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

Steve Watson is a CFO/CHRO of a 500-life group who has learned that there is a critical lack of understanding about benefits among his peers. In this interview, Steve offers his candid impressions about his efforts to educate other C-suite leaders and how benefits advisors can be more effective when talking with them.

What You’ll Learn From this Episode:

  • How Steve started his benefits education journey.
  • What surprised him the most as he learned more and more.
  • How should benefits advisors talk with C-suite dwellers?
  • How does an advisor get the attention of a corporate leader?
  • Why words matter.

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

How do you deal with a bifurcated market, and what can we learn from our Taft/Hartley cousins? Jim Garrison, President at Pacific Federal, a private TPA in Southern California, discusses that and more in this episode.

What You’ll Learn From this Episode:

  • How to deal with different market segments in the same state.
  • How the cannabis industry is changing benefits delivery.
  • Why agency rollups are both a curse and a blessing.
  • How the field service component is still the key.
  • What can Taft/Hartley accounts learn from traditional plans?

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

A personal encounter with the medical system led to a decision that making a difference required a different approach. So Adam Berkowitz launched an agency that takes a new-day perspective in its operations and interactions with clients.

What You’ll Learn From this Episode:

  • The personal experience that began the process.
  • Leveraging technology to control expense and enable scaling.
  • Focusing on being educational and consultative.
  • The St. Louis market and its influence.
  • Working with the shifting mindset of clients.

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

With the massive amount of creative disruption happening in our industry, the need for advisor education is greater than ever. The University of Lynchburg’s Tom Scott has relied on industry experts and others to create a new Masters degree which focuses on the practical aspects of the new world of health benefits.

What You’ll Learn From this Episode:

  • How a Ph.D. in quantitative analysis found his way to the healthcare space.
  • Why health care education is a true blue ocean – and why that can’t continue.
  • Looking at health care costs from square 1 was the starting point.
  • Structure as 5, 10-week courses with top industry figures as lecturers and teachers – all online.
  • Solutions are available for our challenges – if we work and study together.

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

With the massive amount of creative disruption happening in our industry, the need for advisor education is greater than ever. The University of Lynchburg’s Tom Scott has relied on industry experts and others to create a new Masters degree which focuses on the practical aspects of the new world of health benefits.

What You’ll Learn From this Episode:

  • How a Ph.D. in quantitative analysis found his way to the healthcare space.
  • Why health care education is a true blue ocean – and why that can’t continue.
  • Looking at health care costs from square 1 was the starting point.
  • Structure as 5, 10-week courses with top industry figures as lecturers and teachers – all online.
  • Solutions are available for our challenges – if we work and study together.

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Listen to the Full Interview:

This Episode is Sponsored by:

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

With all of the focus on deconstructing health plans, the technical aspects of self-funding, advising clients on compliance, and more – it is often hard to remember the amount of good we do as an industry. Advisor Tom DiLiegro’s experience as a young man drove that point home in a very personal and long-lasting way.

What You’ll Learn From this Episode:

  • How his personal experience drove his professional choices.
  • How to make an impact on a personal level.
  • How the Charleston, SC market impacts plans, decisions, advising and more.
  • Why small businesses are too often forgotten.
  • Discussing and overcoming the challenges of fully insured plans.

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

It doesn’t do a lot of good if a firm has the best benefit plans in the world, but the employees don’t really know about them or understand how they work. What are some of the key tools and techniques you should use to make sure your client’s message is getting through? Ellen Anreder, Owner of Bleiweiss Communications, has spent her career helping Taft/Hartley Plans and others do just that.

What You’ll Learn From this Episode:

  • How a picket line became a transformative event.
  • The 5 key components of an effective communication plan.
  • How to set measurable goals to assess your communication success.
  • Why it is important to brand your benefits plan.
  • Email and text messages alone fall short of getting the job done.

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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)

On this episode of ShiftShapers, Tobe Gerard shares valuable insight into how she built a successful agency specializing in long-term care insurance. She had 20 years of experience in the insurance industry before starting her firm, and for the past 15 years, she’s built a highly efficient, effective and successful agency using a unique strategy.

Rather than finding prospects directly – as is the case with most practices – Tobe took a different route. Instead, she cultivates relationships with other professionals, including financial planners, life insurance brokers, accountants, and others. Her network continually refers clients to Tobe as a subject matter expert in long-term care insurance. Once the prospects began flowing, she developed a multi-part strategy to convert prospects into clients.

Join us to find out how Tobe was able to shape her successful referral-based, long-term care specialty practice and how it is doing in today’s environment. Learn which tools and techniques are most effective for working with long-term care clients and prospects, and why the current trend of using riders on life plans may not always be the best solution for your clients.

 

What You’ll Learn From this Episode:

  • How Tobe was initially introduced to the insurance industry.
  • How she was able to build a referral-only practice.
  • How Tobe creates new sources of referrals for her agency.
  • Tools and techniques for working with long-term clients.
  • What “Invisible Coverages” are.

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