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.”

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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.”

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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.”

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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.”

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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

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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.”

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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.”

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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.”

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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.”

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This week’s episode is about small group businesses. Our guest, Nancy Giacolone, 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.”

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