The ShiftShapers Podcast

This week, we are pleased to have Jennifer Borislow, the founding principal of Borislow Insurance in Massachusetts. She is an author, industry thought leader and past president of the Million Dollar Round Table.  

Listen is as Jennifer shares an incredible story of how she learned the value of disability income insurance, and how it changed her practice forever. Don’t miss this insightful episode!

Get full show notes here: http://bit.ly/1kMkqZQ

Direct download: SHIFTSHAPERS090.mp3
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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.

Get full show notes and more information here: http://bit.ly/1PbUP93

Direct download: SHIFTSHAPERS089.mp3
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Today, we’re talking to Craig Lack, CEO of Premium Reduction Strategies. He is a best-selling author and nationally-recognized health care expert and an expert on self-funding who has appeared on ABC, CBS and FOX as well as in a number of national publications.

Get full show notes and more information here: http://bit.ly/1NLrao1

Direct download: SHIFTSHAPERS088.mp3
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On this episode, we invited a subject matter expert, Bart Camarata, creator and host of BenefitAdvisor TV, to discuss how advisors and agencies can use video in a variety of ways to help market their practices.

Listen in as Bart shares his thoughts on why he believes the video is the “King of All Media” and explains how simple it can be for advisors to get started with that medium. We also discuss different ways benefits advisors can use video in their business and how it can help them achieve social proof in today’s market.

Get full show notes and more information here: http://bit.ly/1Q3sGUy

Direct download: SHIFTSHAPERS087.mp3
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We invited Gary to the program to talk about HealthTap’s beginnings, as well as their new initiative, the Health Care Operating System, and how it helps to create an “intelligent triage system.” Today, advisors who want to help their clients bend the trend while simultaneously dealing with ever-increasing personal responsibility amounts have some really amazing tools at their disposal. It isn't just advisors or employers who are the drivers in this "new normal" so we asked Gary about how the evolution of consumer expectations and the advent of mobile technology are creating an unparalleled opportunity for the transformation of everything from the conventional physician practice to patient's on-demand access.

Get full show notes and more information here: http://bit.ly/1IfejtO

Direct download: SHIFTSHAPERS086.mp3
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We invited Ari talk about the details of the communications data security regulations in today’s environment on the federal and state levels. He explains which data exactly needs to be secured and why, as well as the importance of encrypting data on your mobile devices. Listen in as we discuss what you need to know to be able to offer your clients an easy-to-deploy secure environment that meets and exceeds current legal requirements.

Get full show notes and more information here: http://bit.ly/1MZk0ru

Direct download: SHIFTSHAPERS085.mp3
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Every study available continues to show that consumers need help with understanding and selecting plans. One company has developed an Uber-like marketplace that helps to make that connection. In this episode, we chat with Dan Hughes of Softheon about what's new with private exchanges and how they are evolving to meet consumer's needs.

Get full show notes and more information here: http://bit.ly/1Y948ux

Direct download: SHIFTSHAPERS084.mp3
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In this episode, we discuss the gap between the patient and the doctor, and how Dr. Topol believes the system is rapidly evolving toward “democratized medicine”. I ask Dr. Topol why he believes that the US health care market is “unique and irrational”. We also talk about the idea of upgrading patients from being passengers on their health care journey to being their own co-pilots and how we can prepare our clients for that future of health care.

Get full show notes and more information her: http://bit.ly/1NzDt76

Direct download: SHIFTSHAPERS083.mp3
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In this wide-ranging discussion,  Jessica discusses ACA reporting, the need for clients to have up to date plan documents, and the outlook and implications for the "Cadillac Tax". She believes that all of these, while complex, provide an unparalleled opportunity for benefit advisors.

Get full show notes and more information here: http://bit.ly/1P2942F

Direct download: SHIFTSHAPERS082.mp3
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FAIR Health has recently released a must-read study for anyone in the benefits field titled “Understanding Consumer Health Insurance Preferences.”  Robin joins us today to talk about the study and to discuss why she believes that transparency without clarity is like a sink full of dishes.

Get full show notes and more information here: http://bit.ly/1NsQ9ee

Direct download: SHIFTSHAPERS081.mp3
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This week we welcome Employee Benefit Adviser Magazine's "Adviser of The Year" Tim Olson, the managing partner at The Olson Group.  He joins us today to share his journey to building a successful benefits practice and to talk about some of the innovations their agency is using to keep the at the top of their game.

Get full show notes and more information here: http://bit.ly/1kaaUBP

Direct download: SHIFTSHAPERS080.mp3
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Join us as we discuss the reasons why traditional economic principles have worked differently in health care and what is happening (and needs to happen) to move us toward the frontier. Tune in to discover what Bob believes needs to happen in the United States in order to fix our health care system in a way that will help provide better care to more people at a lower cost, year after year. Don't miss this engaging conclusion of our conversation with one of the nation's preeminent healthcare-focused economists!

Get full show notes and more information here: http://bit.ly/1Lcqqn6

Direct download: SHIFTSHAPERS079.mp3
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Join us discover why Bob believes that healthcare has been unwilling or unable to take on disruptive innovation like many other industries today and what we can do in order to allow for these beneficial changes to happen. You won’t want to miss the this interesting and informative discussion - or part 2 next week!

Get full show notes and more information here: http://bit.ly/1FMzQZR

Direct download: SHIFTSHAPERS078.mp3
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We invited Charlie to talk about the transformative nature of free market medicine. We asked Charlie how it can be possible to have free market in medicine in an environment where the government pays more than 50% of health care spend. We discuss the issue of whether consumers would be better off if artificial discount arrangements and multiple third parties were removed from the health care pricing landscape and why Charlie believes that our country is headed in that direction.

Get full show notes and more information here: http://bit.ly/1FkAAos

Direct download: SHIFTSHAPERS077.mp3
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We invited Bill to share his unique journey and some interesting things he has learned along the way about defined contribution and what role it plays in his practice today.  We explore the changes ACA has made in the design and deployment of this arrangement. We also talk about how geographic and specific market variations and needs influence plan offerings. Learn some of the insider tips you need to be aware of to best serve your clients when discussing defined contribution plans with employers.

Get full show notes and more information here: http://bit.ly/1QDx1Ln

Direct download: SHIFTSHAPERS076.mp3
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Karen joins us to talk about how the ACA has increased populations seeking care from smaller networks and overburdened providers. Those characteristics can often result in employees not receiving care when they need it.  Coupled with deferred care due to ever-larger out of pocket amounts, Karen believes a new model of the old clinic structure can offer answers to these and other system-related problems.

Get full show notes and more information here: http://bit.ly/1Q7ngnU

Direct download: SHIFTSHAPERS075.mp3
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More so today than at any time in the past, benefit advisors are looking for new markets to serve. In this episode, we discuss some non-traditional markets that may be new to many of our listeners and we discuss the techniques that resonate in those markets. There’s no better person to talk about this topic than our guest, Bob Gardner, the National  Business Development Coordinator of Freedom Care Benefits.

Get full show notes and more information here: http://bit.ly/1i4mVYz

Direct download: SHIFTSHAPERS074.mp3
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In this episode of The ShiftShapers podcast, Crystal explains the basics of stop loss coverage. We explore strategies and tactics that advisors can use when discussing this cost driver with prospects and clients. Crystal also gives us the carrier's perspective on this unique strategy as applied to fully-insured plans. This is a novel conversation that will help you to differentiate yourself and deliver value-added intelligence for your clients.

Get full show notes and more information here: http://bit.ly/1fKEkUe

Direct download: SHIFTSHAPERS073.mp3
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We discuss some of the issues with the traditional agency systems, as well as compensation compression and what Emily and other new independent benefits advisors are doing to solve those problems.

Get full show notes and more information here: http://bit.ly/1PqItJh

Direct download: SHIFTSHAPERS072.mp3
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In this episode of The ShiftShapers podcast, we interview Brett Rosen, Executive Vice President of Mergers & Acquisitions at Digital Benefit Advisors. We begin our wide-ranging interview by exploring the most important things driving the M&A wave. Brett offers his expertise and opinions on the advantages some firms find by becoming a part of a larger organization.

Get full show notes and more information here: http://bit.ly/1hCQWOO

Direct download: SHIFTSHAPERS071.mp3
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Join us to discover how the large groups have used voluntary benefits in the past and how new benefits are coming to market. We also explore how PPACA has accelerated the interest in voluntary products as a key part of an employer's overall benefit strategy.

Frank and Brian discuss some of the innovative, non-traditional, solution-based offerings in the VB space that have come to the forefront in the recent years. We also explore the hurdles consultants have to overcome when having effective conversations with clients and prospects and the key role technology plays in the implementation process.

Get full show notes and more information here: http://bit.ly/1W67ZZl

Direct download: SHIFTSHAPERS070.mp3
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Matt and Gail discuss what the voluntary benefits marketplace looked like just a few years ago and how it has evolved in the recent years. We discuss the key role of technology and what benefits advisors need to know to be able to have that VB conversation with employers. We also explore some of the newer, more uncommon benefits being offered and discuss the impact PPACA has had this fast-growing area.

Get full show notes and more information here: http://bit.ly/1VRwkSK

Direct download: SHIFTSHAPERS069.mp3
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On this episode of ShiftShapers, Lillian shares a simple yet powerful technique brokers can employ to give them a competitive advantage over any technology platform. She offers advice and ideas to help advisors become more effective and efficient in closing new clients and retaining existing ones. Lillian believes that advisors today have a unique value proposition - they simply need to learn how to present it in a compelling and competitive manner.

Get full show notes and more information here: http://bit.ly/1MtkcUD

Direct download: SHIFTSHAPERS068.mp3
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On this wide-ranging discussion, Troy explains what can be done, in light of the Affordable Care Act, to actually make the health care affordable. We discuss the possibilities of looking through the windshield rather than the rearview mirror when using  evidenced-based medicine and predictive modeling. We also explore how using those data can help lower costs, improve quality and deliver a better overall client experience.

Get full show notes and more information here: http://bit.ly/1LtKlBa

Direct download: SHIFTSHAPERS067.mp3
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From social media to video email marketing, one of the common themes we heard a lot of folks talking about at the recent National Association of Health Underwriters Convention was the need for better, more efficient and effective communication. One of the presenters from the convention, Barbara Saxton, CEO of Smart Choices, joins us on this episode to talk about the class she taught on that topic.

Get full show notes and more information here: http://bit.ly/1UNLhV7

Direct download: SHIFTSHAPERS066.mp3
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Jay Kempton, president & CEO of The Kempton Group has been described as "the personification of a disruptive force in the self funded world." In our wide ranging discussion, Jay talks about everything from what buying a truck would be like if we applied today's insurance purchasing rules to why Health Savings Accounts aren't a real long-term solution.

Get full show notes and more information here: http://bit.ly/1TatGoG

Direct download: SHIFTSHAPERS065.mp3
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It often seems as though the world of employee benefits is exempt from many of the forces that impact other industries. Kara Trott, Founder & CEO of Quantum Health, knows that is not true, and that much of what happen in other industries - especially retail sales - can help us to improve our industry and the client experience we provide.

Get full show notes and more information here: http://bit.ly/1HmnuWP

Direct download: SHIFTSHAPERS064.mp3
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Hobson Carroll joins us today to explain why he describes a part of the current system as “organized crime" and why networks are like "The Emperor's New Clothes". He also shares his views on self funding, reference-based pricing and transparency in the marketplace. We will explore strategies that you can use to help your clients navigate  the current healthcare system.

Get full show notes and more information here: http://bit.ly/1LabadQ

Direct download: SHIFTSHAPERS063.mp3
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More and more advisors are considering different types of self-insured financing mechanisms for clients - especially in the mid to large market space. A Captive adds a few components that help to create a comfort level with clients making the change to self insurance.

Get full show notes and more information here: http://bit.ly/1JKvVNw

Direct download: SHIFTSHAPERS062.mp3
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David Houle reminds us that the shift in today’s healthcare started long before the Affordable Care Act. In this wide-ranging discussion, we end by looking at the past to give us a clearer indication of the future, including some thoughts about initiatives, technologies and new ways of thinking that have the potential to lower costs and increase its efficiency. 

Get full show notes and more information here: http://bit.ly/1Gr4QhC

Direct download: SHIFTSHAPERS061.mp3
Category:general -- posted at: 6:00am EDT

On this episode of ShiftShapers, we’re exploring an area that a lot of our listeners have asked about –  non-insurance based benefits. Our guest, Kyle Hodges, president of The Broker’s Broker, tired of bringing clients "bad news" and changed his practice to specialize in only these types of corporate benefits.

Get full show notes and more information here: http://bit.ly/1HYiHJQ

Direct download: SHIFTSHAPERS060.mp3
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On this episode of ShiftShapers, we talk to Karen about the opportunity this presents for benefits advisors and what they need to be aware of to effectively advise their clients on the multitude of compliance issues and how to understand the critical difference between strategy and implementation. While PPACA has made compliance more difficult, many compliance-related areas precede ACA. Karen also shares her strategies that help advisors, "Be column A".

Get full show notes and more information here: http://thesaltzmangroup.com/compliance-karen-kirkpatrick

Direct download: SHIFTSHAPERS059.mp3
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Dr. Keith Smith believes that health care pricing in the United States is "a scam" that he was determined to change. We asked Keith about his journey as well as the challenges he and his partner had to overcome along the way. We also explore the disruptive consequences that his transparency is having across the country, leading patients (who bid for their non-emergent surgical care) to Oklahoma.

Get full show notes and more information here: http://bit.ly/1JOZ4E6

Direct download: SHIFTSHAPERS058.mp3
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Perhaps more than any other single topic, transparency has the potential to be transformational to every aspect of health and health insurance. With that in mind, we are doing our first ever 2-part episode.

This week, on part one, we’re excited to welcome Ralph Weber, President and CEO of MediBid. 

Get full show notes and more information here: http://bit.ly/1F8zbRG

Direct download: SHIFTSHAPERS057.mp3
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Tery Baskin joins us to talk about the driving factors behind pharmacy costs and what we can do to help bring those costs down. We discuss how reference pricing can help guide employees toward optimal choices of medicine that cost less, but essentially do the same thing. Terry also shares how benefits advisors can design better plans and advise their clients, as well as how specialty pharmacies and genetically-engineered drugs are affecting the current market. 

Get full show notes and more information here: http://bit.ly/1AtqfyN

Direct download: SHIFTSHAPERS056.mp3
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Commission compression is causing advisors to rethink their business model - especially looking a few years out. One option is to shift to a more consultative fee-based motif. Our guests, Mike Grinnell and Kirsten Tudman of CPI-HR, are among the handful of advisors at the forefront of this shift.

Get full show notes and more information here: http://bit.ly/1DKried

Direct download: SHIFTSHAPERS055.mp3
Category:general -- posted at: 6:00am EDT

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.

Get full show notes and more information here: http://bit.ly/1Ootwpv

Direct download: SHIFTSHAPERS054.mp3
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Matthew Wood, VP of Sales & Technology at Lidac, believes that technology and an end-to-end managed sales cycle is the answer for advisors who are being asked to do more with less.  On this program we explore the opportunities presented when the process is completely reimagined.

Get full show notes and more information here: http://bit.ly/1axJl07

Direct download: SHIFTSHAPERS053.mp3
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In today’s market, employers expect their benefit advisors to bring them new ideas to control costs. Our today’s guest, Christopher Fisher, Founder & President of BenefitsAlly, finds companies that are doing unique things that can take employers beyond the traditional method of increased employee responsibility.

We discuss the three hallmarks of "intelligent health care solutions". Chris believes that advisors who use those ideas and come up with creative solutions are going to thrive, and those who continue on the same old path will soon fade away.

Get full show notes and more information: http://bit.ly/1Cl3QmQ

Direct download: SHIFTSHAPERS052.mp3
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ACA and its blizzard of ever-changing regulations has created a challenging environment for even the most proficient advisors. We asked Arthur Tacchino, Chief Innovation Officer & Principal of Sync-Stream Solutions, to discuss those challenges and to examine some of the ways advisors can master and profit from providing their clients with expert and timely advice.

Get full show notes and more information here: http://bit.ly/1OJqQFW

Direct download: SHIFTSHAPERS051.mp3
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Healthcare costs are rising and as we discussed in episode 48, most employers are still using cost shifting as a hedge. Ryan Day, our guest in this episode, believes that a better - and more sustainable - solution is Reference Based Pricing (RBP).  We discuss the growing interest in reference based pricing (RBP) and how it can put a serious dent in health care costs in the post-ACA environment.

Get full show notes and more information here: http://bit.ly/1MRGoWo

Direct download: SHIFTSHAPERS050.mp3
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Today, we discuss the crossover between the often separate worlds of property and casualty and employee benefits. Our guest Frank Pennachio is partner & co-founder of Oceanus Partners. Frank believes that the overlap in these two areas provides some challenges for employers and opportunities for advisors who can bridge the gap.

Get full show notes and more information here: http://bit.ly/1CggJ6C

Direct download: SHIFTSHAPERS049.mp3
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A recent survey provided a glimpse into what employers want from their benefit advisors. The results offer a roadmap for savvy advisors to tailor their services to match up to those market expectations. What tools and techniques are needed to bridge that gap? That's the question we asked Michelle Jackson, Senior Product Director at Zywave.

Get full show notes and more information here: http://bit.ly/1Nv7OT3

Direct download: SHIFTSHAPERS048.mp3
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We begin by asking Peter a question we never thought we would ask anyone on the podcast. Peter explains how to create zombie loyalist embryos and how to feed and care for them as they turn into single-minded advocates for your practice. We also chat about how you can lose their loyalty and what to do when that happens.

Get full show notes and more information here: http://bit.ly/1891RdI

Direct download: SHIFTSHAPERS047.mp3
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Mark describes new ways that benefit advisors can easily visualize potential prospect relationships from massive amounts of publicly-available data. We also discuss how you can interface your data findings with LinkedIn to help create offensive and defensive strategies that deepen and strengthen existing client relationships.

Get full show notes and more information here: http://bit.ly/1vToTLm

Direct download: SHIFTSHAPERS046.mp3
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On this episode of ShiftShapers Podcast, we invited Julian Lago, Sr. VP of CareOne Advocates to discuss those post-ACA dual challenges. As Regional VP for NAHU, Julian travels extensively and hears first-hand the issues facing advisors in today's lower-commission environment. Everyone is trying to do more with less. In this interview, he shares some of his observations about those conversations and chats about new opportunities for advisors to solve some of the challenges they are facing.

Get full show notes and more information here: http://bit.ly/1zeLx2h

Direct download: SHIFTSHAPERS045.mp3
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On this episode of ShiftShapers podcast, we're excited to have David Lindsey, founder and CEO of MyHealthPass. David has been in the health insurance field for over 30 years and has been an industry pioneer and a leader in the field of telemedicine.

Get full show notes and more information here: http://bit.ly/15nZB0S

Direct download: SHIFTSHAPERS044.mp3
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We invited Tom to share his unique journey, and to learn how his practice differs from traditional practice.  We also discuss how benefits advisors can discuss this model with clients who are looking for an alternative to dealing with longer appointment waiting times and increasingly depersonalized care.

Get full show notes and more information here: http://bit.ly/1A6KE0U

Direct download: SHIFTSHAPERS043.mp3
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If your client was diagnosed with a critical illness, would they have ready access to a lump sum of money needed to cover the ever-increasing personal responsibility of their benefit plan? How would you advise them to pay for costs that aren't covered by their medical coverage? Critical Illness (CI) insurance offers a solution. In this episode, subject matter expert Ken Smith helps us to understand the product.

Get full show notes here: http://bit.ly/1D3g7Pc

Direct download: SHIFTSHAPERS042real.mp3
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CodeSixFour has recently  undertook a fascinating study of some of the new market realities that  advisors are facing today. We invited Eric to share more about that study and what he and his company have learned from it regarding customer relations and new opportunities for custom solutions. Join us to hear Eric explain the study's methodology, findings and conclusions.

Get full show notes and more information here: http://bit.ly/1yuNN7s

Direct download: SHIFTSHAPERS041.mp3
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We invited Ryan to talk about how the sales funnel has evolved in light of technological advances as well as the importance of speeding up the sales and delivery cycles. We also discuss the tools benefit advisors should equip themselves with in order to compete electronically in today’s market. Tune in to this value-packed episode to find out what you can do to get started!

Get full show notes and more information here: http://bit.ly/1C0yZxG

Direct download: SHIFTSHAPERS040.mp3
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Michael joins us today to discuss the current void in technology for benefits advisors and the importance of today's insurance market catching up to other industries. We discuss how technology can help advisors become more effective and efficient while also differentiating them in their markets.  Join us to find out about the new tools available and how they can help you step up your game!

Get full show notes and more information here: http://bit.ly/1A5XImU

Direct download: SHIFTSHAPERS039.mp3
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