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.”

Resources

EIQ Definitions

“The Magical Power of Shared Purpose” TEDx Talk by Alan Samuel Cohen

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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.”

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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.”

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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.”

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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.”

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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.”

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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.”

Resources:

https://www.enterprisenow.net/

[email protected]

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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.”

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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.”

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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.”

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