The-Shift-Shapers-Podcast-(Rough-Comp-2)

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

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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

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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

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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!”

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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.

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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.

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Our guest believes there is an “old way” and a “new way” to create opportunities and help clients with LTC. Which is the best way? Listen in.

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.

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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.

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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.

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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.

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