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

Josh Luke is a man with many vantage points on our health care system: author, public speaker, healthcare futurist, and hospital administrator. He believes that the current healthcare system is irreparable. So, what are his thoughts about how we move forward and craft something that actually works?

What You’ll Learn From this Episode:

  • Why affordability + greed + millennial culture = today’s dysfunctional system.
  • Telehealth as a driver.
  • Lack of transparency in the acute hospital sector.
  • The current system makes no sense – especially to millennials.
  • The four largest lobbying groups don’t want change.

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

Many firms are diversifying their client offerings and beefing up their value propositions to achieve success in the current environment. Some firms are finding that path by offering HR services. Barry Cohn and his wife’s firm have been moving in that direction and are about to make a big-time change to their practice.

What You’ll Learn From this Episode:

  • The story starts with Barry’s wife, Renee.
  • The synergy between plans and employee benefits.
  • How including HR changes the conversation.
  • The benefits of a mastergroup.
  • Can sole practitioners survive in the future?

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

There is a great deal of discussion in our industry about “deconstructing” health plans and the benefits available when an employer embraces a deconstructed plan while working with the correct advisor. Robson Baker, advisor at Clarus Benefits, has studied this strategy and has great advice for those already working on deconstructed plans, and for those who aspire to help employers embrace this technique. 

What You’ll Learn From this Episode:

  • How Robson’s personal experience with the health care system shaped his thoughts and actions.
  • Is it just about “hidden cash flow”? 
  • How can you push the limits on transparency?
  • What one university is doing to help educate.
  • Getting beyond prehistoric solutions.

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

In this episode, we explore some of the most common questions advisors ask about self-funding and discuss concerns ranging from minimum group size to tools and techniques. Our guest on this episode of ShiftShapers is Adam Russo, Esq., co-founder and CEO of The Phia Group, as well as the founding and managing partner at a law firm, Russo & Minchoff. He believes that, in light of the healthcare reform, the current environment is full of exciting opportunities that many brokers can take advantage of.

We also have a frank exchange about what is behind recent efforts by some Departments of Insurance to try to put the brakes on certain segments of self-funding and the potential impact that may have on employers seeking an alternate to the fully insured marketplace.

All of us at ShiftShapers thank you for your continued support. We hope you’re enjoying the holidays with family, friends, great food, and this encore episode.

What You’ll Learn From this Episode:

  • Adam’s journey and how The Phia Group came about.
  • How advisors can remain relevant in the current environment.
  • The minimum size for a successful self-funded group.
  • Why the government wants to stop or severely limit self-funding.
  • How can advisors begin the self-funded conversation.
  • What you need to devise a properly constructed client plan.

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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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Forbes Magazine called our guest, David Contorno, “One of America’s most innovative benefits leaders.” So, what’s he up to and what tools, techniques and strategies is he bringing his clients? We discuss why the “old way” just isn’t working and how this leads employers to a dilemma. We also explore whether the advisor community is moving to a completely different delivery model.

David explains why talking to the C-Suite is the way to provide 21st-century advice to clients. We chat about how rationing of care has changed and how it has moved the industry and what questions advisors need to ask their clients. (Spoiler alert: those questions are VERY different than the traditional conversation).

What You’ll Learn From this Episode:

  • Why the old way isn’t working when it comes to the way we deal with benefits
  • The employee benefits see-saw and what that means to their well-being
  • Rationing of care and why it’s a real problem
  • Is CDHP a real thing that makes a real difference
  • The role of real ROI and what questions we need to ask

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David Snow is Chairman and CEO of Cedargate Technologies and a self-described “health care junkie” whose career has touched nearly all facets of the health care system. As such, David has a very unique view that informs how he works with and helps companies use data to drive better decision making.

We discuss the notion that data provides multiple levels of analysis, from focusing on the patient through the other elements and constituencies in the system. David explains why there is a steep learning curve, but how we are getting better at understanding and acting on data in a timely manner that affects care and spend.

What You’ll Learn From this Episode:

  • Is data the piece of the puzzle that helps us make sense of the whole picture?
  • What are the opportunities for plan savings?
  • How is data different than analytics – and why do both matter?
  • Where do actuaries and underwriters fit in the future?
  • Why is there often an inverse relationship between cost and quality in healthcare?

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Michael Walsh, founder and CEO of Cariloop, is an expert on a growing problem that most employers may not even realize they have – and that is taking its toll on their employees’ productivity. According to Michael, there may be more than 25 million workers caring for someone and that has an impact on financial wellness, as well as productivity, absenteeism and presenteeism.

The good news is that as this problem grows, there are employer-based solutions that help both employer and employees and that today’s advisors can incorporate into their benefit planning.

What You’ll Learn From this Episode:

  • What are the problems created by employee caregivers?
  • What is the scope of the problem?
  • How can advisors quantify the problem for prospects and clients?
  • Are telemedicine and the IOT helpful?
  • What is driving the problem?
  • What solutions are coming to market?

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Sally-Ann Polson, President of MedWatch, started her career with a focus on “case management and utilization management”. Over the years, that field has evolved and expanded to include a wide variety of disciplines that help members and plans alike. Sally-Ann sorts it all out and discusses her view of what the future looks like.

What You’ll Learn From this Episode:

  • How the “rear view mirror” vantage point is moving toward looking out the windshield.
  • What “population health” is all about and why it matters
  • Why the evolution of this field seems to have taken longer than logic might suggest.
  • What can be done with understanding underlying disease states
  • The role of predictive modeling
  • Why biometrics matter

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Can any business – ours included – continue without attracting younger practitioners? The good news is that there is a small wave of Generations X, Y and Z taking an interest in the insurance industry. But they are attracted and retained for very different reasons than their parents. Steven Griswold has first-hand knowledge as the head of a multi-generational firm dating back to 1948.

What You’ll Learn From this Episode:

  • The very unusual path Steve’s father took to starting their agency
  • How Steve joined the agency and what he learned from that journey
  • How a crisis helped to reshape the agency
  • What it is that attracts younger advisors – especially Millennials – to our business
  • Why you have to know your mission

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