13 May 2019

Ep #266: Opportunities Offering HR Services To Employers – with Barry Cohn

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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?

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06 May 2019

Ep #265: Overcoming Small Market Challenges With Today’s Plans – with Josh Butler

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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.

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29 Apr 2019

Ep #264: Deconstructing a Plan is Better Than Constructing A Plan – with Robson Baker

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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.

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22 Apr 2019

Ep #263: Using Yoga and Meditation to Reduce Health Care Costs – with Naama Pozniak

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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.

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15 Apr 2019

Ep #262: Don’t Make The Wrong Tech Decisions – Get Help First! – with Jeff Severson

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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.

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08 Apr 2019

Ep #261: Avoiding Landmines and Litigation in DI Claims – with Eric Buchanan

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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.

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01 Apr 2019

Ep #260: Beyond Product and Marketing: Hearing and Being Heard – with Dana Dombrowski

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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.

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25 Mar 2019

Ep #259: Helping Clients Avoid “If I Had Only Known” Syndrome – with Jennifer Borislow

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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.

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18 Mar 2019

Ep #258: Can a 4th Generation Agency Go Value Based? – with Taylor Lindsey

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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.

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11 Mar 2019

Ep #257: Turn Data Into Action to Help Plans Deliver Results – with Ross Bjella

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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).

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