This episode of The ShiftShapers Podcast is called “The $500 Tipping Point” with Amy Chambers, Founder and COO of HealthBridge. Today, David and Amy discuss the complex problem of providing for the healthcare of the functionally uninsured.

Amy explains their program’s benefits to providers such as infusing cash into the system and reducing difficulties in collecting. On the member side, she further shares how this restores their dignity around the issue of money and their faith into value-based care.

What You’ll Learn From this Episode:

  • 01:55 Amy’s background & observations on average American financial capacity
  • 08:52 Designing a program for the functionally uninsured
  • 13:49 Advantages to providers
  • 17:02 Benefits to employee members

Quotes:

04:54 “The average plan out of pocket these days is $8,000 but the average American has about $400 in times of emergency.”

05:42 “64% of people report to have avoided medical care due to these out of pockets. That’s meaningful and it impacts outcomes. It erodes what we’re trying to do in value-based care.”

11:49 “What we’ve created is a first of its kind employee benefit program. It’s going to help the member regardless of their financial status because we talk about a lot of people who are lower income.”

14:23 “We cover all the co-payments, co-insurance, and deductibles for them, all the way up to their out of pocket and beyond if they happen to have any co-pays.”

17:08 “It certainly insulates them against financial crisis. It should arguably improve their access to care. About 25% of those members that you’re sitting knee to knee with in open enrollment actually have no access to credit.”

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This episode of The ShiftShapers Podcast is called “Removing Self-Funding Barriers For Employers and Advisors” with Michael Poelman and Spencer Brydon, President and Regional Vice President of Sales respectively at Novo Benefits.

Today, Michael and Spencer discuss what keeps employers and brokers from going self-funded, as well as what independence and transparency really mean in this space. They also share how brokers can approach stop-loss carriers and reduce complexity moving forward.

What You’ll Learn From this Episode:

  • 01:46 Barriers to becoming self-funded: Perceived risk & complexity
  • 05:49 True independence & transparency
  • 10:26 Pros & cons of different avenues to a self-funded plan
  • 12:27 Talking to a stop-loss carrier & reducing complexity
  • 18:01 The present & future roles of technology

Quotes:

03:14 “Jumping into the TPA realm or vertically and they go to TPA, they tend to see those complexities are worked out because they’ve already prefabbed whatever they’re getting.”

13:48 “A traditional broker might just go out there and market stop-loss but they’re not really again able to get the stop-loss markets to respond with rate discounts that are appropriate for what you’ve put together.”

17:52 “They oftentimes come to us with 1 solution and when they realize that the other solutions might have more to offer, they oftentimes trade up in the sense.”

18:58 “As we start to introduce AI and machine learning into the process, we’re making it much easier to be able to create customized plan stacks that are targeted at a specific population.”

20:19 “If you’re building a plan just based off of a census, you don’t have very much insight, if any at all, into what’s actually going on behind the scenes.”

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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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