ShiftShapersCoverArtEvery time talk turns to single payer, folks use the Canadian healthcare system as a reference. How does that system really work and does it provide better care for our northern neighbors?

For answers, we went to our Canadian friend Ron Hansell, President of Cross Border Benefits. We start by asking Ron for an overview of their system – just to level-set the discussion. He explains how their system is paid for, what it costs and how their citizens interact with it.

We discuss some of the results of a recent Fraser Institute study about how their costs are rising and how and why so many Canadians seek care abroad – most in the United States. We also look at the effect of ever-lengthening waiting times for treatment that seems to be inherent in their health care arrangement.

An ever-growing number of U.S. companies have a presence in Canada, and Ron explains what those companies and their advisors need to know to advise them properly.

What You’ll Learn from This Episode:

  • What the Canadian Healthcare System is like.
  • What the Canadian system costs.
  • How Canadians interact with the system.
  • How lengthy wait times drive Canadians to the U.S. for healthcare.
  • What U.S. companies need to know about benefits in Canada.

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Last week we explored buying leads. This week, in part 2 we will discuss how to maximize the potential of those purchased leads.

If you were surprised at how much has changed if you are buying leads, our guest this week, Don Runge, President of DMR and LeadGuru, believes that the established methodologies still work best for getting the most out of those leads.

Don contends that advisors need to make a “mind-shift” that challenges a lot of what they may believe about working leads. He also cautions that a lead is not a sale, but rather, a convenient excuse to begin a conversation with a prospect.

You will learn why CMA is more important than PMA and we will discuss the three things you need to work on before you call on those leads. For good measure, (and probably because we recorded the interview at lunchtime), we throw in a quick discussion of Chicago-style pizza!

What You’ll Learn from This Episode:

  • What the big issue is with acquiring and using leads.
  • What mind-shift advisors need to make.
  • What the most affective approaches are.
  • How to define a lead if it’s not a sale.
  • Why CMA is more important than PMA.
  • Three things advisors need to work on before they call.

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