This episode of The ShiftShapers Podcast is called “Using Data To Decide When To Go Partially Self Funded” with Hari Sundram, CEO and Founder at Verikai. Today, David and Hari discuss the kinds of data that are used as a surrogate for risk.

Hari explains how brokers can inform their clients on predictive modeling and how having large data sets helps cut through anecdotal biases to provide new premiums and new outcomes.

What You’ll Learn From this Episode:

  • 01:27 The right time to go self-funded
  • 04:32 Data as a surrogate for risk
  • 09:36 Data analysis: How brokers should inform clients
  • 16:14 Predictive modeling: Creating new outcomes with repetitive data

Quotes:

07:45 “Ultimately, the outcome we try to look at is loss ratio applied at an individual level. That’s our goal because ultimately that’s the lynchpin of understanding whether the group has the risk necessary.”

11:19 “When you get back that score, a scenario analysis is laid out for you that says this is a score and this is how it translates into the placement of the business.”

18:24 “The only thing more dangerous than no information is a little bit of information because with a little bit of information, you’re able to apply your bias even more than with no information at all.”

21:30 “The value of predictive modeling is its ability to cut through those things that are anecdotal and find pattern that have occurred historically but have occurred historically repetitively.”

24:41 “If you want to write new premium, you need new information. What you want to do though is make sure that that new information does actually index to the outcome because the outcome is actually consistent.”

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This episode of The ShiftShapers Podcast is called “Help Your Clients Go Back To The Office” with Chris Yarn, CEO of Walk On Clinic. Today, host and Chief Transformation Strategist David Saltzman and Chris discuss how employers can go ahead with testing (or not testing) their employees for COVID.

Chris starts by sharing his experience with helping employers deploy large-scale virus testing and how brokers can recommend these measures. He also explores actual human behavior when it comes to testing positive and its sometimes contradictory nature to EEOC and HIPAA regulations.

What You’ll Learn From this Episode:

  • 05:19 Exploring COVID testing for employers & brokers
  • 10:36 Is there a “definitive” COVID test?
  • 13:35 Human behavior: enforcing EEOC & HIPAA rules
  • 16:30 How to recommend programs to employers
  • 19:11 What is reimbursable to insurance companies?

Quotes:

08:15 “I would advise to consultants and brokers and insurance carrier reps: don’t try and play doctor. Your job is what it always has been and that is help your clients manage risk.”

13:15 “They’re not going to say you’re immune to this thing, but there are hospital systems that are doing blood transfers with people that have had the antibodies and it’s been one of the best clinical treatments for it.”

14:51 “The reality is that patient is on their phone within 10 minutes texting every single one of their coworkers, hey, I tested positive. Make sure you go get a test.”

18:36 “You’re better off contacting biometric screenings companies that have already built processes out and are used to doing large-scale testing.”

21:30 “If you’re an advisor or broker, is your relationship strengthened by providing your clients resources to do return to work testing or COVID or providing them no resource at all?”

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This episode of The ShiftShapers Podcast is called “Disrupting Your Own Disruption” with Eric Silverman, Founder of Voluntary Disruption. Today, host and Chief Transformation Strategist David Saltzman and Eric discuss some major changes to voluntary benefits aka enhanced benefits.

They explore the reasons why enhanced benefits are a practical idea, the improvements in the tech that serves this group, and the strategies to drive engagement among employees and keep benefits attractive.

What You’ll Learn From this Episode:

  • 02:38 Brokers still ignore enhanced benefits
  • 09:52 Introducing technology to streamline access to voluntary benefits
  • 15:09 Secret to engagement: Help people understand their exposures
  • 18:45 The most attractive benefits

Quotes:

07:36 “It’s not exactly the employer that loses as much as it’s the employees. Again, I can’t stress enough, the end-user. Why should an employee be relegated to spend more money for less robust coverage on things that they’re going to buy anyway?”

12:49 “They needed to get into the technological world so we helped streamline and implement our technology completely, again, using that term, the ‘Amazon of Benefits.'”

14:52 “You can still get the participation, engagement, and results even if you don’t have in-person, one-on-one enrollment.”

17:11 “When we implement these things with small to large groups alike, that’s where you truly have the engagement, when they know that you’re only a phone call away, they have a scheduler link.”

19:13 “The most popular plans, still to this day, it happens to be the accident plan, the hospital plan; for any carriers getting really big, medical bridge-type hospital plans, indemnity programs.”

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This episode of The ShiftShapers Podcast is called “The Genomic Revolution – with Darren Rowe”. Today, host and Chief Transformation Strategist David Saltzman and Darren explore the current science of genomics and the potential it holds for precision medicine in the future.

Darren also raises the important social and ethical elements that are inherent with genomics, such as the role of wealth and the possibility of breeding superhumans based solely on their capacity to access this technology. Darren also explains how ROI can be determined in the early stages of genomics today.

What You’ll Learn From this Episode:

  • 04:20 The Genomic Revolution defined
  • 07:55 Applying genomics
  • 11:25 Genetic editing: a social and ethical question
  • 14:29 Precision medicine & insurance companies
  • 19:30 Demonstrating the ROI of genomics

Quotes:

03:26 “What are some things that you might want to think about when you’re purchasing a group plan for your employees? Maybe come up with a top 10 things that people need to recognize.”

08:13 “Anytime you can share a story, you’re touching people. They’re getting to know you better. You’re able to reach out and really say hey, I can identify with you. I get it. I’ve experienced this too. So stories are vital.”

17:47 “You’ll always get business from the audience if you present good content and you do some of the tips I shared earlier. But be negotiable.”

18:02 “Speaking should be used as a paid marketing tool for you to get more clients, for you to get in front of those audiences, to get those private speaking training or speaking gigs as well.”

21:11 “The best way to deal with fear is feel the fear, do it anyway, because you’re up there. You just have to get started.”

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This episode of The ShiftShapers Podcast is called “More Effective and Efficient Prospecting – With Kerry Heaps”. Today, host and Chief Transformation Strategist David Saltzman and Kerry start by discussing public speaking, how it improves prospecting, and how imparting helpful information should be your number 1 priority.

Kerry then explains the importance of body language during public speaking and how strategic use of PowerPoints are not only a requirement by large conferences but also serve as an important teaching tool. Lastly, Kerry also shares her own tips to get over the nerves of speaking in front of a live audience.

What You’ll Learn From this Episode:

  • 01:55 Benefits of public speaking for effective prospecting
  • 05:05 Focus on imparting helpful information
  • 10:51 Making yourself relatable & effective PowerPoint strategies
  • 15:13 How to engage large conferences as a speaker
  • 18:36 Getting over the fear of public speaking

Quotes:

03:26 “What are some things that you might want to think about when you’re purchasing a group plan for your employees? Maybe come up with a top 10 things that people need to recognize.”

08:13 “Anytime you can share a story, you’re touching people. They’re getting to know you better. You’re able to reach out and really say hey, I can identify with you. I get it. I’ve experienced this too. So stories are vital.”

17:47 “You’ll always get business from the audience if you present good content and you do some of the tips I shared earlier. But be negotiable.”

18:02 “Speaking should be used as a paid marketing tool for you to get more clients, for you to get in front of those audiences, to get those private speaking training or speaking gigs as well.”

21:11 “The best way to deal with fear is feel the fear, do it anyway, because you’re up there. You just have to get started.”

 

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This episode of The ShiftShapers Podcast is called “Dealing With People You Can’t Stand – with Dr. Rick Brinkman”. Today, host and Chief Transformation Strategist David Saltzman and Rick talk about bringing out the best in people by first understanding intent and criteria.

With these, and the knowledge of 13 archetypes of people you can’t stand, it becomes much easier to understand where they are coming from and to communicate what you want to tell them effectively.

What You’ll Learn From this Episode:

  • 05:01 13 archetypes of people you can’t stand
  • 08:12 The Know-It-All: Understanding intent and criteria
  • 13:57 The Tank, Winding & Negativity
  • 17:31 Listening with the intent to understand
  • 19:25 Changing attitudes to deal with people

Quotes:

08:06 “You can think of these behaviors like workout machines in a gym: each one’s got to work out a different muscle group. What a Know-It-All is going to teach us is how to open a closed mind.”

08:26 “Understanding is probably the most powerful skill you can ever develop as a communicator. If you have the ability to put aside something you want to say very badly and temporarily focus in on the other person, then you can’t get into an argument.”

11:47 “In any situation, if you’re trying to understand people, two of the most important things you can ever understand is their intent and criteria.”

19:00 “You really have to train yourself to breathe through your desire to speak and really let the other person go first. And then it’s so easy to get people to realize anything.”

21:46 “So if you’re replaying the past the way it was, you’re creating an association. The next time you’re in that situation, you’ll be even quicker at being intimidated or whatever you don’t want. So you have to break that cycle.”

Resources:

Dealing with People You Can’t Stand: How to Bring Out the Best in People at Their Worst” by Dr. Rick Brinkman

Dealing with Meetings You Can’t Stand: Meet Less and Do More” by Dr. Rick Brinkman

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This episode of The ShiftShapers Podcast is called “Employee-customized Wellness Programs – with Daniel Freedman”. Today, host and Chief Transformation Strategist David Saltzman and Daniel discuss wellness challenges in the workplace, expanding wellness to include emotional support, and migrating these classes to the online space.

The key difference is the social aspect and Daniel provides examples of how companies that cater to the social needs of their employees see a boost in happiness and productivity, even as people from across the world work from home amidst the coronavirus pandemic.

What You’ll Learn From this Episode:

  • 02:08 Employers and how they view wellness in their companies
  • 06:31 Challenges to wellness: relatability & social connection
  • 11:05 Communicating wellness in the workplace
  • 14:49 Specialty and emotional support classes
  • 16:53 Sharing wellness exercises with family and friends

Quotes:

06:05 “It’s the reason why we are focused online is because that’s where the need is. That’s where the challenge is. Most people never go into a gym or studio. Most people are struggling and they need both the programming and the social motivation to do it.”

07:57 “So number 1, the big gap right now, has been a lack of choice and diversity when it comes to programming. People react to what’s relatable to them. You show them something that’s not relatable, they’re just going to ignore it.”

08:48 “The key to both initiating and critically sustaining behavioral change is social support.”

17:13 “As as you can imagine right now, with the current health crisis especially so, where people are stuck in their own homes and they’re missing that social connection with others, what they’re able to do is they’re actually seeing and hearing each other.”

19:48 “If I can just open up my phone or my computer and invite my wife in her office to do a 15-minute mindfulness class with me, that’s increasing the odds that I’m going to do it and that’s going to increase the odds that she’s going to do it.”

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This episode of The ShiftShapers Podcast is called “What is Stress – and How Can We Cope? – With Lynn Jonen, PhD” and today, host and Chief Transformation Strategist David Saltzman and Lynn discuss the problems caused by stress, understand the underlying causes, and explore various solutions.

This discussion is especially relevant nowadays with the drastic changes brought about by COVID-19 and the corresponding stress that it causes on people. David and Lynn also talk about spiritual health and its role in keeping stress at bay.

What You’ll Learn From this Episode:

  • 02:26 Defining stress responses
  • 06:59 Managing stress
  • 15:55 Techniques to intervene and control stress
  • 18:33 The significance of spiritual health
  • 21:09 Social distancing: shifting from physical distancing to social connection

Quotes:

09:33 “They can make you increasingly more vulnerable to the ill effects of stress which tend to be more illness with lower immune function, more digestive problems, reproductive difficulties, difficulties with higher-level cognitive thinking.”

12:53 “It does have, when stress is good, if you’re at work and you have a big project or a presentation, a little bit of adrenaline can help sharpen your thinking and focus.”

14:50 “Stressful events are stressful because the individual perceives them that way.”

17:27 “Meditation and mindfulness are so popular because they ask that we focus on the present moment at the exclusion of future worries and past regrets.”

20:20 “Prayer is a wonderful way to manage stress and feel that connection, creativity. Looking at your values, looking at your sense of meaning and purpose in life and maybe talking to someone, seeking support when you need help sorting that out.”

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This is part 2 of The ShiftShapers Podcast episode called “Reading the Regulatory Tea Leaves – with Jessica Waltman” and today, host and Chief Transformation Strategist David Saltzman and Jessica discuss transparency changes on the regulatory front and how these changes can affect you and your clients.

In particular, Jessica breaks down into plain language the transparency rules that affect hospitals and the differences with the rules for insurers and employer-sponsors in disclosing information. Jessica also explains how the new rules affect regular consumers and how requests for information can be made.

What You’ll Learn From this Episode:

  • 02:17 Transparency rules: 1 enforced & 1 pending
  • 04:49 Hospitals to make their rates public: online & list of common services
  • 09:00 Transparency for insurers, employer-sponsors & plans
  • 13:42 Ceding liabilities

Quotes:

04:02 “The hospitals have sued the Trump administration over this rule and they are trying to stop it from being implemented.”

05:27 “It’s really looking at what’s the hospital take-home for these services. It’s not really looking at what you or I might pay if we went into the hospital.”

09:12 “What the employers and the insurers are going to be asked to do is they have to disclose the price to consumers. They have to make it available.”

13:42 “If you’re a fully-insured regular small group of 20, you have liability but you can cede your liability to your carrier via your contract.”

14:28 “In a self-funded scenario, the ultimate liability for this getting done as proposed rests on the employer-sponsored plan.”

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This is part 1 of The ShiftShapers Podcast episode called “Reading the Political Tea Leaves – with Jessica Waltman” and today, host and Chief Transformation Strategist David Saltzman and Jessica discuss health insurance and health-related matters in today’s political climate.

Jessica, who is Principal at Forward Health Consulting, provides easy to understand insights about what is happening with the Affordable Care Act or ACA and how scrapping it affects much more than just Obamacare. She also provides a fearless forecast on the future of the ACA under a Sanders, Biden, and second Trump administration.

What You’ll Learn From this Episode:

  • 02:21 Supreme Court to rule on the ACA
  • 10:57 Separating Obamacare from ACA
  • 14:22 Predicting healthcare in the next administration

Quotes:

07:08 “So we’re going to hear one hour of arguments and you’re going to have to bring these issues to us. One, is this challenge to the ACA even legal at all?”

08:07 “And then three, if it is true, and the mandate’s invalid, then can it be separated from the rest of the ACA or should the entire law be struck down?”

11:16 “The part that everybody talks about, things about as Obamacare, is really about 50 pages in the front. So it’s not really that big.”

16:01 “Bernie Sanders wants to have a single-payer system in the United States. He wants everyone to have free healthcare with no co-pays, no premiums.”

20:34 “My guess is that Joe Biden, having his very long legislative history and then also serving as vice president, is a little more flexible than perhaps Bernie Sanders.”

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