The ShiftShapers Podcast (general)

Is a PBM a gatekeeper and whose interests are they serving?

Renzo Luzzatti is an expert on how and why pharmacy costs are growing at an exponential rate and driving an ever-more significant portion of claims spend. He explains that there are multiple vantage points to consider if benefit advisors and fiduciaries are to gain a good overall understanding of the problem and its possible solutions.

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

Direct download: SHIFTSHAPERS185.mp3
Category:general -- posted at: 11:00am EDT

Will higher personal responsibility costs, more technical plan designs, and just the challenges of being a patient be the springboard for patient advocacy? We’ll find out on this episode of Shiftshapers.

You can find show notes and more information by clicking here: http://bit.ly/2g5QPQN 

 

Direct download: SHIFTSHAPERS184.mp3
Category:general -- posted at: 11:00am EDT

Talking politics and benefits is like walking a tightrope in heavy winds, but our guests say it can be done without falling off. Hear more of their advice in the second part of this two-part interview.

With healthcare so tied to politics these days, many advisors feel they have no way to avoid the subject when speaking with prospects and clients. Can you maximize your impact as an advisor and remain politically neutral? Jess Waltman and Dave Mordo say, "yes".

You can find show notes and more information by clicking here: http://bit.ly/2xXkK1W 

Direct download: SHIFTSHAPERS183.mp3
Category:general -- posted at: 11:00am EDT

Should you talk politics and policy with your clients? Our guests – one from the left and one from the right, will answer that question on part 1 (and 2) of this 2-part episode of ShiftShapers.

With healthcare so tied to politics these days, many advisors feel they have no way to avoid the subject when speaking with prospects and clients. Can you maximize your impact as an advisor and remain politically neutral? Jess Waltman and Dave Mordo say, yes.

You can find show notes and more information by clicking here: http://bit.ly/2ft1uB1

 

 

Direct download: SHIFTSHAPERS182.mp3
Category:general -- posted at: 11:00am EDT

In this fast-paced interview, Eric explains how advisors interested in enhanced benefits fall into four distinct classes and delves into which group you want to be in for maximum productivity and client satisfaction.

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

Direct download: SHIFTSHAPERS181.mp3
Category:general -- posted at: 11:00am EDT

Every time talk turns to single payer, folks use the Canadian healthcare system as a reference. How does that system really work and does it provide better care for our northern neighbors?

For answers, we went to our Canadian friend Ron Hansell, President of Cross Border Benefits. We start by asking Ron for an overview of their system – just to level-set the discussion. He explains how it their system is paid for, what it costs and how their citizens interact with it.

You can find show notes and more information by clicking here: http://bit.ly/2h8QXyW

 

Direct download: SHIFTSHAPERS180.mp3
Category:general -- posted at: 11:00am EDT

Last week we explored buying leads. This week, in part 2 we will discuss how to maximize the potential of those purchased leads.

If you were surprised at how much has changed if you are buying leads, our guest this week, Don Runge, President of DMR and LeadGuru, believes that the established methodologies still work best for getting the most out of those leads.

Don contends that advisors need to make a “mind-shift” that challenges a lot of what they may believe about working leads. He also cautions that a lead is not a sale, but rather, a convenient excuse to begin a conversation with a prospect.

 

To Learn More About This Episode: http://bit.ly/2vZqgDx

Direct download: SHIFTSHAPERS179.mp3
Category:general -- posted at: 11:00am EDT

Buying 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.
Direct download: SHIFTSHAPERS178.mp3
Category:general -- posted at: 11:00am EDT

Drug costs are soaring and driving more of medical spend than ever before. The good news is that there are tools coming to market to help consumers and plans alike.

That is what our guest, Gary Becker, CEO of ScriptSourcing and I discuss on this episode. We begin with an exploration of why prescription drugs are so much more expensive in the United States than they are in other countries. We discuss the particular drugs that are driving the pharma cost component to all time highs.

You can find show notes and more information by clicking here: http://bit.ly/2iv3Vrf 

Direct download: SHIFTSHAPERS177.mp3
Category:general -- posted at: 11:00am EDT

"Consumer" and "shopping" go together everywhere in our lives – except in healthcare. What would happen if consumers could easily shop for non-emergency surgery and get bundled pricing, all with the help of a concierge to guide them through the process?

That is the question that Dr. Sanjay Prasad, Founder and CEO at SurgiPrice discusses on this episode. We begin by discussing how the current system has trapped patients and employers and forced unnatural consumer behavior. A surge on himself, Dr. Prasad has designed a system that helps to correct this anomaly – at least, for non-emergency surgical needs.

You can find show notes and more information by clicking here: http://bit.ly/2wbw38v

Direct download: SHIFTSHAPERS176.mp3
Category:general -- posted at: 11:00am EDT

Should you enroll enhanced benefits yourself, or can a professional enroller help to create clear communication while maximizing enrollment and delivering better client satisfaction - and what are the financial considerations of that decision?

That is the question that Allison De Paoli discusses in this episode. Her firm, De Paoli Professional Services, specializes in becoming an extension of your office, enabling a more direct and in-depth communication about employees’ enhanced benefits in an effort to maximize participation.

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

Direct download: SHIFTSHAPERS175.mp3
Category:general -- posted at: 11:00am EDT

Nurse Deb is the President of Ault International Medical Management and a pioneer in the medical management field. As an advocate of proactive and predictive case management, she helps patients and their case managers navigate the diagnosis, treatment, and financial aspects of healthcare.

Deb defines and discusses the four types of medical management and explains why she thinks predictive management is the model of the future. Deb also emphasizes the importance of employer engagement in health plans, and why they must balance the cost of care with the health of their employees.

You can find show notes and more information by clicking here: http://bit.ly/2viC8zt 

Direct download: SHIFTSHAPERS174.mp3
Category:general -- posted at: 11:00am EDT

We spend a lot of time and effort on enrollment, but how can we use the other 364 days to gain engagement and create health care consumers?  

That is the question Justin Holland, CEO and Founder of Healthjoy will help us explore on this episode of the podcast. HDHP designs have shifted more of the financial burden to employees, but that shifts a great deal of the knowledge burden to them as well.  As always, the question is how to engage employees.

You can find show notes and more information by clicking here: http://bit.ly/2vcq03m

Direct download: SHIFTSHAPERS173.mp3
Category:general -- posted at: 11:00am EDT

Last week the Senate failed to bring their reconciliation bill to a vote. Nationwide, the individual market is in trouble and advisors need to know what to tell their clients.  

In Jessica Waltman’s quarterly conversation with the ShiftShapers audience, she offers her unique perspective on what really happened on the Hill and where we go from here. We explore whether the 2015 clean repeal bill is still viable and whether single payer is inevitable.  

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

Direct download: SHIFTSHAPERS172.mp3
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Group Medicare may sound paradoxical, but it can help expand your practice while freeing up significant benefit dollars for your group clients. Jason McClellan is the President & CEO of Insurance Advisors Direct-Agency, LLC, and knows exactly what you need to do to take advantage of this rapidly growing practice area.

In this episode, Jason explains what Group Medicare is and how different products work and how they can expand your practice while providing a cost-effective solution that often provides a better offering for retirees.

You can find show notes and more information by clicking here: http://bit.ly/2uVsa45

Direct download: SHIFTSHAPERS171.mp3
Category:general -- posted at: 11:00am EDT

Al Lewis, our guest on this episode of The ShiftShapers Podcast, is a serial entrepreneur, author, renaissance man, and the CEO of Quizzify. Quizzify is a healthcare education app that uses fun and games to teach employees how to buy and use healthcare. The service makes for smarter consumers and saves their companies a lot of money in healthcare costs.

In this interview Al shares his interesting journey, beginning with his time at Harvard Law School and culminating in the creation of Quizzify. We discuss current healthcare literacy issues, how to get employees excited about learning, and Al’s unique approach to solving these problems. We also cover how Quizzify integrates with a company’s wellness program and what employer conversations about healthcare and education look like.

You can find show notes and more information by clicking here: http://bit.ly/2u4C9a0

Direct download: SHIFTSHAPERS170.mp3
Category:general -- posted at: 11:00am EDT

The story of our industry over the last decade has been one of mergers and acquisitions. The ACA has propelled new levels of activity as benefit advisors are leaving the industry and selling their practices. This episode's guest is in the middle of the action, and here to share his expertise and opinions on the advantages some firms have found by becoming part of a larger organization.

Brett Rosen is the Executive Vice President of Mergers & Acquisitions at One Digital, formerly Digital Benefit Advisors. In this interview, we discuss the most important things driving the M&A wave and how advisors are finding opportunities to join forces with other practices to create new practice models that deliver incredible value to their clients.

You can find show notes and more information by clicking here: http://bit.ly/2tfwF8V

Direct download: SHIFTSHAPERS169.mp3
Category:general -- posted at: 11:00am EDT

On this episode of ShiftShapers, our guest and I discuss the new and diverse tools that advisors within the insurance industry are using to market their businesses. The fastest growing method happens to be video, and Bart Camarata is an expert on the topic.

Bart is the creator and host of BenefitAdvisor TV, where he leverages his Middle Tennessee State education to produce quality video content. Bart takes on some preconceptions about video - is it expensive to get started? and is it difficult to get started? We also discuss how advisors and agencies can begin to use video in a variety of ways to market their practices. 

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

Direct download: SHIFTSHAPERS168.mp3
Category:general -- posted at: 11:00am EDT

Mark Gaunya and Jennifer Borislow continue their discussion from last episode about why healthcare is so expensive and share their ideas to slow rising prices. With the release of the second edition of their book Bend the Healthcare Trend, Mark and Jennifer are advocating for consumer-driven healthcare as the solution to rising expenses.

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

Direct download: SHIFTSHAPERS167.mp3
Category:general -- posted at: 11:00am EDT

Nine years ago, Mark Gaunya and Jennifer Borislow wrote "Bend The Healthcare Trend" to explore how healthcare consumers could counteract the damaging effect of a system with misaligned incentives, opaque pricing schemes, and unnecessary complexity. They are about to release the 2nd edition of their definitive book and ShiftShapers talks to them about how much has changed; and how little has changed!

The authors believe that what has not changed is that consumerism and transparency are still the answer to an industry that remains unnecessarily confusing, even for many folks within the industry. The average layman stands no chance in a system created by the rule makers, for the rule makers.

Be sure you tune in for Part 2 next week!

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

Direct download: SHIFTSHAPERS166.mp3
Category:general -- posted at: 11:00am EDT

The move from "wellness" to "wellbeing" requires a more holistic approach which includes helping employees become financially well. Understanding the need and bringing the right technology to employers can help advisors expand their offerings and differentiate themselves.

Chris Whitlow of Edu(k)ate joins us to talk about the need, the approaches and how technology and unbiased financial advice are helping companies support all of their employees with these essential skills regardless of financial status.

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

Direct download: SHIFTSHAPERS165.mp3
Category:general -- posted at: 11:00am EDT

Today is a discussion of the revolutionary power of transparent pricing.

Dr. Keith Smith believes that healthcare pricing in the United States is “scam” — and he’s working to change that. He is the medical director and managing partner of the Surgery Center of Oklahoma. Keith’s outlook on transparent healthcare pricing is a valuable one, especially since he’s had several years putting it into practice. 

You can find show notes and more information by clicking here: http://bit.ly/2q9m11e

Direct download: SHIFTSHAPERS164.mp3
Category:general -- posted at: 11:00am EDT

Transparency is the single topic with the most potential to transform every aspect of health and health insurance. We've decided to devote two episodes to this potentially innovative topic.

For part one our guest is Ralph Weber, President and CEO of MediBid. Ralph is a passionate subject matter expert and serves as a member of NAHU’s Healthcare Cost and Quality Transparency Workgroup. In this interview, we explore his belief that current healthcare pricing schemes purposefully withhold information from consumers, and why Millennials in particular won't accept the current status quo on transparency (or lack thereof).

You can find show notes and more information by clicking here: http://bit.ly/2qOqW8V 

Direct download: SHIFTSHAPERS163.mp3
Category:general -- posted at: 11:00am EDT

Benefits advisors have a huge opportunity with individual disability. Recent estimates are that the market in the blue, gray and white collar segments is only 30% penetrated. If your clients and prospects can't afford to retire today, you need to be discussing how they can insure their paychecks.

Patrick Irving, Managing Director of Covala Group, joins us to share his Disability Income (DI) expertise with The ShiftShapers audience. Many large corporations offer life insurance benefits, but fewer are offering DI benefits. Fewer still are offering high-quality, portable, individual DI contacts with those outstanding multi-life discounts. 

You can find show notes and more information by clicking here: http://bit.ly/2rdy7Ya

Direct download: SHIFTSHAPERS162.mp3
Category:general -- posted at: 11:00am EDT

Many of the precepts on which health reform efforts are based are nothing more than myths. ShiftShapers guest Greg Scandlen explodes 30 of those myths and why those incorrect assumptions continually doom efforts at health care reform. 

Based on flawed research, incorrect assumptions and flimsy evidence, these myths may make great bumper stickers but they yield miserably screwed up health care policy. Greg’s new book, Myth Busters: Why Health Reform Always Goes Away explores those false assumptions. From Roemer's Law more than 50 years ago to the "crisis of the uninsured" to small group reform in the '90s and today's "reform" discussions, our guest believes that it was inevitable that we find ourselves in such a mess.

You can find show notes and more information by clicking here: http://bit.ly/2q5s4aN

Direct download: SHIFTSHAPERS161.mp3
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This week on ShiftShapers, Julie Littlechild joins us to talk about the concept of absolute engagement, and how it can create more fulfilling growth in business and promote harmony between your work and personal life. Her work answers the question: can you intentionally design a successful business that also supports the life you really want to live? 

Julie has examined the troubling disconnect between growth, success, and personal fulfillment that often affects benefit advisors, financial planners, and other professionals. She outlines the three daily principles of absolute engagement that help align your personal vision with your business operations.

You can find show notes and more information by clicking here: http://bit.ly/2qeW3K7 

Direct download: SHIFTSHAPERS160.mp3
Category:general -- posted at: 11:00am EDT

On this episode of ShiftShapers, Jeff Hogan shares the innovative approach his company has used to deliver an engaging, modern, and consultative approach to employee benefits. At the core of this approach lies a focus on building strong partnerships with brokers to provide better options for employers and employees alike.   

Jeff and his team encourage employers to view their benefits offerings like any other corporate asset. Once they've established this mindset, Jeff works closely with his brokers to bring them quarterly data and analytics about everything from core benefits to wellness and other benefit initiatives.

You can find show notes and more information by clicking here: http://bit.ly/2q0mToz  

Direct download: SHIFTSHAPERS159.mp3
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This week on ShiftShapers, Kevin Trokey joins us to share the secrets of building a market-competitive insurance agency. Kevin is a founding partner and coach at Q4Intelligence, a consulting firm dedicated to removing the barriers that keep independent benefits and insurance agencies from reaching their full potential. 

Kevin discusses importance of agencies becoming more competitive by realizing their true purpose - helping business owners achieve what they really want. He also addresses the role of increased employee engagement and improved collaboration between the service and sales parts of business in boosting overall agency success.  

You can find show notes and more information by clicking here: http://bit.ly/2pmu4Lb 

Direct download: SHIFTSHAPERS158.mp3
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On this episode of ShiftShapers, Jessica Waltman continues her quarterly visit from episode #156. She is an expert on legislative politics and a Principal at Forward Health Consulting. Jessica is here to help you make sense of recent political events and how they affect you.

In the second of a two-part series, Jessica explains what can be done to guarantee coverage across markets. She will also talk about selling coverage across state lines. Is it a reality and will it save people money? Georgia and Maine already allow this and have not seen any substantial positive or negative results. Jessica still sees potential for positive impacts on the long-term care and life insurance spaces. Jessica and David wrap up with tax reform talk.

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

Direct download: SHIFTSHAPERS157.mp3
Category:general -- posted at: 11:00am EDT

Jessica Waltman joins us for her quarterly visit. She's an expert on all things legislative and a Principal at Forward Health Consulting. If the twists and turns on Capitol Hill have you scratching your head, Jessica will help you make sense of recent events.

In this first of a two-part series, Jessica explains just why the healthcare reform attempt failed. She'll shed light on what we can expect as lawmakers return to the drawing board. Should President Trump proceed as cautioned and just let the ACA implode? Jessica walks us through that approach and explains the regulatory steps that can be implemented now to make the ACA more responsive to market realities.

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

  

 

Direct download: SHIFTSHAPERS156.mp3
Category:general -- posted at: 11:00am EDT

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.

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

Direct download: SHIFTSHAPERS155.mp3
Category:general -- posted at: 11:00am EDT

Communication is a critical component of personal and corporate success. We may think of conversation and communication as an art, but it turns out that the keys to effective communication are firmly rooted in science.

On this episode of ShiftShapers we explore those connections with Rachael Bosch, Managing Director of Fringe Professional Development, a Washington D.C. firm that helps organizations, teams, and individuals reach their professional learning goals.

We spend the majority of our time in school on the core business skills needed to do our job. However, the soft skills - or professional skills - that help you develop and lead teams don't receive as much attention.

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

 

Direct download: SHIFTSHAPERS154.mp3
Category:general -- posted at: 11:00am EDT

This week, we continue our conversation with a pioneer and disruptor in direct primary care (DPC): Samir Qamar, M.D. Dr. Qamar is the founder and CEO of  MedLion and MedWand. On this episode of Shiftshapers, Dr. Qamar shares his latest invention, which aims to take telemedicine to another level.

We talk about a brand new device that Dr. Qamar is bringing to market – a mouse-sized piece of technology that has the potential to revolutionize patients' interactions with their physicians. This new technology will allow physicians to spend more appropriate time with clients. 

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

 

Direct download: SHIFTSHAPERS153.mp3
Category:general -- posted at: 11:00am EDT

On this episode, we’re honored to be speaking to one of the pioneers and disruptors in direct primary care (DPC), Samir Qamar, M.D. Dr. Qamar is the founder and CEO of two companies, MedLion and MedWand. DPC revisits a traditional business model that eliminates insurance for non-catastrophic health care needs.

You can find show notes and more information by clicking here: http://bit.ly/2m3o9Ig   

Direct download: SHIFTSHAPERS152.mp3
Category:general -- posted at: 11:00am EDT

In part two of two, Bill Dyess and I continue our conversation about the future of Long Term Care insurance. 

Bill and I talk about how hybrid policies, which combine life insurance or annuities with Long Term Care insurance, have added a new wrinkle to the insurance marketplace. We weigh some of the pros and cons of hybrid plans and highlight the importance of the advisor's role as consumer educator. We also talk about why the caregiver side of the equation is important to weigh in the discussion of Long Term Care insurance.

Get full show notes and more information here: http://bit.ly/2l9IQ1u 

Direct download: SHIFTSHAPERS151.mp3
Category:general -- posted at: 11:00am EDT

On this first of a two-part series on the ShiftShapers Podcast, we'll investigate a resurging need for long-term care insurance. There is a 75% chance that those who reach the age of 65 will need long-term care at some point in their lives. Our guest, Bill Dyess, is President of Dyess Insurance Services. He is one of the country's foremost experts on long-term care.

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

 

 

Direct download: SHIFTSHAPERS150.mp3
Category:general -- posted at: 11:00am EDT

According to the CDC, over 29 million people in the US are diabetic, a sharp increase from past decades. It also costs more than $176B to treat diabetes - so how can employers and employees manage the treatment and complications of this lifelong disease?
 
Tom Milam distinguishes between the two components contributing to the scope of the problem, which is affecting employees across age cohorts: costs associated with diagnosing and maintaining, and those associated with complications. Tom also talks about the struggle to keep employees engaged with the daily choices they must make to keep diabetes in check or even in remission.

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

Direct download: SHIFTSHAPERS149.mp3
Category:general -- posted at: 11:00am EDT

Ryan Pinney, President of Insureio, joins us on this episode to talk about how new CRMs targeted specifically at insurance agents, advisors, and other professionals are changing the practice management landscape. CRMs can help you maximize your sales time, keep up with clients, and prospect more effectively. Ryan describes several different CRMs and the rules-based software you can use to streamline your entire selling process. We also touch on why you must get a CRM that is explicitly secure enough for HIPAA guidelines.

Get full show notes and more information here: http://bit.ly/2kZy3eR 

Direct download: SHIFTSHAPERS148.mp3
Category:general -- posted at: 11:00am EDT

Jameson Fauver, Director or Business Development at Kashable, joins the ShiftShapers podcast this week to discuss why financial health is a big problem that nobody is talking about. We talk about this pervasive problem and look at a few innovative solutions available in the marketplace.

Get full show notes and more information here: http://bit.ly/2ka9hr5

Direct download: SHIFTSHAPERS147.mp3
Category:general -- posted at: 11:00am EDT

We speak with John Park - Chief Strategy Officer at Alegeus - about the serious signals in the consumer-directed marketplace. John will explain what consumerism in healthcare is and how that will impact the future of healthcare services. We also discuss the tools in use that are helping the consumerism movement evolve.

Get full show notes and more information here: http://bit.ly/2k9fTXg

 

Direct download: SHIFTSHAPERS146.mp3
Category:general -- posted at: 11:00am EDT

Is there a better way to position wellness programs with employers and what do advisors need to know about the evolution of those programs?

This week on the ShiftShapers podcast, we delve into strategies that advisors can use to position wellness programs and help employers improve employee engagement in those programs. Andreas Deptolla, the Cofounder and COO of Thrivepass, walks us through how first-generation wellness differs from what's available in the marketplace today.

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

 

 

Direct download: SHIFTSHAPERS145.mp3
Category:general -- posted at: 11:00am EDT

We revisit an interview with Rick Bauman - head coach of Intellectual Capital Coaching Corporation - to discuss the importance and role of culture in our businesses. He'll explain why culture defines your organization and is the biggest differentiator in an age where differentiation is a huge challenge for many organizations.

Get full show notes and more information here: http://bit.ly/2iKtb98

 

 

Direct download: SHIFTSHAPERS144.mp3
Category:general -- posted at: 11:00am EDT

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/2hnW0ac

Direct download: SHIFTSHAPERS143.mp3
Category:general -- posted at: 10:00am EDT

On this episode of ShiftShapers, we are stepping out of the realm of employee benefits, insurance and financial planning to discuss the ultimate differentiator for all businesses – customer service. Peter Shankman is the author of a new book, Zombie Loyalists: Using Great Service to Create Rabin Fans.

Get full show notes and more information here: http://bit.ly/2i6HKq2

Direct download: SHIFTSHAPERS142.mp3
Category:general -- posted at: 6:00am EDT

On part two of this special, post-election edition of the ShiftShapers podcast, we discuss policy ideas that may be seeing a resurgence based on the election outcome and whether these ideas can really bring down costs in the healthcare marketplace.

Jessica Waltman, Principal at Forward Health Consulting and our resident expert on all things legislative and regulatory joins us for part 2 of our look at healthcare in this post-election period.

We discuss the theory being floated that an individual healthcare marketplace will control costs better than the employer-based system currently in place.  We are also hearing a great deal about selling across state lines. Jessica walks us through a practical example of how that theory actually performed in the Georgia market. And finally, we touch on the third rail in healthcare: dealing with hyperinflated and runaway costs on the supply side.

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

Direct download: SHIFTSHAPERS141.mp3
Category:general -- posted at: 11:00am EDT

On part one of this special, post-election 2-part edition of the Shift Shapers podcast, we look at the reality of the "Repeal and replace" strategies and tactics being discussed by the new administration and other health care constituencies.

Jessica Waltman, Principal at Forward Health Consulting and our resident expert on all things legislative and regulatory joins us for a two-part wrap-up on how November's election results will affect the health care and employee benefits universe.  In part 1,  we focus on whether full-scale repeal and replace will happen or if other realities will make large-scale change a more complex and messier process.

You can find show notes and more information by clicking here: http://bit.ly/2hx8onE

Direct download: SHIFTSHAPERS140.mp3
Category:general -- posted at: 11:00am EDT

On this episode of ShiftShapers, our guest is Daniel Wells - the Executive Vice President of Business Development for Endeavor Plus. He'll help us explore what's new in consumer health care plans. We investigate what's working well, what can work better, and tools available that will help self-insured consumers make the best decisions about their health care options.

You can find show notes and more information by clicking here: http://bit.ly/2gXqx1M

 

Direct download: SHIFTSHAPERS139.mp3
Category:general -- posted at: 11:00am EDT

Steve Kelly, the President and Co-Founder of ELAP Services, will help us understand the ins and outs of reference-based pricing, why it's important, and where it will take our industry in the future. Advisors will want to closely examine a metric-based pricing model as they've been shown to provide significant, year-over-year savings.

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

Direct download: SHIFTSHAPERS138.mp3
Category:general -- posted at: 11:00am 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.

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.

Get full show notes and more information here: http://bit.ly/2fy71Yc

Direct download: SHIFTSHAPERS137.mp3
Category:general -- posted at: 11:00am EDT

On this episode of ShiftShapers, we're pleased to welcome Sally Poblete, the CEO of Wellthie, to discuss how consumer expectations are influencing technology trends in the health care industry. Since everyone from millennials to baby boomers is eagerly adopting tech tools and mobile devices to manage their daily affairs, it stands to reason that consumers would gravitate toward tools that simplify their health care decision-making process.

You can find show notes and more information by clicking here: http://bit.ly/2fhc2Ey

Direct download: SHIFTSHAPERS136.mp3
Category:general -- posted at: 11:00am EDT

This week on ShiftShapers, Paul Gable, President of IBX, lends his expertise on technology tools in the benefits industry to the discussion. Benefits advisors are being challenged to meet the demand of delivering a higher quality of service with more efficiency to remain profitable. Paul highlights the affordable resources available to help small and mid-sized agencies recapture efficiencies in their businesses and thus save money.

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

Direct download: SHIFTSHAPERS135.mp3
Category:general -- posted at: 11:00am EDT

Brooks Goodison, President of Diversified Group, concludes a two-part discussion on ShiftShapers this week. Brooks points out the pros and cons of reference-based pricing and provides case studies on how these programs compare to traditional PPO contacts.

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

Direct download: SHIFTSHAPERS134.mp3
Category:general -- posted at: 11:00am EDT

In this week's episode, Brooks Goodison, President of Diversified Group joins us to discuss how renewed interest in partially self-insured plans in the small to mid-market has drawn the attention of state regulators. In this first segment of a two-part discussion on ShiftShapers, Brooks helps us sort through the changes underway that target groups that want to move away from fully-insured plans.

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

 

 

Direct download: SHIFTSHAPERS133.mp3
Category:general -- posted at: 11:00am EDT

This episode is packed with useful information for benefit advisors: Patrick clarifies some of the DI terminology that can often be confusing.  He goes into detail about the taxation of DI benefits so advisors can better serve their clients while saving them money. He also tackles the classic chicken or the egg question regarding whether Group or Individual coverage is the best first option.

You can find show notes and more information by clicking here: http://bit.ly/2e9m46K

Direct download: SHIFTSHAPERS132.mp3
Category:general -- posted at: 11:00am EDT

Regulatory changes are emerging at a fast and furious pace as we near the end of President Obama's second term, and not all of those changes are directly related to the Affordable Care Act. Jessica describes in detail how these new changes will impact health plans, retirement plans, and health reform requirements. Anyone who sells group insurance will be impacted by these proposed changes.

Additionally, advisors need to be able to communicate quickly and clearly to their employer clients who can face fines and additional documentation requirements once the expansion is finalized. Advisors who understand this new environment will be better positioned to help their clients navigate the changes successfully.

Jessica shares the latest information on everything from the increase in fines and penalties or changes to wellness program requirements.

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

Direct download: SHIFTSHAPERS131.mp3
Category:general -- posted at: 11:00am EDT

Jessica Waltman is Principal at Forward Health Consulting and is a regular contributor to ShiftShapers and one of the preeminent experts in how legislative and regulatory changes will affect your practice - and your clients. While we are all focused on the race for president, there is a much broader canvas to watch as well.

There has been renewed discussion of "The Public Option", but Jessica points out that there are differing notions of exactly what that means, and different ways in which it might (or might not) get implemented. Essentially, the public option is a government-run health care program set up to compete with private insurers. Some say it's the only way to save the Affordable Care Act since insurers are pulling out of the individual exchanges. Is it? We ask Jessica for insight.

You can find show notes and more information by clicking here: http://bit.ly/2di4hzv

Direct download: SHIFTSHAPERS130.mp3
Category:general -- posted at: 11:00am EDT

Our subject matter expert this week is Keith Lemer, CEO of Wellnet Healthcare Plan and a founding member of the Healthcare Performance Management Institute - a think tank focused on using technology to bring down the cost of health care.

Regardless of a company's size, without measurable data – process improvement is difficult at best.We invited Keith to discuss how advisors can access relevant data to improve the decision-making processes.

With data, advisors are in a prime position to help their clients make choices that will reduce health care costs, increase compliance, and better control health care dollars spent.

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

Direct download: SHIFTSHAPERS129.mp3
Category:general -- posted at: 11:00am EDT

Is it possible to help people make and sustain long-term behavior changes that yield better health and reduced claims cost?

This week's guest, Ted Borgstadt, CEO of TrestleTree, believes that achieving adherent health behaviors for an unmotivated population is possible through a change in the healthcare model.

You can find show notes and more information by clicking here: http://bit.ly/2cOy9Cr

Direct download: SHIFTSHAPERS128.mp3
Category:general -- posted at: 11:00am EDT

A Thomson Reuters study estimates that health care costs can be cut by $36 billion dollars by helping consumers make smarter decisions. On this episode, Julian Lago, President of Benezon, helps us to learn how advisors can help consumers understand what they don't know and how to make those decisions.

You can find show notes and more information by clicking here: http://bit.ly/2cEj8CD

Direct download: SHIFTSHAPERS127.mp3
Category:general -- posted at: 11:00am EDT

Jessica Brooks, CEO and Executive Director of the Pittsburgh Business Group on Health, shares her expertise on health-focused business groups; potentially a new topic for many listeners. In the past, business groups formed primarily to leverage purchasing power. Today, these coalitions are expanding their focus by using education and advocacy, in addition to the power of the purse, to push for changes in the health care industry at the macro level while bringing new insights and tools to their member employers at the local level.

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

Direct download: SHIFTSHAPERS126.mp3
Category:general -- posted at: 11:00am EDT

This week,  Tom Policelli, CEO of Minuteman Health, joins us to discuss the unintended consequences of risk adjustment in the Affordable Care Act. Although it may not have crossed your radar yet, it's important to understand the market uncertainty triggered by the federal government's risk adjustment mechanisms and how that will impact advisors and the clients they serve.

Tom walks us through the three Rs established by the ACA: Risk adjustment, Reinsurance, and Risk corridor. While these were developed to foster market stabilization, we discuss how each program is actually producing the reverse effect - sometimes with disastrous consequences.

You can find show notes and more information by clicking here: http://bit.ly/2bPeC2b

Direct download: SHIFTSHAPERS125.mp3
Category:general -- posted at: 11:00am EDT

Our guest this week is George Reese of Employee Navigator who helps us explore shifts in the industry that makes oft-neglected HR departments a target rich environment for advisors looking for new strategies to expand their practices. Today more than ever, George tells us, HR departments are searching for solutions to streamline ACA-mandated compliance processes. Advisors armed with knowledge and technology can offer a compelling argument market - if they know how to have that conversation.

You can find show notes and more information by clicking here: http://bit.ly/2bc0dKh

Direct download: SHIFTSHAPERS124.mp3
Category:general -- posted at: 11:00am EDT

There are plenty of options available to consumers when it comes to benefits packages. Sal Campanile, Vice President of Workplace Voluntary Benefits and Group Sales for 5-Star, speaks to the shifts on the horizon as well as the opportunities that advisors can leverage by offering voluntary benefits.

You can find show notes and more information by clicking here: http://bit.ly/2bki1US

Direct download: SHIFTSHAPERS123.mp3
Category:general -- posted at: 11:00am EDT

A generational shift has created several generations of Americans who are financially unprepared for retirement, which represents an opportunity for advisors. We explore that and other changes going on at The American College on this episode of ShiftShapers.

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

Direct download: SHIFTSHAPERS122.mp3
Category:general -- posted at: 11:00am EDT

Eric Parmenter provides a wealth of information that is sure to help you understand how value-based care differs from the HMO model and benefits providers.  Listen in to learn just how value-based care will impact the future of health-care pricing models.

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

Direct download: SHIFTSHAPERS121.mp3
Category:general -- posted at: 11:00am EDT

On this week's episode of ShiftShapers, we chat with Peter Lewenson, the Founder and President of Compliance Bug, who has 20 years of experience with regulated industries including healthcare, financial services, insurance and employee benefits. Peter believes what while compliance is a complicated field, it is a strategic conversation that businesses must be having.

You can find show notes and more information by clicking here: http://bit.ly/2aE3dQI

 

Direct download: SHIFTSHAPERS120.mp3
Category:general -- posted at: 11:00am EDT

Join us on this second part of the conversation as we discuss how the fully insured vs. self-funded landscape is changing, as well as the essential concepts advisors need to understand in that arena. Don't miss this opportunity to find out how you can deliver more value by bringing together clinical expertise, financial understanding, and cost containment.

Get full show notes and more information here: http://bit.ly/29ANmVJ

Direct download: SHIFTSHAPERS119.mp3
Category:general -- posted at: 11:00am EDT

Join us on this conversation as we discuss how the fully insured vs. self-funded landscape is changing, as well as the essential concepts advisors need to understand in that arena. Don't miss this opportunity to find out how you can deliver more value by bringing together clinical expertise, financial understanding, and cost containment.

You can find show notes and more information by clicking here: http://bit.ly/29Gkb1A

 

Direct download: SHIFTSHAPERS118.mp3
Category:general -- posted at: 11:00am EDT

It's difficult for a benefits advisor to communicate with employees on an on-going basis because most advisors only have access to employees once or twice a year around open enrollment. This is compounded by an interesting phenomenon that occurs shortly after each and every open enrollment - regardless of client size or industry.

You can find show notes and more information by clicking here: http://bit.ly/295K4Wx

 

Direct download: SHIFTSHAPERS117.mp3
Category:general -- posted at: 11:00am EDT

Joel Ray is the chairman and CEO of New Benefits joins us on this week's podcast to share helpful information about what non-insured benefits are available and how advisors can incorporate them with their clients, and how to use them as a differentiator with prospects.

You can find show notes and more information by clicking here: http://bit.ly/292qbjE

Direct download: SHIFTSHAPERS116.mp3
Category:general -- posted at: 11:00am EDT

In an earlier episode, we examined the structure and context of the DOL's newest edict. And while it is great to know the ins and outs of the rule, the more pressing question for practitioners is what it actually means at "ground level". That aspect of the rule has been missing in some of the recent press coverage, so ShiftShapers went to an expert and educator to learn more. This is especially important information for benefits advisors who occasionally find themselves in areas covered by these regulations and for those who may be thinking about expanding their practices into those disciplines.

You can find show notes and more information by clicking here: http://bit.ly/1UA9j2S 

Direct download: SHIFTSHAPERS115.mp3
Category:general -- posted at: 11:00am EDT

Helping consumers engage more easily with your services can help you maximize your efforts and your profitability. But what components do you need and how do you deliver them for best effect?

Veer Gidwaney, the co-founder and CEO at Maxwell Health, joins us this week to answer these questions and more. He has extensively studied benefits technology platforms and shares his knowledge about how we can seamlessly integrate benefits enrollment, management, and other tools to redefine the way clients understand managing their health.

You can find show notes and more information by clicking here: http://bit.ly/1UkXpxL

Direct download: SHIFTSHAPERS114.mp3
Category:general -- posted at: 11:00am EDT

In her last quarterly visit with us, Jessica Waltman profiled the Ds vs. the Rs regarding the Employer Health Tax Exclusion. A lot has happened since then. In this episode, we explore some recent Congressional hearings on the matter and alternatives being offered from across the political spectrum. You may be surprised by some of the political alignments on this most important issue!

You can find show notes and more information by clicking here: http://bit.ly/1t26XUj

Direct download: SHIFTSHAPERS113.mp3
Category:general -- posted at: 11:00am EDT

On this episode, we welcome Chad Schneider, Chief Sales Officer at Code SixFour, who has extensively studied practices around the country and has keen insights into how the most successful advisors are either hanging out "Consultant" shingles or are taking a more consultative approach to working with their prospects and clients.

Get full show notes and more information here: http://bit.ly/1sToCh9

Direct download: SHIFTSHAPERS112.mp3
Category:general -- posted at: 11:00am EDT

Jeremy Pincus, Principle at Forbes Consulting Group, studies the topic and believes that it is crucial to more productivity and happier clients. Jeremy explains what that useful offshoot of economics and psychology is all about and why “there’s a factor of emotion all the way going back to policy design, it isn’t just at point of sale.”

In our conversation, we learn the science that explains why giving prospects and clients fewer choices is key to successful sales.  Jeremy explains the concept of “focalism” and how it plays into the sales equation. We also gain insights into the paradox of choice and the hidden forces behind every decision our clients make.

Get full show notes and more information here: http://bit.ly/1TNt8U3

Direct download: SHIFTSHAPERS111.mp3
Category:general -- posted at: 11:00am EDT

This week, we welcome Tony Boquet back to the podcast. In his "day" job, Tony is Vice President and Adjunct Professor at the American College. Last time we chatted, he told us about changes at the college, but this conversation centers around his new book, The Bloodline of Wisdom: The Awakening of a Modern Solutionary. 

Get full show notes and more information here: http://bit.ly/1Tc0a0k

Direct download: SHIFTSHAPERS110.mp3
Category:general -- posted at: 11:00am EDT

On this episode of the ShiftShapers Podcast, we discuss why using statistics to market LTC is no longer the best method to use and what advisors should change in their approach to achieve better results.

Get full show notes and more information here: http://bit.ly/1SWzws4

Direct download: SHIFTSHAPERS109.mp3
Category:general -- posted at: 11:00am EDT

Learn how you can expand your practice by seamlessly integrating your client’s retirement planning with the benefit advisement you already offer.

Get full show notes and more information here: http://bit.ly/26CswtN

Direct download: SHIFTSHAPERS108.mp3
Category:general -- posted at: 11:00am EDT

With all of the news around the new DOL ruling and with the increased interest in self-funding, Adam explains what it means to be a fiduciary, how problems and challenges crop up and a few ways to handle them. We also discuss the liability that attaches to this role and some new tools that help plans deal with the complexity and the liability.

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

Direct download: SHIFTSHAPERS107.mp3
Category:general -- posted at: 11:00am EDT

John Stoner is the Founder and President of The Stoner Organization and he is graciously offering ShiftShapers listeners the factfinder he has developed and uses with his clients. 

Get full show notes and more information here: http://bit.ly/1WxlD8L

Direct download: SHIFTSHAPERS106.mp3
Category:general -- posted at: 11:00am EDT

On this episode of ShiftShapers, we’re pleased to welcome Meghan Dotter, Principal at Portico PR, back to the program to talk about some of the common mistakes people make when working on printed communications, websites, and presentations.

Get full show notes and more information here: http://bit.ly/1Wj5iVa

Direct download: SHIFTSHAPERS105.mp3
Category:general -- posted at: 11:00am EDT

How can benefit advisors help employers to understand the telemedicine value proposition and what can they do to assure successful implementation and utilization?  Don’t miss this important discussion on what it takes to build a consumer-grade front door to medicine and to create a different consumer experience.

Get full show notes and more information here: http://bit.ly/1V0M0nR

Direct download: SHIFTSHAPERS104.mp3
Category:general -- posted at: 11:00am EDT

Scott explains how our tactics often turn away potential clients and what we can do differently to make prospects chase after us and our expertise.

We also discuss Scott’s step-by-step formula for making our prospecting more effective and connecting with our target market. Finally, Scott shares the Million-Dollar Prospecting Marketing Lesson that every broker should consider using to attract new clients.

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

Direct download: SHIFTSHAPERS103.mp3
Category:general -- posted at: 11:00am EDT

Jim shares his thoughts on how long it will take for telemedicine to become widely accepted by patients. We also explore how telemedicine and some of its components have begun making it easier for those users to become true consumers. We also discuss what needs to happen in order to drive customer engagement and what advisors can do to increase the uptake of Telemedicine.

Get full show notes and more information here: http://bit.ly/1pt8GzL

Direct download: SHIFTSHAPERS102.mp3
Category:general -- posted at: 6:00am EDT

In this engaging conversation, we discuss how brokers can get started with life and the pros and cons of going it alone versus creating strategic partnerships. We also explore techniques advisors can use to approach prospects and clients, such as policy review and others. To gain more knowledge, Brian suggests leveraging wholesalers to gain both product and conceptual depth. We wrap up the conversation by talking about different life insurance policies and today's popular combination products that create a nice fit with work many advisors are already doing with their clients.

Get full show notes and more information here: http://thesaltzmangroup.com/life-insurance-brian-heckert/

Direct download: SHIFTSHAPERS101.mp3
Category:general -- posted at: 7:00am EDT

Dr. Levi joins us today to talk about how Best Doctors came about and shares some shocking findings that they have recently reported. We talk about the importance of technology and data analytics in being able to do their jobs more efficiently and accurately. We also discuss how their comprehensive reviews of medical cases can help reduce health care costs.

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

Direct download: SHIFTSHAPERS100.mp3
Category:general -- posted at: 6:00am EDT

In this conversation, we talk about what you need to look for in your practice and how to keep a high touch environment while using technology to take the burden of every-increasing client demands for higher levels of customer services off your support staff. Julian is a Regional Vice President of the National Association of Health Underwriters and spends a great deal of time talking with benefit advisors who share the same common needs: being able to find time to build their practices while delivering world-class customer service without breaking the bank.

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

Direct download: SHIFTSHAPERS099.mp3
Category:general -- posted at: 6:00am EDT

In this wide-ranging discussion, we cover how taking ownership of client problems may lead you to saving money, and when it makes sense to implement onsite clinics and pharmacies and how that may impact the pharma and medical spend. We also talk about how Russ has created a proprietary physician network and what it did for their firm, as well as how they discover “at-risk” employees and what conditions they find most prevalent within a given population.

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

Direct download: SHIFTSHAPERS098.mp3
Category:general -- posted at: 6:00am EDT

Al joins us to share his interesting journey that started at Harvard Law School and led him to creating Quizzify. In this interesting and engaging conversation, we discuss the current health care literacy issues and Al’s unique approach to solving those problems. We cover how Quizzify integrates with companies’ wellness programs and what those employer conversations look like.

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

Direct download: SHIFTSHAPERS097.mp3
Category:general -- posted at: 6:00am EDT

Join us to discover why Rick believes that “transparency” is the new “throw away word” in the benefits arena and what “fiduciary level transparency” is.  We also discuss the distinction between data warehousing and "real-time data". Rick helps us to understand how some vendors game plans and what plans and plan sponsors can stop those practices that add unnecessary cost and complexity - all in an effort to drive down costs.

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

Direct download: SHIFTSHAPERS096.mp3
Category:general -- posted at: 6:00am EDT

Jessica joins us to share her insights and unparalleled knowledge of what’s going on in Washington this election season. In this engaging conversation, we talk about what Jessica sees in the political future, where the presidential candidates stand on health care, and discuss the best and worst scenarios that benefit advisors might expect.

Get full show notes and more information here: http://bit.ly/1nRC7uJ

Direct download: SHIFTSHAPERS095a.mp3
Category:general -- posted at: 6:00am EDT

As all agencies work to deliver value added services, Tom's believes that being able to deliver real-time information across a wide range of topics helps to create and deepen client relationships.

Communication leads to extraordinary success in any agency. Don't miss this opportunity to discover the success strategies of one of the most forward-looking agencies in the country.

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

Direct download: SHIFTSHAPERS095.mp3
Category:general -- posted at: 6:00am EDT

We talk about a brand new device that Dr. Qamar is bringing to market - a mouse-sized piece of technology that has the potential to revolutionize patient's interactions with their physicians. This new technology will not only allow physicians to spend more time but appropriate time with clients. Tune into this insightful exploration of the new technologies that are coming to the market that can help extend our virtual interaction with primary care providers.

 

Get full show notes and more information here: http://bit.ly/1WcBN5i

Direct download: SHIFTSHAPERS093.mp3
Category:general -- posted at: 6:00am EDT

In this first of our two-part interview, we asked Samir to talk about the ins and outs of the direct primary care model and share his unique journey into that field. We also talk about how the direct primary care pioneers were able to get the DPC inserted into the ACA and how DPC realigns incentives. We also explore how DPC might be a good fit for clients struggling with today's increased personal responsibility amounts, and how they coordinate with and complement high deductible plans.

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

Direct download: SHIFTSHAPERS092.mp3
Category:general -- posted at: 6:00am EDT

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/1kAky08

Direct download: SHIFTSHAPERS091.mp3
Category:general -- posted at: 6:00am EDT

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
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/1PbUP93

Direct download: SHIFTSHAPERS089.mp3
Category:general -- posted at: 6:00am EDT

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
Category:general -- posted at: 6:00am EDT

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
Category:general -- posted at: 6:00am EDT

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
Category:general -- posted at: 6:00am EDT