David Saltzman 7afb7fde5a98064aad5ac4097ef2e826 Mon, 12 Dec 2016 11:00:00 -0500 1385 Technology,sales,jessica,health,consulting,care,insurance,act,Forward,leads,profits,affordable,positioning,waltman full false Ep #139: Upcoming Trends in Consumer Health Care Plans - with Daniel Wells Ep #139: Upcoming Trends in Consumer Health Care Plans - with Daniel Wells This week, our subject matter expert Daniel Wells, Executive Vice President of Business Development for Endeavor Plus, joins us to discuss emerging trends in consumer-directed health care plans. We investigate what’s working well, what can work better, and the tools available that will help self-insured consumers make effective decisions about their health care options.

Join us as Daniel shares his takes on the overall state of consumer-directed health care plans. We also discuss why the network-driven, fully-insured marketplace is no longer sustainable. As an alternative, the outcome-based reimburse model may offer solutions that commercial insurance providers can leverage to increase medicare reimbursements and make more money.

Daniel explains how and why the recent election may force a pivot by insurance providers to an outcome-based reimbursement model. We wrap up the conversation by discussing his predictions on just how the initiatives in a President Trump administration will impact the way consumers approach their health care decisions.

It’s been said that when you engage consumers by their wallets, their hearts and minds will follow. Daniel’s expertise in driving health care related behaviors in a direction that saves money and improves the consumer experience will be a valuable insight for advisors.

 

What You’ll Learn From this Episode:

  • Whether CDHP Plans are working or not.
  • What the burden of consumer education will be if reference-based pricing becomes more widespread.
  • Trends on the horizon concerning networks.
  • Whether selling across state lines is actually a significant cost saver in the consumer marketplace and which groups most benefit from this concept.
  • Whether the network-driven fully insured marketplace is viable for groups.
  • Various ways HSAs might expand.

 

]]> This week, our subject matter expert Daniel Wells, Executive Vice President of Business Development for Endeavor Plus, joins us to discuss emerging trends in consumer-directed health care plans. We investigate what’s working well, what can work better, and the tools available that will help self-insured consumers make effective decisions about their health care options.

Join us as Daniel shares his takes on the overall state of consumer-directed health care plans. We also discuss why the network-driven, fully-insured marketplace is no longer sustainable. As an alternative, the outcome-based reimburse model may offer solutions that commercial insurance providers can leverage to increase medicare reimbursements and make more money.

Daniel explains how and why the recent election may force a pivot by insurance providers to an outcome-based reimbursement model. We wrap up the conversation by discussing his predictions on just how the initiatives in a President Trump administration will impact the way consumers approach their health care decisions.

It’s been said that when you engage consumers by their wallets, their hearts and minds will follow. Daniel’s expertise in driving health care related behaviors in a direction that saves money and improves the consumer experience will be a valuable insight for advisors.

 

What You’ll Learn From this Episode:

  • Whether CDHP Plans are working or not.
  • What the burden of consumer education will be if reference-based pricing becomes more widespread.
  • Trends on the horizon concerning networks.
  • Whether selling across state lines is actually a significant cost saver in the consumer marketplace and which groups most benefit from this concept.
  • Whether the network-driven fully insured marketplace is viable for groups.
  • Various ways HSAs might expand.

 

]]> David Saltzman 3b0e6394457638ddb9e5b1cd15368fa1 Mon, 05 Dec 2016 11:00:00 -0500 1155 Technology,Based,sales,wells,insurance,daniel,strategies,plus,reference,leads,endeavor,profits,pricing,positioning full false Ep #138: Reference-Based Pricing Offers Relief From Runaway Facility Costs - With Steve Kelley Ep #138: Reference-Based Pricing Offers Relief From Runaway Facility Costs - With Steve Kelley Steve Kelly is the President and Co-Founder of ELAP Services. He’s the foremost expert in a field that a lot of people are talking about – reference-based pricing.  As our guest on this episode of ShiftShapers, Steve will help us understand the ins and outs of reference-based pricing, why it’s important, and where it will take our industry in the future.

There is a resurgence of interest in self-insured plans as companies look for ways to keep healthcare costs down for employees. Advisors can help guide their clients through the type of support and advocacy position necessary to complete a transition with the practical tips discussed on this episode.

Advisors will want to closely examine a metric-based pricing model as they’ve been shown to provide significant, year-over-year savings. Stop-loss carriers are showing significant credits on their premiums at this point. The savings will undoubtedly help employers control the facility costs – the largest component of medical expenses. You’ll learn just how to take action on today’s episode.

What You’ll Learn From this Episode:

  • An explanation of metric-based pricing.
  • Where metric-based pricing applies.
  • What we can learn from the CalPERS example.
  • The unfortunate employer dilemma.
  • The source of most high dollar claims.
  • Whether there is applicability to pharma spend.
]]> Steve Kelly is the President and Co-Founder of ELAP Services. He’s the foremost expert in a field that a lot of people are talking about – reference-based pricing.  As our guest on this episode of ShiftShapers, Steve will help us understand the ins and outs of reference-based pricing, why it’s important, and where it will take our industry in the future.

There is a resurgence of interest in self-insured plans as companies look for ways to keep healthcare costs down for employees. Advisors can help guide their clients through the type of support and advocacy position necessary to complete a transition with the practical tips discussed on this episode.

Advisors will want to closely examine a metric-based pricing model as they’ve been shown to provide significant, year-over-year savings. Stop-loss carriers are showing significant credits on their premiums at this point. The savings will undoubtedly help employers control the facility costs – the largest component of medical expenses. You’ll learn just how to take action on today’s episode.

What You’ll Learn From this Episode:

  • An explanation of metric-based pricing.
  • Where metric-based pricing applies.
  • What we can learn from the CalPERS example.
  • The unfortunate employer dilemma.
  • The source of most high dollar claims.
  • Whether there is applicability to pharma spend.
]]> David Saltzman 9a75efc97dfe432bfd6c625d87ee3b4e Mon, 28 Nov 2016 11:00:00 -0500 1322 Steve,Kelly,Based,marketing,Self,healthcare,insurance,services,strategies,funding,reference,leads,prospecting,profits,pricing,elap full false Ep #137: How to Have a Self-Funding Conversation with Employers – With Adam Russo Ep #137: How to Have a Self-Funding Conversation with Employers – With Adam Russo In this episode, we explore some of the most common questions advisors ask about self-funding and discuss concerns ranging from minimum group size to tools and techniques. Our guest on this episode of ShiftShapers is Adam Russo, Esq., co-founder and CEO of The Phia Group, as well as the founding and managing partner at a law firm, Russo & Minchoff. He believes that, in light of the healthcare reform, the current environment is full of exciting opportunities that many brokers can take advantage of.

We also have a frank exchange about what is behind recent efforts by some Departments of Insurance to try to put the brakes on certain segments of self-funding and the potential impact that may have on employers seeking an alternate to the fully insured marketplace.

All of us at ShiftShapers thank you for you continued support. We hope you enjoy Thanksgiving with Family, Friends, great food, and this encore episode:

What You’ll Learn From this Episode:

  • Adam’s journey and how The Phia Group came about.
  • How advisors can remain relevant in the current environment.
  • The minimum size for a successful self-funded group.
  • Why the government wants to stop or severely limit self-funding.
  • How can advisors begin the self-funded conversation.
  • What you need to devise a properly constructed client plan.
]]> In this episode, we explore some of the most common questions advisors ask about self-funding and discuss concerns ranging from minimum group size to tools and techniques. Our guest on this episode of ShiftShapers is Adam Russo, Esq., co-founder and CEO of The Phia Group, as well as the founding and managing partner at a law firm, Russo & Minchoff. He believes that, in light of the healthcare reform, the current environment is full of exciting opportunities that many brokers can take advantage of.

We also have a frank exchange about what is behind recent efforts by some Departments of Insurance to try to put the brakes on certain segments of self-funding and the potential impact that may have on employers seeking an alternate to the fully insured marketplace.

All of us at ShiftShapers thank you for you continued support. We hope you enjoy Thanksgiving with Family, Friends, great food, and this encore episode:

What You’ll Learn From this Episode:

  • Adam’s journey and how The Phia Group came about.
  • How advisors can remain relevant in the current environment.
  • The minimum size for a successful self-funded group.
  • Why the government wants to stop or severely limit self-funding.
  • How can advisors begin the self-funded conversation.
  • What you need to devise a properly constructed client plan.
]]> David Saltzman 94aafb4dc559439a2e2bcb3ee10b6c46 Mon, 21 Nov 2016 11:00:00 -0500 1384 full false Ep #136: The Retailization of Health Care Markets with Sally Poblete Ep #136: The Retailization of Health Care Markets with Sally Poblete On this episode of ShiftShapers, we’re pleased to welcome Sally Poblete, the CEO of Wellthie, to discuss how consumer expectations are influencing technology trends in the health care industry. Since everyone from millennials to baby boomers is eagerly adopting tech tools and mobile devices to manage their daily affairs, it stands to reason that consumers would gravitate toward tools that simplify their health care decision-making process.

Sally shares why she believes the eCommerce movement in health care upon us. Benefit advisors who embrace technology can play an integral role helping their clients make the best decisions. She provides tips for advisors looking for obvious starting points to incorporate technology as they seek to connect with a broader audience.

A recent study found that only 14% of consumers are proficient regarding their ability to make health care decisions. Useful software tools are being developed. Savvy advisors will position themselves to help consumers bridge the knowledge gap. Sally shares what advisors should know and how they can adequately prepare to address that need.

What You’ll Learn From this Episode:

  • Sally’s background and how that lead to her current career.
  • An explanation of the retailization of health care markets.
  • How benefit advisors can encourage health care engagement vs avoidance.
  • The level of health care knowledge within the general population.
  • The transition away from spreadsheets as advisors embrace technology to better serve clients.
  • How millennial consumer behavior will impact health care decision-making trends.
]]> On this episode of ShiftShapers, we’re pleased to welcome Sally Poblete, the CEO of Wellthie, to discuss how consumer expectations are influencing technology trends in the health care industry. Since everyone from millennials to baby boomers is eagerly adopting tech tools and mobile devices to manage their daily affairs, it stands to reason that consumers would gravitate toward tools that simplify their health care decision-making process.

Sally shares why she believes the eCommerce movement in health care upon us. Benefit advisors who embrace technology can play an integral role helping their clients make the best decisions. She provides tips for advisors looking for obvious starting points to incorporate technology as they seek to connect with a broader audience.

A recent study found that only 14% of consumers are proficient regarding their ability to make health care decisions. Useful software tools are being developed. Savvy advisors will position themselves to help consumers bridge the knowledge gap. Sally shares what advisors should know and how they can adequately prepare to address that need.

What You’ll Learn From this Episode:

  • Sally’s background and how that lead to her current career.
  • An explanation of the retailization of health care markets.
  • How benefit advisors can encourage health care engagement vs avoidance.
  • The level of health care knowledge within the general population.
  • The transition away from spreadsheets as advisors embrace technology to better serve clients.
  • How millennial consumer behavior will impact health care decision-making trends.
]]> David Saltzman 057b7f23e708014565af09e9276d645a Mon, 14 Nov 2016 11:00:00 -0500 1171 Paul,sales,insurance,strategies,reference,leads,profits,pricing,positioning full false Ep #135: Creating Operational Efficiencies Using Technology - With Paul Gable Ep #135: Creating Operational Efficiencies Using Technology - With Paul Gable This week on ShiftShapers, Paul Gable, President of IBX, lends his expertise on technology tools in the benefits industry to the discussion. Benefits advisors are being challenged to meet the demand of delivering a higher quality of service with more efficiency to remain profitable. Paul highlights the affordable resources available to help small and mid-sized agencies recapture efficiencies in their businesses and thus save money.

Paul points out that most agencies waste time with inefficient processes. Two-thirds of an advisor’s time is routinely consumed with non-client facing or back-office administrative duties. When these processes are restructured, advisors can spend more time with clients.

The cost of basic customer relationship management tools available can be financed in a variety of ways that make them affordable for a wide range of agencies – regardless of size. Paul highlights how advisors can best take advantage of the off-the-shelf products available and what you need to know to evaluate potential vendors.

What You’ll Learn From this Episode:

  • Why advisors need to create operational efficiencies.
  • The percentage of an advisor’s time that is actually spent selling.
  • The steps needed to creating effectiveness at lower cost and with a higher return.
  • What a CRM is and how it differs from an Agency Management System.
  • The opportunities to automate the RFP process in a way that delivers higher sales percentages.
]]> This week on ShiftShapers, Paul Gable, President of IBX, lends his expertise on technology tools in the benefits industry to the discussion. Benefits advisors are being challenged to meet the demand of delivering a higher quality of service with more efficiency to remain profitable. Paul highlights the affordable resources available to help small and mid-sized agencies recapture efficiencies in their businesses and thus save money.

Paul points out that most agencies waste time with inefficient processes. Two-thirds of an advisor’s time is routinely consumed with non-client facing or back-office administrative duties. When these processes are restructured, advisors can spend more time with clients.

The cost of basic customer relationship management tools available can be financed in a variety of ways that make them affordable for a wide range of agencies – regardless of size. Paul highlights how advisors can best take advantage of the off-the-shelf products available and what you need to know to evaluate potential vendors.

What You’ll Learn From this Episode:

  • Why advisors need to create operational efficiencies.
  • The percentage of an advisor’s time that is actually spent selling.
  • The steps needed to creating effectiveness at lower cost and with a higher return.
  • What a CRM is and how it differs from an Agency Management System.
  • The opportunities to automate the RFP process in a way that delivers higher sales percentages.
]]> David Saltzman 9e5677c2c3a3876d7a78e8d5218cd803 Mon, 07 Nov 2016 11:00:00 -0500 1296 Paul,Based,sales,insurance,strategies,reference,leads,profits,pricing,Gable,positioning,ibx full false Ep #134: Controlling Health Care Costs in an Election Year - With Brooks Goodison – Part 2 Ep #134: Controlling Health Care Costs in an Election Year - With Brooks Goodison – Part 2 This week on ShiftShapers, we wrap up our two-part discussion with Brooks Goodison, President of Diversified Group.  Last week, Brooks helped us sort through the changes underway that target groups that want to move away from fully-insured plans. This week, he highlights strategies that employer groups are using to fight the rising cost of health care as a result of the Affordable Care Act.

Health care expenses can easily become one of the largest expenses for families and the rising costs have a direct impact on a consumer’s ability to plan for their financial future. Given this reality, employers are actively looking for ways to control health care costs. Brooks points out the pros and cons of reference-based pricing and provides case studies on how these programs compare to traditional PPO contacts.

He also clarifies whether allowing consumers to purchase health care across state lines will produce tangible savings. Is this just an election year talking point or can this strategy actually bring down costs without sacrificing health care quality?

What You’ll Learn From this Episode:

  • An introduction to reference-based pricing.
  • How widespread reference-based pricing is today and whether it will gain traction.
  • Whether reference-based pricing could fundamentally change our notion of “networks”.
  • Why politicians keep talking about selling across state lines.
  • The new techniques and challenges with employee engagement.
]]> This week on ShiftShapers, we wrap up our two-part discussion with Brooks Goodison, President of Diversified Group.  Last week, Brooks helped us sort through the changes underway that target groups that want to move away from fully-insured plans. This week, he highlights strategies that employer groups are using to fight the rising cost of health care as a result of the Affordable Care Act.

Health care expenses can easily become one of the largest expenses for families and the rising costs have a direct impact on a consumer’s ability to plan for their financial future. Given this reality, employers are actively looking for ways to control health care costs. Brooks points out the pros and cons of reference-based pricing and provides case studies on how these programs compare to traditional PPO contacts.

He also clarifies whether allowing consumers to purchase health care across state lines will produce tangible savings. Is this just an election year talking point or can this strategy actually bring down costs without sacrificing health care quality?

What You’ll Learn From this Episode:

  • An introduction to reference-based pricing.
  • How widespread reference-based pricing is today and whether it will gain traction.
  • Whether reference-based pricing could fundamentally change our notion of “networks”.
  • Why politicians keep talking about selling across state lines.
  • The new techniques and challenges with employee engagement.
]]> David Saltzman 451b38dfc2a7b4ec5e6738c784876e06 Mon, 31 Oct 2016 11:00:00 -0400 1316 Business,sales,brooks,group,insurance,strategies,leads,profits,positioning,diversified,goodison full false Ep #133: States Regulation Of Stop Loss Narrows Markets – With Brooks Goodison – Part 1 Ep #133: States Regulation Of Stop Loss Narrows Markets – With Brooks Goodison – Part 1 A quiet battle at the state level may make it more difficult for you to be creative in the small and mid-market spaces.

In this week’s episode, Brooks Goodison, President of Diversified Group joins us to discuss how renewed interest in partially self-insured plans in the small to mid-market has drawn the attention of state regulators. In this first segment of a two-part discussion on ShiftShapers, Brooks helps us sort through the changes underway that target groups that want to move away from fully-insured plans.

New York, Maryland, Connecticut and other state regulators are changing stop-loss insurance regulations in ways that would severely impact the number of employers able to take advantage of partial self-insurance options. Some believe that these regulatory moves are nothing more than an attempt to force membership into state exchanges. Others believe that only large and jumbo groups should be permitted to partially self-insure.

Employers looking for strategies to move the needle on healthcare costs will find this discussion valuable. The ACA and other external pressures are forcing groups to look carefully at all options. This episode highlights technology that can help employers with better decision making and control cost without sacrificing health care quality for employees.

 

What You’ll Learn From this Episode:

  • Why the renewed interest in self-funding is drawing the states’ attention.
  • How the general election is apt to affect this incursion.
  • What private exchanges are and whether they are a new panacea.
  • The latest strategies and tactics to move the needle on costs.
  • How TPA can become a strategic partner with an advisor generalist.

 

 

]]> A quiet battle at the state level may make it more difficult for you to be creative in the small and mid-market spaces.

In this week’s episode, Brooks Goodison, President of Diversified Group joins us to discuss how renewed interest in partially self-insured plans in the small to mid-market has drawn the attention of state regulators. In this first segment of a two-part discussion on ShiftShapers, Brooks helps us sort through the changes underway that target groups that want to move away from fully-insured plans.

New York, Maryland, Connecticut and other state regulators are changing stop-loss insurance regulations in ways that would severely impact the number of employers able to take advantage of partial self-insurance options. Some believe that these regulatory moves are nothing more than an attempt to force membership into state exchanges. Others believe that only large and jumbo groups should be permitted to partially self-insure.

Employers looking for strategies to move the needle on healthcare costs will find this discussion valuable. The ACA and other external pressures are forcing groups to look carefully at all options. This episode highlights technology that can help employers with better decision making and control cost without sacrificing health care quality for employees.

 

What You’ll Learn From this Episode:

  • Why the renewed interest in self-funding is drawing the states’ attention.
  • How the general election is apt to affect this incursion.
  • What private exchanges are and whether they are a new panacea.
  • The latest strategies and tactics to move the needle on costs.
  • How TPA can become a strategic partner with an advisor generalist.

 

 

]]> David Saltzman 933b674f9d22c9ab59021bb7d6d01d09 Mon, 24 Oct 2016 11:00:00 -0400 1190 Business,brooks,group,insurance,strategies,leads,profits,positioning,diversified,bnefits,goodison full false Ep #132: New DI Strategies Increase Agency Revenue - With Patrick Irving Ep #132: New DI Strategies Increase Agency Revenue - With Patrick Irving This week, we welcome Patrick Irving, Managing Director of Covala Group, to The ShiftShapers podcast to help us explore the overlooked opportunities available with disability income. With only 30% of Fortune 1000 companies (and fewer in other segments) providing coverage in this area, advisors willing to develop a DI expertise will be in a prime position to expand their practices while providing invaluable coverage for their clients – often at a discount!

This episode is packed with useful information for benefit advisors: Patrick clarifies some of the DI terminology that can often be confusing.  He goes into detail about the taxation of DI benefits so advisors can better serve their clients while saving them money. He also tackles the classic chicken or the egg question regarding whether Group or Individual coverage is the best first option.

Advisors dealing with commission compression or looking for additional revenue streams will definitely want to leverage the opportunities available in DI coverage and you should begin with this episode. Patrick provides a wealth of information and specifics on how to help your clients seamlessly integrate DI benefits into their existing plans.

What You’ll Learn From this Episode:

  • The market opportunity available with disability income.
  • The difference between multi-life, group, GSI and individual plans.
  • An expert perspective on whether an Individual or Group plan should be purchased first.
  • Why it is important to understand the taxation of disability.
  • Which items are generally not covered by Group DI.
]]> This week, we welcome Patrick Irving, Managing Director of Covala Group, to The ShiftShapers podcast to help us explore the overlooked opportunities available with disability income. With only 30% of Fortune 1000 companies (and fewer in other segments) providing coverage in this area, advisors willing to develop a DI expertise will be in a prime position to expand their practices while providing invaluable coverage for their clients – often at a discount!

This episode is packed with useful information for benefit advisors: Patrick clarifies some of the DI terminology that can often be confusing.  He goes into detail about the taxation of DI benefits so advisors can better serve their clients while saving them money. He also tackles the classic chicken or the egg question regarding whether Group or Individual coverage is the best first option.

Advisors dealing with commission compression or looking for additional revenue streams will definitely want to leverage the opportunities available in DI coverage and you should begin with this episode. Patrick provides a wealth of information and specifics on how to help your clients seamlessly integrate DI benefits into their existing plans.

What You’ll Learn From this Episode:

  • The market opportunity available with disability income.
  • The difference between multi-life, group, GSI and individual plans.
  • An expert perspective on whether an Individual or Group plan should be purchased first.
  • Why it is important to understand the taxation of disability.
  • Which items are generally not covered by Group DI.
]]> David Saltzman ef9c0f3ad184e3a74fb265f523b5401c Mon, 17 Oct 2016 11:00:00 -0400 1257 Business,sales,patrick,group,insurance,Disability,strategies,leads,Irving,income,profits,positioning,covala full false Ep #131: It's All About The Regs - With Jessica Waltman - Part 2 Ep #131: It's All About The Regs - With Jessica Waltman - Part 2 In part 2 of our quarterly visit with Jessica Waltman, we explore the upcoming regulatory changes during this election season that will directly affect benefit advisors.

Jessica is a Principal at Forward Health Consulting and is a regular contributor to ShiftShapers.  As one of the preeminent experts on how legislative and regulatory changes will impact your practice, she is the perfect guest to help advisors sort through the flurry of new rules and focus in on what’s most important.

Regulatory changes are emerging at a fast and furious pace as we near the end of President Obama’s second term, and not all of those changes are directly related to the Affordable Care Act. Jessica describes in detail how these new changes will impact health plans, retirement plans, and health reform requirements. Anyone who sells group insurance will be impacted by these proposed changes.

Additionally, advisors need to be able to communicate quickly and clearly to their employer clients who can face fines and additional documentation requirements once the expansion is finalized. Advisors who understand this new environment will be better positioned to help their clients navigate the changes successfully.

Jessica shares the latest information on everything from the increase in fines and penalties or changes to wellness program requirements.

What You’ll Learn From this Episode:

  • How the proposed expansion of Form 5500 will impact health care plans.
  • What the confounding compliance complexities are.
  • How implementing the EEOC Wellness Rules will impact plans.
  • What the potential snags and pitfalls are in Employer Mandate implementation.
]]> In part 2 of our quarterly visit with Jessica Waltman, we explore the upcoming regulatory changes during this election season that will directly affect benefit advisors.

Jessica is a Principal at Forward Health Consulting and is a regular contributor to ShiftShapers.  As one of the preeminent experts on how legislative and regulatory changes will impact your practice, she is the perfect guest to help advisors sort through the flurry of new rules and focus in on what’s most important.

Regulatory changes are emerging at a fast and furious pace as we near the end of President Obama’s second term, and not all of those changes are directly related to the Affordable Care Act. Jessica describes in detail how these new changes will impact health plans, retirement plans, and health reform requirements. Anyone who sells group insurance will be impacted by these proposed changes.

Additionally, advisors need to be able to communicate quickly and clearly to their employer clients who can face fines and additional documentation requirements once the expansion is finalized. Advisors who understand this new environment will be better positioned to help their clients navigate the changes successfully.

Jessica shares the latest information on everything from the increase in fines and penalties or changes to wellness program requirements.

What You’ll Learn From this Episode:

  • How the proposed expansion of Form 5500 will impact health care plans.
  • What the confounding compliance complexities are.
  • How implementing the EEOC Wellness Rules will impact plans.
  • What the potential snags and pitfalls are in Employer Mandate implementation.
]]> David Saltzman 718ea75aaf69b382fbaef77a0d887a9d Mon, 10 Oct 2016 11:00:00 -0400 1247 Business,sales,jessica,health,consulting,insurance,changes,strategies,regulatory,Forward,leads,profits,positioning,waltman full false Ep #130: The Presidential Race Isn't All We Should Watch - With Jessica Waltman - Part 1 Ep #130: The Presidential Race Isn't All We Should Watch - With Jessica Waltman - Part 1 In part 1 of our quarterly visit with Jessica Waltman we explore the “public option”, which down-ballot elections you should be watching and more.

Jessica is Principal at Forward Health Consulting and is a regular contributor to ShiftShapers and one of the preeminent experts in how legislative and regulatory changes will affect your practice – and your clients. While we are all focused on the race for president, there is a much broader canvas to watch as well.

There has been renewed discussion of “The Public Option”, but Jessica points out that there are differing notions of exactly what that means, and different ways in which it might (or might not) get implemented. Essentially, the public option is a government-run health care program set up to compete with private insurers. Some say it’s the only way to save the Affordable Care Act since insurers are pulling out of the individual exchanges. Is it? We ask Jessica for insight.

Rising health care rates, a lack of competition, and disappearing co-ops are also creating a great deal of noise in our markets. The Risk adjustment mechanism under PPACA continues to drive perverse incentives and we explore some of the thinking around how those might be fixed.

Advisors who understand how the legislative changes impact both the group and individual markets will be better positioned to serve their clients.  Jessica helps to clarify the potential changes on the horizon. In next week’s episode, we dig into more detail on a number of the recent regulatory changes and explore those that (may) come. Stay tuned!

What You’ll Learn From this Episode:

  • Why there is a renewed interest in the public option.
  • Which down-ballot races we should be watching and why.
  • What the impact of rising rates and lack of individual market competitions are on your practice.
  • How to fix the “Risk Adjustment” mechanism in PPACA.
]]> In part 1 of our quarterly visit with Jessica Waltman we explore the “public option”, which down-ballot elections you should be watching and more.

Jessica is Principal at Forward Health Consulting and is a regular contributor to ShiftShapers and one of the preeminent experts in how legislative and regulatory changes will affect your practice – and your clients. While we are all focused on the race for president, there is a much broader canvas to watch as well.

There has been renewed discussion of “The Public Option”, but Jessica points out that there are differing notions of exactly what that means, and different ways in which it might (or might not) get implemented. Essentially, the public option is a government-run health care program set up to compete with private insurers. Some say it’s the only way to save the Affordable Care Act since insurers are pulling out of the individual exchanges. Is it? We ask Jessica for insight.

Rising health care rates, a lack of competition, and disappearing co-ops are also creating a great deal of noise in our markets. The Risk adjustment mechanism under PPACA continues to drive perverse incentives and we explore some of the thinking around how those might be fixed.

Advisors who understand how the legislative changes impact both the group and individual markets will be better positioned to serve their clients.  Jessica helps to clarify the potential changes on the horizon. In next week’s episode, we dig into more detail on a number of the recent regulatory changes and explore those that (may) come. Stay tuned!

What You’ll Learn From this Episode:

  • Why there is a renewed interest in the public option.
  • Which down-ballot races we should be watching and why.
  • What the impact of rising rates and lack of individual market competitions are on your practice.
  • How to fix the “Risk Adjustment” mechanism in PPACA.
]]> David Saltzman 3032623b85d50b1d66bc8eb78dd65dd7 Mon, 03 Oct 2016 11:00:00 -0400 1320 Business,sales,jessica,health,consulting,insurance,strategies,Forward,leads,profits,positioning,waltman full false Ep #129: Driving Down Cost with Measureable Data - With Keith Lemer Ep #129: Driving Down Cost with Measureable Data - With Keith Lemer Technology is most useful when provides insights that help you advise your clients on changes they can make to lower claims costs and bend their trend.

Our subject matter expert this week is Keith Lemer, CEO of Wellnet Healthcare Plan and a founding member of the Healthcare Performance Management Institute – a think tank focused on using technology to bring down the cost of health care.

Regardless of a company’s size, without measurable data – process improvement is difficult at best.We invited Keith to discuss how advisors can access relevant data to improve the decision-making processes.

With data, advisors are in a prime position to help their clients make choices that will reduce health care costs, increase compliance, and better control health care dollars spent.

Once identified, we explore strategies for working with the 20% of the population that is driving the majority of claims costs. We also discuss the top three issues advisors face, and what tools are available for them to use. Health insurance is expensive because health care is expensive. Since that shows no sign of abating, clients will be looking to advisors for expert guidance on innovation, expert delivery, and how to  reduce costs while achieving the best quality and outcomes for employees.

What You’ll Learn From this Episode:

  • How the Healthcare Performance Management Institute was formed.
  • What resources are available to advisors.
  • The top three issues experienced by industry professionals.
  • Strategies for working with the 20% of the employee population that is driving the most claims costs.
  • Whether carriers help or present a hindrance.
]]> Technology is most useful when provides insights that help you advise your clients on changes they can make to lower claims costs and bend their trend.

Our subject matter expert this week is Keith Lemer, CEO of Wellnet Healthcare Plan and a founding member of the Healthcare Performance Management Institute – a think tank focused on using technology to bring down the cost of health care.

Regardless of a company’s size, without measurable data – process improvement is difficult at best.We invited Keith to discuss how advisors can access relevant data to improve the decision-making processes.

With data, advisors are in a prime position to help their clients make choices that will reduce health care costs, increase compliance, and better control health care dollars spent.

Once identified, we explore strategies for working with the 20% of the population that is driving the majority of claims costs. We also discuss the top three issues advisors face, and what tools are available for them to use. Health insurance is expensive because health care is expensive. Since that shows no sign of abating, clients will be looking to advisors for expert guidance on innovation, expert delivery, and how to  reduce costs while achieving the best quality and outcomes for employees.

What You’ll Learn From this Episode:

  • How the Healthcare Performance Management Institute was formed.
  • What resources are available to advisors.
  • The top three issues experienced by industry professionals.
  • Strategies for working with the 20% of the employee population that is driving the most claims costs.
  • Whether carriers help or present a hindrance.
]]> David Saltzman 3fe486f731561baa9c56026d64cf2e34 Mon, 26 Sep 2016 11:00:00 -0400 1404 Business,Management,sales,performance,Plan,healthcare,insurance,strategies,institute,leads,profits,positioning,wellnet full false Ep #128: Changing Non-Adherent Health Behaviors – with Ted Borgstadt Ep #128: Changing Non-Adherent Health Behaviors – with Ted Borgstadt Is it possible to help people make and sustain long-term behavior changes that yield better health and reduced claims cost?

This week’s guest, Ted Borgstadt, CEO of TrestleTree, believes that achieving adherent health behaviors for an unmotivated population is possible through a change in the healthcare model.

The current healthcare model focuses more on the 1/3 of patients who are motivated to change and largely ignores the 1/3 who are unmotivated or who are non-compliant with prescribed treatments and protocols.  The problem is that non-adherence is responsible for 10% of overall claims spend. That equates to a $300 billion expense that can be recouped through health-related behavior modifications.

Changing human behavior is a very complicated endeavor. Ted believes that creating a trust relationship is the key that cracks open that door and discusses how this is different than what many think of as a traditional “wellness” program.

Advisors who have typically steered clear of old-fashioned wellness programs due to a lack of demonstrable ROI will find today’s conversation extremely valuable. Solving the participation issue is a win-win for all involved. Ted shares practical strategies that advisors can use to help executives slash health care costs by converting an unmotivated population.

 

What You’ll Learn From this Episode:

  • The scope of the non-adherence problem.
  • How trust is the key to creating influence.
  • The potential financial impact that behavior modification has on claims spending.
  • How to apply a model while still recognizing the individual.
  • Why a demonstrable, repeatable ROI is important in evaluation.
  • Why biometric data is the right place to start the process when providing health and wellness services.
]]> Is it possible to help people make and sustain long-term behavior changes that yield better health and reduced claims cost?

This week’s guest, Ted Borgstadt, CEO of TrestleTree, believes that achieving adherent health behaviors for an unmotivated population is possible through a change in the healthcare model.

The current healthcare model focuses more on the 1/3 of patients who are motivated to change and largely ignores the 1/3 who are unmotivated or who are non-compliant with prescribed treatments and protocols.  The problem is that non-adherence is responsible for 10% of overall claims spend. That equates to a $300 billion expense that can be recouped through health-related behavior modifications.

Changing human behavior is a very complicated endeavor. Ted believes that creating a trust relationship is the key that cracks open that door and discusses how this is different than what many think of as a traditional “wellness” program.

Advisors who have typically steered clear of old-fashioned wellness programs due to a lack of demonstrable ROI will find today’s conversation extremely valuable. Solving the participation issue is a win-win for all involved. Ted shares practical strategies that advisors can use to help executives slash health care costs by converting an unmotivated population.

 

What You’ll Learn From this Episode:

  • The scope of the non-adherence problem.
  • How trust is the key to creating influence.
  • The potential financial impact that behavior modification has on claims spending.
  • How to apply a model while still recognizing the individual.
  • Why a demonstrable, repeatable ROI is important in evaluation.
  • Why biometric data is the right place to start the process when providing health and wellness services.
]]> David Saltzman 6bb1a91fe22cd507b3046ea9c62e94fe Mon, 19 Sep 2016 11:00:00 -0400 1369 Business,sales,TED,insurance,strategies,leads,profits,positioning,borgstadt,trestletree full false Ep #127: Advocacy Programs Drive Consumer Engagement - With Julian Lago Ep #127: Advocacy Programs Drive Consumer Engagement - With Julian Lago Saving money by helping to increase consumer confidence and health care literacy should be a priority in today’s often fractured and always expensive healthcare system.

A Thomson Reuters study estimates that health care costs can be cut by $36 billion dollars by helping consumers make smarter decisions. On this episode, Julian Lago, President of Benezon, helps us to learn how advisors can help consumers understand what they don’t know and how to make those decisions.

Managing health care continues to be a reactionary process based on the current situation in which a consumer finds themselves. They tend to scramble when they have an urgent health care issue. Trying to figure out what resources are suitable in a time of need can be confusing and frustrating. Advisors can use a “concierge” type service to extend their value to members by helping them avoid that pre-care confusion.

The rising cost of out-of-pocket expenses and increased complexity of billing systems presents additional opportunities for advisors to provide value-based advocacy programs after treatment. Consumers are rarely aware that hospital bills are routinely error prone and open to negotiation.

Join us for a fascinating discussion as Julian provides insight on trends that impact consumers and how advisors can differentiate themselves by providing extended service.

 

What You’ll Learn From this Episode:

  • How technology is actually helping consumers.
  • Data access and collection trends that will impact the consumer.
  • Why focusing on consumer engagement and repeat use increases consumer confidence.
  • What a pricing-through-billing model looks like.
  • How the health care industry is working to improve user engagement.
]]> Saving money by helping to increase consumer confidence and health care literacy should be a priority in today’s often fractured and always expensive healthcare system.

A Thomson Reuters study estimates that health care costs can be cut by $36 billion dollars by helping consumers make smarter decisions. On this episode, Julian Lago, President of Benezon, helps us to learn how advisors can help consumers understand what they don’t know and how to make those decisions.

Managing health care continues to be a reactionary process based on the current situation in which a consumer finds themselves. They tend to scramble when they have an urgent health care issue. Trying to figure out what resources are suitable in a time of need can be confusing and frustrating. Advisors can use a “concierge” type service to extend their value to members by helping them avoid that pre-care confusion.

The rising cost of out-of-pocket expenses and increased complexity of billing systems presents additional opportunities for advisors to provide value-based advocacy programs after treatment. Consumers are rarely aware that hospital bills are routinely error prone and open to negotiation.

Join us for a fascinating discussion as Julian provides insight on trends that impact consumers and how advisors can differentiate themselves by providing extended service.

 

What You’ll Learn From this Episode:

  • How technology is actually helping consumers.
  • Data access and collection trends that will impact the consumer.
  • Why focusing on consumer engagement and repeat use increases consumer confidence.
  • What a pricing-through-billing model looks like.
  • How the health care industry is working to improve user engagement.
]]> David Saltzman ccd6044cfa98008a77bb0ad5cd7c76b1 Mon, 12 Sep 2016 11:00:00 -0400 1275 Business,sales,insurance,strategies,julian,leads,profits,positioning,lago,benezon full false Ep #126: Health-Focused Business Groups Expand Their Scope - With Jessica Brooks Ep #126: Health-Focused Business Groups Expand Their Scope - With Jessica Brooks Business groups on health are helping employers understand and use data while they transition from volume purchasing to value purchasing.

Jessica Brooks, CEO and Executive Director of the Pittsburgh Business Group on Health, shares her expertise on health-focused business groups; potentially a new topic for many listeners. In the past, business groups formed primarily to leverage purchasing power. Today, these coalitions are expanding their focus by using education and advocacy, in addition to the power of the purse, to push for changes in the health care industry at the macro level while bringing new insights and tools to their member employers at the local level.

Jessica explains the history behind health-focused business groups and why they formed initially. She shares how these groups are bringing together key stakeholders to address challenges with health care cost, quality, and access in the marketplace. Business health care groups bring relevant parties to the table in search of workable solutions in this era of complexity surrounding the Affordable Care Act and public and private exchanges.

We explore the ever-more-important role of data in employers’ decision-making as well as their latest focus to moving beyond leveraging group size for volume purchasing to a more value-based approach. Jessica also discusses the role benefit advisors play in the PBGH and how they can work together to bring about better outcomes for their mutual clients.

What You’ll Learn From this Episode:

  • A history of and need for health-focused business groups.
  • How PBGH interacts with advisors.
  • The four pillars of the PBGH.
  • How the PBGH has transitioned from volume to value.
  • The role data plays in transforming how the PBGH works with vendors.
]]> Business groups on health are helping employers understand and use data while they transition from volume purchasing to value purchasing.

Jessica Brooks, CEO and Executive Director of the Pittsburgh Business Group on Health, shares her expertise on health-focused business groups; potentially a new topic for many listeners. In the past, business groups formed primarily to leverage purchasing power. Today, these coalitions are expanding their focus by using education and advocacy, in addition to the power of the purse, to push for changes in the health care industry at the macro level while bringing new insights and tools to their member employers at the local level.

Jessica explains the history behind health-focused business groups and why they formed initially. She shares how these groups are bringing together key stakeholders to address challenges with health care cost, quality, and access in the marketplace. Business health care groups bring relevant parties to the table in search of workable solutions in this era of complexity surrounding the Affordable Care Act and public and private exchanges.

We explore the ever-more-important role of data in employers’ decision-making as well as their latest focus to moving beyond leveraging group size for volume purchasing to a more value-based approach. Jessica also discusses the role benefit advisors play in the PBGH and how they can work together to bring about better outcomes for their mutual clients.

What You’ll Learn From this Episode:

  • A history of and need for health-focused business groups.
  • How PBGH interacts with advisors.
  • The four pillars of the PBGH.
  • How the PBGH has transitioned from volume to value.
  • The role data plays in transforming how the PBGH works with vendors.
]]> David Saltzman eb0fd372a40d194802cb3c4d23851749 Mon, 05 Sep 2016 11:00:00 -0400 1399 Groups,Business,sales,jessica,brooks,insurance,strategies,leads,profits,positioning,pbgh,healthfocused full false Ep #125: PPACA Risk Adjustments Create Risk - With Tom Policelli Ep #125: PPACA Risk Adjustments Create Risk - With Tom Policelli Under ACA, companies are being penalized for growth, perverse incentives abound and risk adjustments are creating . . . risk!

This week,  Tom Policelli, CEO of Minuteman Health, joins us to discuss the unintended consequences of risk adjustment in the Affordable Care Act. Although it may not have crossed your radar yet, it’s important to understand the market uncertainty triggered by the federal government’s risk adjustment mechanisms and how that will impact advisors and the clients they serve.

Tom walks us through the three Rs established by the ACA: Risk adjustment, Reinsurance, and Risk corridor. While these were developed to foster market stabilization, we discuss how each program is actually producing the reverse effect – sometimes with disastrous consequences.

Tom also talks about his work with the advocacy group, Choices Coalition, which is having some success bringing an awareness to the industry problems created by the ACA. He covers the practical solutions that have been proposed and the strategies some organizations are undertaking to address the little-known perverse incentives created by risk adjustment.

What You’ll Learn From this Episode:

  • What risk adjustment is and how it impacts pricing and market stability.
  • How Massachusetts had a head start responding to the unintended consequences.
  • The three Rs as defined in the Affordable Care Act.
  • How companies are being penalized for growth.
  • The impact of risk adjustment on carriers and the plans they offer.
]]> Under ACA, companies are being penalized for growth, perverse incentives abound and risk adjustments are creating . . . risk!

This week,  Tom Policelli, CEO of Minuteman Health, joins us to discuss the unintended consequences of risk adjustment in the Affordable Care Act. Although it may not have crossed your radar yet, it’s important to understand the market uncertainty triggered by the federal government’s risk adjustment mechanisms and how that will impact advisors and the clients they serve.

Tom walks us through the three Rs established by the ACA: Risk adjustment, Reinsurance, and Risk corridor. While these were developed to foster market stabilization, we discuss how each program is actually producing the reverse effect – sometimes with disastrous consequences.

Tom also talks about his work with the advocacy group, Choices Coalition, which is having some success bringing an awareness to the industry problems created by the ACA. He covers the practical solutions that have been proposed and the strategies some organizations are undertaking to address the little-known perverse incentives created by risk adjustment.

What You’ll Learn From this Episode:

  • What risk adjustment is and how it impacts pricing and market stability.
  • How Massachusetts had a head start responding to the unintended consequences.
  • The three Rs as defined in the Affordable Care Act.
  • How companies are being penalized for growth.
  • The impact of risk adjustment on carriers and the plans they offer.
]]> David Saltzman 08b2a1269af8eadb9342bec44c250411 Mon, 29 Aug 2016 11:00:00 -0400 1428 Business,sales,market,care,insurance,risk,strategies,act,adjustment,stabilization,leads,profits,affordable,positioning full false Ep #124: Knocking On The HR Door Provides New Opportunities - With George Reese Ep #124: Knocking On The HR Door Provides New Opportunities - With George Reese Accustomed to knocking on the C-Suite door, many advisors are finding success by using the HR door instead. Leveraging ACA-related changes and technology creates compelling conversations advisors can use to grow their businesses.

Our guest this week is George Reese of Employee Navigator who helps us explore shifts in the industry that makes oft-neglected HR departments a target rich environment for advisors looking for new strategies to expand their practices. Today more than ever, George tells us, HR departments are searching for solutions to streamline ACA-mandated compliance processes. Advisors armed with knowledge and technology can offer a compelling argument market – if they know how to have that conversation.

Benefits administration is one of the most complex systems for organizations to manage. As this area morphs into an HR-driven field, advisors can help their clients simplify a complicated network of rules and compliance requirements. George highlights exactly how advisors can best capitalize on the upcoming changes and avoid being left behind.

What You’ll Learn From this Episode:

  • The most recent updates in BenAdmin systems.
  • The 5 things shaping advisors’ interactions with technology.
  • Whether systems have become “table stakes” for advisors since Zenefits.
  • The impact that channel conflict will have.
  • How brokers can think strategically about using HR departments as a door opener.
  • The future of BenAdmin systems and how quickly the changes will materialize.
]]> Accustomed to knocking on the C-Suite door, many advisors are finding success by using the HR door instead. Leveraging ACA-related changes and technology creates compelling conversations advisors can use to grow their businesses.

Our guest this week is George Reese of Employee Navigator who helps us explore shifts in the industry that makes oft-neglected HR departments a target rich environment for advisors looking for new strategies to expand their practices. Today more than ever, George tells us, HR departments are searching for solutions to streamline ACA-mandated compliance processes. Advisors armed with knowledge and technology can offer a compelling argument market – if they know how to have that conversation.

Benefits administration is one of the most complex systems for organizations to manage. As this area morphs into an HR-driven field, advisors can help their clients simplify a complicated network of rules and compliance requirements. George highlights exactly how advisors can best capitalize on the upcoming changes and avoid being left behind.

What You’ll Learn From this Episode:

  • The most recent updates in BenAdmin systems.
  • The 5 things shaping advisors’ interactions with technology.
  • Whether systems have become “table stakes” for advisors since Zenefits.
  • The impact that channel conflict will have.
  • How brokers can think strategically about using HR departments as a door opener.
  • The future of BenAdmin systems and how quickly the changes will materialize.
]]> David Saltzman 25f8e35450fe26d8d2777c87d42fd1de Mon, 22 Aug 2016 11:00:00 -0400 1281 Business,sales,george,insurance,reese,strategies,employee,leads,navigator,profits,positioning,benadmins full false Ep #123: Voluntary Benefits Enhance the Consumer Experience - with Sal Campanile Ep #123: Voluntary Benefits Enhance the Consumer Experience - with Sal Campanile This week on the ShiftShapers podcast, Sal Campanile stops by to help us explore the world of voluntary benefits. Sal is the Vice President of Workplace Voluntary Benefits and Group Sales for 5-Star; the insurance company for the Armed Forces Benefits Association.

Voluntary benefits create a more enriching and satisfying experience for the consumer. They exist to support an insurance package, not detract from it. However, in a market where consumers primarily differentiate between services based on price, Sal provides practical tips for advisors who want to grow their business by incorporating  voluntary benefits.

There are plenty of options available to consumers when it comes to benefits packages. Sal speaks to the shifts on the horizon as well as the opportunities that advisors can leverage by offering voluntary benefits. We’ll talk about just how advisors can help clients understand the need for these services from a holistic approach that relies heavily on education.

What You’ll Learn From this Episode:

  • How the military market 5-Star serves has informed their work in commercial markets.
  • 3 core elements advisors need to be successful.
  • 3 additional components advisors need to keep in mind.
  • How advisors can help consumers see their benefits as a whole package rather than non-related coverages.
  • Some of the key differentiators that resonate with consumers.


]]> This week on the ShiftShapers podcast, Sal Campanile stops by to help us explore the world of voluntary benefits. Sal is the Vice President of Workplace Voluntary Benefits and Group Sales for 5-Star; the insurance company for the Armed Forces Benefits Association.

Voluntary benefits create a more enriching and satisfying experience for the consumer. They exist to support an insurance package, not detract from it. However, in a market where consumers primarily differentiate between services based on price, Sal provides practical tips for advisors who want to grow their business by incorporating  voluntary benefits.

There are plenty of options available to consumers when it comes to benefits packages. Sal speaks to the shifts on the horizon as well as the opportunities that advisors can leverage by offering voluntary benefits. We’ll talk about just how advisors can help clients understand the need for these services from a holistic approach that relies heavily on education.

What You’ll Learn From this Episode:

  • How the military market 5-Star serves has informed their work in commercial markets.
  • 3 core elements advisors need to be successful.
  • 3 additional components advisors need to keep in mind.
  • How advisors can help consumers see their benefits as a whole package rather than non-related coverages.
  • Some of the key differentiators that resonate with consumers.


]]> David Saltzman 46db3f6994aac0423e68884155fc46fa Mon, 15 Aug 2016 11:00:00 -0400 1358 Business,sales,insurance,strategies,campanile,benefits,sal,leads,profits,positioning,voluntary,5star full false Ep #122: Is Prac-Ademics The Key To A Successful Retirement Planning Practice? - With Dr. Robert Johnson Ep #122: Is Prac-Ademics The Key To A Successful Retirement Planning Practice? - With Dr. Robert Johnson A generational shift has created several generations of Americans who are financially unprepared for retirement, which represents an opportunity for advisors. We explore that and other changes going on at The American College on this episode of ShiftShapers.

On this episode of the ShiftShapers podcast, we go back to school with Dr. Robert Johnson, President and CEO of The American College. Dr. Johnson began his career as a traditional college professor before transitioning to the Association for Management and Research where he was instrumental in enhancing the CFA program curriculum. All of this experience led Bob to what he calls “Prac-Ademics”, a merger of the practical and the academic that may be the key for advisors seeking add or increase this practice area in their businesses.

Join us as Bob shares his insight on a new crisis looming in this country due to a lack of retirement planning readiness among Americans. The shift away from Baby Boomers’ defined-benefit plans to defined-contribution and 401(k) plans without the necessary financial education will leave a large number of retirees in a precarious predicament. Under Bob’s leadership, The College is working to move the needle on financial preparation by training financial advisors who work with the general public. We explore how the college’s Retirement Income Certified Professional (RICP) designation is its most popular field of study for today’s advisors.

Traditional benefits advisors can fill a need in society and incorporate a value-added service by implementing retirement planning into their practice. This episode will help you discover just how serious this crisis is and will outline the opportunities and best practices for all size agencies.

What You’ll Learn From this Episode:

  • How Bob transitioned from private industry to becoming the President and CEO of The American College.
  • The opportunity that exists for traditional benefits advisors in holistic planning.
  • How the lack of financial readiness for retirement will create a financial crisis in the US.
  • How millennials approach saving for retirement and how advisors can better service this population group.
  • The pros and cons of robo-advisors.
]]> A generational shift has created several generations of Americans who are financially unprepared for retirement, which represents an opportunity for advisors. We explore that and other changes going on at The American College on this episode of ShiftShapers.

On this episode of the ShiftShapers podcast, we go back to school with Dr. Robert Johnson, President and CEO of The American College. Dr. Johnson began his career as a traditional college professor before transitioning to the Association for Management and Research where he was instrumental in enhancing the CFA program curriculum. All of this experience led Bob to what he calls “Prac-Ademics”, a merger of the practical and the academic that may be the key for advisors seeking add or increase this practice area in their businesses.

Join us as Bob shares his insight on a new crisis looming in this country due to a lack of retirement planning readiness among Americans. The shift away from Baby Boomers’ defined-benefit plans to defined-contribution and 401(k) plans without the necessary financial education will leave a large number of retirees in a precarious predicament. Under Bob’s leadership, The College is working to move the needle on financial preparation by training financial advisors who work with the general public. We explore how the college’s Retirement Income Certified Professional (RICP) designation is its most popular field of study for today’s advisors.

Traditional benefits advisors can fill a need in society and incorporate a value-added service by implementing retirement planning into their practice. This episode will help you discover just how serious this crisis is and will outline the opportunities and best practices for all size agencies.

What You’ll Learn From this Episode:

  • How Bob transitioned from private industry to becoming the President and CEO of The American College.
  • The opportunity that exists for traditional benefits advisors in holistic planning.
  • How the lack of financial readiness for retirement will create a financial crisis in the US.
  • How millennials approach saving for retirement and how advisors can better service this population group.
  • The pros and cons of robo-advisors.
]]> David Saltzman 24b9cb8d2c74fa6f00f8870e185df992 Mon, 08 Aug 2016 11:00:00 -0400 1351 the,Business,sales,american,professional,college,Retirement,johnson,dr,insurance,planning,Robert,certified,strategies,leads,income,profits,positioning full false Ep #121: The Future of Value-Based Care - With Eric Parmenter of Evolent Health Ep #121: The Future of Value-Based Care - With Eric Parmenter of Evolent Health This week on the ShiftShapers podcast, Eric Parmenter outlines the differences between the HMOs of the past and value-based care at the provider and hospital level.  Eric is the VP of Employer Solutions at Evolent Health. His vast experience at all spectrums of the insurance industry makes him the perfect guest to identify the benefits and potential in store with a value-based approach to pricing.

We begin our conversation with a definition of value-based care. Ultimately, this approach is a shift away from a fee-for-service model which allows providers more control in how they interact with patients. The changes won’t be immediately noticeable by patients, but it has the potential to revolutionize the way doctors deliver care.

Eric provides a wealth of information that is sure to help you understand how value-based care differs from the HMO model and the benefits it provides.  Listen in to discover just how value-based care will impact the future of healthcare pricing models.

What You’ll Learn From this Episode:

  • Eric’s path to working at the provider and hospital level.
  • What value-based care is and how it differs from value-based pricing.
  • How three different types of providers are reacting to value-based care.
  • Whether current networks as we know them will survive.
  • How the incentive-based payment structure is being realigned to account for the quality of care.
  • What the next generation of ACOs will look like.
]]> This week on the ShiftShapers podcast, Eric Parmenter outlines the differences between the HMOs of the past and value-based care at the provider and hospital level.  Eric is the VP of Employer Solutions at Evolent Health. His vast experience at all spectrums of the insurance industry makes him the perfect guest to identify the benefits and potential in store with a value-based approach to pricing.

We begin our conversation with a definition of value-based care. Ultimately, this approach is a shift away from a fee-for-service model which allows providers more control in how they interact with patients. The changes won’t be immediately noticeable by patients, but it has the potential to revolutionize the way doctors deliver care.

Eric provides a wealth of information that is sure to help you understand how value-based care differs from the HMO model and the benefits it provides.  Listen in to discover just how value-based care will impact the future of healthcare pricing models.

What You’ll Learn From this Episode:

  • Eric’s path to working at the provider and hospital level.
  • What value-based care is and how it differs from value-based pricing.
  • How three different types of providers are reacting to value-based care.
  • Whether current networks as we know them will survive.
  • How the incentive-based payment structure is being realigned to account for the quality of care.
  • What the next generation of ACOs will look like.
]]> David Saltzman 773932a8120d5af2ec2e20647ba74663 Mon, 01 Aug 2016 11:00:00 -0400 1292 eric,Business,sales,care,insurance,strategies,leads,profits,parmenter,positioning,valuebased,ACOs full false Ep #120: Use Compliance As A Differentiator And A Profit Center - With Peter Lewenson Ep #120: Use Compliance As A Differentiator And A Profit Center - With Peter Lewenson Providing compliance advice and services is table stakes for today’s advisors. How do you build a compliance practice and should you create it in-house or contract it out?

On this week’s episode of ShiftShapers, we chat with Peter Lewenson, the Founder and President of Compliance Bug, who has 20 years of experience with regulated industries including healthcare, financial services, insurance and employee benefits. Peter believes what while compliance is a complicated field, it is a strategic conversation that businesses must be having.

We explore how compliance can be both a prospecting and a client retention tool. We ask Peter about the pros and cons of building an in-house practice or whether a single advisor should try to go it alone. Peter says that there can be significant liability for the advisor as well as for clients and suggests methods to mitigate that exposure.

In this engaging conversation, Peter provides excellent advice about finding strategic partners and for staying current with the latest updates in the ever-changing area of compliance regulations. Listen in to hear his suggestions for providing your clients and prospects with the best possible service.

What You’ll Learn From this Episode:

  • How compliance can be a foot in the door for advisors.
  • What owners, directors, and officers need to know about their personal liability for compliance decisions.
  • The liability that advisors have and whether it is covered by their E&O policies.
  • What Wrap Docs are and why are they important.
  • What advisors should look for when selecting a strategic partner.

 

]]> Providing compliance advice and services is table stakes for today’s advisors. How do you build a compliance practice and should you create it in-house or contract it out?

On this week’s episode of ShiftShapers, we chat with Peter Lewenson, the Founder and President of Compliance Bug, who has 20 years of experience with regulated industries including healthcare, financial services, insurance and employee benefits. Peter believes what while compliance is a complicated field, it is a strategic conversation that businesses must be having.

We explore how compliance can be both a prospecting and a client retention tool. We ask Peter about the pros and cons of building an in-house practice or whether a single advisor should try to go it alone. Peter says that there can be significant liability for the advisor as well as for clients and suggests methods to mitigate that exposure.

In this engaging conversation, Peter provides excellent advice about finding strategic partners and for staying current with the latest updates in the ever-changing area of compliance regulations. Listen in to hear his suggestions for providing your clients and prospects with the best possible service.

What You’ll Learn From this Episode:

  • How compliance can be a foot in the door for advisors.
  • What owners, directors, and officers need to know about their personal liability for compliance decisions.
  • The liability that advisors have and whether it is covered by their E&O policies.
  • What Wrap Docs are and why are they important.
  • What advisors should look for when selecting a strategic partner.

 

]]> David Saltzman 293991095c74cd7a332c729eb373df57 Mon, 25 Jul 2016 11:00:00 -0400 1242 Business,Management,sales,compliance,insurance,Peter,strategies,Bug,leads,profits,positioning,lewenson full false Ep #119: Strategies and Tactics for Self-insured Plan Success - Part 2 - With Peter and Stacy Borans Ep #119: Strategies and Tactics for Self-insured Plan Success - Part 2 - With Peter and Stacy Borans It’s all about risk management! Learn how today’s successful plans incorporate clinical expertise, financial understanding, and cutting edge cost containment strategies to deliver outstanding year-over-year results.

Peter and Dr. Stacy Borans, provide the tools, techniques, strategies and tactics self-insured plans and their advisors need. The founders of Advanced Medical Strategies, they have over a decade of experience including independent medical reviews, claims cost containment, hospital negotiations, oncology services and claims repricing.

On this two-part series Peter and Stacy begin with a discussion of how the self-funded landscape has changed and what opportunities that provides for advisors – even those working in the smaller mid-market segment. We explore the high-level concepts and strategies that clients are finding successful and the concepts needed to have that initial and on-going self-insurance discussion with first-time self-insured groups.

Then we dig into a look at the biggest cost drivers: high-dollar claims, chronic disease and pharmacy spend. We also look to the future – a day when we will be doing more prospective than retrospective review, where predictive modeling will be far enough in front of potential claims so illness can be managed by looking out the windshield rather than viewed through the rear-view mirror. We also touch on the growing impact of reference-based pricing and the future of networks as we know them.

Join us on this second part of the conversation as we discuss how the fully insured vs. self-funded landscape is changing, as well as the essential concepts advisors need to understand in that arena. Don’t miss this opportunity to find out how you can deliver more value by bringing together clinical expertise, financial understanding, and cost containment.

What You’ll Learn From this Episode:

  • Whether the fully insured vs. self-funded landscape is changing, and how.
  • What concepts advisors need to understand.
  • How a plan can handle high-dollar claims.
  • The impact of chronic disease.
  • How closely advisors should watch drug spend and what drives that component of claims costs.
  • How we can start looking out the windshield rather than out the rear view mirror.
  • How reference based pricing and narrow networks will impact claims.
]]> It’s all about risk management! Learn how today’s successful plans incorporate clinical expertise, financial understanding, and cutting edge cost containment strategies to deliver outstanding year-over-year results.

Peter and Dr. Stacy Borans, provide the tools, techniques, strategies and tactics self-insured plans and their advisors need. The founders of Advanced Medical Strategies, they have over a decade of experience including independent medical reviews, claims cost containment, hospital negotiations, oncology services and claims repricing.

On this two-part series Peter and Stacy begin with a discussion of how the self-funded landscape has changed and what opportunities that provides for advisors – even those working in the smaller mid-market segment. We explore the high-level concepts and strategies that clients are finding successful and the concepts needed to have that initial and on-going self-insurance discussion with first-time self-insured groups.

Then we dig into a look at the biggest cost drivers: high-dollar claims, chronic disease and pharmacy spend. We also look to the future – a day when we will be doing more prospective than retrospective review, where predictive modeling will be far enough in front of potential claims so illness can be managed by looking out the windshield rather than viewed through the rear-view mirror. We also touch on the growing impact of reference-based pricing and the future of networks as we know them.

Join us on this second part of the conversation as we discuss how the fully insured vs. self-funded landscape is changing, as well as the essential concepts advisors need to understand in that arena. Don’t miss this opportunity to find out how you can deliver more value by bringing together clinical expertise, financial understanding, and cost containment.

What You’ll Learn From this Episode:

  • Whether the fully insured vs. self-funded landscape is changing, and how.
  • What concepts advisors need to understand.
  • How a plan can handle high-dollar claims.
  • The impact of chronic disease.
  • How closely advisors should watch drug spend and what drives that component of claims costs.
  • How we can start looking out the windshield rather than out the rear view mirror.
  • How reference based pricing and narrow networks will impact claims.
]]> David Saltzman 697dff84a859593ca54861e4cc55a19e Mon, 18 Jul 2016 11:00:00 -0400 1649 full false Ep #118: Strategies and Tactics for Self-insured Plan Success - Part 1 - With Peter and Stacy Borans Ep #118: Strategies and Tactics for Self-insured Plan Success - Part 1 - With Peter and Stacy Borans It’s all about risk management! Learn how today’s successful plans incorporate clinical expertise, financial understanding, and cutting edge cost containment strategies to deliver outstanding year-over-year results.

Peter and Dr. Stacy Borans, provide the tools, techniques, strategies and tactics self-insured plans and their advisors need. The founders of Advanced Medical Strategies, they have over a decade of experience including independent medical reviews, claims cost containment, hospital negotiations, oncology services and claims repricing.

On this two-part series Peter and Stacy begin with a discussion of how the self-funded landscape has changed and what opportunities that provides for advisors – even those working in the smaller mid-market segment. We explore the high-level concepts and strategies that clients are finding successful and the concepts needed to have that initial and on-going self-insurance discussion with first-time self-insured groups.

Then we dig into a look at the biggest cost drivers: high-dollar claims, chronic disease and pharmacy spend. We also look to the future – a day when we will be doing more prospective than retrospective review, where predictive modeling will be far enough in front of potential claims so illness can be managed by looking out the windshield rather than viewed through the rear-view mirror. We also touch on the growing impact of reference-based pricing and the future of networks as we know them.

Join us on this conversation as we discuss how the fully insured vs. self-funded landscape is changing, as well as the essential concepts advisors need to understand in that arena. Don’t miss this opportunity to find out how you can deliver more value by bringing together clinical expertise, financial understanding, and cost containment.

Make sure to tune in next week for the second part of this insightful conversation!

What You’ll Learn From this Episode:

  • Whether the fully insured vs. self-funded landscape is changing, and how.
  • What concepts advisors need to understand.
  • How a plan can handle high-dollar claims.
  • The impact of chronic disease.
  • How closely advisors should watch drug spend and what drives that component of claims costs.
  • How we can start looking out the windshield rather than out the rear view mirror.
  • How reference based pricing and narrow networks will impact claims.

 

]]> It’s all about risk management! Learn how today’s successful plans incorporate clinical expertise, financial understanding, and cutting edge cost containment strategies to deliver outstanding year-over-year results.

Peter and Dr. Stacy Borans, provide the tools, techniques, strategies and tactics self-insured plans and their advisors need. The founders of Advanced Medical Strategies, they have over a decade of experience including independent medical reviews, claims cost containment, hospital negotiations, oncology services and claims repricing.

On this two-part series Peter and Stacy begin with a discussion of how the self-funded landscape has changed and what opportunities that provides for advisors – even those working in the smaller mid-market segment. We explore the high-level concepts and strategies that clients are finding successful and the concepts needed to have that initial and on-going self-insurance discussion with first-time self-insured groups.

Then we dig into a look at the biggest cost drivers: high-dollar claims, chronic disease and pharmacy spend. We also look to the future – a day when we will be doing more prospective than retrospective review, where predictive modeling will be far enough in front of potential claims so illness can be managed by looking out the windshield rather than viewed through the rear-view mirror. We also touch on the growing impact of reference-based pricing and the future of networks as we know them.

Join us on this conversation as we discuss how the fully insured vs. self-funded landscape is changing, as well as the essential concepts advisors need to understand in that arena. Don’t miss this opportunity to find out how you can deliver more value by bringing together clinical expertise, financial understanding, and cost containment.

Make sure to tune in next week for the second part of this insightful conversation!

What You’ll Learn From this Episode:

  • Whether the fully insured vs. self-funded landscape is changing, and how.
  • What concepts advisors need to understand.
  • How a plan can handle high-dollar claims.
  • The impact of chronic disease.
  • How closely advisors should watch drug spend and what drives that component of claims costs.
  • How we can start looking out the windshield rather than out the rear view mirror.
  • How reference based pricing and narrow networks will impact claims.

 

]]> David Saltzman 82b181f5ba1845692a37c911671398a6 Mon, 11 Jul 2016 11:00:00 -0400 951 medical,Business,sales,insurance,Peter,stacy,strategies,claims,funding,leads,profits,positioning,insured,borans full false Ep #117: Tools & Techniques Maximize Communication and Consumerism - With Saravanan Chettiar Ep #117: Tools & Techniques Maximize Communication and Consumerism - With Saravanan Chettiar Communication and consumerism tools are especially important in smaller groups that lack the resources of their larger counterparts. This presents a challenge for advisors and their clients.

Saravanan Chettiar, the founder of STRIVE Benefits, joins us on this week’s episodes to share his expertise on how new tools and technology help benefits advisors to deliver effective services in an easily scalable way.

It’s difficult for a benefits advisor to communicate with employees on an on-going basis because most advisors only have access to employees once or twice a year around open enrollment. This is compounded by an interesting phenomenon that occurs shortly after each and every open enrollment – regardless of client size or industry.

Saravanan describes how healthcare literacy in the new employee population is best achieved by utilizing technology platforms to deliver your message in a simple and compelling fashion. Join us as we learn what tools advisors should focus on for both small businesses and large groups and how to easily implement this new technology.

What You’ll Learn From this Episode:

  • Whether small businesses need even more help than large groups.
  • What happens almost immediately after open enrollment.
  • What should advisors focus on with so much noise in this space.
  • Why mobile solutions are important for health care.
  • Why portable and carrier-agnostic tools are  important.
  • How we can combat the lack of health care literacy.

 

]]> Communication and consumerism tools are especially important in smaller groups that lack the resources of their larger counterparts. This presents a challenge for advisors and their clients.

Saravanan Chettiar, the founder of STRIVE Benefits, joins us on this week’s episodes to share his expertise on how new tools and technology help benefits advisors to deliver effective services in an easily scalable way.

It’s difficult for a benefits advisor to communicate with employees on an on-going basis because most advisors only have access to employees once or twice a year around open enrollment. This is compounded by an interesting phenomenon that occurs shortly after each and every open enrollment – regardless of client size or industry.

Saravanan describes how healthcare literacy in the new employee population is best achieved by utilizing technology platforms to deliver your message in a simple and compelling fashion. Join us as we learn what tools advisors should focus on for both small businesses and large groups and how to easily implement this new technology.

What You’ll Learn From this Episode:

  • Whether small businesses need even more help than large groups.
  • What happens almost immediately after open enrollment.
  • What should advisors focus on with so much noise in this space.
  • Why mobile solutions are important for health care.
  • Why portable and carrier-agnostic tools are  important.
  • How we can combat the lack of health care literacy.

 

]]> David Saltzman 19e1aa8aeb60d7b71cdc401dfb3c8ffe Mon, 04 Jul 2016 11:00:00 -0400 1257 small,tools,Technology,Business,sales,healthcare,insurance,strategies,employee,benefits,leads,advisor,profits,positioning,saravanan,chettiar full false Ep #116: Use Non-Insured Benefits To Combat Commission Compression — With Joel Ray Ep #116: Use Non-Insured Benefits To Combat Commission Compression — With Joel Ray Are non-insured benefits a tool to help combat commission compression and how can you integrate them into your practice?

Regulatory changes, complexities introduced by the Affordable Care Act, and challenges facing HR directors to maximize employee benefits while reducing costs provide opportunities for advisors to offer additional services to supplement diminished commissions.

Joel Ray, the chairman and CEO of New Benefits, joins us on this week’s podcast to share helpful information about what non-insured benefits are available and how advisors can incorporate them with their clients, and how to use them as a differentiator with prospects.

We begin the conversation with an overview and examples of non-insured benefits. Joel explains how non-insured benefits can be combined with traditional benefits to better serve clients and increase your bottom line. He believes advisors should start with the conversation. According to Joel, you can never have a bad conversation and this sets the stage to understand your client’s needs allowing you to guide them into the best solutions.

We explore the case for companies to view financial wellbeing as having a direct impact on employee productivity as well as mental and physical wellness. Finally, Joel provides his take on the growth potential of non-insured products. He lays out just how much he thinks non-insured products will become a stable part of the product offering companies are looking for in the future.

What You’ll Learn From this Episode:

  • The top four areas of client interest for non-insurance benefits.
  • How to define an aggregator.
  • Whether advisors should go direct to plans.
  • How advisors position non-insured benefits alongside their other offerings and services.
  • Why financial wellness is the new “master benefit”.
]]> Are non-insured benefits a tool to help combat commission compression and how can you integrate them into your practice?

Regulatory changes, complexities introduced by the Affordable Care Act, and challenges facing HR directors to maximize employee benefits while reducing costs provide opportunities for advisors to offer additional services to supplement diminished commissions.

Joel Ray, the chairman and CEO of New Benefits, joins us on this week’s podcast to share helpful information about what non-insured benefits are available and how advisors can incorporate them with their clients, and how to use them as a differentiator with prospects.

We begin the conversation with an overview and examples of non-insured benefits. Joel explains how non-insured benefits can be combined with traditional benefits to better serve clients and increase your bottom line. He believes advisors should start with the conversation. According to Joel, you can never have a bad conversation and this sets the stage to understand your client’s needs allowing you to guide them into the best solutions.

We explore the case for companies to view financial wellbeing as having a direct impact on employee productivity as well as mental and physical wellness. Finally, Joel provides his take on the growth potential of non-insured products. He lays out just how much he thinks non-insured products will become a stable part of the product offering companies are looking for in the future.

What You’ll Learn From this Episode:

  • The top four areas of client interest for non-insurance benefits.
  • How to define an aggregator.
  • Whether advisors should go direct to plans.
  • How advisors position non-insured benefits alongside their other offerings and services.
  • Why financial wellness is the new “master benefit”.
]]> David Saltzman e7358c735e555df039c68cfba11e2489 Mon, 27 Jun 2016 11:00:00 -0400 1288 tags,Business,ray,Joel,insurance,strategies,compression,benefits,compensation,leads,profits,positioning,noninsured full false Ep #115: Partner or Practice? The Fiduciary Rule Meets Reality — With Jamie Hopkins Ep #115: Partner or Practice? The Fiduciary Rule Meets Reality — With Jamie Hopkins Beyond the technicalities of the DOL Fiduciary Rule are the practicalities of how to adjust your practice to comply while still delivering a high level of client service.

In an earlier episode, we examined the structure and context of the DOL’s newest edict. And while it is great to know the ins and outs of the rule, the more pressing question for practitioners is what it actually means at “ground level”. That aspect of the rule has been missing in some of the recent press coverage, so ShiftShapers went to an expert and educator to learn more. This is especially important information for benefits advisors who occasionally find themselves in areas covered by these regulations and for those who may be thinking about expanding their practices into those disciplines.

Jamie Hopkins is here with us this week to outline what exactly will change in light of this ruling. Jamie is an Associate Professor of Taxation at the American College with extensive experience teaching classes on retirement, estate planning, and life insurance.

Our conversation begins with a recap of the new fiduciary regulations: why they matter, and what they’re going to change. We discuss how the ruling encourages those selling benefits to either jump in the industry completely or step back. This should de-incentivize firms from selling only the occasional annuity or IRA, requiring them to have a big-picture understanding of both their advice and the market.We then explore how advisors can be sure they are in compliance with the ruling, and how they can still earn commission by applying for exemptions (and doing considerable paperwork).

To wrap up, Jamie walks us through the questions you should ask when if you decide not to go it alone and are considering a strategic partnership with another allied professional – and they aren’t the questions you might expect!

If you’re hoping to make sense of the DOL’s ruling on a functional level, Jamie’s clear-cut advice is for you — join us!

What You’ll Learn From this Episode:

  • A breakdown of the fiduciary ruling, and how it might affect you.
  • How the rules discourage firms from merely dabbling in the sale of qualified retirement plans.
  • How advisors can be sure they are complying with the new regulations.
  • Why financial services professionals are now required to avoid conflicts of interest with clients and firms alike.
  • How to vet a potential strategic partnership with another benefits firm.
]]> Beyond the technicalities of the DOL Fiduciary Rule are the practicalities of how to adjust your practice to comply while still delivering a high level of client service.

In an earlier episode, we examined the structure and context of the DOL’s newest edict. And while it is great to know the ins and outs of the rule, the more pressing question for practitioners is what it actually means at “ground level”. That aspect of the rule has been missing in some of the recent press coverage, so ShiftShapers went to an expert and educator to learn more. This is especially important information for benefits advisors who occasionally find themselves in areas covered by these regulations and for those who may be thinking about expanding their practices into those disciplines.

Jamie Hopkins is here with us this week to outline what exactly will change in light of this ruling. Jamie is an Associate Professor of Taxation at the American College with extensive experience teaching classes on retirement, estate planning, and life insurance.

Our conversation begins with a recap of the new fiduciary regulations: why they matter, and what they’re going to change. We discuss how the ruling encourages those selling benefits to either jump in the industry completely or step back. This should de-incentivize firms from selling only the occasional annuity or IRA, requiring them to have a big-picture understanding of both their advice and the market.We then explore how advisors can be sure they are in compliance with the ruling, and how they can still earn commission by applying for exemptions (and doing considerable paperwork).

To wrap up, Jamie walks us through the questions you should ask when if you decide not to go it alone and are considering a strategic partnership with another allied professional – and they aren’t the questions you might expect!

If you’re hoping to make sense of the DOL’s ruling on a functional level, Jamie’s clear-cut advice is for you — join us!

What You’ll Learn From this Episode:

  • A breakdown of the fiduciary ruling, and how it might affect you.
  • How the rules discourage firms from merely dabbling in the sale of qualified retirement plans.
  • How advisors can be sure they are complying with the new regulations.
  • Why financial services professionals are now required to avoid conflicts of interest with clients and firms alike.
  • How to vet a potential strategic partnership with another benefits firm.
]]> David Saltzman a8492ee9c2a14f53433607afd9785370 Mon, 20 Jun 2016 11:00:00 -0400 1350 Of,Business,labor,Fiduciary,insurance,Department,strategies,jamie,hopkins,benefits,leads,profits,positioning full false Ep #114: Client Engagement Goes Far Beyond Product – With Veer Gidwaney Ep #114: Client Engagement Goes Far Beyond Product – With Veer Gidwaney If you want to help your clients engage, put away the product and focus on curated content and micro-moments.

Helping consumers engage more easily with your services can help you maximize your efforts and your profitability. But what components do you need and how do you deliver them for best effect?

Veer Gidwaney, the co-founder and CEO at Maxwell Health, joins us this week to answer these questions and more. He has extensively studied benefits technology platforms and shares his knowledge about how we can seamlessly integrate benefits enrollment, management, and other tools to redefine the way clients understand managing their health.

We open our discussion by asking Veer to define “engagement”. We explore the importance of immediately being there for an employee or client that needs you. He notes that, especially in those micro-moments when clients must access their benefits, it’s crucial to understand the emotional dimension as well as the product details.

Then, we delve into the complexity of purchasing and understanding benefits – the crux of which is that consumers, on average, have access to six to twelve different products and services. The challenge, according to Veer, is how to connect these disparate benefits within one platform experience to help clients and their families better manage them.

Finally, we discuss the place of supportive communities in the world of health and benefits, not only for those with conditions that are integral to their daily lives but for those living relatively healthy lives that may want to prevent illnesses down the line.

What You’ll Learn From this Episode:

  • Why helping consumers engage has nothing to do with a product.
  • Why we should embrace the emotional aspect of a sale rather than ignore it.
  • Why our industry might benefit from ceasing to present itself as so much more complex than other, similarly complex industries.
  • What constitutes “adaptive technology” and why it matters.
  • Why curated content is often more important than sheer volume of content.
  • How we can transform the value proposition for advisors.
]]> If you want to help your clients engage, put away the product and focus on curated content and micro-moments.

Helping consumers engage more easily with your services can help you maximize your efforts and your profitability. But what components do you need and how do you deliver them for best effect?

Veer Gidwaney, the co-founder and CEO at Maxwell Health, joins us this week to answer these questions and more. He has extensively studied benefits technology platforms and shares his knowledge about how we can seamlessly integrate benefits enrollment, management, and other tools to redefine the way clients understand managing their health.

We open our discussion by asking Veer to define “engagement”. We explore the importance of immediately being there for an employee or client that needs you. He notes that, especially in those micro-moments when clients must access their benefits, it’s crucial to understand the emotional dimension as well as the product details.

Then, we delve into the complexity of purchasing and understanding benefits – the crux of which is that consumers, on average, have access to six to twelve different products and services. The challenge, according to Veer, is how to connect these disparate benefits within one platform experience to help clients and their families better manage them.

Finally, we discuss the place of supportive communities in the world of health and benefits, not only for those with conditions that are integral to their daily lives but for those living relatively healthy lives that may want to prevent illnesses down the line.

What You’ll Learn From this Episode:

  • Why helping consumers engage has nothing to do with a product.
  • Why we should embrace the emotional aspect of a sale rather than ignore it.
  • Why our industry might benefit from ceasing to present itself as so much more complex than other, similarly complex industries.
  • What constitutes “adaptive technology” and why it matters.
  • Why curated content is often more important than sheer volume of content.
  • How we can transform the value proposition for advisors.
]]> David Saltzman ef2dd750d85d529acf62bb188cb9096d Mon, 13 Jun 2016 11:00:00 -0400 1298 Business,sales,insurance,strategies,leads,veer,profits,positioning,gidwaney full false Ep #113: Employer Exclusion Attack And New Wellness & Overtime Rules - With Jessica Waltman Ep #113: Employer Exclusion Attack And New Wellness & Overtime Rules - With Jessica Waltman Who is trying to change the Employer Exclusion and why? How will the new overtime and wellness rules affect you? Jessica Waltman’s quarterly visit explains it all!

In her last quarterly visit with us, Jessica Waltman profiled the Ds vs. the Rs regarding the Employer Health Tax Exclusion. A lot has happened since then. In this episode, we explore some recent Congressional hearings on the matter and alternatives being offered from across the political spectrum. You may be surprised by some of the political alignments on this most important issue!

We also discuss the new Department of Labor Overtime Rule and what it really means for employers and employees alike. More guidance may be forthcoming but if implemented as written, the Rule could have a significant impact on the economy and we will help you be better prepared to discuss the ins and outs with your clients.

The final regulatory nugget we have seen since Jessica’s last visit are some new proposed Wellness Rules from the Equal Employment Opportunity Commission that intent to clarify how certain wellness program components intersect and interact with the Americans with Disabilities Act (ADA) and more. While these are only proposed rules, Jessica shares her insight into the effect they would have and how to prepare your clients with such programs to begin thinking about possible problem areas.

And, it wouldn’t be a visit with Jessica if we didn’t throw in a bit of politics – especially this time of the general election cycle. We chat about Hillary Clinton’s call for the so-called “public option”, what that might mean and how it would roll out – if it came to pass. Don’t miss this fast-paced look at the regulatory and political news of the day.

What You’ll Learn From this Episode:

  • How you and your clients will be affected by the new wellness rules.
  • What the new overtime regulations are, and who they apply to.
  • What employer tax exclusion is, and who supports it.
  • The pros and cons of a public option health care service.
]]> Who is trying to change the Employer Exclusion and why? How will the new overtime and wellness rules affect you? Jessica Waltman’s quarterly visit explains it all!

In her last quarterly visit with us, Jessica Waltman profiled the Ds vs. the Rs regarding the Employer Health Tax Exclusion. A lot has happened since then. In this episode, we explore some recent Congressional hearings on the matter and alternatives being offered from across the political spectrum. You may be surprised by some of the political alignments on this most important issue!

We also discuss the new Department of Labor Overtime Rule and what it really means for employers and employees alike. More guidance may be forthcoming but if implemented as written, the Rule could have a significant impact on the economy and we will help you be better prepared to discuss the ins and outs with your clients.

The final regulatory nugget we have seen since Jessica’s last visit are some new proposed Wellness Rules from the Equal Employment Opportunity Commission that intent to clarify how certain wellness program components intersect and interact with the Americans with Disabilities Act (ADA) and more. While these are only proposed rules, Jessica shares her insight into the effect they would have and how to prepare your clients with such programs to begin thinking about possible problem areas.

And, it wouldn’t be a visit with Jessica if we didn’t throw in a bit of politics – especially this time of the general election cycle. We chat about Hillary Clinton’s call for the so-called “public option”, what that might mean and how it would roll out – if it came to pass. Don’t miss this fast-paced look at the regulatory and political news of the day.

What You’ll Learn From this Episode:

  • How you and your clients will be affected by the new wellness rules.
  • What the new overtime regulations are, and who they apply to.
  • What employer tax exclusion is, and who supports it.
  • The pros and cons of a public option health care service.
]]> David Saltzman 25c9651a2047275a517808d8646ce1a1 Mon, 06 Jun 2016 11:00:00 -0400 1386 Business,sales,public,jessica,insurance,strategies,option,leads,profits,positioning,waltman full false Ep #112: The Elements of Successful Consulting – With Chad Schneider Ep #112: The Elements of Successful Consulting – With Chad Schneider If you are thinking about taking a more consultative approach and want a roadmap for how to get there, this episode is for you!

On this episode, we welcome Chad Schneider, Chief Sales Officer at Code SixFour, who has extensively studied practices around the country and has keen insights into how the most successful advisors are either hanging out “Consultant” shingles or are taking a more consultative approach to working with their prospects and clients.

We begin our conversation at the baseline level – asking Chad to explain what a consultant is and why not every advisor is a consultant today, even if they think they are.

He defines the four quadrants that advisors need to work in so that they can build a solid consulting process: discovery, analysis, solution design, and implementation. Chad also provides a checklist of six key areas that need to be addressed. We discuss some of the technology that advisors can bring into the process to help achieve client goals and create a “value add” for clients.

What You’ll Learn From this Episode:

  • What a consultant is and why not every advisor is a consultant.
  • How to move toward a more consultative approach.
  • The four quadrants of consulting.
  • The six key areas consultants need to discuss.
  • The three “technology buckets” and why they matter.
  • Whether predictive modeling is in your clients’ future.
]]> If you are thinking about taking a more consultative approach and want a roadmap for how to get there, this episode is for you!

On this episode, we welcome Chad Schneider, Chief Sales Officer at Code SixFour, who has extensively studied practices around the country and has keen insights into how the most successful advisors are either hanging out “Consultant” shingles or are taking a more consultative approach to working with their prospects and clients.

We begin our conversation at the baseline level – asking Chad to explain what a consultant is and why not every advisor is a consultant today, even if they think they are.

He defines the four quadrants that advisors need to work in so that they can build a solid consulting process: discovery, analysis, solution design, and implementation. Chad also provides a checklist of six key areas that need to be addressed. We discuss some of the technology that advisors can bring into the process to help achieve client goals and create a “value add” for clients.

What You’ll Learn From this Episode:

  • What a consultant is and why not every advisor is a consultant.
  • How to move toward a more consultative approach.
  • The four quadrants of consulting.
  • The six key areas consultants need to discuss.
  • The three “technology buckets” and why they matter.
  • Whether predictive modeling is in your clients’ future.
]]> David Saltzman 2b555319db9aba85d29e36483d2f16de Mon, 30 May 2016 11:00:00 -0400 1373 full false Ep #111: Why Behavioral Economics is Crucial to Your Business – With Jeremy Pincus Ep #111: Why Behavioral Economics is Crucial to Your Business – With Jeremy Pincus Behavioral economics may sound like an oxymoron, but it has everything to do with success in everything from benefit design to sales success.

Jeremy Pincus, Principle at Forbes Consulting Group, studies the topic and believes that it is crucial to more productivity and happier clients. Jeremy explains what that useful offshoot of economics and psychology is all about and why “there’s a factor of emotion all the way going back to policy design, it isn’t just at point of sale.”

In our conversation, we learn the science that explains why giving prospects and clients fewer choices is key to successful sales.  Jeremy explains the concept of “focalism” and how it plays into the sales equation. We also gain insights into the paradox of choice and the hidden forces behind every decision our clients make.

We wrap up the conversation by addressing the importance of storytelling and how it can minimize the biases that often make it challenging for clients to complete their plans.

What You’ll Learn From this Episode:

  • What behavioral economics is all about.
  • What emotional policy design is.
  • What the “number of choices” effect is.
  • The concept of “focalism” and how it plays into the sales equation.
  • Whether storytelling is effective in behavioral economics.
]]> Behavioral economics may sound like an oxymoron, but it has everything to do with success in everything from benefit design to sales success.

Jeremy Pincus, Principle at Forbes Consulting Group, studies the topic and believes that it is crucial to more productivity and happier clients. Jeremy explains what that useful offshoot of economics and psychology is all about and why “there’s a factor of emotion all the way going back to policy design, it isn’t just at point of sale.”

In our conversation, we learn the science that explains why giving prospects and clients fewer choices is key to successful sales.  Jeremy explains the concept of “focalism” and how it plays into the sales equation. We also gain insights into the paradox of choice and the hidden forces behind every decision our clients make.

We wrap up the conversation by addressing the importance of storytelling and how it can minimize the biases that often make it challenging for clients to complete their plans.

What You’ll Learn From this Episode:

  • What behavioral economics is all about.
  • What emotional policy design is.
  • What the “number of choices” effect is.
  • The concept of “focalism” and how it plays into the sales equation.
  • Whether storytelling is effective in behavioral economics.
]]> David Saltzman deeb66952042d89f859b361b21011a7b Mon, 23 May 2016 11:00:00 -0400 1388 full false Ep #110: The Bloodline of Wisdom and Wise Decision Making - With Tony Boquet Ep #110: The Bloodline of Wisdom and Wise Decision Making - With Tony Boquet Are you a “solutionary”?  What is the role of wisdom in ethics, and where does wisdom begin? An old friend of the podcast has a new novel that helps explain it all.

This week, we welcome Tony Boquet back to the podcast. In his “day” job, Tony is Vice President and Adjunct Professor at the American College. Last time we chatted, he told us about changes at the college, but this conversation centers around his new book, The Bloodline of Wisdom: The Awakening of a Modern Solutionary. 

The Bloodline of Wisdom is a compelling and engaging novel that instructs about a serious subject – wisdom and wise decision making. Tony helps us to understand that the avalanche of information available to us does not necessarily provide wisdom. We explore why wisdom is the foundation of our ethical constructs and how it informs the way we act in both our professional and personal lives.

Those who understand these concepts become “solutionaries”, a word Tony created and which he explains in more detail in the podcast. He also gives some examples of how solutionaries and non-solutionaries make decisions and conduct themselves. We wrap up the conversation with the direct lessons that benefits advisors can walk away with after reading Tony’s new book.

What You’ll Learn From this Episode:

  • How Tony’s novel came about and his thought process behind it.
  • Whether the ethics and wisdom are synonymous.
  • Why Tony used a historical context in the book
  • What a solutionary is and who falls into that category.
  • The direct lessons that benefits advisors can walk away with after reading Tony’s book.
]]> Are you a “solutionary”?  What is the role of wisdom in ethics, and where does wisdom begin? An old friend of the podcast has a new novel that helps explain it all.

This week, we welcome Tony Boquet back to the podcast. In his “day” job, Tony is Vice President and Adjunct Professor at the American College. Last time we chatted, he told us about changes at the college, but this conversation centers around his new book, The Bloodline of Wisdom: The Awakening of a Modern Solutionary. 

The Bloodline of Wisdom is a compelling and engaging novel that instructs about a serious subject – wisdom and wise decision making. Tony helps us to understand that the avalanche of information available to us does not necessarily provide wisdom. We explore why wisdom is the foundation of our ethical constructs and how it informs the way we act in both our professional and personal lives.

Those who understand these concepts become “solutionaries”, a word Tony created and which he explains in more detail in the podcast. He also gives some examples of how solutionaries and non-solutionaries make decisions and conduct themselves. We wrap up the conversation with the direct lessons that benefits advisors can walk away with after reading Tony’s new book.

What You’ll Learn From this Episode:

  • How Tony’s novel came about and his thought process behind it.
  • Whether the ethics and wisdom are synonymous.
  • Why Tony used a historical context in the book
  • What a solutionary is and who falls into that category.
  • The direct lessons that benefits advisors can walk away with after reading Tony’s book.
]]> David Saltzman a1505a077b51f76fe469c7f123c0d437 Mon, 16 May 2016 11:00:00 -0400 1215 full false Ep #109: Why Using Statistics in Your Long Term Care Marketing Process May Be Hurting Your Business – With Steve Cain Ep #109: Why Using Statistics in Your Long Term Care Marketing Process May Be Hurting Your Business – With Steve Cain This week, we’re featuring an interview with Steve Cain, Principal and National Sales Leader at LTCI Partners, on the topic of the practice area that has completely redefined itself over the past few years – Long Term Care (LTC).

On this episode of the ShiftShapers Podcast, we discuss why using statistics to market LTC is no longer the best method to use and what advisors should change in their approach to achieve better results. We delve into the reason why Steve believes that Long Term Care is an event-triggered sale.

We also discuss the major differences between the first and second generations of LTC plans and why combo products have recently been getting quite a bit of traction. Join us to hear Steve’s advice on how to have the LTC conversation with employers, and discover the new types of plan designs that are being offered today.

What You’ll Learn From this Episode:

  • Whether advisors are using the right techniques to market LTC insurance.
  • Why Steve believes that LTC is an event-triggered sale.
  • The difference between first and second generation LTC plans.
  • How behavioral finance factors into decision making.
  • The new types of plan designs that are being sold today.
]]> This week, we’re featuring an interview with Steve Cain, Principal and National Sales Leader at LTCI Partners, on the topic of the practice area that has completely redefined itself over the past few years – Long Term Care (LTC).

On this episode of the ShiftShapers Podcast, we discuss why using statistics to market LTC is no longer the best method to use and what advisors should change in their approach to achieve better results. We delve into the reason why Steve believes that Long Term Care is an event-triggered sale.

We also discuss the major differences between the first and second generations of LTC plans and why combo products have recently been getting quite a bit of traction. Join us to hear Steve’s advice on how to have the LTC conversation with employers, and discover the new types of plan designs that are being offered today.

What You’ll Learn From this Episode:

  • Whether advisors are using the right techniques to market LTC insurance.
  • Why Steve believes that LTC is an event-triggered sale.
  • The difference between first and second generation LTC plans.
  • How behavioral finance factors into decision making.
  • The new types of plan designs that are being sold today.
]]> David Saltzman 5ab28d9658de28afde02ca3ea47c4004 Mon, 09 May 2016 11:00:00 -0400 1234 full false Ep #108: What You Don't Know About Retirement Will Hurt You – With Michael Gerali Ep #108: What You Don't Know About Retirement Will Hurt You – With Michael Gerali Should HSAs be thought of as more of a retirement than healthcare tool? We ask practitioner and author Michael Gerali that question and more on this week’s ShiftShapers Podcast.

Michael Gerali is the managing principal at HR Solutions and has co-authored a fascinating book, What You Don’t Know About Retirement Will Hurt You! that explodes some of the myths and misconceptions around retirement and retirement planning. We asked him to join us to discuss the topic of retirement and where it overlaps with the benefits industry.

In this interesting discussion, we dive into the things that baby boomers and their advisors don’t know about the relationship between their health care costs and retirement and why so many think they will not be affected by it. Michael shares the three main rules of retirement and we explore what advisors need to know when talking to their prospects and clients about these critical issues. Learn how you can expand your practice by seamlessly integrating your client’s retirement planning with the benefit advisement you already offer.

What You’ll Learn From this Episode:

  • What baby boomers and their advisors don’t know.
  • Why people think they won’t be affected.
  • The three rules of the new retirement.
  • How advisors can transition to talking about retirement planning.
  • Whether HSAs are more of a retirement than a health vehicle.
  • The three “holy grails” of planning.
]]> Should HSAs be thought of as more of a retirement than healthcare tool? We ask practitioner and author Michael Gerali that question and more on this week’s ShiftShapers Podcast.

Michael Gerali is the managing principal at HR Solutions and has co-authored a fascinating book, What You Don’t Know About Retirement Will Hurt You! that explodes some of the myths and misconceptions around retirement and retirement planning. We asked him to join us to discuss the topic of retirement and where it overlaps with the benefits industry.

In this interesting discussion, we dive into the things that baby boomers and their advisors don’t know about the relationship between their health care costs and retirement and why so many think they will not be affected by it. Michael shares the three main rules of retirement and we explore what advisors need to know when talking to their prospects and clients about these critical issues. Learn how you can expand your practice by seamlessly integrating your client’s retirement planning with the benefit advisement you already offer.

What You’ll Learn From this Episode:

  • What baby boomers and their advisors don’t know.
  • Why people think they won’t be affected.
  • The three rules of the new retirement.
  • How advisors can transition to talking about retirement planning.
  • Whether HSAs are more of a retirement than a health vehicle.
  • The three “holy grails” of planning.
]]> David Saltzman 94807999cbf8added896a32416c9de6b Mon, 02 May 2016 11:00:00 -0400 1274 full false Ep #107: Are Benefit Advisors Fiduciaries? - With Adam Russo Ep #107: Are Benefit Advisors Fiduciaries? - With Adam Russo Being a fiduciary is a big responsibility that many clients don’t fully understand and oftentimes find challenging to carry out – especially in the small and middle market.

We invited Adam Russo, CEO of the Phia Group, back for a return engagement on ShiftShapers.  With all of the news around the new DOL ruling and with the increased interest in self-funding, Adam explains what it means to be a fiduciary, how problems and challenges crop up and a few ways to handle them. We also discuss the liability that attaches to this role and some new tools that help plans deal with the complexity and the liability.

We also ask Adam to explain why all of this applies to the traditional benefit advisor – both for themselves and in their role as trusted client advisors. We explore what advisors who aren’t dealing in traditional ERISA plans need to know to protect themselves and their clients in today’s environment.

We wrap up our conversation with Adam by discussing how benefits advisors can educate themselves on the key elements of self-funding and the opportunities this unique financing arrangement provides in a post-ACA environment.

What You’ll Learn From this Episode:

  • The DOL Fiduciary Rule.
  • What a fiduciary is.
  • Whether the benefit advisors are fiduciaries.
  • What fiduciaries are on ERISA plans.
  • Some examples / case studies.
  • What benefit advisors can do to educate themselves on the topic.
]]> Being a fiduciary is a big responsibility that many clients don’t fully understand and oftentimes find challenging to carry out – especially in the small and middle market.

We invited Adam Russo, CEO of the Phia Group, back for a return engagement on ShiftShapers.  With all of the news around the new DOL ruling and with the increased interest in self-funding, Adam explains what it means to be a fiduciary, how problems and challenges crop up and a few ways to handle them. We also discuss the liability that attaches to this role and some new tools that help plans deal with the complexity and the liability.

We also ask Adam to explain why all of this applies to the traditional benefit advisor – both for themselves and in their role as trusted client advisors. We explore what advisors who aren’t dealing in traditional ERISA plans need to know to protect themselves and their clients in today’s environment.

We wrap up our conversation with Adam by discussing how benefits advisors can educate themselves on the key elements of self-funding and the opportunities this unique financing arrangement provides in a post-ACA environment.

What You’ll Learn From this Episode:

  • The DOL Fiduciary Rule.
  • What a fiduciary is.
  • Whether the benefit advisors are fiduciaries.
  • What fiduciaries are on ERISA plans.
  • Some examples / case studies.
  • What benefit advisors can do to educate themselves on the topic.
]]> David Saltzman 416e64a1af145e3669a2d37cb75490f8 Mon, 25 Apr 2016 11:00:00 -0400 1398 full false Ep #106: The Most Important Sales Tool You Have Forgotten - With John Stoner Ep #106: The Most Important Sales Tool You Have Forgotten - With John Stoner The most important sales tool you have forgotten might be the most important tool to remember – if you want to maximize the work you do for each client.

This episode of ShiftShapers is a bit unorthodox. As you’re listening to it, you might want to download the Discovery Document by clicking this link, print it out, and follow along.

John Stoner is the Founder and President of The Stoner Organization and he is graciously offering ShiftShapers listeners the factfinder he has developed and uses with his clients. This episode is all about uncovering client needs, staging them over time and maximizing the work you are able to do for each client.

John also shares some unique sales strategies that he and his team use at The Stoner Organization. We talk about John’s Medicare strategy, how he implements it with his clients, and why it matters to employers. We also explore an innovative group life strategy and we learn why John believes employers should consider corporately self-funding STD, Dental, and Vision Plans. Don’t miss this value-packed interview that is sure to give you ideas you can implement in your practice.

What You’ll Learn From this Episode:

  • Why a discovery document is so important.
  • Why sales are made with that document.
  • How to use the factfinder to provide an innovative Medicare strategy for employers.
  • A fresh group life concept sale.
  • Why you should consider self-funding STD, Dental and Vision Plans.
]]> The most important sales tool you have forgotten might be the most important tool to remember – if you want to maximize the work you do for each client.

This episode of ShiftShapers is a bit unorthodox. As you’re listening to it, you might want to download the Discovery Document by clicking this link, print it out, and follow along.

John Stoner is the Founder and President of The Stoner Organization and he is graciously offering ShiftShapers listeners the factfinder he has developed and uses with his clients. This episode is all about uncovering client needs, staging them over time and maximizing the work you are able to do for each client.

John also shares some unique sales strategies that he and his team use at The Stoner Organization. We talk about John’s Medicare strategy, how he implements it with his clients, and why it matters to employers. We also explore an innovative group life strategy and we learn why John believes employers should consider corporately self-funding STD, Dental, and Vision Plans. Don’t miss this value-packed interview that is sure to give you ideas you can implement in your practice.

What You’ll Learn From this Episode:

  • Why a discovery document is so important.
  • Why sales are made with that document.
  • How to use the factfinder to provide an innovative Medicare strategy for employers.
  • A fresh group life concept sale.
  • Why you should consider self-funding STD, Dental and Vision Plans.
]]> David Saltzman ca7678f1887ab74d840af7c6f9475625 Mon, 18 Apr 2016 11:00:00 -0400 1331 full false Ep #105: Raise Your Communication Game - With Meghan Dotter Ep #105: Raise Your Communication Game - With Meghan Dotter On this episode of ShiftShapers, we’re pleased to welcome Meghan Dotter, Principal at Portico PR, back to the program to talk about some of the common mistakes people make when working on printed communications, websites, and presentations.

Meghan shares her advice on how we can make all of our communication more relevant, interesting, and actionable. We also discuss the role emotion and authenticity play in presentations and other forms of communication in our business.

You will learn how top presenters make their presentation deck an accessory that reinforces their core message and helps to tell an engaging story that sticks in the minds of their audiences.

We wrap up our conversation with Meghan’s tips for relieving nervousness during presentations and having a better focus on your content and engaging your audience.

What You’ll Learn From this Episode:

  • Some of the most common mistakes people make when presenting.
  • How emotion factors into a presentation.
  • The best length for a presentation.
  • What is your “presentation persona.”
  • Why Meghan suggests to think of your story as a backpack.
  • Why it is important to be “authentic.”
]]> On this episode of ShiftShapers, we’re pleased to welcome Meghan Dotter, Principal at Portico PR, back to the program to talk about some of the common mistakes people make when working on printed communications, websites, and presentations.

Meghan shares her advice on how we can make all of our communication more relevant, interesting, and actionable. We also discuss the role emotion and authenticity play in presentations and other forms of communication in our business.

You will learn how top presenters make their presentation deck an accessory that reinforces their core message and helps to tell an engaging story that sticks in the minds of their audiences.

We wrap up our conversation with Meghan’s tips for relieving nervousness during presentations and having a better focus on your content and engaging your audience.

What You’ll Learn From this Episode:

  • Some of the most common mistakes people make when presenting.
  • How emotion factors into a presentation.
  • The best length for a presentation.
  • What is your “presentation persona.”
  • Why Meghan suggests to think of your story as a backpack.
  • Why it is important to be “authentic.”
]]> David Saltzman 0de7a19627576da51f83a969f8b2ad91 Mon, 11 Apr 2016 11:00:00 -0400 1346 full false Ep #104: Increasing Engagement with Telemedicine – With Lena Cheng Ep #104: Increasing Engagement with Telemedicine – With Lena Cheng In previous ShiftShapers episodes, we’ve talked quite a bit about telemedicine and the role it plays in today’s benefits arena.  On this episode, we’re pleased to talk with Dr. Lena Cheng, the Vice President of Medical Affairs at Doctor on Demand, about how to increase employee engagement in telemedicine.

How can benefit advisors help employers to understand the telemedicine value proposition and what can they do to assure successful implementation and utilization?  Don’t miss this important discussion on what it takes to build a consumer-grade front door to medicine and to create a different consumer experience.

What You’ll Learn From this Episode:

  • What consumers want from a telemedicine platform.
  • How to deliver on-demand care within 3 minutes.
  • Whether there is a demonstrable, repeatable ROI yet.
  • The role doctor training plays in the success of a telemedicine platform.
  • What “design-centric” thinking is all about.
  • How we can learn from other industries.
]]> In previous ShiftShapers episodes, we’ve talked quite a bit about telemedicine and the role it plays in today’s benefits arena.  On this episode, we’re pleased to talk with Dr. Lena Cheng, the Vice President of Medical Affairs at Doctor on Demand, about how to increase employee engagement in telemedicine.

How can benefit advisors help employers to understand the telemedicine value proposition and what can they do to assure successful implementation and utilization?  Don’t miss this important discussion on what it takes to build a consumer-grade front door to medicine and to create a different consumer experience.

What You’ll Learn From this Episode:

  • What consumers want from a telemedicine platform.
  • How to deliver on-demand care within 3 minutes.
  • Whether there is a demonstrable, repeatable ROI yet.
  • The role doctor training plays in the success of a telemedicine platform.
  • What “design-centric” thinking is all about.
  • How we can learn from other industries.
]]> David Saltzman f65e8ac615d5e74dc57fa9ee374c106a Mon, 04 Apr 2016 11:00:00 -0400 1284 full false Ep #103: The Million-Dollar Prospecting Marketing Lesson – With Scott Cantrell Ep #103: The Million-Dollar Prospecting Marketing Lesson – With Scott Cantrell On this episode of ShiftShapers, we’re happy to welcome Scott Cantrell, Chief Marketing Strategist at Insurance Bottom Line. Drawing upon years of marketing experience, Scott has a keen sense of how to position ideas with different audiences.  He joins us to discuss something that everybody does, but not everyone does well – prospecting.

Scott explains how our tactics often turn away potential clients and what we can do differently to make prospects chase after us and our expertise.

We also discuss Scott’s step-by-step formula for making our prospecting more effective while connecting with our target market. Finally, Scott shares the Million-Dollar Prospecting Marketing Lesson that every broker should consider using to attract new clients.

What You’ll Learn From this Episode:

  • The main issues with how most people prospect.
  • Scott’s formula for more effective prospecting.
  • His Million Dollar Prospect Marketing Lesson and what it’s all about.
  • Whether one technique that will yield 20 new clients in 60 days exists.
  • The four keys to build into your prospecting efforts.
]]> On this episode of ShiftShapers, we’re happy to welcome Scott Cantrell, Chief Marketing Strategist at Insurance Bottom Line. Drawing upon years of marketing experience, Scott has a keen sense of how to position ideas with different audiences.  He joins us to discuss something that everybody does, but not everyone does well – prospecting.

Scott explains how our tactics often turn away potential clients and what we can do differently to make prospects chase after us and our expertise.

We also discuss Scott’s step-by-step formula for making our prospecting more effective while connecting with our target market. Finally, Scott shares the Million-Dollar Prospecting Marketing Lesson that every broker should consider using to attract new clients.

What You’ll Learn From this Episode:

  • The main issues with how most people prospect.
  • Scott’s formula for more effective prospecting.
  • His Million Dollar Prospect Marketing Lesson and what it’s all about.
  • Whether one technique that will yield 20 new clients in 60 days exists.
  • The four keys to build into your prospecting efforts.
]]> David Saltzman 7d154407e94d835a4de964ba45fb9651 Mon, 28 Mar 2016 11:00:00 -0400 1410 full false Ep #102: Are Consumers Ready for Telemedicine? - With Jim Prendergast Ep #102: Are Consumers Ready for Telemedicine? - With Jim Prendergast Today on The ShiftShapers Podcast, the CEO of Healthiest You, and a serial entrepreneur with a rich background in our industry, Jim Prendergast, joins us to talk about the challenges of putting consumers in the center of their own health care. In this episode, Jim focuses on the current state of the telemedicine market segment and its promise for lowering costs and increasing patient satisfaction.

Jim shares his thoughts on how long it will take for telemedicine to become widely accepted by patients. We also explore how telemedicine and some of its components have begun making it easier for those users to become true consumers. We also discuss what needs to happen in order to drive customer engagement and what advisors can do to increase the uptake of Telemedicine.

What You’ll Learn From this Episode:

  • What Jim learned in his early efforts to make Telemedicine mainstream.
  • Whether telemedicine already has “consumers.”
  • How to drive consumer engagement.
  • The tools that consumers need.
  • The importance of mobile technology.
  • The kind of ROI you can expect form Telemedicine.
]]> Today on The ShiftShapers Podcast, the CEO of Healthiest You, and a serial entrepreneur with a rich background in our industry, Jim Prendergast, joins us to talk about the challenges of putting consumers in the center of their own health care. In this episode, Jim focuses on the current state of the telemedicine market segment and its promise for lowering costs and increasing patient satisfaction.

Jim shares his thoughts on how long it will take for telemedicine to become widely accepted by patients. We also explore how telemedicine and some of its components have begun making it easier for those users to become true consumers. We also discuss what needs to happen in order to drive customer engagement and what advisors can do to increase the uptake of Telemedicine.

What You’ll Learn From this Episode:

  • What Jim learned in his early efforts to make Telemedicine mainstream.
  • Whether telemedicine already has “consumers.”
  • How to drive consumer engagement.
  • The tools that consumers need.
  • The importance of mobile technology.
  • The kind of ROI you can expect form Telemedicine.
]]> David Saltzman a73836070016091ac1a0e81102d506fa Sun, 20 Mar 2016 06:00:00 -0400 1322 full false Ep #101: MDRT President Discusses Life Insurance in a Benefits Practice - With Brian Heckert Ep #101: MDRT President Discusses Life Insurance in a Benefits Practice - With Brian Heckert In this engaging conversation, we discuss how brokers can get started with life and the pros and cons of going it alone versus creating strategic partnerships. We also explore techniques advisors can use to approach prospects and clients, such as policy review and others. To gain more knowledge, Brian suggests leveraging wholesalers to gain both product and conceptual depth. We wrap up the conversation by talking about different life insurance policies and today's popular combination products that create a nice fit with work many advisors are already doing with their clients.

Get full show notes and more information here: http://thesaltzmangroup.com/life-insurance-brian-heckert/

]]> In this engaging conversation, we discuss how brokers can get started with life and the pros and cons of going it alone versus creating strategic partnerships. We also explore techniques advisors can use to approach prospects and clients, such as policy review and others. To gain more knowledge, Brian suggests leveraging wholesalers to gain both product and conceptual depth. We wrap up the conversation by talking about different life insurance policies and today's popular combination products that create a nice fit with work many advisors are already doing with their clients.

Get full show notes and more information here: http://thesaltzmangroup.com/life-insurance-brian-heckert/

]]> David Saltzman b821a8885fc22a7924bf2711a759e230 Sun, 13 Mar 2016 07:00:00 -0400 1267 false Ep #100: How to Reduce Health Care Costs through Accurate Diagnosis - With Dr. Lewis Levy Ep #100: How to Reduce Health Care Costs through Accurate Diagnosis - With Dr. Lewis Levy According to a recent American Journal of Medicine study, 40% of the patients who requested second opinions on the initial diagnosis have received changes in their diagnosis and treatment. On this episode of ShiftShapers, we’re talking to Dr. Lewis Levy about a serious problem in today’s health care – inaccurate diagnosis.

Dr. Levy is Senior Vice-President for Medical Affairs and Chief Quality Officer at Best Doctors, a service that brings together the best physicians in the world to help people get the right diagnosis and treatment.

Dr. Levi joins us today to talk about how Best Doctors came about and shares some shocking findings that they have recently reported. We talk about the importance of technology and data analytics in being able to do their jobs more efficiently and accurately. We also discuss how they engage employee populations and how their comprehensive reviews of medical cases can help reduce health care costs in the long run.

What You’ll Learn From this Episode:

  • How Best Doctors was founded.
  • The conditions/diseases they see most often.
  • How they engage employee populations.
  • Whether that reduces cost in the long run.
  • The role of technology and data analytics.
]]> According to a recent American Journal of Medicine study, 40% of the patients who requested second opinions on the initial diagnosis have received changes in their diagnosis and treatment. On this episode of ShiftShapers, we’re talking to Dr. Lewis Levy about a serious problem in today’s health care – inaccurate diagnosis.

Dr. Levy is Senior Vice-President for Medical Affairs and Chief Quality Officer at Best Doctors, a service that brings together the best physicians in the world to help people get the right diagnosis and treatment.

Dr. Levi joins us today to talk about how Best Doctors came about and shares some shocking findings that they have recently reported. We talk about the importance of technology and data analytics in being able to do their jobs more efficiently and accurately. We also discuss how they engage employee populations and how their comprehensive reviews of medical cases can help reduce health care costs in the long run.

What You’ll Learn From this Episode:

  • How Best Doctors was founded.
  • The conditions/diseases they see most often.
  • How they engage employee populations.
  • Whether that reduces cost in the long run.
  • The role of technology and data analytics.
]]> David Saltzman 498ec395696a39176b4045fcd9c43a48 Sun, 06 Mar 2016 06:00:00 -0500 1267 full false Ep #99: Advocacy Helps Members Raise Their "Healthcare IQ" - With Julian Lago Ep #99: Advocacy Helps Members Raise Their "Healthcare IQ" - With Julian Lago This week, our subject matter expert is Julian Lago, co-founder and President of Benezon about how benefits advisors can help employees raise their “Healthcare IQ”. In light of recent reports that as many as three-fourths of employees don’t understand even basic benefits terminology, this offers yet another post-reform opportunity for adding value.

Julian has spent the last five years working to understand how advisors can create a concierge service for employees to help them begin to understand the complexities of their plans and their claims. We also explore how having an advocate can help employees become better consumers. He believes it boils down to three key focus areas: awareness, engagement, and improvement.

In this conversation, we talk about what you need to look for in your practice and how to keep a high touch environment while using technology to take the burden of every-increasing client demands for higher levels of customer services off your support staff. Julian is a Regional Vice President of the National Association of Health Underwriters and spends a great deal of time talking with benefit advisors who share the same common needs: being able to find time to build their practices while delivering world-class customer service without breaking the bank.

What You’ll Learn From this Episode:

  • How you can account for the continuing high level of health care illiteracy.
  • What “Healthcare IQ” means.
  • Whether more transparency will drive greater engagement.
  • Whether “high touch” still matters.
  • Julian’s 3 three key focus areas of advocacy for plan members.
  • What’s the sword and what’s the shield?
]]> This week, our subject matter expert is Julian Lago, co-founder and President of Benezon about how benefits advisors can help employees raise their “Healthcare IQ”. In light of recent reports that as many as three-fourths of employees don’t understand even basic benefits terminology, this offers yet another post-reform opportunity for adding value.

Julian has spent the last five years working to understand how advisors can create a concierge service for employees to help them begin to understand the complexities of their plans and their claims. We also explore how having an advocate can help employees become better consumers. He believes it boils down to three key focus areas: awareness, engagement, and improvement.

In this conversation, we talk about what you need to look for in your practice and how to keep a high touch environment while using technology to take the burden of every-increasing client demands for higher levels of customer services off your support staff. Julian is a Regional Vice President of the National Association of Health Underwriters and spends a great deal of time talking with benefit advisors who share the same common needs: being able to find time to build their practices while delivering world-class customer service without breaking the bank.

What You’ll Learn From this Episode:

  • How you can account for the continuing high level of health care illiteracy.
  • What “Healthcare IQ” means.
  • Whether more transparency will drive greater engagement.
  • Whether “high touch” still matters.
  • Julian’s 3 three key focus areas of advocacy for plan members.
  • What’s the sword and what’s the shield?
]]> David Saltzman 6f4d3f8f172be3d1edbd5828a020321a Sun, 28 Feb 2016 06:00:00 -0500 1383 full false Ep #98: Best Employee Benefits Practices - With Russ Blakely Ep #98: Best Employee Benefits Practices - With Russ Blakely At the recent Ascend! conference in Nashville, we caught up with Russ Blakely, President of Russ Blakely & Associates. In the course of our conversation, it became apparent that Russ is doing a lot of the things “the right way,” and we decided to invite him to the program to talk about best practices. Russ is a great example of the things he’s doing in the benefits arena that you can likely learn from and implement in your own practice.

In this wide-ranging discussion, we cover how taking ownership of client problems may lead you to saving money, and when it makes sense to implement onsite clinics and pharmacies and how that may impact the pharma and medical spend. We also talk about how Russ has created a proprietary physician network and what it did for their firm, as well as how they discover “at-risk” employees and what conditions they find most prevalent within a given population.

What You’ll Learn From this Episode:

  • What to do when expensive care happens outside a clinic.
  • Why it is important to leverage data and do directed mining.
  • Whether the onsite clinics in the public sector are unusual.
  • What prompted the initial physician recruitment and how that grew into a network.
  • What a “network within a network” is and why it is important.
]]> At the recent Ascend! conference in Nashville, we caught up with Russ Blakely, President of Russ Blakely & Associates. In the course of our conversation, it became apparent that Russ is doing a lot of the things “the right way,” and we decided to invite him to the program to talk about best practices. Russ is a great example of the things he’s doing in the benefits arena that you can likely learn from and implement in your own practice.

In this wide-ranging discussion, we cover how taking ownership of client problems may lead you to saving money, and when it makes sense to implement onsite clinics and pharmacies and how that may impact the pharma and medical spend. We also talk about how Russ has created a proprietary physician network and what it did for their firm, as well as how they discover “at-risk” employees and what conditions they find most prevalent within a given population.

What You’ll Learn From this Episode:

  • What to do when expensive care happens outside a clinic.
  • Why it is important to leverage data and do directed mining.
  • Whether the onsite clinics in the public sector are unusual.
  • What prompted the initial physician recruitment and how that grew into a network.
  • What a “network within a network” is and why it is important.
]]> David Saltzman a4f787ffa710d014c96b3d3af3b64cdd Sun, 21 Feb 2016 06:00:00 -0500 1354 full false Ep #97: A Fun and Informative Approach to Health Care Wellness Education – With Al Lewis Ep #97: A Fun and Informative Approach to Health Care Wellness Education – With Al Lewis Our special guest on today’s episode of the ShiftShapers podcast is Al Lewis. Al is a serial entrepreneur, author, renaissance man, and the CEO of Quizzify. Quizzify is a health care education app that teaches employees how to buy and use healthcare (literally through fun and games), making them smarter consumers and, over time, spend less money on things that will not benefit them… or may even harm them.

Al joins us to share his interesting journey, which began at Harvard Law School, that led to the creation of Quizzify. In this interesting and engaging conversation, we discuss current health care literacy issues and Al’s unique approach to solving those problems. We cover how Quizzify integrates with companies’ wellness programs and what those employer conversations look like.

What You’ll Learn From This Episode:

  • Why Google thinks Al invented Disease Management.
  • How we can increase health care literacy.
  • How to engage employees in learning more.
  • The difference between wellness and wellbeing.
  • Why some CAT scan patients may glow in the dark.
]]> Our special guest on today’s episode of the ShiftShapers podcast is Al Lewis. Al is a serial entrepreneur, author, renaissance man, and the CEO of Quizzify. Quizzify is a health care education app that teaches employees how to buy and use healthcare (literally through fun and games), making them smarter consumers and, over time, spend less money on things that will not benefit them… or may even harm them.

Al joins us to share his interesting journey, which began at Harvard Law School, that led to the creation of Quizzify. In this interesting and engaging conversation, we discuss current health care literacy issues and Al’s unique approach to solving those problems. We cover how Quizzify integrates with companies’ wellness programs and what those employer conversations look like.

What You’ll Learn From This Episode:

  • Why Google thinks Al invented Disease Management.
  • How we can increase health care literacy.
  • How to engage employees in learning more.
  • The difference between wellness and wellbeing.
  • Why some CAT scan patients may glow in the dark.
]]> David Saltzman 2e575220df5560bd089502e0c365472e Sun, 14 Feb 2016 06:00:00 -0500 1233 full false Ep #96: Is "Transparency" the New "Throw Away" Word? - With Rick Perryman Ep #96: Is "Transparency" the New "Throw Away" Word? - With Rick Perryman At the recent Ascend! conference in Nashville, we caught up with Rick Perryman, National Practice Leader for Trendshift. We discuss a wide range of subjects and spotlight the key data elements and themes that advisors need to be aware of to help clients manage their plans.

Join us to discover why Rick believes that “transparency” is the new “throw away word” in the benefits arena and what “fiduciary level transparency” is.  We also discuss the distinction between data warehousing and “real-time data”. Rick also helps us to understand how some vendors game plans and what plans and plan sponsors can stop those practices that add unnecessary cost and complexity – all in an effort to drive down costs.

What You’ll Learn From This Episode:

  • Whether transparency is the new “throw-away word.”
  • What “fiduciary level transparency” is.
  • How to eliminate vendor gamesmanship.
  • What the client conversations look like once savings opportunities are realized.
  • What real time data is and how it differs from data warehousing.
  • Where population health plays into better fiduciary decision making.
]]> At the recent Ascend! conference in Nashville, we caught up with Rick Perryman, National Practice Leader for Trendshift. We discuss a wide range of subjects and spotlight the key data elements and themes that advisors need to be aware of to help clients manage their plans.

Join us to discover why Rick believes that “transparency” is the new “throw away word” in the benefits arena and what “fiduciary level transparency” is.  We also discuss the distinction between data warehousing and “real-time data”. Rick also helps us to understand how some vendors game plans and what plans and plan sponsors can stop those practices that add unnecessary cost and complexity – all in an effort to drive down costs.

What You’ll Learn From This Episode:

  • Whether transparency is the new “throw-away word.”
  • What “fiduciary level transparency” is.
  • How to eliminate vendor gamesmanship.
  • What the client conversations look like once savings opportunities are realized.
  • What real time data is and how it differs from data warehousing.
  • Where population health plays into better fiduciary decision making.
]]> David Saltzman 3a45d4892c84acb02e41ed8811d18768 Sun, 07 Feb 2016 06:00:00 -0500 1222 full false Ep #95: What Benefits Advisors Need to Know about the Presidential Candidates’ Positions on Health Care - With Jessica Waltman Ep #95: What Benefits Advisors Need to Know about the Presidential Candidates’ Positions on Health Care - With Jessica Waltman On this episode of ShiftShapers, we’re pleased to welcome  Jessica Waltman, Principal at Forward Health Consulting, back to the program. At the present time, Jessica is the only guest that comes on quarterly because the regulatory, legislative, and political world of Washington D.C. that she works in changes quite often.

Jessica joins us to share her insights and unparalleled knowledge of what’s going on in Washington this election season. In this engaging conversation, we talk about what Jessica sees in the political future, where the presidential candidates stand on health care, and discuss the best and worst scenarios that benefit advisors might expect. Don’t miss this insightful episode!

What You’ll Learn From This Episode:

  • The Democratic candidates’ positions on health care.
  • Whether the candidates who are Governors more focused on entitlement reform.
  • Where they stand on transparency.
  • Where the Republican candidates stand.
  • Whether the Democrats are actually a better long-term play with respect to employer-based insurance.
]]> On this episode of ShiftShapers, we’re pleased to welcome  Jessica Waltman, Principal at Forward Health Consulting, back to the program. At the present time, Jessica is the only guest that comes on quarterly because the regulatory, legislative, and political world of Washington D.C. that she works in changes quite often.

Jessica joins us to share her insights and unparalleled knowledge of what’s going on in Washington this election season. In this engaging conversation, we talk about what Jessica sees in the political future, where the presidential candidates stand on health care, and discuss the best and worst scenarios that benefit advisors might expect. Don’t miss this insightful episode!

What You’ll Learn From This Episode:

  • The Democratic candidates’ positions on health care.
  • Whether the candidates who are Governors more focused on entitlement reform.
  • Where they stand on transparency.
  • Where the Republican candidates stand.
  • Whether the Democrats are actually a better long-term play with respect to employer-based insurance.
]]> David Saltzman 770395a9400971a45837bd4859a3bd0b Sun, 31 Jan 2016 06:00:00 -0500 1313 full false Ep #94: How Extraordinary Communication Leads to Extraordinary Success - With Tom Harte Ep #94: How Extraordinary Communication Leads to Extraordinary Success - With Tom Harte On this episode of Shiftshapers, we’re talking to Tom Harte, President of Landmark Benefits who shares some of the tools and techniques his agency uses to drive success with exceptional communication.

As all agencies work to deliver value added services, Tom’s believes that being able to deliver real-time information across a wide range of topics helps to create and deepen client relationships.

Communication leads to extraordinary success in any agency. Don’t miss this opportunity to discover the success strategies of one of the most forward-looking agencies in the country.

What You’ll Learn From This Episode:

  • The general challenges that are facing today’s advisors.
  • What Tom has done to create his successful agency.
  • Why communication is the key to success.
  • The role of social media.
  • How to have the content you need to keep clients updated.
]]> On this episode of Shiftshapers, we’re talking to Tom Harte, President of Landmark Benefits who shares some of the tools and techniques his agency uses to drive success with exceptional communication.

As all agencies work to deliver value added services, Tom’s believes that being able to deliver real-time information across a wide range of topics helps to create and deepen client relationships.

Communication leads to extraordinary success in any agency. Don’t miss this opportunity to discover the success strategies of one of the most forward-looking agencies in the country.

What You’ll Learn From This Episode:

  • The general challenges that are facing today’s advisors.
  • What Tom has done to create his successful agency.
  • Why communication is the key to success.
  • The role of social media.
  • How to have the content you need to keep clients updated.
]]> David Saltzman 1fb296bcfd26fa08525ea922beb42ca6 Sun, 24 Jan 2016 06:00:00 -0500 1356 full false Ep #93: The Future of Telemedicine - With Samir Qamar - Part 2 Ep #93: The Future of Telemedicine - With Samir Qamar - Part 2 Last week we talked to Samir Qamar, M.D., founder and CEO of MedLion and MedWand, about direct pay primary care and how it can be integrated into the solutions advisors offer to clients. On this episode of Shiftshapers Podcast, we continue our conversation with Dr. Qamar as he shares his latest offering that aims to take telemedicine to another level.

We talk about a brand new device that Dr. Qamar is bringing to market – a mouse-sized piece of technology that has the potential to revolutionize patient’s interactions with their physicians. This new technology will not only allow physicians to spend more time but appropriate time with clients. Tune into this insightful exploration of the new technologies that are coming to the market that can help extend our virtual interaction with primary care providers.

What You’ll Learn From This Episode:

  • Whether we are going backward to the era of the family doctor.
  • The evolution of today’s telemedicine.
  • What Qamar believes to be the true telemedicine.
  • How accessible the technology is for consumers.
  • Why frequent claims are an insurance killer.
  • The other technology that is coming to market to extend our electronic interaction with providers.
]]> Last week we talked to Samir Qamar, M.D., founder and CEO of MedLion and MedWand, about direct pay primary care and how it can be integrated into the solutions advisors offer to clients. On this episode of Shiftshapers Podcast, we continue our conversation with Dr. Qamar as he shares his latest offering that aims to take telemedicine to another level.

We talk about a brand new device that Dr. Qamar is bringing to market – a mouse-sized piece of technology that has the potential to revolutionize patient’s interactions with their physicians. This new technology will not only allow physicians to spend more time but appropriate time with clients. Tune into this insightful exploration of the new technologies that are coming to the market that can help extend our virtual interaction with primary care providers.

What You’ll Learn From This Episode:

  • Whether we are going backward to the era of the family doctor.
  • The evolution of today’s telemedicine.
  • What Qamar believes to be the true telemedicine.
  • How accessible the technology is for consumers.
  • Why frequent claims are an insurance killer.
  • The other technology that is coming to market to extend our electronic interaction with providers.
]]> David Saltzman 0db42fac7a2f297d7cab40c77e69c3ae Sun, 17 Jan 2016 06:00:00 -0500 1315 full false Ep #92: Is Direct Primary Care Right for Your Clients? - With Samir Qamar Ep #92: Is Direct Primary Care Right for Your Clients? - With Samir Qamar About a year ago on ShiftShapers, we talked about a subject that generated quite a bit of interest among our listeners – the field of direct pay primary care, or direct pay practices. On this episode, we’re honored to be speaking to one of the pioneers and disruptors in direct primary care (DPC), Samir Qamar, M.D. Samir is the founder and CEO of two companies, MedLion and MedWand.

In this first of our two-part interview, we asked Samir to talk about the ins and outs of the direct primary care model and share his unique journey into that field. We also talk about how the direct primary care pioneers were able to get the DPC inserted into the ACA and how DPC realigns incentives. We also explore how DPC might be a good fit for clients struggling with today’s increased personal responsibility amounts, and how they coordinate with and complement high deductible plans.

Next week, we will discuss a brand new device that Dr. Qamar is bringing to market – a mouse-sized piece of technology that has the potential to completely change patient’s interactions with their primary care providers. Don’t miss this first part of our primary care conversation and learn how you can integrate it into the solutions you offer to clients.

What You’ll Learn From This Episode:

  • What direct primary care is all about.
  • Samir’s unusual journey to DPC.
  • How a key change in PPACA made a big difference.
  • Whether DPC is an individual play, a group play, or both.
  • Why insurance is unnecessary in primary care.
  • How benefit advisors position this with clients and prospects.
]]> About a year ago on ShiftShapers, we talked about a subject that generated quite a bit of interest among our listeners – the field of direct pay primary care, or direct pay practices. On this episode, we’re honored to be speaking to one of the pioneers and disruptors in direct primary care (DPC), Samir Qamar, M.D. Samir is the founder and CEO of two companies, MedLion and MedWand.

In this first of our two-part interview, we asked Samir to talk about the ins and outs of the direct primary care model and share his unique journey into that field. We also talk about how the direct primary care pioneers were able to get the DPC inserted into the ACA and how DPC realigns incentives. We also explore how DPC might be a good fit for clients struggling with today’s increased personal responsibility amounts, and how they coordinate with and complement high deductible plans.

Next week, we will discuss a brand new device that Dr. Qamar is bringing to market – a mouse-sized piece of technology that has the potential to completely change patient’s interactions with their primary care providers. Don’t miss this first part of our primary care conversation and learn how you can integrate it into the solutions you offer to clients.

What You’ll Learn From This Episode:

  • What direct primary care is all about.
  • Samir’s unusual journey to DPC.
  • How a key change in PPACA made a big difference.
  • Whether DPC is an individual play, a group play, or both.
  • Why insurance is unnecessary in primary care.
  • How benefit advisors position this with clients and prospects.
]]> David Saltzman 6151245f3f9fb65a885ae0e76848546d Sun, 10 Jan 2016 06:00:00 -0500 1351 full false Ep #91: Using Retirement Plan Data To Target Benefits Prospects - With Mark Smith Ep #91: Using Retirement Plan Data To Target Benefits Prospects - With Mark Smith Today on The ShiftShapers Podcast, the founder and CEO of MiEdge, Mark Smith, returns to the show to continue our conversation about Big Data. In this episode, Mark focuses on the use of retirement plan data to create opportunities and deliver value to prospects and clients.

Mark describes new ways that benefit advisors can easily visualize potential prospect relationships from massive amounts of publicly-available data. We also discuss how you can interface your data findings with LinkedIn to help create offensive and defensive strategies that deepen and strengthen existing client relationships.

What You’ll Learn From This Episode:

  • The type of information the government collects.
  • How this data can be used to play offense and defense.
  • How large the data set is.
  • How employers react to this type of research.
  • Whether it is easy to see the relationships by just looking at the data.
  • The important data points for advisors.
]]> Today on The ShiftShapers Podcast, the founder and CEO of MiEdge, Mark Smith, returns to the show to continue our conversation about Big Data. In this episode, Mark focuses on the use of retirement plan data to create opportunities and deliver value to prospects and clients.

Mark describes new ways that benefit advisors can easily visualize potential prospect relationships from massive amounts of publicly-available data. We also discuss how you can interface your data findings with LinkedIn to help create offensive and defensive strategies that deepen and strengthen existing client relationships.

What You’ll Learn From This Episode:

  • The type of information the government collects.
  • How this data can be used to play offense and defense.
  • How large the data set is.
  • How employers react to this type of research.
  • Whether it is easy to see the relationships by just looking at the data.
  • The important data points for advisors.
]]> David Saltzman 70a78e7675fe607ae9462c950bc4b8fb Sun, 03 Jan 2016 06:00:00 -0500 1305 full false Ep #90: An Innovative Agency Model and an Amazing DI Story! - With Jennifer Borislow Ep #90: An Innovative Agency Model and an Amazing DI Story! - With Jennifer Borislow This week, we are pleased to welcome Jennifer Borislow, the founding principal of Borislow Insurance in Massachusetts. She is an author, industry thought leader and past president of the Million Dollar Round Table.

Borislow Insurance’s client-centric approach primarily focuses on employee benefits, using an innovative 7-discipline, 3-year model with specialized teams in each area to ensure the highest standard of client care.

Listen is as Jennifer shares an incredible story of how she learned the value of disability income insurance, and how it changed her practice forever. Don’t miss this insightful episode!

What You’ll Learn From This Episode:

  • How of Borislow Insurance came about and how it’s organized.
  • The agency’s unique 7-discipline model.
  • Why Jennifer specialized in disability income.
  • How the agency uses disability income as a differentiator.
  • How Jennifer’s benefits agency positions disability as an integral part of their 3-year approach toward each client firm they serve.
  • Simple, yet powerful tool that has helped Jennifer and her partner, Mark Gaunya, build their essential corporate culture described in their book Inspire to Act.
]]> This week, we are pleased to welcome Jennifer Borislow, the founding principal of Borislow Insurance in Massachusetts. She is an author, industry thought leader and past president of the Million Dollar Round Table.

Borislow Insurance’s client-centric approach primarily focuses on employee benefits, using an innovative 7-discipline, 3-year model with specialized teams in each area to ensure the highest standard of client care.

Listen is as Jennifer shares an incredible story of how she learned the value of disability income insurance, and how it changed her practice forever. Don’t miss this insightful episode!

What You’ll Learn From This Episode:

  • How of Borislow Insurance came about and how it’s organized.
  • The agency’s unique 7-discipline model.
  • Why Jennifer specialized in disability income.
  • How the agency uses disability income as a differentiator.
  • How Jennifer’s benefits agency positions disability as an integral part of their 3-year approach toward each client firm they serve.
  • Simple, yet powerful tool that has helped Jennifer and her partner, Mark Gaunya, build their essential corporate culture described in their book Inspire to Act.
]]> David Saltzman 740520253a0fe98933d773c8cb3cd9d3 Sun, 27 Dec 2015 06:00:00 -0500 1420 full false Ep #89: How to Have a Self-Funding Conversation with Employers - With Adam Russo Ep #89: How to Have a Self-Funding Conversation with Employers - With Adam Russo In this episode, we explore some of the most common questions advisors ask about self funding and discuss concerns ranging from minimum group size to tools and techniques. Our guest on this episode of ShiftShapers is Adam Russo, Esq., co-founder and CEO of The Phia Group, as well as the founding and managing partner at a law firm, Russo & Minchoff. He believes that, in light of the healthcare reform, the current environment is full of exciting opportunities that many brokers can take advantage of.

We also have a frank exchange about what is behind recent efforts by some Departments of Insurance to try to put the brakes on certain segments of self funding and the potential impact that may have on employers seeking an alternate to the fully insured marketplace.

What You’ll Learn From This Episode:

  • Adam’s journey and how The Phia Group came about.
  • How advisors can remain relevant in the current environment.
  • The minimum size for a successful self-funded group.
  • Why the government wants to stop or severely limit self-funding.
  • How can advisors begin the self-funded conversation.
  • What you need to devise a properly constructed client plan.
]]> In this episode, we explore some of the most common questions advisors ask about self funding and discuss concerns ranging from minimum group size to tools and techniques. Our guest on this episode of ShiftShapers is Adam Russo, Esq., co-founder and CEO of The Phia Group, as well as the founding and managing partner at a law firm, Russo & Minchoff. He believes that, in light of the healthcare reform, the current environment is full of exciting opportunities that many brokers can take advantage of.

We also have a frank exchange about what is behind recent efforts by some Departments of Insurance to try to put the brakes on certain segments of self funding and the potential impact that may have on employers seeking an alternate to the fully insured marketplace.

What You’ll Learn From This Episode:

  • Adam’s journey and how The Phia Group came about.
  • How advisors can remain relevant in the current environment.
  • The minimum size for a successful self-funded group.
  • Why the government wants to stop or severely limit self-funding.
  • How can advisors begin the self-funded conversation.
  • What you need to devise a properly constructed client plan.
]]> David Saltzman 6a1f7135009f6ae2942b4fa4f7821615 Sun, 20 Dec 2015 06:00:00 -0500 1412 full false Ep #88: Self Funding Tactics, Strategies and Opportunities - With Craig Lack Ep #88: Self Funding Tactics, Strategies and Opportunities - With Craig Lack Today, we’re talking to Craig Lack, CEO of Premium Reduction Strategies. He is a best-selling author and nationally-recognized health care expert and an expert on self-funding who has appeared on ABC, CBS and FOX as well as in a number of national publications.

Craig’s 25-year experience in the industry has given him a deep understanding of the challenges facing benefit advisors in a post-ACA world. We invited Craig to discuss strategies such as the “Spousal Incentive HRA” and other opportunities for self funding created by the Affordable Care Act. He will also share why premiums are just “CRAP”.

Seasoned self funders and advisors new to the world of self funding will learn how to engage employers in compelling conversations that create differentiation and value.

What You’ll Learn From This Episode:

  • The difference between fully-insured and self funded.
  • Why the premiums are just C.R.A.P.
  • Why this isn’t the typical renewal discussion.
  • How ACA has impacted the world of self funding.
  • What the Spousal Incentive HRA is.
  • Whether you should create a deductible rewards program.
]]> Today, we’re talking to Craig Lack, CEO of Premium Reduction Strategies. He is a best-selling author and nationally-recognized health care expert and an expert on self-funding who has appeared on ABC, CBS and FOX as well as in a number of national publications.

Craig’s 25-year experience in the industry has given him a deep understanding of the challenges facing benefit advisors in a post-ACA world. We invited Craig to discuss strategies such as the “Spousal Incentive HRA” and other opportunities for self funding created by the Affordable Care Act. He will also share why premiums are just “CRAP”.

Seasoned self funders and advisors new to the world of self funding will learn how to engage employers in compelling conversations that create differentiation and value.

What You’ll Learn From This Episode:

  • The difference between fully-insured and self funded.
  • Why the premiums are just C.R.A.P.
  • Why this isn’t the typical renewal discussion.
  • How ACA has impacted the world of self funding.
  • What the Spousal Incentive HRA is.
  • Whether you should create a deductible rewards program.
]]> David Saltzman ea0cf2ca58a84ca46ea21904cd8d89d7 Sun, 13 Dec 2015 06:00:00 -0500 1536 full false Ep #87: Supercharge Your Benefits Practice with Video Marketing - With Bart Camarata Ep #87: Supercharge Your Benefits Practice with Video Marketing - With Bart Camarata Occasionally on ShiftShapers, we delve into different modes that advisors are using in order to help them market their ideas and their practice. Today, we’re covering one of those tools that’s becoming increasingly popular and more adopted by the industry with great success – video marketing.

On this episode, we invited a subject matter expert, Bart Camarata, creator and host of BenefitAdvisor TV, to discuss how advisors and agencies can use video in a variety of ways to help market their practices.

Listen in as Bart shares his thoughts on why he believes the video is the “King of All Media” and explains how simple it can be for advisors to get started with that medium. We also discuss different ways benefits advisors can use video in their business and how it can help them achieve social proof in today’s market.

What You’ll Learn From This Episode:

  • The immediate advantage of video.
  • Whether video marketing is just a “carrier thing.”
  • How advisors can start using video.
  • Whether you need a huge budget.
  • How video can help you achieve social proof.
]]> Occasionally on ShiftShapers, we delve into different modes that advisors are using in order to help them market their ideas and their practice. Today, we’re covering one of those tools that’s becoming increasingly popular and more adopted by the industry with great success – video marketing.

On this episode, we invited a subject matter expert, Bart Camarata, creator and host of BenefitAdvisor TV, to discuss how advisors and agencies can use video in a variety of ways to help market their practices.

Listen in as Bart shares his thoughts on why he believes the video is the “King of All Media” and explains how simple it can be for advisors to get started with that medium. We also discuss different ways benefits advisors can use video in their business and how it can help them achieve social proof in today’s market.

What You’ll Learn From This Episode:

  • The immediate advantage of video.
  • Whether video marketing is just a “carrier thing.”
  • How advisors can start using video.
  • Whether you need a huge budget.
  • How video can help you achieve social proof.
]]> David Saltzman 053e68a3efa868f97058c9be14888697 Sun, 06 Dec 2015 06:00:00 -0500 1268 full false Ep #86: Interactive Health 2.0: The Future of Health Care - With Gary Robinson Ep #86: Interactive Health 2.0: The Future of Health Care - With Gary Robinson On this episode of Shiftshapers, we’re very excited to talk to Gary Robinson, Executive Vice-President of Business Development at HealthTap. Founded in 2010, HealthTap’s goal was to reinvent the way people all over the world take care of their health and wellbeing. While that is a classic B.H.A.G., the conversation we had with Gary makes it clear that things may be changing even more rapidly than anyone thought – with technology breaking new ground on a nearly constant basis.

We invited Gary to the program to talk about HealthTap’s beginnings, as well as their new initiative, the Health Care Operating System, and how it helps to create an “intelligent triage system.” Today, advisors who want to help their clients bend the trend while simultaneously dealing with ever-increasing personal responsibility amounts have some really amazing tools at their disposal. It isn’t just advisors or employers who are the drivers in this “new normal” so we asked Gary about how the evolution of consumer expectations and the advent of mobile technology are creating an unparalleled opportunity for the transformation of everything from the conventional physician practice to patient’s on-demand access.

What You’ll Learn From This Episode:

  • The initial considerations and challenges in telehealth.
  • How the consumer expectations are evolving, especially in light of increased personal responsibility.
  • The role of mobile technology.
  • What patient engagement is all about.
  • How the physician practice has to transform to meet the needs.
  • What the free-access physician-crowdsourced database is and how consumers can interact with it.
]]> On this episode of Shiftshapers, we’re very excited to talk to Gary Robinson, Executive Vice-President of Business Development at HealthTap. Founded in 2010, HealthTap’s goal was to reinvent the way people all over the world take care of their health and wellbeing. While that is a classic B.H.A.G., the conversation we had with Gary makes it clear that things may be changing even more rapidly than anyone thought – with technology breaking new ground on a nearly constant basis.

We invited Gary to the program to talk about HealthTap’s beginnings, as well as their new initiative, the Health Care Operating System, and how it helps to create an “intelligent triage system.” Today, advisors who want to help their clients bend the trend while simultaneously dealing with ever-increasing personal responsibility amounts have some really amazing tools at their disposal. It isn’t just advisors or employers who are the drivers in this “new normal” so we asked Gary about how the evolution of consumer expectations and the advent of mobile technology are creating an unparalleled opportunity for the transformation of everything from the conventional physician practice to patient’s on-demand access.

What You’ll Learn From This Episode:

  • The initial considerations and challenges in telehealth.
  • How the consumer expectations are evolving, especially in light of increased personal responsibility.
  • The role of mobile technology.
  • What patient engagement is all about.
  • How the physician practice has to transform to meet the needs.
  • What the free-access physician-crowdsourced database is and how consumers can interact with it.
]]> David Saltzman 3d7e8de6a059b54ee12c098ef19d3a84 Sun, 29 Nov 2015 06:00:00 -0500 1416 full false Ep #85: Is Your Communication Data Secure? – With Ari Gardner Ep #85: Is Your Communication Data Secure? – With Ari Gardner One of the things that’s always at the forefront of everyone’s mind today, as well as an expectation from clients, is the ability to keep all of the appropriate communications secured. And it isn’t just good business – it is the law. Ari Gardner, the Director of Sharefile for Insurance at Citrix, is one of the foremost subject matter experts and we were pleased to have the opportunity to interview him about what advisors and firms need to know on this critical component of our business.

Many practitioners believe that data security is a federally induced and regulated mandate. Ari points out that there are state requirements as well and we explore how advisors can comply with both. He explains which data exactly needs to be secured and why, as well as the importance of having a comprehensive system that makes the process easy and which integrates easily in all the ways we communicate today. Listen in as we discuss what you need to know to be able to offer your clients an easy-to-deploy secure environment that meets and exceeds current legal requirements.

What You’ll Learn From This Episode:

  • Where the secure file and email sharing first intersected with the health and employee benefits universe.
  • Whether these regulations are all Federal or state driven, and which takes precedence.
  • The importance of ease of use and user experience.
  • The additional considerations when using mobile devices.
  • The meaning of the different security standards.
  • The data storage requirements and how they differ from the communication requirements.
]]> One of the things that’s always at the forefront of everyone’s mind today, as well as an expectation from clients, is the ability to keep all of the appropriate communications secured. And it isn’t just good business – it is the law. Ari Gardner, the Director of Sharefile for Insurance at Citrix, is one of the foremost subject matter experts and we were pleased to have the opportunity to interview him about what advisors and firms need to know on this critical component of our business.

Many practitioners believe that data security is a federally induced and regulated mandate. Ari points out that there are state requirements as well and we explore how advisors can comply with both. He explains which data exactly needs to be secured and why, as well as the importance of having a comprehensive system that makes the process easy and which integrates easily in all the ways we communicate today. Listen in as we discuss what you need to know to be able to offer your clients an easy-to-deploy secure environment that meets and exceeds current legal requirements.

What You’ll Learn From This Episode:

  • Where the secure file and email sharing first intersected with the health and employee benefits universe.
  • Whether these regulations are all Federal or state driven, and which takes precedence.
  • The importance of ease of use and user experience.
  • The additional considerations when using mobile devices.
  • The meaning of the different security standards.
  • The data storage requirements and how they differ from the communication requirements.
]]> David Saltzman 319b3d9ed350c322d5264a246810bf77 Sun, 22 Nov 2015 06:00:00 -0500 1383 full false Ep #84: Connecting Advisors With Private Exchange Buyers - With Dan Hughes Ep #84: Connecting Advisors With Private Exchange Buyers - With Dan Hughes Every study available continues to show that consumers need help with understanding and selecting plans. One company has developed an Uber-like marketplace that helps to make that connection. In this episode, we chat with Dan Hughes of Softheon about what’s new with private exchanges and how they are evolving to meet consumer’s needs.

We explore the ongoing viability of private exchanges and how consumers are interacting with them. We also touch on the ever-increasing need for advisors to have access to data. We ask Dan about how they expect to vet the advisors they list on their site and what he sees in the near-term future for private exchanges and what those changes mean for your practice.

What You’ll Learn From This Episode:

  • How Softheon came to be and the problems they were trying to solve.
  • How the private exchanges evolved and what their future looks like.
  • How Softheon is working on connecting advisors to prospects who are shopping for coverage.
  • How they vet brokers to get quality folks.
  • Why white-labeling is important for advisors.
]]> Every study available continues to show that consumers need help with understanding and selecting plans. One company has developed an Uber-like marketplace that helps to make that connection. In this episode, we chat with Dan Hughes of Softheon about what’s new with private exchanges and how they are evolving to meet consumer’s needs.

We explore the ongoing viability of private exchanges and how consumers are interacting with them. We also touch on the ever-increasing need for advisors to have access to data. We ask Dan about how they expect to vet the advisors they list on their site and what he sees in the near-term future for private exchanges and what those changes mean for your practice.

What You’ll Learn From This Episode:

  • How Softheon came to be and the problems they were trying to solve.
  • How the private exchanges evolved and what their future looks like.
  • How Softheon is working on connecting advisors to prospects who are shopping for coverage.
  • How they vet brokers to get quality folks.
  • Why white-labeling is important for advisors.
]]> David Saltzman 3129fee46807f91efc2e07266304a973 Sun, 15 Nov 2015 06:00:00 -0500 1368 full false Ep #83: Power To The Patients! – With Dr. Eric Topol Ep #83: Power To The Patients! – With Dr. Eric Topol This week’s guest believes that the smartphone has the power to transform the way health care is practiced and to put patients back in control of their health care. Dr. Eric Topol, joins us to talk about his recent book, “The Patient Will See You Now”. A practicing cardiologist, professor of genomics, and director of Scripps Translational Science Institute in La Jolla, CA, Dr. Topol outlines the beginnings of what he believes is a long-overdue shift in medicine that will put the future of medicine in consumer’s hands. That change will have profound effects on all aspects of our business.

In this episode, we discuss the gap between the patient and the doctor, and how Dr. Topol believes the system is rapidly evolving toward “democratized medicine”. I ask Dr. Topol why he believes that the US health care market is “unique and irrational”. We also talk about the idea of upgrading patients from being passengers on their health care journey to being their own co-pilots and how we can prepare our clients for that future of health care.

What You’ll Learn From This Episode:

  • What “democratized medicine” is.
  • How the smartphone has become the driver of exponential change.
  • Why medical paternalism is holding us back.
  • What “MOOM” is and why it matters.
  • Why the US Healthcare market is “unique, opaque and irrational.”
]]> This week’s guest believes that the smartphone has the power to transform the way health care is practiced and to put patients back in control of their health care. Dr. Eric Topol, joins us to talk about his recent book, “The Patient Will See You Now”. A practicing cardiologist, professor of genomics, and director of Scripps Translational Science Institute in La Jolla, CA, Dr. Topol outlines the beginnings of what he believes is a long-overdue shift in medicine that will put the future of medicine in consumer’s hands. That change will have profound effects on all aspects of our business.

In this episode, we discuss the gap between the patient and the doctor, and how Dr. Topol believes the system is rapidly evolving toward “democratized medicine”. I ask Dr. Topol why he believes that the US health care market is “unique and irrational”. We also talk about the idea of upgrading patients from being passengers on their health care journey to being their own co-pilots and how we can prepare our clients for that future of health care.

What You’ll Learn From This Episode:

  • What “democratized medicine” is.
  • How the smartphone has become the driver of exponential change.
  • Why medical paternalism is holding us back.
  • What “MOOM” is and why it matters.
  • Why the US Healthcare market is “unique, opaque and irrational.”
]]> David Saltzman 1631e79d7e93b24505811d63ff22bfbc Sun, 08 Nov 2015 06:00:00 -0500 1419 full false Ep #82: Today's Regulation and Legislation Issues - With Jessica Waltman Ep #82: Today's Regulation and Legislation Issues - With Jessica Waltman Our ShiftShapers subject matter expert this week is Jessica Waltman. Jessica serves as principal at Forward Health Consulting, which she established after 16 distinguished years as Senior Vice-President of Government Affairs for the National Organization of Health Underwriters.

In this wide-ranging discussion,  Jessica discusses ACA reporting, the need for clients to have up to date plan documents, and the outlook and implications for the “Cadillac Tax”. She believes that all of these, while complex, provide an unparalleled opportunity for benefit advisors.

We also take a look into the future and the political realities in healthcare in the coming months. Since regulation and legislation never seems to end, we are excited to announce that Jessica has agreed to visit with us on a quarterly basis to keep the ShiftShapers audience current.

What You’ll Learn From This Episode:

  • Whether regulatory and legislative changes provide opportunities.
  • Whether there is an information vacuum.
  • The number 1 issue that faces employers today.
  • The two things advisors should focus on.
  • The prognosis for the PPACA Excise (a/k/a “Cadillac”) Tax.
  • The ramifications of the recent decision about defining group sizes.
]]> Our ShiftShapers subject matter expert this week is Jessica Waltman. Jessica serves as principal at Forward Health Consulting, which she established after 16 distinguished years as Senior Vice-President of Government Affairs for the National Organization of Health Underwriters.

In this wide-ranging discussion,  Jessica discusses ACA reporting, the need for clients to have up to date plan documents, and the outlook and implications for the “Cadillac Tax”. She believes that all of these, while complex, provide an unparalleled opportunity for benefit advisors.

We also take a look into the future and the political realities in healthcare in the coming months. Since regulation and legislation never seems to end, we are excited to announce that Jessica has agreed to visit with us on a quarterly basis to keep the ShiftShapers audience current.

What You’ll Learn From This Episode:

  • Whether regulatory and legislative changes provide opportunities.
  • Whether there is an information vacuum.
  • The number 1 issue that faces employers today.
  • The two things advisors should focus on.
  • The prognosis for the PPACA Excise (a/k/a “Cadillac”) Tax.
  • The ramifications of the recent decision about defining group sizes.
]]> David Saltzman f70e5be0824cc5daedf51b56dab81e78 Sun, 01 Nov 2015 06:00:00 -0500 1430 full false Ep #81: Transparency Without Clarity Is Like A Sink Full Of Dirty Dishes - With Robin Gelburd Ep #81: Transparency Without Clarity Is Like A Sink Full Of Dirty Dishes - With Robin Gelburd On this week’s episode of ShiftShapers, we’re excited to be speaking with Robin Gelburd, president of FAIR Health, a national independent non-profit organization that’s currently doing some interesting and effective work around the broad subject of pricing and transparency.

They have recently released a must-read study for anyone in the benefits field titled “Understanding Consumer Health Insurance Preferences” (use our SPECIAL OFFERS link on the right to download the entire study).   Robin joins us today to talk about the study and to discuss why she believes that transparency without clarity is like a sink full of dishes.

We will explore some of the most interesting findings of the study, such as how and why certain constituencies access care in different locales. We also explore common misconceptions consumers have about pricing and what they find most important when choosing a healthcare plan. You won’t want to miss  this informative episode.

What You’ll Learn From This Episode:

  • What FAIR Health and their mission are all about.
  • Significant differences in trends with diverse demographic groups.
  • Whether it is surprising that consumers find health care costs higher than imagined.
  • The most important factors to consumers when selecting a plan.
  • The recommendations that the survey suggests.
]]> On this week’s episode of ShiftShapers, we’re excited to be speaking with Robin Gelburd, president of FAIR Health, a national independent non-profit organization that’s currently doing some interesting and effective work around the broad subject of pricing and transparency.

They have recently released a must-read study for anyone in the benefits field titled “Understanding Consumer Health Insurance Preferences” (use our SPECIAL OFFERS link on the right to download the entire study).   Robin joins us today to talk about the study and to discuss why she believes that transparency without clarity is like a sink full of dishes.

We will explore some of the most interesting findings of the study, such as how and why certain constituencies access care in different locales. We also explore common misconceptions consumers have about pricing and what they find most important when choosing a healthcare plan. You won’t want to miss  this informative episode.

What You’ll Learn From This Episode:

  • What FAIR Health and their mission are all about.
  • Significant differences in trends with diverse demographic groups.
  • Whether it is surprising that consumers find health care costs higher than imagined.
  • The most important factors to consumers when selecting a plan.
  • The recommendations that the survey suggests.
]]> David Saltzman b4464fa3883d89aecbe816fac423245a Sun, 25 Oct 2015 06:00:00 -0400 1384 full false Ep #80: Building a Powerhouse Benefits Agency with Tim Olson Ep #80: Building a Powerhouse Benefits Agency with Tim Olson This week we welcome Employee Benefit Adviser Magazine’s “Adviser of The Year” Tim Olson, the managing partner at The Olson Group.  He joins us today to share his journey to building a successful benefits practice and to talk about some of the innovations their agency is using to keep the at the top of their game.

We begin by discussing their beginnings and the way the agency has expanded to provide a deeper level of value to their clients. Tim chats about the variety of services they offer and how they use those to attract prospects with various needs to become full-range clients. Tim offers key insights into the powerful strategies they are using to stay on top of the changes in the industry.

From using different types of technology to the immense value of mastermind groups, you’ll discover great tips and game-changing advice that can help your agency become a powerhouse in the benefits marketplace. Don’t miss this opportunity to learn from the “Adviser of the Year.”

What You’ll Learn From This Episode:

  • How The Olson Group­­­ got its start.
  • How you can let prospects know about the full range of services offered.
  • What happens when you aren’t the “right fit.”
  • Why it is all about the value.
  • Why investing in technology is key – for all size agencies.
  • Why mastermind groups are crucial to continued development.
]]> This week we welcome Employee Benefit Adviser Magazine’s “Adviser of The Year” Tim Olson, the managing partner at The Olson Group.  He joins us today to share his journey to building a successful benefits practice and to talk about some of the innovations their agency is using to keep the at the top of their game.

We begin by discussing their beginnings and the way the agency has expanded to provide a deeper level of value to their clients. Tim chats about the variety of services they offer and how they use those to attract prospects with various needs to become full-range clients. Tim offers key insights into the powerful strategies they are using to stay on top of the changes in the industry.

From using different types of technology to the immense value of mastermind groups, you’ll discover great tips and game-changing advice that can help your agency become a powerhouse in the benefits marketplace. Don’t miss this opportunity to learn from the “Adviser of the Year.”

What You’ll Learn From This Episode:

  • How The Olson Group­­­ got its start.
  • How you can let prospects know about the full range of services offered.
  • What happens when you aren’t the “right fit.”
  • Why it is all about the value.
  • Why investing in technology is key – for all size agencies.
  • Why mastermind groups are crucial to continued development.
]]> David Saltzman 8297580243ada322f65fc726e0fbee85 Sun, 18 Oct 2015 06:00:00 -0400 1241 full false Ep #79: Fortress and Frontier, Part 2: The Move Towards the Frontier – With Robert Graboyes, MSPA, PhD. Ep #79: Fortress and Frontier, Part 2: The Move Towards the Frontier – With Robert Graboyes, MSPA, PhD. On this episode of Shiftshapers Podcast, we continue our conversation with Dr. Robert Graboyes, Senior Research Fellow at the Mercatus Center at George Mason University, about the economics of health care and why both sides are losing the debate.

Join us as we discuss the reasons why traditional economic principles have worked differently in health care and what is happening (and needs to happen) to move us toward the frontier. Tune in to discover what Bob believes needs to happen in the United States in order to fix our health care system in a way that will help provide better care to more people at a lower cost, year after year. Don’t miss this engaging conclusion of our conversation with one of the nations preeminent healthcare-focused economists!

What You’ll Learn From This Episode:

  • Why most metrics in health care have been focused in demand.
  • How much of the overall problem is due to seeing this as a “demand” rather than a “supply” issue.
  • How innovation in health care currently happens in the U.S. and why that system is broken.
  • The examples of countries that we can learn from to help fix our health care.
  • What we can learn from WWII Pacific operations.
]]> On this episode of Shiftshapers Podcast, we continue our conversation with Dr. Robert Graboyes, Senior Research Fellow at the Mercatus Center at George Mason University, about the economics of health care and why both sides are losing the debate.

Join us as we discuss the reasons why traditional economic principles have worked differently in health care and what is happening (and needs to happen) to move us toward the frontier. Tune in to discover what Bob believes needs to happen in the United States in order to fix our health care system in a way that will help provide better care to more people at a lower cost, year after year. Don’t miss this engaging conclusion of our conversation with one of the nations preeminent healthcare-focused economists!

What You’ll Learn From This Episode:

  • Why most metrics in health care have been focused in demand.
  • How much of the overall problem is due to seeing this as a “demand” rather than a “supply” issue.
  • How innovation in health care currently happens in the U.S. and why that system is broken.
  • The examples of countries that we can learn from to help fix our health care.
  • What we can learn from WWII Pacific operations.
]]> David Saltzman 38dc39e90ee4cfb307e27b52779b0961 Sun, 11 Oct 2015 06:00:00 -0400 1236 full false Ep #78: Fortress and Frontier, Part 1: Why Healthcare Innovation is Lagging Behind Other Industries – With Robert Graboyes, MSPA, PhD. Ep #78: Fortress and Frontier, Part 1: Why Healthcare Innovation is Lagging Behind Other Industries – With Robert Graboyes, MSPA, PhD. In this episode of ShiftShapers Podcast, we are privileged to welcome a leading economist and thought leader in our field, Robert Graboyes. Bob is a Senior Research Fellow at the Mercatus Center at George Mason University where he examines the economics of healthcare. His paper, “Fortress and Frontier in American Health Care” (link below) caught my interest and I invited him to discuss that – and much, much more – on the podcast.

We begin our conversation by exploring why he once referred to health care as an “Economic Oz.” We touch on the implications of the ongoing left-right political struggle over the health care. For good measure, we also delve into the ancient paternalistic tradition of physicians, and how that has contributed to the fortress vs. frontier mentality.

Join us discover why Bob believes that healthcare has been unwilling or unable to take on disruptive innovation like many other industries today and what we can do in order to allow for these beneficial changes to happen. You won’t want to miss the this interesting and informative discussion – or part 2 next week!

What You’ll Learn From This Episode:

  • Why ACA is “an unworkable vision with multiple applause lines.”
  • What Robert means by “Fortress and Frontier.”
  • Why healthcare innovation has lagged behind other industries.
  • How much of the overall problem is due to seeing this as a “demand” rather than a “supply” issue.
  • When and how did we go from insurance to prepaid health care.
  • What we can learn from WWII Pacific operations.
]]> In this episode of ShiftShapers Podcast, we are privileged to welcome a leading economist and thought leader in our field, Robert Graboyes. Bob is a Senior Research Fellow at the Mercatus Center at George Mason University where he examines the economics of healthcare. His paper, “Fortress and Frontier in American Health Care” (link below) caught my interest and I invited him to discuss that – and much, much more – on the podcast.

We begin our conversation by exploring why he once referred to health care as an “Economic Oz.” We touch on the implications of the ongoing left-right political struggle over the health care. For good measure, we also delve into the ancient paternalistic tradition of physicians, and how that has contributed to the fortress vs. frontier mentality.

Join us discover why Bob believes that healthcare has been unwilling or unable to take on disruptive innovation like many other industries today and what we can do in order to allow for these beneficial changes to happen. You won’t want to miss the this interesting and informative discussion – or part 2 next week!

What You’ll Learn From This Episode:

  • Why ACA is “an unworkable vision with multiple applause lines.”
  • What Robert means by “Fortress and Frontier.”
  • Why healthcare innovation has lagged behind other industries.
  • How much of the overall problem is due to seeing this as a “demand” rather than a “supply” issue.
  • When and how did we go from insurance to prepaid health care.
  • What we can learn from WWII Pacific operations.
]]> David Saltzman 13de1117c197c206bb46116ed4d44cda Sun, 04 Oct 2015 06:00:00 -0400 1356 full false Ep #77: Free Market Medicine is Disrupting and Transforming Markets - With Charlie Sauer Ep #77: Free Market Medicine is Disrupting and Transforming Markets - With Charlie Sauer In earlier episodes (see links below) we have spoken with physicians who are taking a very different, and more free-market approach to pricing health care. Their numbers are growing rapidly and while some may think that “free market medicine” is an oxymoron or an impossible dream, a new and growing association is beginning to prove otherwise.

On this episode of ShiftShapers podcast, we’re excited to welcome Charlie Sauer, co-founder and the executive director of the Free Market Medical Association. Their organization is dedicated to promoting transparency and forwarding the ideals and practice of medicine without the intervention of government and other third parties.

We invited Charlie to talk about the transformative nature of free market medicine. We asked Charlie how it can be possible to have free market in medicine in an environment where the government pays more than 50% of health care spend. We discuss the issue of whether consumers would be better off if artificial discount arrangements and multiple third parties were removed from the health care pricing landscape and why Charlie believes that our country is headed in that direction.

What You’ll Learn From This Episode:

  • Whether the health care in the United States is an economic Oz.
  • How you can promote free market solutions with the government paying more than 50% of health care expenditures.
  • How we can get out of this cycle.
  • Whether the ACA complicated the problem.
  • The tools do consumers need.
]]> In earlier episodes (see links below) we have spoken with physicians who are taking a very different, and more free-market approach to pricing health care. Their numbers are growing rapidly and while some may think that “free market medicine” is an oxymoron or an impossible dream, a new and growing association is beginning to prove otherwise.

On this episode of ShiftShapers podcast, we’re excited to welcome Charlie Sauer, co-founder and the executive director of the Free Market Medical Association. Their organization is dedicated to promoting transparency and forwarding the ideals and practice of medicine without the intervention of government and other third parties.

We invited Charlie to talk about the transformative nature of free market medicine. We asked Charlie how it can be possible to have free market in medicine in an environment where the government pays more than 50% of health care spend. We discuss the issue of whether consumers would be better off if artificial discount arrangements and multiple third parties were removed from the health care pricing landscape and why Charlie believes that our country is headed in that direction.

What You’ll Learn From This Episode:

  • Whether the health care in the United States is an economic Oz.
  • How you can promote free market solutions with the government paying more than 50% of health care expenditures.
  • How we can get out of this cycle.
  • Whether the ACA complicated the problem.
  • The tools do consumers need.
]]> David Saltzman 3d76b19a994319d3accc927c6abe810b Sun, 27 Sep 2015 06:00:00 -0400 1306 full false Ep #76: What You Need To Know About Defined Contribution Plans - With Bill Hill Ep #76: What You Need To Know About Defined Contribution Plans - With Bill Hill From fully-insured to self-insured, a great deal of focus is on funding strategies rather than products. In previous episodes of ShiftShapers podcast, we’ve discussed everything from minimum premium to captive arrangements. In this episode Bill Hill, president and CEO of Visor Benefits, helps us take a deep dive into the defined contribution plans and some of the novel ways to deploy them with your prospects and clients.

We invited Bill to share his unique journey and some interesting things he has learned along the way about defined contribution and what role it plays in his practice today.  We explore the changes ACA has made in the design and deployment of this arrangement. We also talk about how geographic and specific market variations and needs influence plan offerings. Learn some of the insider tips you need to be aware of to best serve your clients when discussing defined contribution plans with employers.

What You’ll Learn From This Episode:

  • The regional differences of two companies Bill worked with.
  • How Alaska factored in.
  • Whether smaller groups should eliminate group coverage.
  • Whether advisors should lead employer conversations with plan design or concept.
  • Whether these approaches work in self-insured plans.
]]> From fully-insured to self-insured, a great deal of focus is on funding strategies rather than products. In previous episodes of ShiftShapers podcast, we’ve discussed everything from minimum premium to captive arrangements. In this episode Bill Hill, president and CEO of Visor Benefits, helps us take a deep dive into the defined contribution plans and some of the novel ways to deploy them with your prospects and clients.

We invited Bill to share his unique journey and some interesting things he has learned along the way about defined contribution and what role it plays in his practice today.  We explore the changes ACA has made in the design and deployment of this arrangement. We also talk about how geographic and specific market variations and needs influence plan offerings. Learn some of the insider tips you need to be aware of to best serve your clients when discussing defined contribution plans with employers.

What You’ll Learn From This Episode:

  • The regional differences of two companies Bill worked with.
  • How Alaska factored in.
  • Whether smaller groups should eliminate group coverage.
  • Whether advisors should lead employer conversations with plan design or concept.
  • Whether these approaches work in self-insured plans.
]]> David Saltzman 1f9a9e797b2b4c55896cdf60a56d4952 Sun, 20 Sep 2015 06:00:00 -0400 1360 full false Ep #75: Renewed Interest in On-Site and Near-Site Clinics - with Karen Hjerleid Ep #75: Renewed Interest in On-Site and Near-Site Clinics - with Karen Hjerleid Increases in personal responsibility, a need to control employer costs and a desire to improve the health of employee populations are renewing an interest in the area of on-site and near-site clinics. Karen Hjerleid, the Vice-President of National Business Development at Paladina Health shares her knowledge of the area and offers insight into an old concept that may make sense for an ever-increasing number of employers.

Karen joins us to talk about how the ACA has increased populations seeking care from smaller networks and overburdened providers. Those characteristics can often result in employees not receiving care when they need it.  Coupled with deferred care due to ever-larger out of pocket amounts, Karen believes a new model of the old clinic structure can offer answers to these and other system-related problems.

We explore the different types of arrangements and how advisors can best position them with their prospects and clients. We ask Karen about the reasons that traditional carriers have not warmed to this option are beginning to come around now that the interexchange of data has become more robust and real-time.

What You’ll Learn From This Episode:

  • The perverse incentives in the system.
  • What drives the interest in employer-sponsored clinics.
  • Whether the group size matters.
  • What the medical home is and why it is important.
  • Whether there is a robust data exchange between clinics and carriers within those clinics.
]]> Increases in personal responsibility, a need to control employer costs and a desire to improve the health of employee populations are renewing an interest in the area of on-site and near-site clinics. Karen Hjerleid, the Vice-President of National Business Development at Paladina Health shares her knowledge of the area and offers insight into an old concept that may make sense for an ever-increasing number of employers.

Karen joins us to talk about how the ACA has increased populations seeking care from smaller networks and overburdened providers. Those characteristics can often result in employees not receiving care when they need it.  Coupled with deferred care due to ever-larger out of pocket amounts, Karen believes a new model of the old clinic structure can offer answers to these and other system-related problems.

We explore the different types of arrangements and how advisors can best position them with their prospects and clients. We ask Karen about the reasons that traditional carriers have not warmed to this option are beginning to come around now that the interexchange of data has become more robust and real-time.

What You’ll Learn From This Episode:

  • The perverse incentives in the system.
  • What drives the interest in employer-sponsored clinics.
  • Whether the group size matters.
  • What the medical home is and why it is important.
  • Whether there is a robust data exchange between clinics and carriers within those clinics.
]]> David Saltzman 3981c99335fab942ba725354a4097a18 Sun, 13 Sep 2015 06:00:00 -0400 1327 full false Ep #74: New Opportunities in Previously Uninsured Group Markets - With Bob Gardner Ep #74: New Opportunities in Previously Uninsured Group Markets - With Bob Gardner More so today than at any time in the past, benefit advisors are looking for new markets to serve. In this episode, we discuss some non-traditional markets that may be new to many of our listeners and we discuss the techniques that resonate in those markets. There’s no better person to talk about this topic than our guest, Bob Gardner, the National  Business Development Coordinator of Freedom Care Benefits.

We invited Bob to talk about the new opportunities and imperatives in previously uninsured group markets and what advisors need to know to be able to capitalize on those opportunities. In this conversation, we define these traditionally uninsured market segments and discuss the reasons why advisors should consider serving them. Don’t miss this important episode that will surely open your eyes to some new and interesting possibilities.

What You’ll Learn From This Episode:

  • What these traditionally uninsured markets are.
  • What has made them a new priority.
  • Interesting ways to solve problems while mitigating costs.
  • Whether traditional group carriers participate in these markets.
  • What the advisor/client conversation looks like.
]]> More so today than at any time in the past, benefit advisors are looking for new markets to serve. In this episode, we discuss some non-traditional markets that may be new to many of our listeners and we discuss the techniques that resonate in those markets. There’s no better person to talk about this topic than our guest, Bob Gardner, the National  Business Development Coordinator of Freedom Care Benefits.

We invited Bob to talk about the new opportunities and imperatives in previously uninsured group markets and what advisors need to know to be able to capitalize on those opportunities. In this conversation, we define these traditionally uninsured market segments and discuss the reasons why advisors should consider serving them. Don’t miss this important episode that will surely open your eyes to some new and interesting possibilities.

What You’ll Learn From This Episode:

  • What these traditionally uninsured markets are.
  • What has made them a new priority.
  • Interesting ways to solve problems while mitigating costs.
  • Whether traditional group carriers participate in these markets.
  • What the advisor/client conversation looks like.
]]> David Saltzman 8a32584199545fd42a0e5615a6a4dd69 Sun, 06 Sep 2015 06:00:00 -0400 1378 full false Ep #73: Using Reinsurance for Pharmacy Costs to Mitigate Overall Health Spend - With Crystal Williams Ep #73: Using Reinsurance for Pharmacy Costs to Mitigate Overall Health Spend - With Crystal Williams In the post-ACA environment we have seen intensely increased interest in self insured financing arrangements. Some elements of self-insurance are now making their way out as stand-alone components, and are even being applied to fully-insured plans. Our guest and subject matter expert, Crystal Williams, President of RxReins joins us to discuss reinsuring one of the biggest cost drivers in any plan: pharmacy.

In this episode of The ShiftShapers podcast, Crystal explains the basics of stop loss coverage. We explore strategies and tactics that advisors can use when discussing this cost driver with prospects and clients. Crystal also gives us the carrier’s perspective on this unique strategy as applied to fully-insured plans. This is a novel conversation that will help you to differentiate yourself and deliver value-added intelligence for your clients.

What You’ll Learn From This Episode:

  • The basics of stop loss coverage.
  • Whether it is unusual to apply stop loss to pharma only.
  • How this can work with fully insured plans.
  • The impact of this type of arrangement.
  • What to benefit advisors need to know to discuss this with their prospects and clients.
]]> In the post-ACA environment we have seen intensely increased interest in self insured financing arrangements. Some elements of self-insurance are now making their way out as stand-alone components, and are even being applied to fully-insured plans. Our guest and subject matter expert, Crystal Williams, President of RxReins joins us to discuss reinsuring one of the biggest cost drivers in any plan: pharmacy.

In this episode of The ShiftShapers podcast, Crystal explains the basics of stop loss coverage. We explore strategies and tactics that advisors can use when discussing this cost driver with prospects and clients. Crystal also gives us the carrier’s perspective on this unique strategy as applied to fully-insured plans. This is a novel conversation that will help you to differentiate yourself and deliver value-added intelligence for your clients.

What You’ll Learn From This Episode:

  • The basics of stop loss coverage.
  • Whether it is unusual to apply stop loss to pharma only.
  • How this can work with fully insured plans.
  • The impact of this type of arrangement.
  • What to benefit advisors need to know to discuss this with their prospects and clients.
]]> David Saltzman d523308e01a7fc0e52885431fdc69de5 Sun, 30 Aug 2015 06:00:00 -0400 1195 full false Ep #72: Best Practices and Innovative Agency Techniques - With Emily Bremer Ep #72: Best Practices and Innovative Agency Techniques - With Emily Bremer In today’s environment, the average age of benefit advisors and agency owners is increasing, but there are some younger people coming into the insurance business and they are bringing innovation and new best practices to the table. Emily Bremer, founder at Bremer Conley Insurance Brokers & Consultants is one of those advisors, and she joins us to discuss some of the things her agency is doing.

We discuss some of the issues with the traditional agency systems, as well as compensation compression and what Emily and other new independent benefits advisors are doing to solve those problems. While these newer advisors are “fiercely independent”, you may be surprised at how some of them are joining together to create a cooperative that maximizes resources and eliminates duplication and waste – all of which will increase profitability.

What You’ll Learn From This Episode:

  • Emily’s journey into the insurance business.
  • The problem with traditional agency compensation systems.
  • How and why she is working on forming a cooperative.
  • The new best practices she is developing.
]]> In today’s environment, the average age of benefit advisors and agency owners is increasing, but there are some younger people coming into the insurance business and they are bringing innovation and new best practices to the table. Emily Bremer, founder at Bremer Conley Insurance Brokers & Consultants is one of those advisors, and she joins us to discuss some of the things her agency is doing.

We discuss some of the issues with the traditional agency systems, as well as compensation compression and what Emily and other new independent benefits advisors are doing to solve those problems. While these newer advisors are “fiercely independent”, you may be surprised at how some of them are joining together to create a cooperative that maximizes resources and eliminates duplication and waste – all of which will increase profitability.

What You’ll Learn From This Episode:

  • Emily’s journey into the insurance business.
  • The problem with traditional agency compensation systems.
  • How and why she is working on forming a cooperative.
  • The new best practices she is developing.
]]> David Saltzman 0edf5952173bbcb386d626c00a699829 Sun, 23 Aug 2015 06:00:00 -0400 1300 full false Ep #71: What You Need to Know About Mergers and Acquisitions – With Brett Rosen Ep #71: What You Need to Know About Mergers and Acquisitions – With Brett Rosen In this episode of The ShiftShapers podcast, we interview Brett Rosen, Executive Vice President of Mergers & Acquisitions at Digital Benefit Advisors. We begin our wide-ranging interview by exploring the most important things driving the M&A wave. Brett offers his expertise and opinions on the advantages some firms find by becoming a part of a larger organization.

Get full show notes and more information here: http://bit.ly/1hCQWOO

]]> In this episode of The ShiftShapers podcast, we interview Brett Rosen, Executive Vice President of Mergers & Acquisitions at Digital Benefit Advisors. We begin our wide-ranging interview by exploring the most important things driving the M&A wave. Brett offers his expertise and opinions on the advantages some firms find by becoming a part of a larger organization.

Get full show notes and more information here: http://bit.ly/1hCQWOO

]]> David Saltzman 2c47f5e4dae90454dca9d726abca3787 Sun, 16 Aug 2015 06:00:00 -0400 1331 false Ep #70: Voluntary Benefits, Part 2: The Large Group Market – With Frank Doherty and Brian Jund Ep #70: Voluntary Benefits, Part 2: The Large Group Market – With Frank Doherty and Brian Jund On this second part of our look at the voluntary benefits, we invited Frank Doherty and Brian Jund, Co-founders of National Benefit Partners, to the ShiftShapers podcast to discuss their particular area of specialization – the large group market.

Join us to discover how the large groups have used voluntary benefits in the past and how new benefits are coming to market. We also explore how PPACA has accelerated the interest in voluntary products as a key part of an employer’s overall benefit strategy.

Frank and Brian discuss some of the innovative, non-traditional, solution-based offerings in the VB space that have come to the forefront in the recent years. We also explore the hurdles consultants have to overcome when having effective conversations with clients and prospects and the key role technology plays in the implementation process.

Don’t miss this in-depth look at the similarities as well as the key differences in voluntary benefits offerings, technology and marketing in the large group segment.

What You’ll Learn From This Episode:

  • The large group voluntary benefit offerings of the past.
  • Whether the large employers have been at the forefront of voluntary benefits.
  • How PPACA has impacted the interest in voluntary benefits.
  • Some of the newer, innovative benefits being offered.
  • The role of technology in successful large group voluntary sales and implementations.
  • Whether the large group compensation is structured differently than small group.
]]> On this second part of our look at the voluntary benefits, we invited Frank Doherty and Brian Jund, Co-founders of National Benefit Partners, to the ShiftShapers podcast to discuss their particular area of specialization – the large group market.

Join us to discover how the large groups have used voluntary benefits in the past and how new benefits are coming to market. We also explore how PPACA has accelerated the interest in voluntary products as a key part of an employer’s overall benefit strategy.

Frank and Brian discuss some of the innovative, non-traditional, solution-based offerings in the VB space that have come to the forefront in the recent years. We also explore the hurdles consultants have to overcome when having effective conversations with clients and prospects and the key role technology plays in the implementation process.

Don’t miss this in-depth look at the similarities as well as the key differences in voluntary benefits offerings, technology and marketing in the large group segment.

What You’ll Learn From This Episode:

  • The large group voluntary benefit offerings of the past.
  • Whether the large employers have been at the forefront of voluntary benefits.
  • How PPACA has impacted the interest in voluntary benefits.
  • Some of the newer, innovative benefits being offered.
  • The role of technology in successful large group voluntary sales and implementations.
  • Whether the large group compensation is structured differently than small group.
]]> David Saltzman b856628fa3a06b84305169bcaac8c211 Sun, 09 Aug 2015 06:00:00 -0400 1301 full false Ep #69: Voluntary Benefits, Part 1: The Small And Mid Market - With Matt Boeshore and Gail Stark Ep #69: Voluntary Benefits, Part 1: The Small And Mid Market - With Matt Boeshore and Gail Stark For many advisors, voluntary benefits have gone from being a specialty area to being an integral part of their everyday businesses. Others are finding VB something they want to become a key part of their business. On this first of our two-part series on voluntary benefits, we invited Matt Boeshore and Gail Stark of eVolve Marketplace to talk about this exciting benefits area, specifically for small to mid-size markets.

Matt and Gail discuss what the voluntary benefits marketplace looked like just a few years ago and how it has evolved in the recent years. We discuss the key role of technology and what benefits advisors need to know to be able to have that VB conversation with employers. We also explore some of the newer, more uncommon benefits being offered and discuss the impact PPACA has had this fast-growing area.

Next week, we will look at the similarities and the key differences in offerings, technology and marketing in the large group segment.

What You’ll Learn From This Episode:

  • How voluntary benefits have changed in recent years.
  • How PPACA has changed advisor’s perspective on voluntary benefits.
  • Some of the newer additions to the voluntary benefits offerings.
  • What advisors need to know to have that first voluntary benefit conversation with a prospect or client.
  • The role of technology plays and whether it is a differentiator or just table stakes.
]]> For many advisors, voluntary benefits have gone from being a specialty area to being an integral part of their everyday businesses. Others are finding VB something they want to become a key part of their business. On this first of our two-part series on voluntary benefits, we invited Matt Boeshore and Gail Stark of eVolve Marketplace to talk about this exciting benefits area, specifically for small to mid-size markets.

Matt and Gail discuss what the voluntary benefits marketplace looked like just a few years ago and how it has evolved in the recent years. We discuss the key role of technology and what benefits advisors need to know to be able to have that VB conversation with employers. We also explore some of the newer, more uncommon benefits being offered and discuss the impact PPACA has had this fast-growing area.

Next week, we will look at the similarities and the key differences in offerings, technology and marketing in the large group segment.

What You’ll Learn From This Episode:

  • How voluntary benefits have changed in recent years.
  • How PPACA has changed advisor’s perspective on voluntary benefits.
  • Some of the newer additions to the voluntary benefits offerings.
  • What advisors need to know to have that first voluntary benefit conversation with a prospect or client.
  • The role of technology plays and whether it is a differentiator or just table stakes.
]]> David Saltzman f3c13057fe423598ac62f7f46a2e644b Sun, 02 Aug 2015 06:00:00 -0400 1263 full false Ep #68: The Benefit Advisors' "Secret Weapon" – With Lillian Shapiro Ep #68: The Benefit Advisors' "Secret Weapon" – With Lillian Shapiro At the recent NAHU Convention, we spoke with Lillian Shapiro, president of HR360, about some of the challenges that benefits advisors face from companies providing “free” stuff in exchange for Agent of Record Letters. She points out that this type of marketing is not a new hurdle, but one that has reappeared at a particularly interesting time in our business.

On this episode of ShiftShapers,Lillian shares a simple yet powerful technique brokers can employ to give them a competitive advantage over any technology platform. She offers advice and ideas to help advisors become more effective and efficient in closing new clients and retaining existing ones. Lillian believes that advisors today have a unique value proposition – they simply need to learn how to present it in a compelling and competitive manner.

What You’ll Learn From This Episode:

  • The challenges advisors have faced in the past with freebies.
  • How to ensure your clients know the full scope of the services you provide.
  • How to use checklists and newsletters.
  • Why social proof matters.
  • The secret weapon in every client relationship.
]]> At the recent NAHU Convention, we spoke with Lillian Shapiro, president of HR360, about some of the challenges that benefits advisors face from companies providing “free” stuff in exchange for Agent of Record Letters. She points out that this type of marketing is not a new hurdle, but one that has reappeared at a particularly interesting time in our business.

On this episode of ShiftShapers,Lillian shares a simple yet powerful technique brokers can employ to give them a competitive advantage over any technology platform. She offers advice and ideas to help advisors become more effective and efficient in closing new clients and retaining existing ones. Lillian believes that advisors today have a unique value proposition – they simply need to learn how to present it in a compelling and competitive manner.

What You’ll Learn From This Episode:

  • The challenges advisors have faced in the past with freebies.
  • How to ensure your clients know the full scope of the services you provide.
  • How to use checklists and newsletters.
  • Why social proof matters.
  • The secret weapon in every client relationship.
]]> David Saltzman d0b26fbf7740eb18f7d4b120d3cdc5c5 Sun, 26 Jul 2015 06:00:00 -0400 1351 full false Ep #67: Using Data To Lower Costs, Increase Quality And Drive Client Value – With Troy Cook Ep #67: Using Data To Lower Costs, Increase Quality And Drive Client Value – With Troy Cook At the recent National Association of Health Underwriters Convention we invited Troy Cook, Vice President of Sales & Development at Telligen to discuss how we can use data and analytics to improve the system for all stakeholders. Troy discusses some of the key variables that advisors need to embrace and understand to help bring clients make informed decisions around plan choice, employee education, engagement, and more.

On this wide-ranging discussion, Troy explains what can be done, in light of the Affordable Care Act, to actually make the health care affordable. We discuss the possibilities of looking through the windshield rather than the rearview mirror when using evidenced-based medicine and predictive modeling. We also explore how using those data can help lower costs, improve quality and deliver a better overall client experience.

What You’ll Learn From This Episode:

  • Whether we can ever stop looking out the rear-view mirror.
  • Whether predictive modeling is advancing.
  • How clinical analytics can help providers.
  • How members can get the right care at the right place and at the right time.
  • The issue of readmission and what can be done to lower those rates.
]]> At the recent National Association of Health Underwriters Convention we invited Troy Cook, Vice President of Sales & Development at Telligen to discuss how we can use data and analytics to improve the system for all stakeholders. Troy discusses some of the key variables that advisors need to embrace and understand to help bring clients make informed decisions around plan choice, employee education, engagement, and more.

On this wide-ranging discussion, Troy explains what can be done, in light of the Affordable Care Act, to actually make the health care affordable. We discuss the possibilities of looking through the windshield rather than the rearview mirror when using evidenced-based medicine and predictive modeling. We also explore how using those data can help lower costs, improve quality and deliver a better overall client experience.

What You’ll Learn From This Episode:

  • Whether we can ever stop looking out the rear-view mirror.
  • Whether predictive modeling is advancing.
  • How clinical analytics can help providers.
  • How members can get the right care at the right place and at the right time.
  • The issue of readmission and what can be done to lower those rates.
]]> David Saltzman 37697ada9e54d4a666be27492f7bfc92 Sun, 19 Jul 2015 06:00:00 -0400 1364 full false Ep #66: Stand Out by Personalizing Your Marketing - With Barbara Saxton Ep #66: Stand Out by Personalizing Your Marketing - With Barbara Saxton From social media to video email marketing, one of the common themes we heard a lot of folks talking about at the recent National Association of Health Underwriters Convention was the need for better, more efficient and effective communication. One of the presenters from the convention, Barbara Saxton, CEO of Smart Choices, joins us on this episode to talk about the class she taught on that topic.

On this episode of ShiftShapers, Barabara explains the concept of personalized marketing and how it can help brokers differentiate their service and increase client retention. She shares her concept of the “5 Cs” of Communication which will help you to craft a message that resonates with your prospects and clients. We also explore using different communication strategies, tools and techniques you can use to stand out by personalizing your marketing.

What You’ll Learn From This Episode:

  • The importance of having a culture within organizations.
  • How “personalized marketing” is unique.
  • How to transform our communications strategies.
  • The “5 Cs” of Communication.
  • Social media vs. social proof.
  • How you can use video email marketing to build more personal connections.
]]> From social media to video email marketing, one of the common themes we heard a lot of folks talking about at the recent National Association of Health Underwriters Convention was the need for better, more efficient and effective communication. One of the presenters from the convention, Barbara Saxton, CEO of Smart Choices, joins us on this episode to talk about the class she taught on that topic.

On this episode of ShiftShapers, Barabara explains the concept of personalized marketing and how it can help brokers differentiate their service and increase client retention. She shares her concept of the “5 Cs” of Communication which will help you to craft a message that resonates with your prospects and clients. We also explore using different communication strategies, tools and techniques you can use to stand out by personalizing your marketing.

What You’ll Learn From This Episode:

  • The importance of having a culture within organizations.
  • How “personalized marketing” is unique.
  • How to transform our communications strategies.
  • The “5 Cs” of Communication.
  • Social media vs. social proof.
  • How you can use video email marketing to build more personal connections.
]]> David Saltzman 02a0cc2773ef705399b7d068eeb4f57b Sun, 12 Jul 2015 06:00:00 -0400 1317 full false Ep #65: What You Need To Know To Position Self Insurance – With Jay Kempton Ep #65: What You Need To Know To Position Self Insurance – With Jay Kempton Jay Kempton, president & CEO of The Kempton Group has been described as “the personification of a disruptive force in the self funded world.” In our wide ranging discussion, Jay talks about everything from what buying a truck would be like if we applied today’s insurance purchasing rules to why Health Savings Accounts aren’t a real long-term solution.

We also explore the gap between the insurance provider and the consumer of the health goods and services, how it has grown over the years and how it has affected buying decisions. Jay also shares his views about how PPACA has strengthened TPAs and increased interest in self insurance. Whether you are currently discussing self insurance concepts with your clients, or you are new to helping employers become insurance owners rather than insurance buyers, you won’t want to miss this episode.

What You’ll Learn From This Episode:

  • How the Kempton Group was founded.
  • How to help employers go from insurance buyers to insurance owners.
  • How the “distance” between provider and patient has distorted buying decisions.
  • Despite early concerns, PPACA has accelerated self insurance and strengthened TPAs.
  • Why HSAs are not really a long-term solution to creating consumers.
  • Whether patients are beginning to wake up and demand up-front pricing and quality metrics.
]]> Jay Kempton, president & CEO of The Kempton Group has been described as “the personification of a disruptive force in the self funded world.” In our wide ranging discussion, Jay talks about everything from what buying a truck would be like if we applied today’s insurance purchasing rules to why Health Savings Accounts aren’t a real long-term solution.

We also explore the gap between the insurance provider and the consumer of the health goods and services, how it has grown over the years and how it has affected buying decisions. Jay also shares his views about how PPACA has strengthened TPAs and increased interest in self insurance. Whether you are currently discussing self insurance concepts with your clients, or you are new to helping employers become insurance owners rather than insurance buyers, you won’t want to miss this episode.

What You’ll Learn From This Episode:

  • How the Kempton Group was founded.
  • How to help employers go from insurance buyers to insurance owners.
  • How the “distance” between provider and patient has distorted buying decisions.
  • Despite early concerns, PPACA has accelerated self insurance and strengthened TPAs.
  • Why HSAs are not really a long-term solution to creating consumers.
  • Whether patients are beginning to wake up and demand up-front pricing and quality metrics.
]]> David Saltzman 87f0194fde0001042fa847418e135f94 Sun, 05 Jul 2015 06:00:00 -0400 1361 full false Ep #64: Lessons Learned From Retailers Deliver a Better Client Experience – With Kara Trott Ep #64: Lessons Learned From Retailers Deliver a Better Client Experience – With Kara Trott It often seems as though the world of employee benefits is exempt from many of the forces that impact other industries. Kara Trott, Founder & CEO of Quantum Health, knows that is not true, and that much of what happen in other industries – especially retail sales – can help us to improve our industry and the client experience we provide.

We invited Kara to share her experience with using strategies from retail store design and product intercept to help lower healthcare costs and improve experience. She also talks about how these strategies apply to managed care companies, insurance companies, and patients. Kara believes that today’s consumers often feel like Dorothy, dropped into the land of Oz: confused, disoriented by a consumer experience unlike any other and with a multitude of simultaneous decisions for which they are unprepared.

She shares the lessons she has learned and techniques you can master to make those clients feel like they are back in Kansas again.

What You’ll Learn From This Episode:

  • Her journey from retail and commercial enterprise to the health industry.
  • Strategies and lessons learned from Citibank, Ford, Walmart and Kmart.
  • Where disconnects happen.
  • Why today’s consumers feel like Dorothy, dropped into Oz.
  • The widely-held theory that the physician is at the center of the trust relationship.
]]> It often seems as though the world of employee benefits is exempt from many of the forces that impact other industries. Kara Trott, Founder & CEO of Quantum Health, knows that is not true, and that much of what happen in other industries – especially retail sales – can help us to improve our industry and the client experience we provide.

We invited Kara to share her experience with using strategies from retail store design and product intercept to help lower healthcare costs and improve experience. She also talks about how these strategies apply to managed care companies, insurance companies, and patients. Kara believes that today’s consumers often feel like Dorothy, dropped into the land of Oz: confused, disoriented by a consumer experience unlike any other and with a multitude of simultaneous decisions for which they are unprepared.

She shares the lessons she has learned and techniques you can master to make those clients feel like they are back in Kansas again.

What You’ll Learn From This Episode:

  • Her journey from retail and commercial enterprise to the health industry.
  • Strategies and lessons learned from Citibank, Ford, Walmart and Kmart.
  • Where disconnects happen.
  • Why today’s consumers feel like Dorothy, dropped into Oz.
  • The widely-held theory that the physician is at the center of the trust relationship.
]]> David Saltzman 55d8c901a0fb638622d0a8b075f042b7 Sun, 28 Jun 2015 06:00:00 -0400 1393 full false Ep #63: Is Today's System Like Organized Crime? – With Hobson Carroll Ep #63: Is Today's System Like Organized Crime? – With Hobson Carroll We try to include a lot of different voices on the ShiftShapers podcast, and we have been missing an actuary’s perspective.  Our guest on this episode, Hobson Carroll, is the president of the Medrisk Actuarial Services. As you guessed from the headline, Hobson is a bit unorthodox and creative, but that is what makes him an intriguing and provocative thought leader in the industry – and a great podcast guest!

Hobson joins us today to explain why he describes a part of the current system as “organized crime” and why networks are like “The Emperor’s New Clothes”. He also shares his views on self funding, reference-based pricing and transparency in the marketplace. We will explore strategies that you can use to help your clients navigate  the current healthcare system.

What You’ll Learn From This Episode:

  • Why today’s insurance system is like organized crime.
  • Why precision in language is critically important.
  • Whether self-insurance is viable for small employers.
  • What networks have in common with “The Emperor’s New Clothes.”
  • What’s coming in the near-term.
]]> We try to include a lot of different voices on the ShiftShapers podcast, and we have been missing an actuary’s perspective.  Our guest on this episode, Hobson Carroll, is the president of the Medrisk Actuarial Services. As you guessed from the headline, Hobson is a bit unorthodox and creative, but that is what makes him an intriguing and provocative thought leader in the industry – and a great podcast guest!

Hobson joins us today to explain why he describes a part of the current system as “organized crime” and why networks are like “The Emperor’s New Clothes”. He also shares his views on self funding, reference-based pricing and transparency in the marketplace. We will explore strategies that you can use to help your clients navigate  the current healthcare system.

What You’ll Learn From This Episode:

  • Why today’s insurance system is like organized crime.
  • Why precision in language is critically important.
  • Whether self-insurance is viable for small employers.
  • What networks have in common with “The Emperor’s New Clothes.”
  • What’s coming in the near-term.
]]> David Saltzman f8f7f0747bf4fa8bb6898c7336bc57df Sun, 21 Jun 2015 06:00:00 -0400 1269 full false Ep #62: Understanding and Positioning Captive Insurance Arrangements – With Mark Gaunya Ep #62: Understanding and Positioning Captive Insurance Arrangements – With Mark Gaunya Mark Gaunya returns to ShiftShapers to discuss the use of Captive Insurance Arrangements as an alternate funding mechanism for your clients. More and more advisors are considering different types of self-insured financing mechanisms for clients – especially in the mid to large market space. A Captive adds a few components that help to create a comfort level with clients making the change to self insurance.

Before we discuss the actual ins and outs of Captives, Mark takes us through what he believes are a couple of critical conversations advisors should have with those prospects and clients. You will learn how to explore and understand your client’s buying philosophy, how to understand the three mindsets of a purchaser and how to help them move from being a purchaser to being an in-control owner.

Mark explains how captive insurance arrangement works, how it differs from a traditional insurance purchase and what type of organizations it is best suited for. Tune in to learn about the benefits of this model as well as how to find captives for your clients.

What You’ll Learn From This Episode:

  • How to find your client’s buying philosophy.
  • The three mindsets of a purchaser.
  • The difference between purchasers and owners.
  • How to help clients determine a strategy.
  • The difference between homogenous and heterogeneous pools.
  • 3 component layers of a captive.
  • Why brokers might want to consider a segregated cell group captive.
]]> Mark Gaunya returns to ShiftShapers to discuss the use of Captive Insurance Arrangements as an alternate funding mechanism for your clients. More and more advisors are considering different types of self-insured financing mechanisms for clients – especially in the mid to large market space. A Captive adds a few components that help to create a comfort level with clients making the change to self insurance.

Before we discuss the actual ins and outs of Captives, Mark takes us through what he believes are a couple of critical conversations advisors should have with those prospects and clients. You will learn how to explore and understand your client’s buying philosophy, how to understand the three mindsets of a purchaser and how to help them move from being a purchaser to being an in-control owner.

Mark explains how captive insurance arrangement works, how it differs from a traditional insurance purchase and what type of organizations it is best suited for. Tune in to learn about the benefits of this model as well as how to find captives for your clients.

What You’ll Learn From This Episode:

  • How to find your client’s buying philosophy.
  • The three mindsets of a purchaser.
  • The difference between purchasers and owners.
  • How to help clients determine a strategy.
  • The difference between homogenous and heterogeneous pools.
  • 3 component layers of a captive.
  • Why brokers might want to consider a segregated cell group captive.
]]> David Saltzman bcb2c874a6af507db65f2d1a9e8dffbc Sun, 14 Jun 2015 06:00:00 -0400 1640 full false Ep #61: A Futurist's View on Healthcare - With David Houle Ep #61: A Futurist's View on Healthcare - With David Houle As change accelerates all around us, most aspects of human life are undergoing dramatic amounts and various rates of shift. With that in mind, who better to ask about the myriad changes surrounding healthcare than a futurist?

Our guest on this episode is David Houle, is a not only a futurist who lectures worldwide, he is also the author of a number of books, including on that is aimed directly at our wheelhouse: “New Age Health: The Future of Health Care in America”.

David reminds us that the shift in today’s healthcare started long before the Affordable Care Act. In this wide-ranging discussion, we end by looking at the past to give us a clearer indication of the future, including some thoughts about initiatives, technologies and new ways of thinking that have the potential to lower costs and increase its efficiency. Don’t miss this informative episode.

What You’ll Learn From This Episode:

  • The true beginnings of today’s industry change.
  • How Gutenberg began a chain of influential events.
  • Why Dr. Devi Shetty is a perfect example of one possible future.
  • The role telehealth plays in today’s health care and where it’s headed.
  • Medical Miracles.
  • Why payers, patients, and providers are at war.
]]> As change accelerates all around us, most aspects of human life are undergoing dramatic amounts and various rates of shift. With that in mind, who better to ask about the myriad changes surrounding healthcare than a futurist?

Our guest on this episode is David Houle, is a not only a futurist who lectures worldwide, he is also the author of a number of books, including on that is aimed directly at our wheelhouse: “New Age Health: The Future of Health Care in America”.

David reminds us that the shift in today’s healthcare started long before the Affordable Care Act. In this wide-ranging discussion, we end by looking at the past to give us a clearer indication of the future, including some thoughts about initiatives, technologies and new ways of thinking that have the potential to lower costs and increase its efficiency. Don’t miss this informative episode.

What You’ll Learn From This Episode:

  • The true beginnings of today’s industry change.
  • How Gutenberg began a chain of influential events.
  • Why Dr. Devi Shetty is a perfect example of one possible future.
  • The role telehealth plays in today’s health care and where it’s headed.
  • Medical Miracles.
  • Why payers, patients, and providers are at war.
]]> David Saltzman 41befbeb2b5ccbb47f5afdf8230a8fa3 Sun, 07 Jun 2015 06:00:00 -0400 1386 full false Ep #60: Savings Opportunities with Non-Insurance Benefits - Kyle Hodges Ep #60: Savings Opportunities with Non-Insurance Benefits - Kyle Hodges On this episode of ShiftShapers, we’re exploring an area that a lot of our listeners have asked about –  non-insurance based benefits. Our guest, Kyle Hodges, president of The Broker’s Broker, tired of bringing clients “bad news” and changed his practice to specialize in only these types of corporate benefits.

Kyle shares some of the most common, and not-so-common, non-traditional non-insurance ideas. He also talks about how benefits advisors can start positioning these types of benefits in their practice and how to have that conversation with prospects and clients. Whether you want to go completely non-insurance, as Kyle did, or you want to add these unique opportunities to your current offerings, listen to learn how this strategy can help your clients increase their bottom line by creating savings opportunities.

What You’ll Learn From This Episode:

  • How Kyle got into employee benefits industry.
  • Examples of some non-traditional non-insurance ideas.
  • Commission compression as a driver for diversification.
  • How advisors can have the conversation with prospects and clients.
  • Whether this represents an opportunity to create strategic partnerships.



]]> On this episode of ShiftShapers, we’re exploring an area that a lot of our listeners have asked about –  non-insurance based benefits. Our guest, Kyle Hodges, president of The Broker’s Broker, tired of bringing clients “bad news” and changed his practice to specialize in only these types of corporate benefits.

Kyle shares some of the most common, and not-so-common, non-traditional non-insurance ideas. He also talks about how benefits advisors can start positioning these types of benefits in their practice and how to have that conversation with prospects and clients. Whether you want to go completely non-insurance, as Kyle did, or you want to add these unique opportunities to your current offerings, listen to learn how this strategy can help your clients increase their bottom line by creating savings opportunities.

What You’ll Learn From This Episode:

  • How Kyle got into employee benefits industry.
  • Examples of some non-traditional non-insurance ideas.
  • Commission compression as a driver for diversification.
  • How advisors can have the conversation with prospects and clients.
  • Whether this represents an opportunity to create strategic partnerships.



]]> David Saltzman 9e70de5e45d8db4743df2a316438e05f Sun, 31 May 2015 06:00:00 -0400 1270 full false Ep #59: Using Compliance To Be Column A - With Karen Kirkpatrick Ep #59: Using Compliance To Be Column A - With Karen Kirkpatrick In today’s environment, employers look to their advisors for more compliance information than ever before. This week’s guest believes that when it comes to the subject of compliance, many employers “have their heads in the sand” – and that presents an opportunity for advisors to differentiate and deliver value.

We recently attended the North Carolina Association of Health Underwriters Symposium and had the opportunity to talk about compliance with Karen Kirkpatrick, owner of On Your Mark Consulting and one of the country’s top experts and thought leaders on the subject of compliance and regulatory issues.

On this episode of ShiftShapers, we talk to Karen about the opportunity this presents for benefits advisors and what they need to be aware of to effectively advise their clients on the multitude of compliance issues and how to understand the critical difference between strategy and implementation. While PPACA has made compliance more difficult, many compliance-related areas precede ACA. Karen also shares her strategies that help advisors, “Be column A”.

What You’ll Learn From This Episode:

  • Karen’s  journey.
  • Compliance issues before PPACA.
  • Whether the benefits advisors are struggling to advise their clients about compliance issues.
  • How an advisor might approach clients with this new service.
  • The difference between “strategy” and “implementation.”
  • How to “get to column A.”
]]> In today’s environment, employers look to their advisors for more compliance information than ever before. This week’s guest believes that when it comes to the subject of compliance, many employers “have their heads in the sand” – and that presents an opportunity for advisors to differentiate and deliver value.

We recently attended the North Carolina Association of Health Underwriters Symposium and had the opportunity to talk about compliance with Karen Kirkpatrick, owner of On Your Mark Consulting and one of the country’s top experts and thought leaders on the subject of compliance and regulatory issues.

On this episode of ShiftShapers, we talk to Karen about the opportunity this presents for benefits advisors and what they need to be aware of to effectively advise their clients on the multitude of compliance issues and how to understand the critical difference between strategy and implementation. While PPACA has made compliance more difficult, many compliance-related areas precede ACA. Karen also shares her strategies that help advisors, “Be column A”.

What You’ll Learn From This Episode:

  • Karen’s  journey.
  • Compliance issues before PPACA.
  • Whether the benefits advisors are struggling to advise their clients about compliance issues.
  • How an advisor might approach clients with this new service.
  • The difference between “strategy” and “implementation.”
  • How to “get to column A.”
]]> David Saltzman 52b480fc09cafa2a9e95e4cb8087dcd2 Sun, 24 May 2015 06:00:00 -0400 1374 full false Ep #58: Price and Quality Transparency In Action - With Dr. Keith Smith Ep #58: Price and Quality Transparency In Action - With Dr. Keith Smith Dr. Keith Smith believes that health care pricing in the United States is “a scam” that he was determined to change. Continuing with our 2-part series on transparency, we thought it would be interesting to talk to someone who has a few years’ experience in taking transparency and is putting it into effect.  Keith is the medical director and managing partner of the Surgery Center of Oklahoma.

While working in big hospitals for 7 years, Keith witnessed the quality of medical care sinking and the prices rising. This inspired Keith and his business partner to start a private practice with a difference: they would post their prices and outcomes for everyone to see. To remain true to their pricing, they decided they could not deal with government programs. They are firm in their belief that the only way to move to a real free market is to be completely transparent and provide better care and outcomes than big box hospitals, and to do it for a fraction of the price.

We asked Keith about his journey as well as the challenges he and his partner had to overcome along the way. We also explore the disruptive consequences that his transparency is having across the country, leading patients (who bid for their non-emergent surgical care) to Oklahoma.

What You’ll Learn From This Episode:

  • Keith’s journey to starting his transparent pricing surgery center.
  • How Keith and his partner began pricing their medical services.
  • Why he believes current pricing is a scam.
  • The farce of hospital’s non-profit status
  • The disruptive effect of posting his prices.
  • What the Free Market Medical Association is.
]]> Dr. Keith Smith believes that health care pricing in the United States is “a scam” that he was determined to change. Continuing with our 2-part series on transparency, we thought it would be interesting to talk to someone who has a few years’ experience in taking transparency and is putting it into effect.  Keith is the medical director and managing partner of the Surgery Center of Oklahoma.

While working in big hospitals for 7 years, Keith witnessed the quality of medical care sinking and the prices rising. This inspired Keith and his business partner to start a private practice with a difference: they would post their prices and outcomes for everyone to see. To remain true to their pricing, they decided they could not deal with government programs. They are firm in their belief that the only way to move to a real free market is to be completely transparent and provide better care and outcomes than big box hospitals, and to do it for a fraction of the price.

We asked Keith about his journey as well as the challenges he and his partner had to overcome along the way. We also explore the disruptive consequences that his transparency is having across the country, leading patients (who bid for their non-emergent surgical care) to Oklahoma.

What You’ll Learn From This Episode:

  • Keith’s journey to starting his transparent pricing surgery center.
  • How Keith and his partner began pricing their medical services.
  • Why he believes current pricing is a scam.
  • The farce of hospital’s non-profit status
  • The disruptive effect of posting his prices.
  • What the Free Market Medical Association is.
]]> David Saltzman c12830cc82fe28fa0854b6d63a2e9153 Sun, 17 May 2015 06:00:00 -0400 1323 full false Ep #57: Can Transparency Change the U.S. Healthcare System? - With Ralph Weber Ep #57: Can Transparency Change the U.S. Healthcare System? - With Ralph Weber Perhaps more than any other single topic, transparency has the potential to be transformational to every aspect of health and health insurance. With that in mind, we are doing our first ever 2-part episode.

This week, on part one, we’re excited to welcome Ralph Weber, President and CEO of MediBid. Ralph is a passionate subject matter expert and serves as a member of NAHU’s Healthcare Cost and Quality Transparency Workgroup. We explore his belief that the current pricing schemes withhold information by design and why Millennials (in particular) will not accept the status quo on transparency.

Ralph shares his perspective about the effects transparency has on the U.S. healthcare system, the marketplace, and the competitive environment, and why transparency alone is not enough to effect the needed changes. We also learn why some hospitals charge more for the same type of treatment than others as we discuss the differences between static and dynamic pricing.

What You’ll Learn From This Episode:

  • Ralph’s journey.
  • The difference between “dynamic” and “static” pricing.
  • How Ralph defines transparency.
  • Whether the most expensive care is the best care.
  • What Ralph sees happening in the future around the issue of transparency.
]]> Perhaps more than any other single topic, transparency has the potential to be transformational to every aspect of health and health insurance. With that in mind, we are doing our first ever 2-part episode.

This week, on part one, we’re excited to welcome Ralph Weber, President and CEO of MediBid. Ralph is a passionate subject matter expert and serves as a member of NAHU’s Healthcare Cost and Quality Transparency Workgroup. We explore his belief that the current pricing schemes withhold information by design and why Millennials (in particular) will not accept the status quo on transparency.

Ralph shares his perspective about the effects transparency has on the U.S. healthcare system, the marketplace, and the competitive environment, and why transparency alone is not enough to effect the needed changes. We also learn why some hospitals charge more for the same type of treatment than others as we discuss the differences between static and dynamic pricing.

What You’ll Learn From This Episode:

  • Ralph’s journey.
  • The difference between “dynamic” and “static” pricing.
  • How Ralph defines transparency.
  • Whether the most expensive care is the best care.
  • What Ralph sees happening in the future around the issue of transparency.
]]> David Saltzman 2e88e74b53b0c079bd25b83988884990 Sun, 10 May 2015 06:00:00 -0400 1301 full false Ep #56: How to Mitigate Your Clients' Pharmacy Costs - With Tery Baskin Ep #56: How to Mitigate Your Clients' Pharmacy Costs - With Tery Baskin We’ve waited a long time to find exactly the right person to talk to about the ever-increasing portion of our overall spend – pharmacy. Our today’s guest, Tery Baskin, founder, president and CEO of RxResults has been in the pharmacy field for over 30 years.  He’s owned 3 community pharmacies, worked in a tertiary care hospital before he got involved in the managed care side of things.

Today, Tery joins us to talk about the driving factors behind pharmacy costs and what we can do to help bring those costs down. We discuss how reference pricing can help guide employees toward optimal choices of medicine that cost less, but essentially do the same thing. Terry also shares how benefits advisors can design better plans and advise their clients, as well as how specialty pharmacies and genetically-engineered drugs are affecting the current market. Don’t miss this value-packed episode!

What You’ll Learn From This Episode:

  • Tery’s journey.
  • How “Evidence Based Pharmacy Benefits Risk Management” can help keep your costs down.
  • Whether that affects payers, members or both.
  • What  “Medication Therapy Management” (MTM) is.
  • How specialty meds are affecting the market
  • The intricacies of Genetically-engineered drugs.
]]> We’ve waited a long time to find exactly the right person to talk to about the ever-increasing portion of our overall spend – pharmacy. Our today’s guest, Tery Baskin, founder, president and CEO of RxResults has been in the pharmacy field for over 30 years.  He’s owned 3 community pharmacies, worked in a tertiary care hospital before he got involved in the managed care side of things.

Today, Tery joins us to talk about the driving factors behind pharmacy costs and what we can do to help bring those costs down. We discuss how reference pricing can help guide employees toward optimal choices of medicine that cost less, but essentially do the same thing. Terry also shares how benefits advisors can design better plans and advise their clients, as well as how specialty pharmacies and genetically-engineered drugs are affecting the current market. Don’t miss this value-packed episode!

What You’ll Learn From This Episode:

  • Tery’s journey.
  • How “Evidence Based Pharmacy Benefits Risk Management” can help keep your costs down.
  • Whether that affects payers, members or both.
  • What  “Medication Therapy Management” (MTM) is.
  • How specialty meds are affecting the market
  • The intricacies of Genetically-engineered drugs.
]]> David Saltzman e9ab196a844391cdfc3d275eedc88da2 Sun, 03 May 2015 06:00:00 -0400 1330 full false Ep #55: Shifting from Commissions to Fees – With Mike Grinnell and Kirsten Tudman Ep #55: Shifting from Commissions to Fees – With Mike Grinnell and Kirsten Tudman Commission compression is causing advisors to rethink their business model – especially looking a few years out. One option is to shift to a more consultative fee-based motif. Our guests, Mike Grinnell and Kirsten Tudman of CPI-HR, are among the handful of advisors at the forefront of this shift.

They join us today to discuss the impetus for the change as well as some lessons learned along the way. They also take us through what the employer conversation sounds like and what kind of questions and objections advisors can expect. We also explore some of the current state regulatory barriers and how those might change. Listen in to learn more and to kickstart the fee-based discussion in your practice or agency.

What You’ll Learn From This Episode:

  • Mike and Kristen’s background as traditional commission-based producers.
  • Their “Aha!” moment.
  • How ACA affected their practice.
  • Their typical client.
  • Whether the shift to fees work with all clients.
  • How the state statutes and regulations play in the process.
  • Whether they have a written agreement and what is included.
]]> Commission compression is causing advisors to rethink their business model – especially looking a few years out. One option is to shift to a more consultative fee-based motif. Our guests, Mike Grinnell and Kirsten Tudman of CPI-HR, are among the handful of advisors at the forefront of this shift.

They join us today to discuss the impetus for the change as well as some lessons learned along the way. They also take us through what the employer conversation sounds like and what kind of questions and objections advisors can expect. We also explore some of the current state regulatory barriers and how those might change. Listen in to learn more and to kickstart the fee-based discussion in your practice or agency.

What You’ll Learn From This Episode:

  • Mike and Kristen’s background as traditional commission-based producers.
  • Their “Aha!” moment.
  • How ACA affected their practice.
  • Their typical client.
  • Whether the shift to fees work with all clients.
  • How the state statutes and regulations play in the process.
  • Whether they have a written agreement and what is included.
]]> David Saltzman 23abf25f8c09697c736ee52ac66e440e Sun, 26 Apr 2015 06:00:00 -0400 1334 full false Ep #54: How to Have a Self-Funding Conversation with Employers - With Adam Russo Ep #54: How to Have a Self-Funding Conversation with Employers - With Adam Russo In this episode, we explore some of the most common questions advisors ask about self funding and discuss concerns ranging from minimum group size to tools and techniques. Our guest on this episode of ShiftShapers is Adam Russo, Esq., co-founder and CEO of The Phia Group, as well as the founding and managing partner at a law firm, Russo & Minchoff. He believes that, in light of the healthcare reform, the current environment is full of exciting opportunities that many brokers can take advantage of.

We also have a frank exchange about what is behind recent efforts by some Departments of Insurance to try to put the brakes on certain segments of self funding and the potential impact that may have on employers seeking an alternate to the fully insured marketplace.

What You’ll Learn From This Episode:

  • Adam’s journey and how The Phia Group came about.
  • How advisors can remain relevant in the current environment.
  • The minimum size for a successful self-funded group.
  • Why the government wants to stop or severely limit self-funding.
  • How can advisors begin the self-funded conversation.
  • What you need to devise a properly constructed client plan.
]]> In this episode, we explore some of the most common questions advisors ask about self funding and discuss concerns ranging from minimum group size to tools and techniques. Our guest on this episode of ShiftShapers is Adam Russo, Esq., co-founder and CEO of The Phia Group, as well as the founding and managing partner at a law firm, Russo & Minchoff. He believes that, in light of the healthcare reform, the current environment is full of exciting opportunities that many brokers can take advantage of.

We also have a frank exchange about what is behind recent efforts by some Departments of Insurance to try to put the brakes on certain segments of self funding and the potential impact that may have on employers seeking an alternate to the fully insured marketplace.

What You’ll Learn From This Episode:

  • Adam’s journey and how The Phia Group came about.
  • How advisors can remain relevant in the current environment.
  • The minimum size for a successful self-funded group.
  • Why the government wants to stop or severely limit self-funding.
  • How can advisors begin the self-funded conversation.
  • What you need to devise a properly constructed client plan.
]]> David Saltzman 6a88180d0a1e4395d8552c7ac2e72324 Sun, 19 Apr 2015 06:00:00 -0400 1389 full false Ep #53: Reinventing the Sales Cycle - With Matthew Wood Ep #53: Reinventing the Sales Cycle - With Matthew Wood Our guest this week believes that to it is time to reinvent the sales cycle. If we look at the employee benefits distribution process over the past fifty years, we’ll discover that it has not changed much and is still very manual, inefficient, and time consuming.

Matthew Wood, VP of Sales & Technology at Lidac, believes that technology and an end-to-end managed sales cycle is the answer for advisors who are being asked to do more with less.  On this program we explore the opportunities presented when the process is completely reimagined.

What You’ll Learn From This Episode:

  • Whether the traditional product-to-sale model is obsolete.
  • How technology can help with the sales cycle.
  • Post enrollment considerations.
  • Whether this is a new motif for core medical or just for voluntary benefits.
  • If the total cycle can be shrunk to a few days.
]]> Our guest this week believes that to it is time to reinvent the sales cycle. If we look at the employee benefits distribution process over the past fifty years, we’ll discover that it has not changed much and is still very manual, inefficient, and time consuming.

Matthew Wood, VP of Sales & Technology at Lidac, believes that technology and an end-to-end managed sales cycle is the answer for advisors who are being asked to do more with less.  On this program we explore the opportunities presented when the process is completely reimagined.

What You’ll Learn From This Episode:

  • Whether the traditional product-to-sale model is obsolete.
  • How technology can help with the sales cycle.
  • Post enrollment considerations.
  • Whether this is a new motif for core medical or just for voluntary benefits.
  • If the total cycle can be shrunk to a few days.
]]> David Saltzman 5fa8c54ff3bc10d38fe664f231693e0f Sun, 12 Apr 2015 06:00:00 -0400 1320 full false Ep #52: Using Innovative Solutions to Contol Costs - With Christopher Fisher Ep #52: Using Innovative Solutions to Contol Costs - With Christopher Fisher In today’s market, employers expect their benefit advisors to bring them new ideas to control costs. Our today’s guest, Christopher Fisher, Founder & President of BenefitsAlly, finds companies that are doing unique things that can take employers beyond the traditional method of increased employee responsibility.

We discuss the three hallmarks of “intelligent health care solutions”. Chris believes that advisors who use those ideas and come up with creative solutions are going to thrive, and those who continue on the same old path will soon fade away.

Our conversation also explores new ways that benefits advisors can leverage historical data and make strategic recommendations to reduce future costs. Since this is a new conversation for many advisors we talk about how to broach that discussion with employers and how to provide them with concrete solutions based on the analysis of that detailed, granular data.

What You’ll Learn From This Episode:

  • Whether or not cost shifting is a dead strategy for dealing with employer spend.
  • What “intelligent health care solutions” are.
  • How billions in venture capital will change tools in our markets.
  • The 3-step process for evaluating employers’ benefits.
  • How we can transition from a rear-view mirror use of data.
  • How to help employers use cost data at the employee level.
]]> In today’s market, employers expect their benefit advisors to bring them new ideas to control costs. Our today’s guest, Christopher Fisher, Founder & President of BenefitsAlly, finds companies that are doing unique things that can take employers beyond the traditional method of increased employee responsibility.

We discuss the three hallmarks of “intelligent health care solutions”. Chris believes that advisors who use those ideas and come up with creative solutions are going to thrive, and those who continue on the same old path will soon fade away.

Our conversation also explores new ways that benefits advisors can leverage historical data and make strategic recommendations to reduce future costs. Since this is a new conversation for many advisors we talk about how to broach that discussion with employers and how to provide them with concrete solutions based on the analysis of that detailed, granular data.

What You’ll Learn From This Episode:

  • Whether or not cost shifting is a dead strategy for dealing with employer spend.
  • What “intelligent health care solutions” are.
  • How billions in venture capital will change tools in our markets.
  • The 3-step process for evaluating employers’ benefits.
  • How we can transition from a rear-view mirror use of data.
  • How to help employers use cost data at the employee level.
]]> David Saltzman bd4f8afba8285364552184fa03d1af28 Sun, 05 Apr 2015 06:00:00 -0400 1289 full false Ep #51: Compliance and The Regulatory Maze of the Affordable Care Act with Arthur Tacchino Ep #51: Compliance and The Regulatory Maze of the Affordable Care Act with Arthur Tacchino ACA and its blizzard of ever-changing regulations has created a challenging environment for even the most proficient advisors. We asked Arthur Tacchino, Chief Innovation Officer & Principal of Sync-Stream Solutions, to discuss those challenges and to examine some of the ways advisors can master and profit from providing their clients with expert and timely advice.

Arthur is a lawyer by education and also serves as an assistant professor of health insurance at The American College. His concentration has been highly focused on this area of practice and has made him one of the leading subject matter experts on this ever-changing area.

In addition to discussing the compliance process, we also learn about the three phases of the process at the client level: analysis and modeling; decision making and documentation, and implementation and monitoring. Don’t miss this informative discussion that will give you some insight on how to operate in today’s evolving marketplace and help you prepare yourself and your clients in case of an audit.

What You’ll Learn From This Episode:

  • How Arthur went from a J.D. to Health Insurance.
  • The unique challenges ACA has created.
  • Supporting client discussions.
  • The three phases of compliance.
  • The impact and imprint of ERISA in ACA.
]]> ACA and its blizzard of ever-changing regulations has created a challenging environment for even the most proficient advisors. We asked Arthur Tacchino, Chief Innovation Officer & Principal of Sync-Stream Solutions, to discuss those challenges and to examine some of the ways advisors can master and profit from providing their clients with expert and timely advice.

Arthur is a lawyer by education and also serves as an assistant professor of health insurance at The American College. His concentration has been highly focused on this area of practice and has made him one of the leading subject matter experts on this ever-changing area.

In addition to discussing the compliance process, we also learn about the three phases of the process at the client level: analysis and modeling; decision making and documentation, and implementation and monitoring. Don’t miss this informative discussion that will give you some insight on how to operate in today’s evolving marketplace and help you prepare yourself and your clients in case of an audit.

What You’ll Learn From This Episode:

  • How Arthur went from a J.D. to Health Insurance.
  • The unique challenges ACA has created.
  • Supporting client discussions.
  • The three phases of compliance.
  • The impact and imprint of ERISA in ACA.
]]> David Saltzman 961f520ead0424002eb5eda6a75c9a29 Sun, 29 Mar 2015 06:00:00 -0400 1284 full false Ep #50: Is Reference Based Pricing The Future of Sustainable Health Plans? - With Ryan Day Ep #50: Is Reference Based Pricing The Future of Sustainable Health Plans? - With Ryan Day Healthcare costs are rising and as we discussed in episode 48, most employers are still using cost shifting as a hedge. Ryan Day, our guest in this episode, believes that a better – and more sustainable – solution is Reference Based Pricing (RBP).  We discuss the growing interest in reference based pricing and how it can put a serious dent in health care costs in the post-ACA environment.

Ryan is the President of H.S. Technology, and a subject matter expert in reference based pricing. We begin with the basics and then explore how this methodology fits in with today’s plans, who it is for, and how advisors can discuss it with clients.

What You’ll Learn From This Episode:

  • The problem with traditional pricing.
  • What RBP is.
  • Whether all constituencies need to collaborate to make RBP work.
  • Whether RBP is currently a carrier or self-funded tool.
  • The challenges of RBP.
  • The impact of CMS’ data release.
]]> Healthcare costs are rising and as we discussed in episode 48, most employers are still using cost shifting as a hedge. Ryan Day, our guest in this episode, believes that a better – and more sustainable – solution is Reference Based Pricing (RBP).  We discuss the growing interest in reference based pricing and how it can put a serious dent in health care costs in the post-ACA environment.

Ryan is the President of H.S. Technology, and a subject matter expert in reference based pricing. We begin with the basics and then explore how this methodology fits in with today’s plans, who it is for, and how advisors can discuss it with clients.

What You’ll Learn From This Episode:

  • The problem with traditional pricing.
  • What RBP is.
  • Whether all constituencies need to collaborate to make RBP work.
  • Whether RBP is currently a carrier or self-funded tool.
  • The challenges of RBP.
  • The impact of CMS’ data release.
]]> David Saltzman 20ff8755efa4f6b7d93d6a2d0ecb4940 Sun, 22 Mar 2015 06:00:00 -0400 1328 full false Ep #49: The Intersection of Property & Casualty and Employee Benefits with Frank Pennachio Ep #49: The Intersection of Property & Casualty and Employee Benefits with Frank Pennachio Today, we discuss the crossover between the often separate worlds of property and casualty and employee benefits. Our guest Frank Pennachio is partner & co-founder of Oceanus Partners. Frank believes that the overlap in these two areas provides some challenges for employers and opportunities for advisors who can bridge the gap.

In this wide-ranging discussion, we begin by exploring workers compand they key for advisors to understand how to maintain eligibility during a claim. We also cover other federal laws such as FMLA, and how advisors can help to identify significant and completely avoidable risk to clients.

We also talk about the new discoveries in neuroscience and how they relate to the ability of advisors to create new sales channels and the strategies to fully profit from them.

What You’ll Learn From This Episode:

  • The crossover areas between property & casualty and employee benefits.
  • Significant and avoidable risks and threats faced by employers
  • The role of neuroscience in sales.
  • New disruptive sales channels.
  • Why ACA is not the driver of change.
]]> Today, we discuss the crossover between the often separate worlds of property and casualty and employee benefits. Our guest Frank Pennachio is partner & co-founder of Oceanus Partners. Frank believes that the overlap in these two areas provides some challenges for employers and opportunities for advisors who can bridge the gap.

In this wide-ranging discussion, we begin by exploring workers compand they key for advisors to understand how to maintain eligibility during a claim. We also cover other federal laws such as FMLA, and how advisors can help to identify significant and completely avoidable risk to clients.

We also talk about the new discoveries in neuroscience and how they relate to the ability of advisors to create new sales channels and the strategies to fully profit from them.

What You’ll Learn From This Episode:

  • The crossover areas between property & casualty and employee benefits.
  • Significant and avoidable risks and threats faced by employers
  • The role of neuroscience in sales.
  • New disruptive sales channels.
  • Why ACA is not the driver of change.
]]> David Saltzman 7199313e23f2ed82f0915efb884cd7aa Sun, 15 Mar 2015 06:00:00 -0400 1320 full false Ep #48: What Do Employers Expect From Benefits Advisors? - With Michelle Jackson Ep #48: What Do Employers Expect From Benefits Advisors? - With Michelle Jackson A recent survey provided a glimpse into what employers want from their benefit advisors. The results offer a roadmap for savvy advisors to tailor their services to match up to those market expectations. What tools and techniques are needed to bridge that gap? That’s the question we asked Michelle Jackson, Senior Product Director at Zywave.

Michelle is a subject matter expert whose role at her company requires her to be a step ahead of advisor needs and broker trends. Market changes have driven employers to want more from their advisors. Advisors are balancing time constraints, the need for increased, in-depth, specific market, claim and plans knowledge in a lower commission environment.

Michelle believes that for advisors who can harness information and technology, the future seems especially bright. Join us to learn how you can match your client’s expectations and deal with your daily practice challenges. For a free copy of the 2014 Broker Services Survey, click the link below.

What You’ll Learn From This Episode:

  • Insights from 2014 Broker Services Survey.
  • The gap between what employers want and what advisors are delivering today.
  • Why advisors need expertise across an incredibly wide range of regulatory programs.
  • How market segmentation impacts what employers want.
]]> A recent survey provided a glimpse into what employers want from their benefit advisors. The results offer a roadmap for savvy advisors to tailor their services to match up to those market expectations. What tools and techniques are needed to bridge that gap? That’s the question we asked Michelle Jackson, Senior Product Director at Zywave.

Michelle is a subject matter expert whose role at her company requires her to be a step ahead of advisor needs and broker trends. Market changes have driven employers to want more from their advisors. Advisors are balancing time constraints, the need for increased, in-depth, specific market, claim and plans knowledge in a lower commission environment.

Michelle believes that for advisors who can harness information and technology, the future seems especially bright. Join us to learn how you can match your client’s expectations and deal with your daily practice challenges. For a free copy of the 2014 Broker Services Survey, click the link below.

What You’ll Learn From This Episode:

  • Insights from 2014 Broker Services Survey.
  • The gap between what employers want and what advisors are delivering today.
  • Why advisors need expertise across an incredibly wide range of regulatory programs.
  • How market segmentation impacts what employers want.
]]> David Saltzman ba085fcd59dba1911f8083511f3be34b Sun, 08 Mar 2015 07:00:00 -0400 1370 full false Ep #47: How to Create Zombie Loyalists - With Peter Shankman Ep #47: How to Create Zombie Loyalists - With Peter Shankman On this episode of ShiftShapers, we are stepping out of the realm of employee benefits, insurance and financial planning to discuss the ultimate differentiator for all businesses – customer service. Peter Shankman is the author of a new book, Zombie Loyalists: Using Great Service to Create Rabin Fans.

As an international consultant, serial entrepreneur, angel investor, corporate speaker, founder of Help A Reporter Out and The Geek Factory, Peter knows how to create zombie loyalists and why they are key to your success. As parts of our business become more commoditized, Zombie Loyalists can be the secret weapon that will help to build and sustain your business.

We begin by asking Peter a question we never thought we would ask anyone on the podcast. Peter explains how to create zombie loyalist embryos and how to feed and care for them as they turn into single-minded advocates for your practice. We also chat about how you can lose their loyalty and what to do when that happens.

What You’ll Learn From This Episode:

  • Peter’s background as a serial entrepreneur.
  • Why he chose to use the word “Zombies.”
  • How a jacket and an airplane trip crystalized an idea.
  • How to incubate, care and feed your Zombies.
  • How to create small instances of personalized “Wow!”
]]> On this episode of ShiftShapers, we are stepping out of the realm of employee benefits, insurance and financial planning to discuss the ultimate differentiator for all businesses – customer service. Peter Shankman is the author of a new book, Zombie Loyalists: Using Great Service to Create Rabin Fans.

As an international consultant, serial entrepreneur, angel investor, corporate speaker, founder of Help A Reporter Out and The Geek Factory, Peter knows how to create zombie loyalists and why they are key to your success. As parts of our business become more commoditized, Zombie Loyalists can be the secret weapon that will help to build and sustain your business.

We begin by asking Peter a question we never thought we would ask anyone on the podcast. Peter explains how to create zombie loyalist embryos and how to feed and care for them as they turn into single-minded advocates for your practice. We also chat about how you can lose their loyalty and what to do when that happens.

What You’ll Learn From This Episode:

  • Peter’s background as a serial entrepreneur.
  • Why he chose to use the word “Zombies.”
  • How a jacket and an airplane trip crystalized an idea.
  • How to incubate, care and feed your Zombies.
  • How to create small instances of personalized “Wow!”
]]> David Saltzman 92362f8f96001b1fd072929798357a4c Sun, 01 Mar 2015 06:00:00 -0500 1153 full false Ep #46: How Retirement Plan Data Can Help Target Benefits Prospects - With Mark Smith Ep #46: How Retirement Plan Data Can Help Target Benefits Prospects - With Mark Smith Today on The ShiftShapers Podcast, the founder and CEO of MiEdge, Mark Smith, returns to the show to continue our conversation about Big Data. In this episode, Mark focuses on the use of retirement plan data to create opportunities and deliver value to prospects and clients.

Mark describes new ways that benefit advisors can easily visualize potential prospect relationships from massive amounts of publicly-available data. We also discuss how you can interface your data findings with LinkedIn to help create offensive and defensive strategies that deepen and strengthen existing client relationships.

What You’ll Learn From This Episode:

  • The type of information the government collects.
  • How this data can be used to play offense and defense.
  • How large the data set is.
  • How employers react to this type of research.
  • Whether it is easy to see the relationships by just looking at the data.
  • The important data points for advisors.
]]> Today on The ShiftShapers Podcast, the founder and CEO of MiEdge, Mark Smith, returns to the show to continue our conversation about Big Data. In this episode, Mark focuses on the use of retirement plan data to create opportunities and deliver value to prospects and clients.

Mark describes new ways that benefit advisors can easily visualize potential prospect relationships from massive amounts of publicly-available data. We also discuss how you can interface your data findings with LinkedIn to help create offensive and defensive strategies that deepen and strengthen existing client relationships.

What You’ll Learn From This Episode:

  • The type of information the government collects.
  • How this data can be used to play offense and defense.
  • How large the data set is.
  • How employers react to this type of research.
  • Whether it is easy to see the relationships by just looking at the data.
  • The important data points for advisors.
]]> David Saltzman fd3539bee355c37e678deea7f9f27a08 Sun, 22 Feb 2015 06:00:00 -0500 1265 full false Ep #45: How To Increase Revenue and Client Satisfaction - With Julian Lago Ep #45: How To Increase Revenue and Client Satisfaction - With Julian Lago For many advisors, revenue is down and client expectations are up. The good news is that there are creative ways to become more productive while also delivering a higher level of service to your clients.

On this episode of ShiftShapers Podcast, we invited Julian Lago, Sr. VP of CareOne Advocates to discuss those post-ACA dual challenges. As Regional VP for NAHU, Julian travels extensively and hears first-hand the issues facing advisors in today’s lower-commission environment. Everyone is trying to do more with less. In this interview, he shares some of his observations about those conversations and chats about new opportunities for advisors to solve some of the challenges they are facing.

You will learn how to continue to differentiate your agency with employers and employees with ever-increasing service level expectations. We also discuss the importance of seeking out white-label solutions that help you to extend your brand.

What You’ll Learn From This Episode:

  • Why yesterday’s differentiator is today’s “table stakes.”
  • What types of problems clients are asking advisors to help with.
  • How to maximize your selling time and still deliver outstanding employee services.
  • How outsourcing is coming on line.
  • Why advisors want a white-label solution.
]]> For many advisors, revenue is down and client expectations are up. The good news is that there are creative ways to become more productive while also delivering a higher level of service to your clients.

On this episode of ShiftShapers Podcast, we invited Julian Lago, Sr. VP of CareOne Advocates to discuss those post-ACA dual challenges. As Regional VP for NAHU, Julian travels extensively and hears first-hand the issues facing advisors in today’s lower-commission environment. Everyone is trying to do more with less. In this interview, he shares some of his observations about those conversations and chats about new opportunities for advisors to solve some of the challenges they are facing.

You will learn how to continue to differentiate your agency with employers and employees with ever-increasing service level expectations. We also discuss the importance of seeking out white-label solutions that help you to extend your brand.

What You’ll Learn From This Episode:

  • Why yesterday’s differentiator is today’s “table stakes.”
  • What types of problems clients are asking advisors to help with.
  • How to maximize your selling time and still deliver outstanding employee services.
  • How outsourcing is coming on line.
  • Why advisors want a white-label solution.
]]> David Saltzman 0b9ef489301a88c9f0baaf524c7f1e41 Sun, 15 Feb 2015 06:00:00 -0500 1414 full false Ep #44: Telemedicine as a New Deferentiatior with David Lindsey Ep #44: Telemedicine as a New Deferentiatior with David Lindsey On this episode of ShiftShapers podcast, we’re excited to have David Lindsey, founder and CEO of MyHealthPass. David has been in the health insurance field for over 30 years and has been an industry pioneer and a leader in the field of telemedicine.

We invited David to talk about the history of telemedicine and how ACA has accelerated the need for advisors to understand this area and be able to discuss it intelligently with clients. We explore the 5 keys that are driving this shift. and discuss go-to-market strategies and positioning this rapidly expanding tool in your practice.

We also take the opportunity to ask David about what he sees as the future of this vertical in which more than 60% of Americans are expected to have access within just the next few years.

What You’ll Learn From This Episode:

  • David’s background.
  • The history of telemedicine.
  • What the shift was and how he is shaping it.
  • How and why ACA exacerbated the need for telemedicine.
  • 5 key things driving the shift.
  • The go-to-market strategy for benefits advisors.
]]> On this episode of ShiftShapers podcast, we’re excited to have David Lindsey, founder and CEO of MyHealthPass. David has been in the health insurance field for over 30 years and has been an industry pioneer and a leader in the field of telemedicine.

We invited David to talk about the history of telemedicine and how ACA has accelerated the need for advisors to understand this area and be able to discuss it intelligently with clients. We explore the 5 keys that are driving this shift. and discuss go-to-market strategies and positioning this rapidly expanding tool in your practice.

We also take the opportunity to ask David about what he sees as the future of this vertical in which more than 60% of Americans are expected to have access within just the next few years.

What You’ll Learn From This Episode:

  • David’s background.
  • The history of telemedicine.
  • What the shift was and how he is shaping it.
  • How and why ACA exacerbated the need for telemedicine.
  • 5 key things driving the shift.
  • The go-to-market strategy for benefits advisors.
]]> David Saltzman d062d51af3da5795de8d635d98f49339 Sun, 08 Feb 2015 06:00:00 -0500 1269 sales,Self,insurance,strategies,funding,benefits,profits,positioning full false Ep #43: Concierge Medicine – A More Personalized Approach - With Thomas O’Connor, MD Ep #43: Concierge Medicine – A More Personalized Approach - With Thomas O’Connor, MD Our guest on today’s program is Thomas O’Connor, M.D., a Connecticut internist who believes that ACA is the driving force behind the unprecedented growth in the Concierge Medicine practice model. A second-career doctor, Tom originally decided to become a traditional primary care physician. As he focused on building a practice that offered more personalized care, he inadvertently became a pioneer in Concierge Medicine.

We invited Tom to share his unique journey, and to learn how his practice differs from traditional practice.  We also discuss how benefits advisors can discuss this model with clients who are looking for an alternative to dealing with longer appointment waiting times and increasingly depersonalized care.

What You’ll Learn From This Episode:

  • How Tom came to be a second-career physician.
  • What concierge medicine is.
  • How his day differs from a more traditional practice.
  • The limitations of concierge.
  • How ACA affected concierge medicine.
]]> Our guest on today’s program is Thomas O’Connor, M.D., a Connecticut internist who believes that ACA is the driving force behind the unprecedented growth in the Concierge Medicine practice model. A second-career doctor, Tom originally decided to become a traditional primary care physician. As he focused on building a practice that offered more personalized care, he inadvertently became a pioneer in Concierge Medicine.

We invited Tom to share his unique journey, and to learn how his practice differs from traditional practice.  We also discuss how benefits advisors can discuss this model with clients who are looking for an alternative to dealing with longer appointment waiting times and increasingly depersonalized care.

What You’ll Learn From This Episode:

  • How Tom came to be a second-career physician.
  • What concierge medicine is.
  • How his day differs from a more traditional practice.
  • The limitations of concierge.
  • How ACA affected concierge medicine.
]]> David Saltzman b8c2a4e60e49627c07c28289bac2a640 Sun, 01 Feb 2015 06:00:00 -0500 1329 sales,Self,insurance,medicine,strategies,funding,concierge,benefits,profits,positioning full false Ep #42: Critical Illness Insurance Adds Value to Your Client Conversations - With Ken Smith Ep #42: Critical Illness Insurance Adds Value to Your Client Conversations - With Ken Smith When your client is diagnosed with a critical illness, will they have ready access to a lump sum of money needed to cover the ever-increasing personal responsibility of their benefit plan? How would you advise them to pay for costs that aren’t covered by their medical coverage? Critical Illness (CI) insurance offers a solution. In this episode, subject matter expert Ken Smith helps us to understand the product.

Ken is a Director at Assurity Life and is the co-author of HIAA’s book, Supplemental Health Insurance. In this fast-paced conversation, you will learn about the various types of CI, how to incorporate the coverage into the medical plans you are already providing and how to approach clients about the subject.

Click the SPECIAL OFFER button on the right for a free white paper that will help you learn more about positioning this solution in your practice. Click the Assurity logo to email Ken.

What You’ll Learn From This Episode:

  • Ken’s background.
  • The history of Critical Illness and how it works.
  • How the product is underwritten.
  • The strategic use of an Accident Plan in combination with Critical Illness coverage.
  • How advisors can position this with their clients.
  • Whether the plans pay out for recurring conditions.
]]> When your client is diagnosed with a critical illness, will they have ready access to a lump sum of money needed to cover the ever-increasing personal responsibility of their benefit plan? How would you advise them to pay for costs that aren’t covered by their medical coverage? Critical Illness (CI) insurance offers a solution. In this episode, subject matter expert Ken Smith helps us to understand the product.

Ken is a Director at Assurity Life and is the co-author of HIAA’s book, Supplemental Health Insurance. In this fast-paced conversation, you will learn about the various types of CI, how to incorporate the coverage into the medical plans you are already providing and how to approach clients about the subject.

Click the SPECIAL OFFER button on the right for a free white paper that will help you learn more about positioning this solution in your practice. Click the Assurity logo to email Ken.

What You’ll Learn From This Episode:

  • Ken’s background.
  • The history of Critical Illness and how it works.
  • How the product is underwritten.
  • The strategic use of an Accident Plan in combination with Critical Illness coverage.
  • How advisors can position this with their clients.
  • Whether the plans pay out for recurring conditions.
]]> David Saltzman 0d130dec07a158ae09ba51f9613fa145 Sun, 25 Jan 2015 06:00:00 -0500 1198 sales,insurance,strategies,benefits,profits,positioning full false Ep #41: Become the New Generation Benefit Advisor - With Eric Rentsch Ep #41: Become the New Generation Benefit Advisor - With Eric Rentsch On previous episodes we’ve talked about the different tools and pieces of technology that advisors can use in their practices. But, according to a study conducted by this week’s guest, before we deploy the tools we need to assure that our strategies and tactics are aligned with the four basic types of employers.

Today, we welcome Eric Rentsch, Founder and CEO of CodeSixFour, an online resource center that uses latest research tools to help you become a “new generation benefit advisor”.

They recently undertook a fascinating study of some of the new market realities that  advisors are facing today. We invited Eric to share more about that study and what he and his company have learned from it regarding customer relations and new opportunities for custom solutions. Join us to hear Eric explain the study’s methodology, findings and conclusions.

As a bonus to ShiftShapers listeners, Eric has allowed us to give you access to the full study. Just click on the “Special Offer” button in the right-hand column. 

What You’ll Learn From This Episode:

  • Eric’s background,
  • What “Next Generation Advisor Study” is all about.
  • Our discussion about the new era of benefit design.
  • The four types of employers.
  • The six areas of capability that a next generation benefits advisor needs.
  • Strategies and tactics for the next generation advisors.
]]> On previous episodes we’ve talked about the different tools and pieces of technology that advisors can use in their practices. But, according to a study conducted by this week’s guest, before we deploy the tools we need to assure that our strategies and tactics are aligned with the four basic types of employers.

Today, we welcome Eric Rentsch, Founder and CEO of CodeSixFour, an online resource center that uses latest research tools to help you become a “new generation benefit advisor”.

They recently undertook a fascinating study of some of the new market realities that  advisors are facing today. We invited Eric to share more about that study and what he and his company have learned from it regarding customer relations and new opportunities for custom solutions. Join us to hear Eric explain the study’s methodology, findings and conclusions.

As a bonus to ShiftShapers listeners, Eric has allowed us to give you access to the full study. Just click on the “Special Offer” button in the right-hand column. 

What You’ll Learn From This Episode:

  • Eric’s background,
  • What “Next Generation Advisor Study” is all about.
  • Our discussion about the new era of benefit design.
  • The four types of employers.
  • The six areas of capability that a next generation benefits advisor needs.
  • Strategies and tactics for the next generation advisors.
]]> David Saltzman 48ce770ecf54fa7144594187e2733ca6 Sun, 18 Jan 2015 06:00:00 -0500 1430 sales,Self,insurance,strategies,funding,benefits,profits,positioning full false Ep #40: Maximize Your Profits through Technology Upgrades - With Ryan Pinney of Pinney Insurance Center Ep #40: Maximize Your Profits through Technology Upgrades - With Ryan Pinney of Pinney Insurance Center In today’s on-demand market, clients are looking for progressively faster solutions to their problems. So how do we, as benefit advisors, keep up with the times? Our guest on this episode has just the solution.

Ryan Pinney is VP of Sales & Marketing at Pinney Insurance Center. He is an innovator and expert at using technology to drive insurance business and shorten sale cycles.

We invited Ryan to talk about how the sales funnel has evolved in light of technological advances as well as the importance of speeding up the sales and delivery cycles. We also discuss the tools benefit advisors should equip themselves with in order to compete electronically in today’s market. Tune in to this value-packed episode to find out what you can do to get started!

What You’ll Learn From This Episode:

  • How Ryan’s life insurance practice experience and technology is applicable in all areas of the business.
  • How far behind insurance sales professionals are in technology.
  • The tools that advisors need to have in their arsenal to compete electronically.
  • What the sales funnel looks like today.
  • Why devices don’t matter.
  • What life insurance sales in China can teach us here in the USA.
]]> In today’s on-demand market, clients are looking for progressively faster solutions to their problems. So how do we, as benefit advisors, keep up with the times? Our guest on this episode has just the solution.

Ryan Pinney is VP of Sales & Marketing at Pinney Insurance Center. He is an innovator and expert at using technology to drive insurance business and shorten sale cycles.

We invited Ryan to talk about how the sales funnel has evolved in light of technological advances as well as the importance of speeding up the sales and delivery cycles. We also discuss the tools benefit advisors should equip themselves with in order to compete electronically in today’s market. Tune in to this value-packed episode to find out what you can do to get started!

What You’ll Learn From This Episode:

  • How Ryan’s life insurance practice experience and technology is applicable in all areas of the business.
  • How far behind insurance sales professionals are in technology.
  • The tools that advisors need to have in their arsenal to compete electronically.
  • What the sales funnel looks like today.
  • Why devices don’t matter.
  • What life insurance sales in China can teach us here in the USA.
]]> David Saltzman 016fbc21b0e99fe0916543ac149957aa Sun, 11 Jan 2015 06:00:00 -0500 1253 sales,Self,insurance,strategies,funding,benefits,profits,positioning full false Ep #39: Profit From the Convergence of Technology and Benefits – With Michael Lujan Ep #39: Profit From the Convergence of Technology and Benefits – With Michael Lujan Advisors doing more and earning less need new tools to deal with today’s benefits environment. Unfortunately, according to our guest, our industry is behind the curve in the convergence of market change and technology.

Michael Lujan President and Co-founder of LimeLight Health and is also serving as President-elect of the California Association of Health Underwriters. Michael, a long time technologist, is dedicated to providing health insurance agents with a platform and tools that simplify complex proposal, renewal and benefits decisions.

Michael joins us today to discuss the current void in technology for benefits advisors and the importance of today’s insurance market catching up to other industries. We discuss how technology can help advisors become more effective and efficient while also differentiating them in their markets.  Join us to find out about the new tools available and how they can help you step up your game!

What You’ll Learn From This Episode:

  • Michael’s background.
  • His involvement in Cover California.
  • Why advisors need 21st century tools.
  • What functionality is needed in the field.
  • How to get traditional advisors “tech-ed up.”
  • The future of the intersection of technology and benefits.
]]> Advisors doing more and earning less need new tools to deal with today’s benefits environment. Unfortunately, according to our guest, our industry is behind the curve in the convergence of market change and technology.

Michael Lujan President and Co-founder of LimeLight Health and is also serving as President-elect of the California Association of Health Underwriters. Michael, a long time technologist, is dedicated to providing health insurance agents with a platform and tools that simplify complex proposal, renewal and benefits decisions.

Michael joins us today to discuss the current void in technology for benefits advisors and the importance of today’s insurance market catching up to other industries. We discuss how technology can help advisors become more effective and efficient while also differentiating them in their markets.  Join us to find out about the new tools available and how they can help you step up your game!

What You’ll Learn From This Episode:

  • Michael’s background.
  • His involvement in Cover California.
  • Why advisors need 21st century tools.
  • What functionality is needed in the field.
  • How to get traditional advisors “tech-ed up.”
  • The future of the intersection of technology and benefits.
]]> David Saltzman 29ae417aa5404334c96c8b584bff5d1f Sun, 04 Jan 2015 06:00:00 -0500 1347 sales,Self,insurance,strategies,funding,benefits,profits,positioning full false Ep #38: What If Doctors Bid On Your Medical Care? – With Chris Hobbs Ep #38: What If Doctors Bid On Your Medical Care? – With Chris Hobbs In this episode we are speaking with Chris Hobbs, CFO at MediBid. As a Canadian who immigrated to the United States, Chris brings an interesting perspective on healthcare delivery – mainly the payment for healthcare. He believes that the Traditional PPO model is broken and that consumers need to know more than whether or not their provider is in-network before making provider and treatment choices. With that in mind, MediBid has shaped a new paradigm where physicians bid on non-emergent health care, often with dramatically lower costs and better outcomes.

We invited Chris to talk about why the post-ACA environment has exacerbated a long-standing problem that is ripe for non-traditional solutions. He believes that consumers should be able to make provider and procedure decisions using the same kind of tools available to them in nearly every other consumer arena. We discuss the types of quality metrics and tools the benefit advisors need to be aware of and what types of plan designs can benefit from such a service.

What You’ll Learn From This Episode:

  • Chris’s background.
  • Why the traditional PPO model is broken.
  • The effect of ACA on the healthcare payment models.
  • Why quality metrics are important decision tools.
  • The importance of transparency in healthcare pricing.
  • What types of plans are best for this type of service
]]> In this episode we are speaking with Chris Hobbs, CFO at MediBid. As a Canadian who immigrated to the United States, Chris brings an interesting perspective on healthcare delivery – mainly the payment for healthcare. He believes that the Traditional PPO model is broken and that consumers need to know more than whether or not their provider is in-network before making provider and treatment choices. With that in mind, MediBid has shaped a new paradigm where physicians bid on non-emergent health care, often with dramatically lower costs and better outcomes.

We invited Chris to talk about why the post-ACA environment has exacerbated a long-standing problem that is ripe for non-traditional solutions. He believes that consumers should be able to make provider and procedure decisions using the same kind of tools available to them in nearly every other consumer arena. We discuss the types of quality metrics and tools the benefit advisors need to be aware of and what types of plan designs can benefit from such a service.

What You’ll Learn From This Episode:

  • Chris’s background.
  • Why the traditional PPO model is broken.
  • The effect of ACA on the healthcare payment models.
  • Why quality metrics are important decision tools.
  • The importance of transparency in healthcare pricing.
  • What types of plans are best for this type of service
]]> David Saltzman 8bbc8f52e1fb1125cfab7335c7f106fd Sun, 28 Dec 2014 06:00:00 -0500 1108 sales,Self,insurance,strategies,funding,benefits,profits,positioning full false Ep #37: Don't be Sony! Secure Your Communications – With Peter Schaub Ep #37: Don't be Sony! Secure Your Communications – With Peter Schaub Today on ShiftShapers podcast, we welcome Peter Schaub, president and CEO of NeoCertified. Peter is our go-to subject matter expert for learning about email encryption and security solutions. With the news of last week’s hack attack on Sony it is a great time for your practice to take some simple steps that secure your email communications.

We discuss the tools and techniques used by all sizes of businesses. Surprisingly for such a complex problem, there are simple solutions that you can apply today! Peter delves into the intricacies of secure email, how it works and why benefit advisors should use it. He will also discuss the legal requirements for securing your client and prospect communications.

What You’ll Learn From This Episode:

  • How and why Peter got into secure email applications market.
  • What other industries require secure email.
  • Whether all communication need to be secure.
  • How vulnerable the information is that is sent electronically.
  • How to use secure email as a differentiator with clients.
]]> Today on ShiftShapers podcast, we welcome Peter Schaub, president and CEO of NeoCertified. Peter is our go-to subject matter expert for learning about email encryption and security solutions. With the news of last week’s hack attack on Sony it is a great time for your practice to take some simple steps that secure your email communications.

We discuss the tools and techniques used by all sizes of businesses. Surprisingly for such a complex problem, there are simple solutions that you can apply today! Peter delves into the intricacies of secure email, how it works and why benefit advisors should use it. He will also discuss the legal requirements for securing your client and prospect communications.

What You’ll Learn From This Episode:

  • How and why Peter got into secure email applications market.
  • What other industries require secure email.
  • Whether all communication need to be secure.
  • How vulnerable the information is that is sent electronically.
  • How to use secure email as a differentiator with clients.
]]> David Saltzman 45cb69f8d0753e0bbe194d2a9c59f461 Sun, 21 Dec 2014 06:00:00 -0500 1254 sales,Self,insurance,strategies,funding,benefits,profits,positioning full false Ep #36: Building A Successful Referral-Based LTC Practice – With Tobe Gerard Ep #36: Building A Successful Referral-Based LTC Practice – With Tobe Gerard On this episode of ShiftShapers podcast, we’re very excited to welcome Tobe Gerard, the owner of Tobe Gerard Insurance. After 20 years in the industry she started her own agency, deciding to specialize exclusively in long-term care insurance. For the past 15 years she has been doing just that, but with a few unique practice parameters that have made the agency highly efficient, effective and successful.

Rather than finding prospects directly – as is the case with most practices – Tobe took a different route; cultivating relationships with other professional (such as financial planners, life insurance brokers, accountants and others) who are happy to refer their clients to a subject matter expert. Once the prospects began flowing, she developed a multi-part strategy to avoid being a “quote machine” with a file cabinet full of china eggs.

Join us to find out how Tobe was able to shape her successful referral-based long term care specialty practice and how it is doing in today’s environment. Learn about what tools and techniques are most effective in working with long term care clients and prospects and why the current trend of using riders on life plans may not always be the best solution for your clients.

What You’ll Learn From This Episode:

  • Tobe’s background.
  • The reason she chose to specialize in long-term care.
  • Why her practice is referral-only.
  • How Tobe creates new sources of referrals for her agency.
  • Tools and techniques for working with long term clients.
  • What “Invisible Coverages” are.
]]> On this episode of ShiftShapers podcast, we’re very excited to welcome Tobe Gerard, the owner of Tobe Gerard Insurance. After 20 years in the industry she started her own agency, deciding to specialize exclusively in long-term care insurance. For the past 15 years she has been doing just that, but with a few unique practice parameters that have made the agency highly efficient, effective and successful.

Rather than finding prospects directly – as is the case with most practices – Tobe took a different route; cultivating relationships with other professional (such as financial planners, life insurance brokers, accountants and others) who are happy to refer their clients to a subject matter expert. Once the prospects began flowing, she developed a multi-part strategy to avoid being a “quote machine” with a file cabinet full of china eggs.

Join us to find out how Tobe was able to shape her successful referral-based long term care specialty practice and how it is doing in today’s environment. Learn about what tools and techniques are most effective in working with long term care clients and prospects and why the current trend of using riders on life plans may not always be the best solution for your clients.

What You’ll Learn From This Episode:

  • Tobe’s background.
  • The reason she chose to specialize in long-term care.
  • Why her practice is referral-only.
  • How Tobe creates new sources of referrals for her agency.
  • Tools and techniques for working with long term clients.
  • What “Invisible Coverages” are.
]]> David Saltzman 0b5fe573e0bc3797e1161d7a56ef5888 Sun, 14 Dec 2014 06:00:00 -0500 1319 sales,Self,insurance,strategies,funding,benefits,profits,positioning full false Ep #35: Help Employers Turn ACA Changes Into A Competitive Advantage - With Craig Scurato Ep #35: Help Employers Turn ACA Changes Into A Competitive Advantage - With Craig Scurato On this episode of ShiftShapers podcast, we welcome Craig Scurato, founder and managing member at Simplifi Benefits. Post ACA, Craig has crafted some tools and techniques that make the process of writing group insurance a lot less painful for employers. Included in his strategy is a unique approach to crafting and deploying direct pay primary care networks by working with physicians eager to find new practice models themselves.

Coupled with educating employers and employees about the benefits of using a health care allowance (Section 213(d) of IRC) and providing a comfortable environment with decision support and other tools, Craig has crafted an interesting and scalable model. Listen to learn more about Craig’s unique perspective and initiatives for helping employers turn ACA changes into a competitive advantage.

What You’ll Learn From This Episode:

  • Craig’s background.
  • His interaction with Dr. Erika Bliss of Qliance (see Episode 26).
  • How and why physicians are adopting the DPPC model.
  • Why integrating DPPC with traditional offerings creates value for clients.
  • How other benefit advisors can use this approach.
]]> On this episode of ShiftShapers podcast, we welcome Craig Scurato, founder and managing member at Simplifi Benefits. Post ACA, Craig has crafted some tools and techniques that make the process of writing group insurance a lot less painful for employers. Included in his strategy is a unique approach to crafting and deploying direct pay primary care networks by working with physicians eager to find new practice models themselves.

Coupled with educating employers and employees about the benefits of using a health care allowance (Section 213(d) of IRC) and providing a comfortable environment with decision support and other tools, Craig has crafted an interesting and scalable model. Listen to learn more about Craig’s unique perspective and initiatives for helping employers turn ACA changes into a competitive advantage.

What You’ll Learn From This Episode:

  • Craig’s background.
  • His interaction with Dr. Erika Bliss of Qliance (see Episode 26).
  • How and why physicians are adopting the DPPC model.
  • Why integrating DPPC with traditional offerings creates value for clients.
  • How other benefit advisors can use this approach.
]]> David Saltzman e28ee07b734d75cee3a91b9d1452be25 Sun, 07 Dec 2014 06:00:00 -0500 1298 the,sales,insurance,strategies,benefits,profits,positioning,insurist full false Ep #34: Self Funding Tactics, Strategies and Opportunities - With Craig Lack Ep #34: Self Funding Tactics, Strategies and Opportunities - With Craig Lack Today, we’re talking to Craig Lack, CEO of Premium Reduction Strategies. He is a best-selling author and nationally-recognized health care expert and an expert on self-funding who has appeared on ABC, CBS and FOX as well as in a number of national publications.

Craig’s 25-year experience in the industry has given him a deep understanding of the challenges facing benefit advisors in a post-ACA world. We invited Craig to discuss strategies such as the “Spousal Incentive HRA” and other opportunities for self funding created by the Affordable Care Act. He will also share why premiums are just “CRAP”.

Seasoned self funders and advisors new to the world of self funding will learn how to engage employers in compelling conversations that create differentiation and value.

What You’ll Learn From This Episode:

  • The difference between fully-insured and self funded.
  • Why the premiums are just C.R.A.P.
  • Why this isn’t the typical renewal discussion.
  • How ACA has impacted the world of self funding.
  • What the Spousal Incentive HRA is.
  • Whether you should create a deductible rewards program.
]]> Today, we’re talking to Craig Lack, CEO of Premium Reduction Strategies. He is a best-selling author and nationally-recognized health care expert and an expert on self-funding who has appeared on ABC, CBS and FOX as well as in a number of national publications.

Craig’s 25-year experience in the industry has given him a deep understanding of the challenges facing benefit advisors in a post-ACA world. We invited Craig to discuss strategies such as the “Spousal Incentive HRA” and other opportunities for self funding created by the Affordable Care Act. He will also share why premiums are just “CRAP”.

Seasoned self funders and advisors new to the world of self funding will learn how to engage employers in compelling conversations that create differentiation and value.

What You’ll Learn From This Episode:

  • The difference between fully-insured and self funded.
  • Why the premiums are just C.R.A.P.
  • Why this isn’t the typical renewal discussion.
  • How ACA has impacted the world of self funding.
  • What the Spousal Incentive HRA is.
  • Whether you should create a deductible rewards program.
]]> David Saltzman bf287b9ecdae3163d9a32eae9d57abad Sun, 30 Nov 2014 06:00:00 -0500 1488 the,sales,insurance,strategies,benefits,profits,positioning,insurist full false Ep #33: A More Authentic Approach to Group Benefits - With Mindy Lamont Ep #33: A More Authentic Approach to Group Benefits - With Mindy Lamont Our guest on the program today is Mindy Lamont, the creator and founder of The Insurist. The Insurist, as Mindy calls it, is a down-to-earth approach to insurance and employee benefits.

After her 14-year career in one of the largest insurance companies in the world, Mindy decided to walk away from the big corporate life and start her own insurance business, selling to groups online. Her more authentic and irreverent approach attracts a diverse crowd of clients, making The Insurist a thriving online company.

I invited Mindy to share her inspiring journey of becoming an independent broker as well as her unique approach to insurance. Find out how she was able to successfully evolve The Insurist from an online term life company to a successful group benefits advisor using old-world agency management techniques coupled with new-world technology.

What You’ll Learn From This Episode:

  • How Mindy got into insurance market.
  • Why she left corporate America to start an “internet project.”
  • How she branched out from term life to a wider array of benefits.
  • Mindy’s unique approach to benefits.
  • Her upcoming insurance projects.
]]> Our guest on the program today is Mindy Lamont, the creator and founder of The Insurist. The Insurist, as Mindy calls it, is a down-to-earth approach to insurance and employee benefits.

After her 14-year career in one of the largest insurance companies in the world, Mindy decided to walk away from the big corporate life and start her own insurance business, selling to groups online. Her more authentic and irreverent approach attracts a diverse crowd of clients, making The Insurist a thriving online company.

I invited Mindy to share her inspiring journey of becoming an independent broker as well as her unique approach to insurance. Find out how she was able to successfully evolve The Insurist from an online term life company to a successful group benefits advisor using old-world agency management techniques coupled with new-world technology.

What You’ll Learn From This Episode:

  • How Mindy got into insurance market.
  • Why she left corporate America to start an “internet project.”
  • How she branched out from term life to a wider array of benefits.
  • Mindy’s unique approach to benefits.
  • Her upcoming insurance projects.
]]> David Saltzman 9f8cd1ce51873411408047c5e57b7405 Sun, 23 Nov 2014 06:00:00 -0500 1177 the,sales,insurance,strategies,benefits,profits,positioning,insurist full false Ep #32: Guaranteed Standard Issue DI - A Perfect Fit With Your Group Book - With Bob Tretter Ep #32: Guaranteed Standard Issue DI - A Perfect Fit With Your Group Book - With Bob Tretter Your existing groups are a perfect place to prospect for Guaranteed Standard Issue individual DI. The market is wide open, the underwriting is more accommodating than writing a single DI case and you can be creative with constructing the benefit for your clients. How do you do that?

This week we decided to do something a bit different today and invited Bob Tretter for our first in-studio interview. Bob is the Director of the Guaranteed Standard Issue Disability Income (DI) program at Ameritas. He is also a former president of the National Association of Health Underwriters and has spent his entire career in the DI market.

On this episode, we speak to Bob about the DI marketplace in general and guaranteed standard issue DI in particular. Tune in to find out how you can deliver more value, drive more revenue and differentiate your practice with this often overlooked product.

What You’ll Learn From This Episode:

  • Bob’s background in disability income insurance.
  • The state of the disability income market in general.
  • What the market penetration of DI is.
  • What the opportunities are in DI market.
  • The definition of guaranteed standard issue disability income.
]]> Your existing groups are a perfect place to prospect for Guaranteed Standard Issue individual DI. The market is wide open, the underwriting is more accommodating than writing a single DI case and you can be creative with constructing the benefit for your clients. How do you do that?

This week we decided to do something a bit different today and invited Bob Tretter for our first in-studio interview. Bob is the Director of the Guaranteed Standard Issue Disability Income (DI) program at Ameritas. He is also a former president of the National Association of Health Underwriters and has spent his entire career in the DI market.

On this episode, we speak to Bob about the DI marketplace in general and guaranteed standard issue DI in particular. Tune in to find out how you can deliver more value, drive more revenue and differentiate your practice with this often overlooked product.

What You’ll Learn From This Episode:

  • Bob’s background in disability income insurance.
  • The state of the disability income market in general.
  • What the market penetration of DI is.
  • What the opportunities are in DI market.
  • The definition of guaranteed standard issue disability income.
]]> David Saltzman 8dfece4583dc6280c5854ad0e10dade7 Sun, 16 Nov 2014 06:00:00 -0500 1282 sales,insurance,strategies,benefits,profits,positioning full false Ep #31: Does Your Culture Eat Your Strategy For Breakfast? – With Rick Bauman Ep #31: Does Your Culture Eat Your Strategy For Breakfast? – With Rick Bauman In may practices and organizations, the laser focus on strategy overshadows another critically important component of business – our culture. Rick Bauman, our guest for this episode, will explain why culture defines your organization, and drives brand, customer satisfaction and has a direct correlation to productivity. In an age where differentiation is a huge challenge for many organizations, culture is perhaps the biggest differentiator of all.

Rick Bauman is a serial entrepreneur, and the founder and head coach of Intellectual Capital Coaching Corporation. I invited Rick to speak about culture, where it comes from, how it’s created and why it’s critically important to individual practices and organizations alike. Join us to learn how to understand, define and sharpen your culture to deliver superior results.

At the end of the interview, learn how to get a free copy of Rick’s Cultural Engagement Assessment Tool which will help you create a starting point for improving your culture. This is a special exclusive offer for ShiftShapers listeners.

What You’ll Learn From This Episode:

  • What culture is exactly.
  • How culture is created within organizations.
  • Whether culture can be measured.
  • The correlation between engagement and profitability.
  • The importance of giving feedback to your employees.
]]> In may practices and organizations, the laser focus on strategy overshadows another critically important component of business – our culture. Rick Bauman, our guest for this episode, will explain why culture defines your organization, and drives brand, customer satisfaction and has a direct correlation to productivity. In an age where differentiation is a huge challenge for many organizations, culture is perhaps the biggest differentiator of all.

Rick Bauman is a serial entrepreneur, and the founder and head coach of Intellectual Capital Coaching Corporation. I invited Rick to speak about culture, where it comes from, how it’s created and why it’s critically important to individual practices and organizations alike. Join us to learn how to understand, define and sharpen your culture to deliver superior results.

At the end of the interview, learn how to get a free copy of Rick’s Cultural Engagement Assessment Tool which will help you create a starting point for improving your culture. This is a special exclusive offer for ShiftShapers listeners.

What You’ll Learn From This Episode:

  • What culture is exactly.
  • How culture is created within organizations.
  • Whether culture can be measured.
  • The correlation between engagement and profitability.
  • The importance of giving feedback to your employees.
]]> David Saltzman 1a496b6f1570059f9e57a5c819e4e31a Sun, 09 Nov 2014 06:00:00 -0500 1319 sales,insurance,strategies,benefits,profits,positioning full false Ep #30: New Strategies To Keep Employees Educated, Empowered and Energized – With Phil Wilkins Ep #30: New Strategies To Keep Employees Educated, Empowered and Energized – With Phil Wilkins Today, we are very pleased to speak with Phil Wilkins, director of Partner Development at GuideSpark. Phil is an expert on the subject of modern communication strategies and he shares his thoughts on new strategies to communicate important benefit concepts to employees.

In this era of communication immediacy, multimedia strategies have begun to replace paper booklets and often, enrollment meetings. More than three quarters of all Internet users today engage with videos as a means of learning. Tune in to learn about using these new tools to create emotional connections that engage today’s employees.

What You’ll Learn From This Episode:

  • Why employee engagement is so important.
  • Whether paper is now a dead medium for communicating with employees.
  • The importance of making an emotional connection with employees.
  • How to deliver engaging content on the device an employee chooses.
  • How benefits advisers can use this information to differentiate themselves in today’s market.
]]> Today, we are very pleased to speak with Phil Wilkins, director of Partner Development at GuideSpark. Phil is an expert on the subject of modern communication strategies and he shares his thoughts on new strategies to communicate important benefit concepts to employees.

In this era of communication immediacy, multimedia strategies have begun to replace paper booklets and often, enrollment meetings. More than three quarters of all Internet users today engage with videos as a means of learning. Tune in to learn about using these new tools to create emotional connections that engage today’s employees.

What You’ll Learn From This Episode:

  • Why employee engagement is so important.
  • Whether paper is now a dead medium for communicating with employees.
  • The importance of making an emotional connection with employees.
  • How to deliver engaging content on the device an employee chooses.
  • How benefits advisers can use this information to differentiate themselves in today’s market.
]]> David Saltzman 34311b74d738216bbb77224374601280 Sun, 02 Nov 2014 06:00:00 -0500 1215 sales,insurance,phil,strategies,benefits,wilkins,profits,positioning full false Ep #29: Want To Lower Costs? Focus On Quality, Not Cost – With Shane Wolverton Ep #29: Want To Lower Costs? Focus On Quality, Not Cost – With Shane Wolverton This week on the ShiftShapers podcast, we are very excited to bring you a great conversation with Shane Wolverton, senior vice president of Corporate Development for Comparion Medical Analytics. Shane’s research shows that despite the constant historical focus on “cost”, the real opportunity to drive down medical spend is to focus on quality.

Drawing on 20 years of experience in the field, Shane discusses how benefits advisors can take what may seem to be a complicated tangle of measurements and create a simple, easy-to-understand system that engages employees and employers alike. Shane will explain why, in the final analysis, “Quality is cost.”

What You’ll Learn From This Episode:

  • Shane’s background.
  • Why there isn’t a “true north” when it comes to quality metrics.
  • The common quality measures advisors can look at.
  • How two hospitals in the same town can vary so much in quality, and what does that mean for total cost.
  • How advisors take can this complicated tangle of measurements and use them to create value for employers and employees.
]]> This week on the ShiftShapers podcast, we are very excited to bring you a great conversation with Shane Wolverton, senior vice president of Corporate Development for Comparion Medical Analytics. Shane’s research shows that despite the constant historical focus on “cost”, the real opportunity to drive down medical spend is to focus on quality.

Drawing on 20 years of experience in the field, Shane discusses how benefits advisors can take what may seem to be a complicated tangle of measurements and create a simple, easy-to-understand system that engages employees and employers alike. Shane will explain why, in the final analysis, “Quality is cost.”

What You’ll Learn From This Episode:

  • Shane’s background.
  • Why there isn’t a “true north” when it comes to quality metrics.
  • The common quality measures advisors can look at.
  • How two hospitals in the same town can vary so much in quality, and what does that mean for total cost.
  • How advisors take can this complicated tangle of measurements and use them to create value for employers and employees.
]]> David Saltzman daa109a8a24344af1a46cdbeecfb089a Sun, 26 Oct 2014 06:00:00 -0400 1352 sales,insurance,strategies,analytics,benefits,profits,positioning,comparion full false Ep #28: HIX 2.0: The Evolution of A More Personalized Benefits Experience - With Taylor Pechacek Ep #28: HIX 2.0: The Evolution of A More Personalized Benefits Experience - With Taylor Pechacek Private exchanges are evolving into a “version 2.0, Health Care As A Service” model. In this week’s interview, we chat with Taylor Pechacek of Maxwell Health, a company that had its beginnings in wellness. Today, the company is changing its focus and is helping to shape the employee experience by shifting the way employees can shape their personalized healthcare dynamic and elect and manage a much wider range of benefits in a year-round private exchange setting.

In today’s environment, employees want to to expand and personalize their benefits experience. Beyond access to their usual medical, vision, dental and possibly ancillary coverage, they want to select from things like childcare services, legal and identity theft plans, wearable activities, sleep monitoring and rewards programs.

I invited Taylor to discuss how benefit advisors can increase their value proposition and differentiate themselves from others with some of the new tools available. Listen in to learn how to harness this evolving trend and use it to bring a new conversation to your prospects and clients.

What You’ll Learn From This Episode:

  • Maxwell Health’s beginnings in the Wellness space.
  • How they are expanding what health care insurance is today.
  • What a “personalized health care dynamic” is.
  • How benefit advisors discuss this new model with prospects and clients.
  • Whether user experience is the new differentiator.
  • Why the benefits continuum is a 12-month a year process; not just an open-enrollment period process.
]]> Private exchanges are evolving into a “version 2.0, Health Care As A Service” model. In this week’s interview, we chat with Taylor Pechacek of Maxwell Health, a company that had its beginnings in wellness. Today, the company is changing its focus and is helping to shape the employee experience by shifting the way employees can shape their personalized healthcare dynamic and elect and manage a much wider range of benefits in a year-round private exchange setting.

In today’s environment, employees want to to expand and personalize their benefits experience. Beyond access to their usual medical, vision, dental and possibly ancillary coverage, they want to select from things like childcare services, legal and identity theft plans, wearable activities, sleep monitoring and rewards programs.

I invited Taylor to discuss how benefit advisors can increase their value proposition and differentiate themselves from others with some of the new tools available. Listen in to learn how to harness this evolving trend and use it to bring a new conversation to your prospects and clients.

What You’ll Learn From This Episode:

  • Maxwell Health’s beginnings in the Wellness space.
  • How they are expanding what health care insurance is today.
  • What a “personalized health care dynamic” is.
  • How benefit advisors discuss this new model with prospects and clients.
  • Whether user experience is the new differentiator.
  • Why the benefits continuum is a 12-month a year process; not just an open-enrollment period process.
]]> David Saltzman bfb2535fa96be279966eb8d64df6bb20 Sun, 19 Oct 2014 06:00:00 -0400 1279 sales,health,maxwell,insurance,strategies,benefits,profits,positioning full false Ep #27: Digital Health and Wellness Revolution – With Jonathan Anders Ep #27: Digital Health and Wellness Revolution – With Jonathan Anders Jonathan Anders, the Executive Vice President for Business and Corporate Development at HealthJibe, joins us on the program this week. HealthJibe is a tool for modern internet-connected devices that helps consumers stay on top of their well-being and physical health.

On this episode, Jonathan shares his insight into how internet-connected devices are going to start shaping the health and wellness profiles in the post-ACA world. Find out how consumers are currently using tools like HealthJibe to incorporate health risk management and prevention into their daily digital routines.

What You’ll Learn From This Episode:

  • What “The Internet of Things” is and why it matters in healthcare.
  • How our  digital routines and can be used to foster wellness.
  • Whether the devices like FitBit and Google’s contact lens glucometer are the way of the future for digital health and wellness.
  • The effects of PPACA  on the evolution of Web 2.0 devices and individualism in wellness.
  • Why brands like HealthJibe choose to focus on metabolic syndrome.
]]> Jonathan Anders, the Executive Vice President for Business and Corporate Development at HealthJibe, joins us on the program this week. HealthJibe is a tool for modern internet-connected devices that helps consumers stay on top of their well-being and physical health.

On this episode, Jonathan shares his insight into how internet-connected devices are going to start shaping the health and wellness profiles in the post-ACA world. Find out how consumers are currently using tools like HealthJibe to incorporate health risk management and prevention into their daily digital routines.

What You’ll Learn From This Episode:

  • What “The Internet of Things” is and why it matters in healthcare.
  • How our  digital routines and can be used to foster wellness.
  • Whether the devices like FitBit and Google’s contact lens glucometer are the way of the future for digital health and wellness.
  • The effects of PPACA  on the evolution of Web 2.0 devices and individualism in wellness.
  • Why brands like HealthJibe choose to focus on metabolic syndrome.
]]> David Saltzman 3b3ca82a100d0736001eb08922802955 Sun, 12 Oct 2014 06:00:00 -0400 1231 sales,insurance,jonathan,strategies,anders,benefits,profits,positioning,healthjibe full false Ep #26: Direct Pay Primary Care Model Gains Importance In The Post-ACA Environment - With Erika Bliss Ep #26: Direct Pay Primary Care Model Gains Importance In The Post-ACA Environment - With Erika Bliss On this episode of ShiftShapers, we welcome Dr. Erika Bliss, President and CEO of Qliance, a Seattle-based pioneer in the Direct Pay Primary Care (DPPC) practice model. Established in 2006, Qliance is delivering impressive results by focusing on an on-demand primary care model. With the increased personal responsibility consumers face with today’s plan designs, DPPC is becoming increasingly significant in helping to keep patients healthy while helping them to manage out of pocket expenses.

I invited Erika to the program to share her journey within the healthcare system and the shifts that DPPC has shaped in the process. Unsatisfied with the traditional healthcare model after working a number of years as a primary care physician, Erika transitioned into a new, more efficient model.

Listen in as Erika explains how the Direct Primary Care model eliminates the co-pays and deductibles that are often a barrier to routine and preventive care while also increasing patient health and satisfaction.

What You’ll Learn From This Episode:

  • Erika’s background in healthcare.
  • What Direct Primary Care is.
  • How Qliance’s model works.
  • Whether the payers value managed care if they see the cost savings DPC practice models can deliver.
  • Whether it make sense to charge a co-pay for primary care.
  • Why the DPC model is more relevant in a post-ACA world.
]]> On this episode of ShiftShapers, we welcome Dr. Erika Bliss, President and CEO of Qliance, a Seattle-based pioneer in the Direct Pay Primary Care (DPPC) practice model. Established in 2006, Qliance is delivering impressive results by focusing on an on-demand primary care model. With the increased personal responsibility consumers face with today’s plan designs, DPPC is becoming increasingly significant in helping to keep patients healthy while helping them to manage out of pocket expenses.

I invited Erika to the program to share her journey within the healthcare system and the shifts that DPPC has shaped in the process. Unsatisfied with the traditional healthcare model after working a number of years as a primary care physician, Erika transitioned into a new, more efficient model.

Listen in as Erika explains how the Direct Primary Care model eliminates the co-pays and deductibles that are often a barrier to routine and preventive care while also increasing patient health and satisfaction.

What You’ll Learn From This Episode:

  • Erika’s background in healthcare.
  • What Direct Primary Care is.
  • How Qliance’s model works.
  • Whether the payers value managed care if they see the cost savings DPC practice models can deliver.
  • Whether it make sense to charge a co-pay for primary care.
  • Why the DPC model is more relevant in a post-ACA world.
]]> David Saltzman a78da14683443ce706062ad02d84a5ec Sun, 05 Oct 2014 06:00:00 -0400 1306 direct,sales,care,insurance,strategies,primary,benefits,Bliss,erika,profits,positioning,qliance full false Ep #25: Back to the Sales Basics - With Nelson Griswold Ep #25: Back to the Sales Basics - With Nelson Griswold This week, it is a privilege to be speaking to a principal of Bottom Line Solutions, Nelson Griswold. Nelson is a prolific public speaker and columnist whose audiences know him as a thought leader and authority in the area of consultative selling. He is also the author of the industry best-seller book, Do or Die.

I invited Nelson to the program to talk about the shift that PPACA has brought and why going back to the basics of selling is the way to go. Don’t miss this episode’s advice from one of the leading sales authorities in the industry!

What You’ll Learn From This Episode:

  • Whether sales are made by presenting facts in a logical manner.
  • The psychology of buying.
  • How people usually listen.
  • Why more questions is not really the best approach to sales.
  • Do you really need 13 (or more) steps to sales success?
  • Nelson’s 4 steps to a successful sale where the client will even close themselves.
]]> This week, it is a privilege to be speaking to a principal of Bottom Line Solutions, Nelson Griswold. Nelson is a prolific public speaker and columnist whose audiences know him as a thought leader and authority in the area of consultative selling. He is also the author of the industry best-seller book, Do or Die.

I invited Nelson to the program to talk about the shift that PPACA has brought and why going back to the basics of selling is the way to go. Don’t miss this episode’s advice from one of the leading sales authorities in the industry!

What You’ll Learn From This Episode:

  • Whether sales are made by presenting facts in a logical manner.
  • The psychology of buying.
  • How people usually listen.
  • Why more questions is not really the best approach to sales.
  • Do you really need 13 (or more) steps to sales success?
  • Nelson’s 4 steps to a successful sale where the client will even close themselves.
]]> David Saltzman c5c73eae4163300f46cca9725cbb3fa1 Sun, 28 Sep 2014 06:00:00 -0400 1607 sales,insurance,strategies,profits,positioning,bnefits full false Ep #24: Using Big Data as a Differentiator - With Mark Smith Ep #24: Using Big Data as a Differentiator - With Mark Smith Today, we welcome the founder and CEO of miEdge.biz, Mark Smith, to ShapeShifters. The miEdge application is an affordable and easy to use service that combines an intuitive interface to a database and search engine of Department of Labor Health/Welfare Employee Benefits information.

I invited Mark to the show to discuss how data can be an effective prospecting and service tool while also serving as a differentiator for benefits advisors. Tune in to learn how the miEdge system helps level the playing field by making even the “average” benefits advisor a subject mater expert, able to tailor client solutions based on their unique datasets.

What You’ll Learn From This Episode:

  • What “Big Data” is and why it matters.
  • How data can be a differentiator for advisors.
  • How data can be used in prospecting.
  • Whether  this is accessible to the “average” advisor.
  • Why DOL datasets are not practical for the average person to use.
  • How advisors can use data to help clients.
]]> Today, we welcome the founder and CEO of miEdge.biz, Mark Smith, to ShapeShifters. The miEdge application is an affordable and easy to use service that combines an intuitive interface to a database and search engine of Department of Labor Health/Welfare Employee Benefits information.

I invited Mark to the show to discuss how data can be an effective prospecting and service tool while also serving as a differentiator for benefits advisors. Tune in to learn how the miEdge system helps level the playing field by making even the “average” benefits advisor a subject mater expert, able to tailor client solutions based on their unique datasets.

What You’ll Learn From This Episode:

  • What “Big Data” is and why it matters.
  • How data can be a differentiator for advisors.
  • How data can be used in prospecting.
  • Whether  this is accessible to the “average” advisor.
  • Why DOL datasets are not practical for the average person to use.
  • How advisors can use data to help clients.
]]> David Saltzman 001dd4f470247fa1ee9c030e36897625 Sun, 21 Sep 2014 06:00:00 -0400 1227 big,mark,data,smith,insurance,strategies,profits,positioning,bnefits,miedge full false Ep #23: Keeping Medical Care Between a Patient and Doctor - With Gustav & Eric Hoyer Ep #23: Keeping Medical Care Between a Patient and Doctor - With Gustav & Eric Hoyer This week we are speaking with Gustav and Eric Hoyer, brothers who have created a start up named after the ancient Roman physician Galen of Pergamon. Galen is a start-up organization whose goal is to empower individual consumers to find quality medical care within certain pricing restraints.

I invited Gustav and Eric to talk about how the shift in the delivery of healthcare (progressively less personal and compassionate), and how their model facilitates providers in granting substantial discounts to patients. Listen in to learn about this innovative way of healthcare delivery in the new environment of larger overall out-of-pocket costs.

What You’ll Learn From This Episode:

  • How a confusing and convoluted payment system with multiple players lent itself to a more simple, straightforward model for consumers.
  • How it helps patients to price shop.
  • What the range of price variation is in the marketplace today.
  • The company’s plans to create a nationwide footprint.
  • How benefit advisors have the price conversation with prospects and clients.
  • How brokerages might benefit from Galen’s service.
]]> This week we are speaking with Gustav and Eric Hoyer, brothers who have created a start up named after the ancient Roman physician Galen of Pergamon. Galen is a start-up organization whose goal is to empower individual consumers to find quality medical care within certain pricing restraints.

I invited Gustav and Eric to talk about how the shift in the delivery of healthcare (progressively less personal and compassionate), and how their model facilitates providers in granting substantial discounts to patients. Listen in to learn about this innovative way of healthcare delivery in the new environment of larger overall out-of-pocket costs.

What You’ll Learn From This Episode:

  • How a confusing and convoluted payment system with multiple players lent itself to a more simple, straightforward model for consumers.
  • How it helps patients to price shop.
  • What the range of price variation is in the marketplace today.
  • The company’s plans to create a nationwide footprint.
  • How benefit advisors have the price conversation with prospects and clients.
  • How brokerages might benefit from Galen’s service.
]]> David Saltzman e9001500957b75ae89cf6c2863b86617 Sun, 14 Sep 2014 06:00:00 -0400 1319 insurance,strategies,benefits,profits,galen,positioning full false Ep #22: It's All About Millennials - With Gerry Herbison Ep #22: It's All About Millennials - With Gerry Herbison On this episode of the ShiftShapers Podcast, we are very pleased to be speaking with Dr. Gerry Herbison. Gerry is the Director of the Chartered Leadership Fellow designation and Assistant Professor of Management at The American College.

I invited Gerry to talk about his expertise in the management of, by and for Millennials. Tune in to learn about the generations shift that is happening in the insurance and benefits world and how we can shape environments that attract and retain this group of people.

What You’ll Learn From This Episode:

  • What is a Millennial?.
  • What makes Millennials so different that we need to think about them as a separate, distinct cohort.
  • What agencies need to do to attract this group.
  • How the recruitment discussion need to change.
  • How to create an environment where Millennials can flourish.
  • How this cohort prefers to communicate (more or less) and if they like working alone or in groups.
]]> On this episode of the ShiftShapers Podcast, we are very pleased to be speaking with Dr. Gerry Herbison. Gerry is the Director of the Chartered Leadership Fellow designation and Assistant Professor of Management at The American College.

I invited Gerry to talk about his expertise in the management of, by and for Millennials. Tune in to learn about the generations shift that is happening in the insurance and benefits world and how we can shape environments that attract and retain this group of people.

What You’ll Learn From This Episode:

  • What is a Millennial?.
  • What makes Millennials so different that we need to think about them as a separate, distinct cohort.
  • What agencies need to do to attract this group.
  • How the recruitment discussion need to change.
  • How to create an environment where Millennials can flourish.
  • How this cohort prefers to communicate (more or less) and if they like working alone or in groups.
]]> David Saltzman 891a9fa9e538c48cdc3b5d8fe84767c8 Sun, 07 Sep 2014 06:00:00 -0400 1306 american,college,insurance,strategies,millenials,profits,positioning,bnefits full false Ep #21: Helping Clients Eliminate Billing Headaches - With Eric Raymond Ep #21: Helping Clients Eliminate Billing Headaches - With Eric Raymond This week, we are talking to Eric Raymond, co-founder of BenefitVault. Reconciling and paying bills for benefit arrays with a multitude of carrier bills creates a huge hassle for employers and HR departments.  The post-ACA emphasis on voluntary and non-insurance benefits has exacerbated an already nettlesome problem.

BenefitVault shaped that shift into a simple and elegant solution that advisors can provide to alleviate this problem – and the objections that come from proposing a multi-carrier benefit array.

We invited Eric to talk about the trends that are changing the world of benefits and how BenefitVault was able to help advisors and their clients adjust to these changes.

What You’ll Learn From This Episode:

  • How PPACA has exacerbated a problem employers have struggled with for years.
  • How brokers position this service as a value-added program.
  • Why HR departments find this new service helpful.
  • How a simple, one-time change in payroll shapes a simpler and more elegant solution for carrier reconciliation and payment.
]]> This week, we are talking to Eric Raymond, co-founder of BenefitVault. Reconciling and paying bills for benefit arrays with a multitude of carrier bills creates a huge hassle for employers and HR departments.  The post-ACA emphasis on voluntary and non-insurance benefits has exacerbated an already nettlesome problem.

BenefitVault shaped that shift into a simple and elegant solution that advisors can provide to alleviate this problem – and the objections that come from proposing a multi-carrier benefit array.

We invited Eric to talk about the trends that are changing the world of benefits and how BenefitVault was able to help advisors and their clients adjust to these changes.

What You’ll Learn From This Episode:

  • How PPACA has exacerbated a problem employers have struggled with for years.
  • How brokers position this service as a value-added program.
  • Why HR departments find this new service helpful.
  • How a simple, one-time change in payroll shapes a simpler and more elegant solution for carrier reconciliation and payment.
]]> David Saltzman 5e4e57121b5eceb08019c6635e50b330 Sun, 31 Aug 2014 06:00:00 -0400 1252 Business,healthcare,insurance,strategies,leads,meghan,profits,positioning,bnefits,dotter full false Ep #20: Building Presentations That Inspire Action - With Meghan Dotter Ep #20: Building Presentations That Inspire Action - With Meghan Dotter We decided to change things up a bit this week and asked Meghan Dotter, founder of PorticoPR to share her expertise on how to “present better”, which is the tagline for her company, Portico PR.  A veteran of several high-profile communications and PR positions, she decided  to build her practice on the one thing most people find so difficult – the presentation.

With the increase in complexity in our industry, coupled with advisor’s need to provide more value in their client interactions, honing presentations skills is a must.  Tune in to learn how you can create presentations that resonate, build trust, inspire action and help you close sales.

What You’ll Learn From This Episode:

  • The challenges of creating presentation that cut through an ever-more
    complex environment.
  • The value of storyboarding as preparation for creating a presentation.
  • How clients learn, decide and remember.
  • Why newer presentation tools may be more impactful than the venerable PowerPoint.
  • Should you have a second deck when you present?
  • The importance of a little stagecraft during presentation.
]]> We decided to change things up a bit this week and asked Meghan Dotter, founder of PorticoPR to share her expertise on how to “present better”, which is the tagline for her company, Portico PR.  A veteran of several high-profile communications and PR positions, she decided  to build her practice on the one thing most people find so difficult – the presentation.

With the increase in complexity in our industry, coupled with advisor’s need to provide more value in their client interactions, honing presentations skills is a must.  Tune in to learn how you can create presentations that resonate, build trust, inspire action and help you close sales.

What You’ll Learn From This Episode:

  • The challenges of creating presentation that cut through an ever-more
    complex environment.
  • The value of storyboarding as preparation for creating a presentation.
  • How clients learn, decide and remember.
  • Why newer presentation tools may be more impactful than the venerable PowerPoint.
  • Should you have a second deck when you present?
  • The importance of a little stagecraft during presentation.
]]> David Saltzman 52ee2b9286ea60c81bc8c9e2e3550437 Sun, 24 Aug 2014 06:00:00 -0400 1450 Business,healthcare,insurance,strategies,leads,meghan,profits,positioning,bnefits,dotter full false Ep #19: Help Your Clients Build An Impenetrable “Wall of Protection” - With Bill Whitley Ep #19: Help Your Clients Build An Impenetrable “Wall of Protection” - With Bill Whitley This week, we are speaking with Bill Whitley. Bill is a nationally-recognized speaker, author and sales trainer. He is also a successful serial entrepreneur and researcher who specializes in helping insurance professional attract more clients, close more sales and deepen client relationships.

Tune is as Bill tells his story of how he ended up in the insurance sales and marketing field after building a number of successful businesses. Bill also dives into some of his popular techniques that will help you to shape the shift with your clients and prospects. Don’t miss this episode full of game-changing tactics and advice for building trust and becoming a broad-based advisor to your clients.

What You’ll Learn From This Episode:

  • How to move the 80/20 ratio to something more favorable.
  • How to take your clients through the “Your World” process.
  • Let your client build their “Wall of Protection.”
  • What client attraction stories are and how to use them.
  • The 8 secrets of top producing agents.
  • How to take advantage of the most common question: “What do you do?”
  • The importance of telling stories in your sales process.
]]> This week, we are speaking with Bill Whitley. Bill is a nationally-recognized speaker, author and sales trainer. He is also a successful serial entrepreneur and researcher who specializes in helping insurance professional attract more clients, close more sales and deepen client relationships.

Tune is as Bill tells his story of how he ended up in the insurance sales and marketing field after building a number of successful businesses. Bill also dives into some of his popular techniques that will help you to shape the shift with your clients and prospects. Don’t miss this episode full of game-changing tactics and advice for building trust and becoming a broad-based advisor to your clients.

What You’ll Learn From This Episode:

  • How to move the 80/20 ratio to something more favorable.
  • How to take your clients through the “Your World” process.
  • Let your client build their “Wall of Protection.”
  • What client attraction stories are and how to use them.
  • The 8 secrets of top producing agents.
  • How to take advantage of the most common question: “What do you do?”
  • The importance of telling stories in your sales process.
]]> David Saltzman 38a57b9a5eca72c49d0e216c7d31d8a8 Sun, 17 Aug 2014 06:00:00 -0400 1332 Business,jeff,healthcare,insurance,strategies,rice,leads,bluebook,profits,positioning,bnefits full false Ep #18: A Physician's Personal Story Shapes A Transparency Initiative - With Jeff Rice Ep #18: A Physician's Personal Story Shapes A Transparency Initiative - With Jeff Rice This week on the Shiftshapers Podcast, we are talking to Dr. Jeff Rice, the CEO of Healthcare Bluebook. Dr. Rice is a physician and attorney who was Director of Managed Care for Duke University and CEO and president of a large health plan created by New York Life and Duke University before starting Healthcare Bluebook.

Listen in as Dr. Rice shares the story of how a very personal interaction with the system was the shift that him shape a company that provides a practical, simple-to-use tool designed to help patients know how much things should cost and help them find affordable healthcare as well as connect connect them with providers. Learn how Healthcare Bluebook helps patients navigate the system at the population level and aids them in obtaining quality cost-effective care.

What You’ll Learn From This Episode:

  • How how Dr. Rice’s personal experience with the medical system helped him to envision the shift that was necessary, and how to shape it.
  • The new technologies Healthcare Bluebook uses to make the service accessible to a larger audience.
  • How Healthcare Bluebook’s website serves the public with a subset of information and tools available to their clients.
  • Why the company’s focus is always on the end user, the patient.
  • What steps Jeff sees necessary to change consumer purchasing behaviors.
  • Why he believes the future holds even more transparency around price and quality.
]]> This week on the Shiftshapers Podcast, we are talking to Dr. Jeff Rice, the CEO of Healthcare Bluebook. Dr. Rice is a physician and attorney who was Director of Managed Care for Duke University and CEO and president of a large health plan created by New York Life and Duke University before starting Healthcare Bluebook.

Listen in as Dr. Rice shares the story of how a very personal interaction with the system was the shift that him shape a company that provides a practical, simple-to-use tool designed to help patients know how much things should cost and help them find affordable healthcare as well as connect connect them with providers. Learn how Healthcare Bluebook helps patients navigate the system at the population level and aids them in obtaining quality cost-effective care.

What You’ll Learn From This Episode:

  • How how Dr. Rice’s personal experience with the medical system helped him to envision the shift that was necessary, and how to shape it.
  • The new technologies Healthcare Bluebook uses to make the service accessible to a larger audience.
  • How Healthcare Bluebook’s website serves the public with a subset of information and tools available to their clients.
  • Why the company’s focus is always on the end user, the patient.
  • What steps Jeff sees necessary to change consumer purchasing behaviors.
  • Why he believes the future holds even more transparency around price and quality.
]]> David Saltzman b91ab5a13a09de0392b3bedb1f07d175 Sun, 10 Aug 2014 06:00:00 -0400 1272 Business,jeff,healthcare,insurance,strategies,rice,leads,bluebook,profits,positioning,bnefits full false Ep #17: Serving Employers from a Different Point in HR Continuum - With Von Burba Ep #17: Serving Employers from a Different Point in HR Continuum - With Von Burba In this episode we are pleased to welcome Von Burba of IAG to the program. Von is a seasoned insurance professional who saw companies in the large group market shifting to payroll services and discovered the opportunity to shape that shift into a new conduit point for delivering employee benefits.

Tune in as Von shares his story of how he shaped his business to adjust to the shift in the benefits market and his optimistic outlook on what ACA brings to the table. Learn how he is able to create lasting relationships with clients in the post-ACA world that he views as a great opportunity for brokers today.

What You’ll Learn From This Episode:

  • How a shift to seeking larger groups facilitated the shaping of Von’s marketing.
  • The critical role of technology in facilitating this shift.
  • How brokers can build their book in this non-traditional market.
  • How ACA complexity created an opportunity to open doors in this vertical.
  • Why multi-year employer strategies are a key part of developing relationships in a post-ACA world.
  • How ACA will begin the critical shift from employer to employee responsibility and allow employers to redefine their roles.

 

]]> In this episode we are pleased to welcome Von Burba of IAG to the program. Von is a seasoned insurance professional who saw companies in the large group market shifting to payroll services and discovered the opportunity to shape that shift into a new conduit point for delivering employee benefits.

Tune in as Von shares his story of how he shaped his business to adjust to the shift in the benefits market and his optimistic outlook on what ACA brings to the table. Learn how he is able to create lasting relationships with clients in the post-ACA world that he views as a great opportunity for brokers today.

What You’ll Learn From This Episode:

  • How a shift to seeking larger groups facilitated the shaping of Von’s marketing.
  • The critical role of technology in facilitating this shift.
  • How brokers can build their book in this non-traditional market.
  • How ACA complexity created an opportunity to open doors in this vertical.
  • Why multi-year employer strategies are a key part of developing relationships in a post-ACA world.
  • How ACA will begin the critical shift from employer to employee responsibility and allow employers to redefine their roles.

 

]]> David Saltzman 7f493769ec45b5530480b9099f88da15 Sun, 03 Aug 2014 06:00:00 -0400 1272 Business,insurance,strategies,von,leads,profits,positioning,burba,bnefits,iag full false Ep #16: Consultative Approach forSetting Your Agency Apart from the Competitors - With Kevin Trokey Ep #16: Consultative Approach forSetting Your Agency Apart from the Competitors - With Kevin Trokey Today, Kevin Trokey joins us on the program.  Kevin is a founding partner of Q4Intelligence, a consulting firm dedicated to removing the barriers that keep independent benefits and insurance agencies from reaching their full potential and becoming feared competitors.

Kevin reveals how his extensive experience as a broker and a principal helped him develop the firm’s unique approach.  Tune is as Kevin outlines his company’s solution-based selling system that changes the agency model.

What You’ll Learn From This Episode:

  • How Kevin’s prior experience as an agency principal helped him to develop his transformational methodology.
  • What Charles Dickens has to do with agency transformation.
  • The unintended consequences of traditional agency management.
  • The barriers that keep agencies from taking control of their business.
  • How Q4Intelligence separating the product and the consultative stages of the process.
]]> Today, Kevin Trokey joins us on the program.  Kevin is a founding partner of Q4Intelligence, a consulting firm dedicated to removing the barriers that keep independent benefits and insurance agencies from reaching their full potential and becoming feared competitors.

Kevin reveals how his extensive experience as a broker and a principal helped him develop the firm’s unique approach.  Tune is as Kevin outlines his company’s solution-based selling system that changes the agency model.

What You’ll Learn From This Episode:

  • How Kevin’s prior experience as an agency principal helped him to develop his transformational methodology.
  • What Charles Dickens has to do with agency transformation.
  • The unintended consequences of traditional agency management.
  • The barriers that keep agencies from taking control of their business.
  • How Q4Intelligence separating the product and the consultative stages of the process.
]]> David Saltzman 22a1ff38d18e32d8495def1440ee5ee5 Sun, 27 Jul 2014 06:00:00 -0400 1404 Business,insurance,strategies,leads,profits,positioning,bnefits full false Ep #15: Medicaid Enrollment Strategies Help Employees and Their Employers - With Ben Geyerhahn Ep #15: Medicaid Enrollment Strategies Help Employees and Their Employers - With Ben Geyerhahn It is my pleasure to welcome Ben Geyerhahn to the program. Ben is the CEO and founder of Benestream, a company that helps identify employer’s Medicaid-eligible employees and makes it easy for them to enroll in Medicaid. This provides a more appropriate plan design for that population while taking them off their employer’s core plan.

I’ve invited Ben to talk about how Benestream has shaped the shift with their distinctive methodologies and tools. We also cover how brokers can use Medicaid to help their clients save money and comply with PPACA.

What You’ll Learn From This Episode:

  • How Ben’s experience in the public sector helped him to envision the shift and shape it into Benestream.
  • The path the company took to develop its unique methodology and software.
  • How Benestream works with brokers to help them bring the concept to their clients.
  • Why Medicaid-eligible employees have different needs than other employees.
  • Why Ben thinks the number of Medicaid expansion states will continue to increase.

v

]]> It is my pleasure to welcome Ben Geyerhahn to the program. Ben is the CEO and founder of Benestream, a company that helps identify employer’s Medicaid-eligible employees and makes it easy for them to enroll in Medicaid. This provides a more appropriate plan design for that population while taking them off their employer’s core plan.

I’ve invited Ben to talk about how Benestream has shaped the shift with their distinctive methodologies and tools. We also cover how brokers can use Medicaid to help their clients save money and comply with PPACA.

What You’ll Learn From This Episode:

  • How Ben’s experience in the public sector helped him to envision the shift and shape it into Benestream.
  • The path the company took to develop its unique methodology and software.
  • How Benestream works with brokers to help them bring the concept to their clients.
  • Why Medicaid-eligible employees have different needs than other employees.
  • Why Ben thinks the number of Medicaid expansion states will continue to increase.

v

]]> David Saltzman bfd87f8636a9c4c0da4b967646283be8 Sun, 20 Jul 2014 06:00:00 -0400 1286 Business,insurance,strategies,leads,medicaid,profits,positioning,bnefits full false Ep #14: A Former Canadian Helps Brokers Deliver Post-ACA Focused Benefits - With Reid Rasmussen Ep #14: A Former Canadian Helps Brokers Deliver Post-ACA Focused Benefits - With Reid Rasmussen This week, we welcome Reid Rasmussen, co-owner and president of Texas-based Freshbenies.  Reid is a former Canadian whose background informed his insight into the future of American healthcare reform and helped him to shape the shift by creating a unique product offering that provides help to those dealing with today’s health care designs.

Tune in to learn how Freshbenies helps brokers make “big company benefits” available to a much broader market and where Reid sees that marketplace going in the future.

What You’ll Learn From This Episode:

  • What Reid saw in Canada that transferred into an understanding of
    coming needs in the USA.
  • How looking outside the health care industry informed Reid’s process.
  • Why there was a need to make “big company” benefits available to individuals.
  • How Reid helps insurance brokers to see non-insured products in a different light.
  • Reid’s vision of the future of today’s benefits brokers.
]]> This week, we welcome Reid Rasmussen, co-owner and president of Texas-based Freshbenies.  Reid is a former Canadian whose background informed his insight into the future of American healthcare reform and helped him to shape the shift by creating a unique product offering that provides help to those dealing with today’s health care designs.

Tune in to learn how Freshbenies helps brokers make “big company benefits” available to a much broader market and where Reid sees that marketplace going in the future.

What You’ll Learn From This Episode:

  • What Reid saw in Canada that transferred into an understanding of
    coming needs in the USA.
  • How looking outside the health care industry informed Reid’s process.
  • Why there was a need to make “big company” benefits available to individuals.
  • How Reid helps insurance brokers to see non-insured products in a different light.
  • Reid’s vision of the future of today’s benefits brokers.
]]> David Saltzman cdbc72bfdfac15efdf2a33b0532e0c4c Sun, 13 Jul 2014 06:00:00 -0400 1255 Business,insurance,strategies,leads,profits,positioning,bnefits full false Ep #13: New Employer Conversations in a Post-Healthcare Reform World - With John Spann Ep #13: New Employer Conversations in a Post-Healthcare Reform World - With John Spann On today’s episode, we are pleased to be speaking with John Spann of Spann Insurance in Nashville. I invited John the program to discuss innovative conversations he is using to position more traditional benefits in a post-reform market.

A 63-year old third-generation property & casualty insurance agency with an internal benefits practice, Spann Insurance was created by John’s grandparents in 1951. Learn how John’s family-run agency has been able to re-evaluate its benefits practice and help clients create employee appreciation in the light of health care reform.

What You’ll Learn From This Episode:

  • How the employee benefits practice fits within a P&C agency and what some of the challenges are.
  • How PPACA has shifted the focus of John’s approach to his book of (mostly) small group clients.
  • How John creates a new opportunity for employers to provide appreciated benefits when their employees purchase their core coverage from the exchanges.
  • How John leverages individual products within a group motif.
  • How disability income can be used as a “new” benefit.
]]> On today’s episode, we are pleased to be speaking with John Spann of Spann Insurance in Nashville. I invited John the program to discuss innovative conversations he is using to position more traditional benefits in a post-reform market.

A 63-year old third-generation property & casualty insurance agency with an internal benefits practice, Spann Insurance was created by John’s grandparents in 1951. Learn how John’s family-run agency has been able to re-evaluate its benefits practice and help clients create employee appreciation in the light of health care reform.

What You’ll Learn From This Episode:

  • How the employee benefits practice fits within a P&C agency and what some of the challenges are.
  • How PPACA has shifted the focus of John’s approach to his book of (mostly) small group clients.
  • How John creates a new opportunity for employers to provide appreciated benefits when their employees purchase their core coverage from the exchanges.
  • How John leverages individual products within a group motif.
  • How disability income can be used as a “new” benefit.
]]> David Saltzman 4ac6c760500a93907f708ffbee2cf401 Sun, 06 Jul 2014 06:00:00 -0400 1144 Business,insurance,strategies,leads,profits,positioning,bnefits full false Ep #12: Achieving Success With Non-Insured Benefits - With Jimmy Parrish Ep #12: Achieving Success With Non-Insured Benefits - With Jimmy Parrish On this episode of The ShiftShapers Podcast, I am talking to Jimmy Parrish. Jimmy has had a 15-year career in employee benefits focusing exclusively on non-insured plans.  He markets legal and identity theft protection plans to groups and has been among the top 20 producers since he began his practice.

I invited Jimmy to the show to share how he was able to build a successful employee benefits business stay on top of his game for 15 years without ever selling an insured product. In a post-PPACA world, where brokers are diversifying their practices, some are considering adding these plans to their portfolio. Learn how Jimmy approaches the market and how his experience and strategy can help you as well.

What You’ll Learn From This Episode:

  • How the landscape has changed and created an awareness for the need for legal and identity theft protection plans.
  • What Jimmy does to work with brokers.
  • Where Jimmy’s efforts to educate the public have taken him.
  • Why coverage has been developed to protect employers as well as their employees.
  • How the legal services business has evolved beyond the traditional multi-level marketing arrangement that once characterized the industry.
]]> On this episode of The ShiftShapers Podcast, I am talking to Jimmy Parrish. Jimmy has had a 15-year career in employee benefits focusing exclusively on non-insured plans.  He markets legal and identity theft protection plans to groups and has been among the top 20 producers since he began his practice.

I invited Jimmy to the show to share how he was able to build a successful employee benefits business stay on top of his game for 15 years without ever selling an insured product. In a post-PPACA world, where brokers are diversifying their practices, some are considering adding these plans to their portfolio. Learn how Jimmy approaches the market and how his experience and strategy can help you as well.

What You’ll Learn From This Episode:

  • How the landscape has changed and created an awareness for the need for legal and identity theft protection plans.
  • What Jimmy does to work with brokers.
  • Where Jimmy’s efforts to educate the public have taken him.
  • Why coverage has been developed to protect employers as well as their employees.
  • How the legal services business has evolved beyond the traditional multi-level marketing arrangement that once characterized the industry.
]]> David Saltzman c6f6509c6cf548ff768287fefbb11cb1 Sun, 29 Jun 2014 06:00:00 -0400 1288 Business,insurance,strategies,leads,profits,positioning,bnefits full false Ep #11: Revitalizing The American College - With Dr. Larry Barton Ep #11: Revitalizing The American College - With Dr. Larry Barton It is an honor to welcome the Chancellor of the American College of Financial Services Dr. Larry Barton to the show this week. Dr. Barton holds the O. Alfred Granum Chair in Management at the college and is an instructor at the FBI Academy in Quantico, Virginia. Over the course of his career, Dr. Barton also served as Motorola’s Vice President of Crisis Management and the President of Herald College and DeVry University.

When Dr. Barton first became president in 2003, the college was in crisis. Utilizing his extensive experience, Dr. Barton restructured and honed the college’s focus in order to enhance its presence as a leader in financial education. Tune in to find out what changes Dr. Barton helped make that will ensure that American College will continue to thrive and what the future holds for the seasoned educational institution.

What You’ll Learn From This Episode:

  • How the college was “running out of runway” when Dr. Barton became president in 2003.
  • What structural and financial challenges Dr. Barton had to face and the hard decisions he had to make when he first became president.
  • How an open, honest and transparent dialogue helped to facilitate and achieve the system-wide transformation that was required.
  • Why benefits professionals need to go beyond an RHU or REBC designation to survive and to best serve their clients’ needs in a post-PPACA environment
  • The programs The American College currently offers, including the new Masters and Doctorate programs.
  • What the college plans for the future  to remain relevant and reach their students in new and exciting ways.
]]> It is an honor to welcome the Chancellor of the American College of Financial Services Dr. Larry Barton to the show this week. Dr. Barton holds the O. Alfred Granum Chair in Management at the college and is an instructor at the FBI Academy in Quantico, Virginia. Over the course of his career, Dr. Barton also served as Motorola’s Vice President of Crisis Management and the President of Herald College and DeVry University.

When Dr. Barton first became president in 2003, the college was in crisis. Utilizing his extensive experience, Dr. Barton restructured and honed the college’s focus in order to enhance its presence as a leader in financial education. Tune in to find out what changes Dr. Barton helped make that will ensure that American College will continue to thrive and what the future holds for the seasoned educational institution.

What You’ll Learn From This Episode:

  • How the college was “running out of runway” when Dr. Barton became president in 2003.
  • What structural and financial challenges Dr. Barton had to face and the hard decisions he had to make when he first became president.
  • How an open, honest and transparent dialogue helped to facilitate and achieve the system-wide transformation that was required.
  • Why benefits professionals need to go beyond an RHU or REBC designation to survive and to best serve their clients’ needs in a post-PPACA environment
  • The programs The American College currently offers, including the new Masters and Doctorate programs.
  • What the college plans for the future  to remain relevant and reach their students in new and exciting ways.
]]> David Saltzman f32c76bc7df84fc0d24a421ffb6c55cb Sun, 22 Jun 2014 06:00:00 -0400 1285 Business,insurance,strategies,leads,profits,positioning,bnefits full false Ep #10: Shaping the Shift from Commission to Fee-Based Model with John Garven Ep #10: Shaping the Shift from Commission to Fee-Based Model with John Garven This week, I am pleased to bring John Garven on the program. John is the founder and president of Benico, an employee benefit brokerage and consulting firm based in the Chicago area.

I invited John on the show to talk about the shift he made from a traditional commission-based model to his current fee-based practice. John shares the details of his transition, as well as the key elements of a fee-based model. For anyone interested in pursuing this model, John imparts insightful advice that can help your business thrive.

What You’ll Learn From This Episode:

  • John’s background in the benefits market.
  • How John made the shift to a fee-based practice.
  • The clients’ reaction to the transition.
  • John’s advice for those thinking about switching over to fee basis.
  • Benico’s pricing breakdown for its deliverables.
  • The reasons behind the strategic partnership between Benico and Benefit Advisors Network.
  • John’s vision for healthcare reform and how it might impact the agency.
]]> This week, I am pleased to bring John Garven on the program. John is the founder and president of Benico, an employee benefit brokerage and consulting firm based in the Chicago area.

I invited John on the show to talk about the shift he made from a traditional commission-based model to his current fee-based practice. John shares the details of his transition, as well as the key elements of a fee-based model. For anyone interested in pursuing this model, John imparts insightful advice that can help your business thrive.

What You’ll Learn From This Episode:

  • John’s background in the benefits market.
  • How John made the shift to a fee-based practice.
  • The clients’ reaction to the transition.
  • John’s advice for those thinking about switching over to fee basis.
  • Benico’s pricing breakdown for its deliverables.
  • The reasons behind the strategic partnership between Benico and Benefit Advisors Network.
  • John’s vision for healthcare reform and how it might impact the agency.
]]> David Saltzman 19a7a5d8708da7bb1c4c818654419cd0 Sun, 15 Jun 2014 06:00:00 -0400 1247 Business,insurance,strategies,leads,profits,positioning,bnefits full false Ep #9: Arming Yourself Against the Unimaginable - Disability Income Insurance - With Jennifer Borislow Ep #9: Arming Yourself Against the Unimaginable - Disability Income Insurance - With Jennifer Borislow This week, we are pleased to welcome Jennifer Borislow, the founding principal of Borislow Insurance in Massachusetts. She is an author, industry thought leader and past president of the Million Dollar Round Table.

Borislow Insurance’s client-centric approach primarily focuses on employee benefits, using an innovative 7-discipline, 3-year model with specialized teams in each area to ensure the highest standard of client care.

Listen is as Jennifer shares an incredible story of how she learned the value of disability income insurance, and how it changed her practice forever. Don’t miss this insightful episode!

What You’ll Learn From This Episode:

  • How of Borislow Insurance came about and how it’s organized.
  • The agency’s unique 7-discipline model.
  • Why Jennifer specialized in disability income.
  • How the agency uses disability income as a differentiator.
  • How Jennifer’s benefits agency positions disability as an integral part of their 3-year approach toward each client firm they serve.
  • Simple, yet powerful tool that has helped Jennifer and her partner, Mark Gaunya, build their essential corporate culture described in their book Inspire to Act.
]]> This week, we are pleased to welcome Jennifer Borislow, the founding principal of Borislow Insurance in Massachusetts. She is an author, industry thought leader and past president of the Million Dollar Round Table.

Borislow Insurance’s client-centric approach primarily focuses on employee benefits, using an innovative 7-discipline, 3-year model with specialized teams in each area to ensure the highest standard of client care.

Listen is as Jennifer shares an incredible story of how she learned the value of disability income insurance, and how it changed her practice forever. Don’t miss this insightful episode!

What You’ll Learn From This Episode:

  • How of Borislow Insurance came about and how it’s organized.
  • The agency’s unique 7-discipline model.
  • Why Jennifer specialized in disability income.
  • How the agency uses disability income as a differentiator.
  • How Jennifer’s benefits agency positions disability as an integral part of their 3-year approach toward each client firm they serve.
  • Simple, yet powerful tool that has helped Jennifer and her partner, Mark Gaunya, build their essential corporate culture described in their book Inspire to Act.
]]> David Saltzman b8b2ecede8e5309da719dc9a120be0a3 Sun, 08 Jun 2014 06:00:00 -0400 1375 Business,sales,insurance,strategies,leads,profits,positioning full false Ep #8: Helping Brokers Find a New Strategy with Jeff Hogan Ep #8: Helping Brokers Find a New Strategy with Jeff Hogan In addition to creating a presence for his company, Rogers Benefit Group, in a new, carrier rich environment, Jeff Hogan has created unique partnerships with his brokers that help them to deliver an engaging, modern and consultative approach to employee benefits.

They encourage employers to view their benefits offerings just as they would any other (non-benefits) asset. Once that mindset is in place, Jeff works closely with his brokers to bring data and analytics to decisions about everything from core benefits to wellness and other benefit initiatives.

Listen to this week’s episode to learn more about their innovative and successful approach. See how you can adapt their model to your practice to bring greater value and differentiate your agency.

What You’ll Learn From This Episode:

  • How Jeff and his team established themselves as a top competitor in a challenging environment
  • What led to their “benefits as corporate asset” strategy
  • How they create partnerships with their brokers
  • What steps they take to create long-term relationships with employers
  • Innovative steps they have taken to bring other relevant stakeholders into the equation.
]]> In addition to creating a presence for his company, Rogers Benefit Group, in a new, carrier rich environment, Jeff Hogan has created unique partnerships with his brokers that help them to deliver an engaging, modern and consultative approach to employee benefits.

They encourage employers to view their benefits offerings just as they would any other (non-benefits) asset. Once that mindset is in place, Jeff works closely with his brokers to bring data and analytics to decisions about everything from core benefits to wellness and other benefit initiatives.

Listen to this week’s episode to learn more about their innovative and successful approach. See how you can adapt their model to your practice to bring greater value and differentiate your agency.

What You’ll Learn From This Episode:

  • How Jeff and his team established themselves as a top competitor in a challenging environment
  • What led to their “benefits as corporate asset” strategy
  • How they create partnerships with their brokers
  • What steps they take to create long-term relationships with employers
  • Innovative steps they have taken to bring other relevant stakeholders into the equation.
]]> David Saltzman aa4c12ded21bda96ae8e06c6db11d034 Fri, 30 May 2014 06:00:00 -0400 1295 Business,sales,insurance,strategies,leads,profits,positioning full false Ep #7: Eliminating Waste and Improving Quality in Today’s Healthcare with Frank Roby Ep #7: Eliminating Waste and Improving Quality in Today’s Healthcare with Frank Roby Can waste in healthcare be eliminated without being disruptive, while also engaging physicians and creating transparency? We’re pleased to welcome Frank Roby to the program today, to answer this question. He is the CEO of RevelationMD and has a background in employ benefits, mainly in healthcare industry.

Working in larger-case, self-funded arenas, RevelationMD aims to eliminate waste and improve quality in today’s healthcare system through the power of their physician-centered data bridge.  In this episode Frank Roby explains how his platform not only brings all the stakeholders together, but also factors in an important, mostly forgotten part in the cost equation – the physician.

In order to successfully achieve that, RevelationMD provides a flow of information that better enables the physicians to offer proper care for the company’s employees. This system also benefits physicians through the employer or the insurance company’s willingness to share the savings that physicians can achieve by better outcomes and by helping to find better pricing options through their transparency.

What You’ll Learn From This Episode:

  • The history of the shift in employee benefits of healthcare industry.
  • The reasons why RevelationMD works in larger, self-funded arenas, and how this information can help mid and smaller market folks.
  • How physicians benefit from RevelationMD’s approach.
  • How RevelationMD’s efforts affect transparency of pricing to the ensured individuals.
  • Possible trajectory of where the industry is headed and how RevelationMD fits into this.
]]> Can waste in healthcare be eliminated without being disruptive, while also engaging physicians and creating transparency? We’re pleased to welcome Frank Roby to the program today, to answer this question. He is the CEO of RevelationMD and has a background in employ benefits, mainly in healthcare industry.

Working in larger-case, self-funded arenas, RevelationMD aims to eliminate waste and improve quality in today’s healthcare system through the power of their physician-centered data bridge.  In this episode Frank Roby explains how his platform not only brings all the stakeholders together, but also factors in an important, mostly forgotten part in the cost equation – the physician.

In order to successfully achieve that, RevelationMD provides a flow of information that better enables the physicians to offer proper care for the company’s employees. This system also benefits physicians through the employer or the insurance company’s willingness to share the savings that physicians can achieve by better outcomes and by helping to find better pricing options through their transparency.

What You’ll Learn From This Episode:

  • The history of the shift in employee benefits of healthcare industry.
  • The reasons why RevelationMD works in larger, self-funded arenas, and how this information can help mid and smaller market folks.
  • How physicians benefit from RevelationMD’s approach.
  • How RevelationMD’s efforts affect transparency of pricing to the ensured individuals.
  • Possible trajectory of where the industry is headed and how RevelationMD fits into this.
]]> David Saltzman 78d13c69cb636ce9dad20e79fd68d7c3 Fri, 23 May 2014 06:00:00 -0400 1318 Business,sales,insurance,strategies,leads,profits,positioning full false Ep #6: Enrollment Software that Engages, Educates, and Helps You To Sell - With Joe Fernandez Ep #6: Enrollment Software that Engages, Educates, and Helps You To Sell - With Joe Fernandez This week, we welcome Joe Fernandez, from The Benefits Expert (TBX), to the show. Joe explains how TBX created an animated and engaging front end to the traditional online enrollment system. TBX uses media content, decision support, and interactive experience for employees to learn about benefits. It also points out the opportunities to fill the gaps in employees’ core plan with voluntary benefits that sell themselves.

Listen in to learn how TBX recreated enrollment software that engages, educates, and enhances the selling process and which can be provided and customized at no up-front cost. Joe will explain the reasons why his system is a great differentiator for brokers and how his new approach helps to market employee benefits more effectively. Don’t miss this episode!

What You’ll Learn From This Episode:

  • How The Benefits Expert not only enrolls – it helps brokers sell.
  • TBX’s innovative methods of employee engagement, education, and enrollment.
  • TBX’s new simplified way of bundling benefits that increases the take-up rates dramatically.
  • Why these benefit bundles work better than allowing the employees to pick their options.
  • How and why TBX is able to offer their technology at no up-front cost to brokers.
]]> This week, we welcome Joe Fernandez, from The Benefits Expert (TBX), to the show. Joe explains how TBX created an animated and engaging front end to the traditional online enrollment system. TBX uses media content, decision support, and interactive experience for employees to learn about benefits. It also points out the opportunities to fill the gaps in employees’ core plan with voluntary benefits that sell themselves.

Listen in to learn how TBX recreated enrollment software that engages, educates, and enhances the selling process and which can be provided and customized at no up-front cost. Joe will explain the reasons why his system is a great differentiator for brokers and how his new approach helps to market employee benefits more effectively. Don’t miss this episode!

What You’ll Learn From This Episode:

  • How The Benefits Expert not only enrolls – it helps brokers sell.
  • TBX’s innovative methods of employee engagement, education, and enrollment.
  • TBX’s new simplified way of bundling benefits that increases the take-up rates dramatically.
  • Why these benefit bundles work better than allowing the employees to pick their options.
  • How and why TBX is able to offer their technology at no up-front cost to brokers.
]]> David Saltzman 07de142fa7cafb368336f53f5c1ce189 Fri, 16 May 2014 06:00:00 -0400 1355 Business,sales,insurance,strategies,leads,profits,positioning full false Ep #5: Veteran Affairs with Tony Boquet of the American College Ep #5: Veteran Affairs with Tony Boquet of the American College Today, we welcome  Tony Boquet, vice president of the American College. We begin our wide-ranging interview with a discussion of the Penn Mutual Center for Veteran Affairs. The Center is a scholarship-based program which helps veterans returning from different conflicts around the world to get the education they need to build careers in the financial services industry.

We also discuss new programs and designations on both the life and the benefits side of the business, including some specially targeted to new areas of concentration. We also learn how the college is also keeping up with the times with new state-of-the-art audio and video production facilities, new ways to access content, and more.

In an ever-more complex marketplace, education may be more important than ever. For more than 87 years, The American College has provided a variety of educational tracks geared to benefits and financial services professionals. As a former producer himself, Tony’s perspective and enthusiasm for the forward direction of the college makes for a great and engaging interview. Don’t miss this one!

What You’ll Learn From This Episode:

  • The success stories of two Veterans Program graduates who recently received their master’s degrees.
  • The reasons why the American College and financial services education is more relevant today than ever.
  • All about the new Income Retirement Course and what it entails.
  • The background and details about the new Special Needs designation.
  • How RHU and REBC have morphed into a new designation that reflects the post-PPACA world.
  • The new technology and innovations the College embraced to provide a top-notch education to their clients.
]]> Today, we welcome  Tony Boquet, vice president of the American College. We begin our wide-ranging interview with a discussion of the Penn Mutual Center for Veteran Affairs. The Center is a scholarship-based program which helps veterans returning from different conflicts around the world to get the education they need to build careers in the financial services industry.

We also discuss new programs and designations on both the life and the benefits side of the business, including some specially targeted to new areas of concentration. We also learn how the college is also keeping up with the times with new state-of-the-art audio and video production facilities, new ways to access content, and more.

In an ever-more complex marketplace, education may be more important than ever. For more than 87 years, The American College has provided a variety of educational tracks geared to benefits and financial services professionals. As a former producer himself, Tony’s perspective and enthusiasm for the forward direction of the college makes for a great and engaging interview. Don’t miss this one!

What You’ll Learn From This Episode:

  • The success stories of two Veterans Program graduates who recently received their master’s degrees.
  • The reasons why the American College and financial services education is more relevant today than ever.
  • All about the new Income Retirement Course and what it entails.
  • The background and details about the new Special Needs designation.
  • How RHU and REBC have morphed into a new designation that reflects the post-PPACA world.
  • The new technology and innovations the College embraced to provide a top-notch education to their clients.
]]> David Saltzman 95b7024828f0a2d3ea5404d1cbfbce84 Fri, 09 May 2014 06:00:00 -0400 1333 marketing,Business,sales,Branding,insurance,entrepreneurship,leads,profits full false Ep #4: Using LinkedIn to Generate a Fresh Supply of Warm Referred Leads with Mel Schlesinger Ep #4: Using LinkedIn to Generate a Fresh Supply of Warm Referred Leads with Mel Schlesinger On today’s episode, we are speaking with Mel Schlesinger, the creator of the LinkedIn Lead System. For many years he has been known as a leader in the health insurance industry and served as the president of the National Association of Health Underwriters. After years of researching and using different types of marketing, Mel has discovered a way of creating an unlimited source of fresh leads. Listen in to find out how you can skip making those dreaded cold calls and tap into this amazing resource by using Mel’s LinkedIn marketing. Don’t miss this insightful episode!

What You’ll Learn From This Episode:

  • Why LinkedIn is a better tool for marketing than cold calling.
  • How you can use LinkedIn as the ultimate lead generation tool.
  • The reasons why LinkedIn is a great referral machine.
  • How Mel’s program differs from other workshops and what skills you can walk away with after completing it.
  • The types of services available from LinkedIn Lead System.
]]> On today’s episode, we are speaking with Mel Schlesinger, the creator of the LinkedIn Lead System. For many years he has been known as a leader in the health insurance industry and served as the president of the National Association of Health Underwriters. After years of researching and using different types of marketing, Mel has discovered a way of creating an unlimited source of fresh leads. Listen in to find out how you can skip making those dreaded cold calls and tap into this amazing resource by using Mel’s LinkedIn marketing. Don’t miss this insightful episode!

What You’ll Learn From This Episode:

  • Why LinkedIn is a better tool for marketing than cold calling.
  • How you can use LinkedIn as the ultimate lead generation tool.
  • The reasons why LinkedIn is a great referral machine.
  • How Mel’s program differs from other workshops and what skills you can walk away with after completing it.
  • The types of services available from LinkedIn Lead System.
]]> David Saltzman 094d1886badce35d1d986ec117e896f6 Fri, 02 May 2014 06:00:00 -0400 898 marketing,Business,sales,Branding,insurance,entrepreneurship,leads,profits full false