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Clients want more than a broker slinging the same old solutions – they want an advisor who can help them understand where the money is going, and how to control their spend over the entire claims spend continuum. Our guest on this episode, former professional poker player turned benefits advisor John Sbrocco, has spent time, money and a whole lot of effort to be that advisor, and in the 2-part interview, he shares what he has learned.

What You’ll Learn From this Episode:

  • How did poker inform his insurance decisions?
  • What successful strategies do you need to employ first?
  • Three ways for clients to hire you as an advisor.
  • The role of social media.
  • Why you MUST use video.

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

According to our guest, Erica Kiefer, VP of Sales and Marketing for AgencyBloc and a tech veteran in a number of sectors, we often neglect to investigate some critical questions when choosing software. In addition to looking at the user interface or the sheer functionality of any tool, Erica cues us in on the questions behind the questions that will ensure we end up with the right tools.

What You’ll Learn From this Episode:

  • Why tech we purchase often creates more confusion than it resolves.
  • Are demographic shifts changing advisors’ expectations and vendors’ offerings?
  • How can buyers get beyond the product when evaluating choices?
  • The critical importance of owner engagement.
  • How does your choice of tech inform your brand integrity?

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ShiftShapersCoverArtBuying leads has become more of a science than an art and the process is infused with new technology that helps you treat each lead like a $1000 bill.

We asked Richard Bufkin, President of Target Leads to update us on lead purchasing, a traditional process that has been brought very much up to date. Richard is the second generation of a business that is 32 years old and that has been in his family for 25 years, so he has seen that evolution up close and personal.

During our conversation, Richard also dispels some commonly held beliefs. For some products, fancy mailing pieces generally do not perform better than plain old black and white mailings. We learn how reply options have changed greatly – including “PURLS” (personalized URLs).

We learn about the critical importance of an integrated CRM and how your response time may dictate your success. Richard also talks about clustering, and resting zip codes.

What You’ll Learn from This Episode:

  • How Target Leads – a family business – has changed over time.
  • What’s new in lead purchasing.
  • Why CRM systems are critically important.
  • What “clustering” is and how it affects lead generation.
  • Why Richard will lock out leads for 90 days.
  • Which is more effective – fancy color mailings or plain old black and white.
  • What PURLs are, and why they’re so crucial to getting exposure.

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Today, we welcome  Tony Boquet, vice president of the American College. We begin our wide-ranging interview with a discussion of the Penn Mutual Center for Veteran Affairs. The Center is a scholarship-based program which helps veterans returning from different conflicts around the world to get the education they need to build careers in the financial services industry.

We also discuss new programs and designations on both the life and the benefits side of the business, including some specially targeted to new areas of concentration. We also learn how the college is also keeping up with the times with new state-of-the-art audio and video production facilities, new ways to access content, and more.

In an ever-more complex marketplace, education may be more important than ever. For more than 87 years, The American College has provided a variety of educational tracks geared to benefits and financial services professionals. As a former producer himself, Tony’s perspective and enthusiasm for the forward direction of the college makes for a great and engaging interview. Don’t miss this one!

What You’ll Learn From This Episode:

  • The success stories of two Veterans Program graduates who recently received their master’s degrees.
  • The reasons why the American College and financial services education is more relevant today than ever.
  • All about the new Income Retirement Course and what it entails.
  • The background and details about the new Special Needs designation.
  • How RHU and REBC have morphed into a new designation that reflects the post-PPACA world.
  • The new technology and innovations the College embraced to provide a top-notch education to their clients.

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ShiftShapersCoverArt On today’s episode, we are speaking with Mel Schlesinger, the creator of the LinkedIn Lead System. For many years he has been known as a leader in the health insurance industry and served as the president of the National Association of Health Underwriters. After years of researching and using different types of marketing, Mel has discovered a way of creating an unlimited source of fresh leads. Listen in to find out how you can skip making those dreaded cold calls and tap into this amazing resource by using Mel’s LinkedIn marketing. Don’t miss this insightful episode!

What You’ll Learn From This Episode:

  • Why LinkedIn is a better tool for marketing than cold calling.
  • How you can use LinkedIn as the ultimate lead generation tool.
  • The reasons why LinkedIn is a great referral machine.
  • How Mel’s program differs from other workshops and what skills you can walk away with after completing it.
  • The types of services available from LinkedIn Lead System.

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On today’s episode, we are speaking with Rick Bailey and Amanda Hohenberry of Inrollit. Inrollit is a modern health insurance company that was built on the foundation of a much older model. Rick was asked by Georgia Governor Nathan Deal to be a part of his exchange advisory committee.

What Rick discovered caused him to shift the shape of his entire business. We’ll hear from the folks at Inrollit on how they are breaking down the barriers to customer understanding with their new platform. Don’t miss it!

What You’ll Learn From This Episode:

  • Why it’s so easy, as benefit advisers, to forget what it’s like to be the individual consumer.
  • How the internet is the most powerful free marketing tool at your disposal.
  • Why it’s ultimately about creating an environment that is comfortable for the end user and the broker.
  • How they have broken down the new laws for everyday people to understand.
  • Who the market is for the private exchange and where they see it going in the future.

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On today’s episode, we are welcoming Alan Katz of SeeChange Health  to the show. Alan his colleagues at SeeChange Health have been finding great success with a different model and mindset than many of our listeners may be used to
.

SeeChange Health was founded in 2008, and since then, they have cultivated and refined a model called “Value-Based Benefit Design”. Today, we are going to be talking about the evolution of the company, and the future of this exciting construct. Don’t miss it!

What You’ll Learn From This Episode:

  • How and Why SeeChange Health was founded.
  • How they provide financial rewards to people who take actions to improve their health.
  • Why traditional health insurance isn’t really health insurance at all; it’s sick insurance.
  • What plans they have for expansion into different states.
  • How Alan sees incentive-based platforms fitting into the landscape moving forward.

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