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

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.

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

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?

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

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.

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

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?

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

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.

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

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.

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

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.

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

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.

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

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.

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

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 your continued support. We hope you’re enjoying the holidays 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.

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