The ShiftShapers Podcast

How can plan participants use transparency tools to stay in network, but still find less expensive, higher quality care? Bill Hennessey is CEO at Pratter, Inc. and says the data proves – without argument – that providing transparency tools that are easy to use will help employers and their employees bust through the price/quality walls.

You can find show notes and more information by clicking here: https://bit.ly/2ZZcWtD

Direct download: SHIFTSHAPERS280.mp3
Category:general -- posted at: 11:00am EDT

How does a nationally-recognized agency owner keep the joy in what she does – and what are her secrets for accomplishing that goal? Tanya Boyd, of the eponymous Tanya Boyd Agency, suggests we “quit it with the noise” and how to handle it when obstacles, limitations and beliefs collide.

You can find show notes and more information by clicking here: http://bit.ly/2YABUTB 

Direct download: SHIFTSHAPERS279.mp3
Category:general -- posted at: 11:00am EDT

With all the noise and change in our industry, some find chaos and others find opportunity. Some of us need a Sherpa to help climb that opportunity market. But how do you get started, what do you look for in a guide or coach and how can you get to the summit? Ryan Miller is a fellow podcaster, coach and public speaker who talks to us about the help we all need to reach our peak of production.

You can find show notes and more information by clicking here: https://bit.ly/2KcuLim

Direct download: SHIFTSHAPERS278.mp3
Category:general -- posted at: 11:00am EDT

With all the noise and change in our industry, some find chaos and others find opportunity. Some of us need a Sherpa to help climb that opportunity market. But how do you get started, what do you look for in a guide or coach and how can you get to the summit? Ryan Miller is a fellow podcaster, coach and public speaker who talks to us about the help we all need to reach our peak of production.

You can find show notes and more information by clicking here: https://bit.ly/2MaVWwE

Direct download: SHIFTSHAPERS277.mp3
Category:general -- posted at: 11:00am EDT

Shannon Skaggs, President at Quantum Health, knows that the average significant health event lasts 11 months, involves 5-7 providers and requires the patient to make 41 decisions. On this episode, Shannon explores how a patient can deal with all of that and discusses the tools and techniques that are available to help them.

You can find show notes and more information by clicking here: https://bit.ly/2YVifdj

Direct download: SHIFTSHAPERS276.mp3
Category:general -- posted at: 11:00am EDT

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.

You can find show notes and more information by clicking here: http://bit.ly/2YMwyRn 

Direct download: SHIFTSHAPERS275.mp3
Category:general -- posted at: 11:00am EDT

We have had guests talk about benefits and P&C mergers, but how do you create a successful joint venture between benefits and accounting firms while managing the complexities of a highly regulated market? On this episode, we chat with Adam Rosenfeld, President of BT Benefits about the challenges and successes of just such a joint venture.

You can find show notes and more information by clicking here: https://bit.ly/2J8HH9K

Direct download: SHIFTSHAPERS274.mp3
Category:general -- posted at: 11:00am EDT

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.

You can find show notes and more information by clicking here: http://bit.ly/2Nf1AQm 

Direct download: SHIFTSHAPERS273.mp3
Category:general -- posted at: 11:00am EDT

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.

You can find show notes and more information by clicking here: http://bit.ly/2XrwLff 

Direct download: SHIFTSHAPERS272.mp3
Category:general -- posted at: 11:00am EDT

Creating a pharmacy model that provides help for underserved populations using reclaimed prescriptions required a pharmacist with a mission, a change in legislation and a vision. Phil Baker is a pharmacist on a mission who has created a whole that is more than just the sum of its parts.

You can find show notes and more information by clicking here: http://bit.ly/2Rc9MPL 

Direct download: SHIFTSHAPERS271.mp3
Category:general -- posted at: 11:00am EDT

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.

You can find show notes and more information by clicking here: http://bit.ly/2EYmexQ 

Direct download: SHIFTSHAPERS270.mp3
Category:general -- posted at: 11:00am EDT

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.

You can find show notes and more information by clicking here: http://bit.ly/2WxYZo8 

Direct download: SHIFTSHAPERS269.mp3
Category:general -- posted at: 11:00am EDT

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.

You can find show notes and more information by clicking here: https://bit.ly/2EoXezi

Direct download: SHIFTSHAPERS268.mp3
Category:general -- posted at: 11:00am EDT

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.

You can find show notes and more information by clicking here: http://bit.ly/2LHqbwD 

Direct download: SHIFTSHAPERS267.mp3
Category:general -- posted at: 11:00am EDT

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.

You can find show notes and more information by clicking here: http://bit.ly/2DX0j9E 

Direct download: SHIFTSHAPERS266.mp3
Category:general -- posted at: 11:00am EDT

Deconstructing health plans is a challenge – especially so in small markets. What are those conversations like, and is it possible to achieve success with new health plan strategies outside of large markets? Josh Baker, President of Butler Benefits in Amarillo, Texas, shares his experience and success secrets with us.

You can find show notes and more information by clicking here: https://bit.ly/2PJc2gB

Direct download: SHIFTSHAPERS265.mp3
Category:general -- posted at: 11:00am EDT

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. 

You can find show notes and more information by clicking here: http://bit.ly/2XFMzHR 

Direct download: SHIFTSHAPERS264.mp3
Category:general -- posted at: 11:00am EDT

Western medicine is not the only way to achieve health and wellbeing. How can Yoga and meditation affect your clients' health care spend and create a better environment for their employees? Naama Pozniak, CEO of A+ Insurance Services, has dedicated herself to bringing those disciplines to advisors and their clients.

Get full show notes and more information here: http://bit.ly/2IqgGiO 

Direct download: SHIFTSHAPERS263.mp3
Category:general -- posted at: 11:00am EDT

Within our own firm – and for clients – technology has become an often-confusing maze of choices. How do you know what to look for and how to make the right long-term choice? Jeff Severson, President of Trinity Advisors, has made a career of learning how to keep advisors and their clients from falling into tech traps.

Get full show notes and more information here: http://bit.ly/2P3eLkY 

Direct download: SHIFTSHAPERS262.mp3
Category:general -- posted at: 11:00am EDT

From application to claims, DI is a bit of a different animal. Underwriting is both medical and financial, and policy provisions are (understandably) more complex than a life sale. Death is not subjective, but disabilities are, and oftentimes this leads to claim challenges. Eric Buchanan, JD, and his firm help claimants when the rubber meets the road.

Get full show notes and more information here: http://bit.ly/2I7RlcF 

Direct download: SHIFTSHAPERS261.mp3
Category:general -- posted at: 11:00am EDT

Product, marketing and technical knowledge alone are not enough to be effective with today’s prospects and clients. Dana Dombrowski, a coach with Hit The Ground Running, shares some of her tips and techniques for advisors who need to listen more carefully, speak more clearly, and act more deliberately.

Get full show notes and more information here: http://bit.ly/2U7RK5h  

Direct download: SHIFTSHAPERS260.mp3
Category:general -- posted at: 11:00am EDT

A client called to tell Jennifer Borislow that two employees who were away on vacation had an accident and informed her that one died, one has serious injuries. The client asked for help and Jennifer soon learned that because the employees were young and had not done much – if any – advance planning, sorting through all of the challenges for them and their families would become a very complicated matter. Founder of Borislow Insurance, Jennifer reflected on how to keep this from happening to others and she and two agency specialists wrote a new book, If I Had Only Known.

Get full show notes and more information here: http://bit.ly/2XKsmS2  

Direct download: SHIFTSHAPERS259.mp3
Category:general -- posted at: 11:00am EDT

Taylor Lindsey is a partner at Employee Benefit Consultants, but he is also the fourth-generation member of the firm and he is working to morph this highly-respected old-line agency into a totally modern value-based, data-driven firm. Listen in and learn some of the tools and techniques he has employed to overcome that challenge.

Get full show notes and more information here: http://bit.ly/2TFOoWY 

Direct download: SHIFTSHAPERS258.mp3
Category:general -- posted at: 11:00am EDT

Increased interest in self-funded plans means more clients are gaining access to data, but data without interpretation that creates actionable changes is pretty much useless. Ross Bjella, CEO of Alithias knows how to make that happen –and shares his insight on this episode.

Get full show notes and more information here: https://bit.ly/2Um6A53 

Direct download: SHIFTSHAPERS257.mp3
Category:general -- posted at: 11:00am EDT

Wellness is evolving, but it is also an often-challenging subject for advisors. What is working and what isn’t? What will provide a demonstrable ROI and how do you set expectations and position these programs with prospects and clients? Ed Buckley, Chairman and CEO of Peerfit, has studied this area for years and has the answers you need to make wellness an integral part of your offerings.

Get full show notes and more information here: http://bit.ly/2XsjgJh 

Direct download: SHIFTSHAPERS256.mp3
Category:general -- posted at: 11:00am EDT

Our guest on this episode, Jacques Loveall, is Chairman of the United Food and Commercial Workers Trust, which, after being buffeted by the system as end users and an (almost) afterthought, has made some long-overdue changes in ownership and control of healthcare delivery. It is has been a fascinating journey, and they are just getting started.

Get full show notes and more information here: http://bit.ly/2BHq7pa 

Direct download: SHIFTSHAPERS255.mp3
Category:general -- posted at: 11:00am EDT

Contributor Jessica Waltman joins us for her quarterly visit to discuss the legislative and regulatory changes going on in Washington. Beyond the jockeying for the 2020 Presidential race, there is a great deal going on that you may not have been able to hear about over that din. Listen in to learn what you should be paying attention to and how it might affect your prospects and clients.

Get full show notes and more information here: https://bit.ly/2SN0RYd

Direct download: SHIFTSHAPERS254.mp3
Category:general -- posted at: 11:00am EDT

In Mel Schlesinger’s new book, The Better Medicare Solution: What No One Is Telling You, he does the math and lays out his belief that Medicare Supplements are a much better option for almost all consumers. He won’t even sell Medicare Advantage Plans! In this fast-paced interview, Mel makes the case and explains why.

Get full show notes and more information here: http://bit.ly/2HUw8Ep

Direct download: SHIFTSHAPERS253.mp3
Category:general -- posted at: 11:00am EDT

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.

Get full show notes and more information here: http://bit.ly/2sVFa9Q 

Direct download: SHIFTSHAPERS252.mp3
Category:general -- posted at: 11:00am EDT

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.

Get full show notes and more information here: http://bit.ly/2Dtcpra  

Direct download: SHIFTSHAPERS251.mp3
Category:general -- posted at: 11:00am EDT

We have had a few guests discussing RBP, but the inevitable comments come down to how to implement it successfully more than how the components work (or occasionally – don’t work). Lester Morales is CEO of Next Impact, and he shares his extensive experience about how to go from “here to there” without the usual client and employee fears.

Get full show notes and more information here: https://bit.ly/2TSl1Nr 

Direct download: SHIFTSHAPERS250.mp3
Category:general -- posted at: 11:00am EDT

Have you finally “had it” with commission compression, but don’t have a clue about how to escape the commission boa constrictor and move toward a fee-based or hybrid practice model? Cheryl Perez, President of BIG-HR, shares her agency’s journey and offers specific advice about what KPIs to watch, how to value what you provide to clients and how to gain a competitive advantage in the process.

Get full show notes and more information here: http://bit.ly/2siwBpd 

Direct download: SHIFTSHAPERS249.mp3
Category:general -- posted at: 11:00am EDT

With the stratospheric rise in advisor interest in self-funding as a base financing design for bringing other state-of-the-art tools to employers, it is critical for advisors to understand the components and players. Jonathan Socko is Senior Vice President for Sales & Business Development for East Coast Underwriters and offers his advice for newbies and seasoned practitioners as well.

Get full show notes and more information here: https://bit.ly/2FebA79

Direct download: SHIFTSHAPERS248.mp3
Category:general -- posted at: 11:00am EDT

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