The ShiftShapers Podcast (general)

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

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

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

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

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

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

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

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

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
Category:general -- posted at: 6:00am 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/1DKried

Direct download: SHIFTSHAPERS055.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/1Ootwpv

Direct download: SHIFTSHAPERS054.mp3
Category:general -- posted at: 6:00am EDT

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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We invited Chris to talk about why the post-ACA environment has exacerbated a long-standing problem that is ripe for non-traditional solutions. He believes that consumers should be able to make provider and procedure decisions using the same kind of tools available to them in nearly every other consumer arena. We discuss the types of quality metrics and tools the benefit advisors need to be aware of and what types of plan designs can benefit from such a service.

Get full show notes and more information here: http://bit.ly/1viSNr2

Direct download: SHIFTSHAPERS038.mp3
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Today on ShiftShapers podcast, we welcome Peter Schaub, president and CEO of NeoCertified. Peter is our go-to subject matter expert for learning about email encryption and security solutions. With the news of last week's hack attack on Sony it is a great time for your practice to take some simple steps that secure your email communications.

 

Get full show notes and more information here: http://bit.ly/1r9GRw7

Direct download: SHIFTSHAPERS037.mp3
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Join us to find out how Tobe was able to shape her successful referral-based long term care specialty practice and how it is doing in today’s environment. Learn about what tools and techniques are most effective in working with long term care clients and prospects and why the current trend of using riders on life plans may not always be the best solution for your clients.

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

Direct download: SHIFTSHAPERS036.mp3
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On this episode of ShiftShapers podcast, we welcome Craig Scurato, founder and managing member at Simplifi Benefits. Post ACA, Craig has crafted some tools and techniques that make the process of writing group insurance a lot less painful for employers. Included in his strategy is a unique approach to crafting and deploying direct pay primary care networks by working with physicians eager to find new practice models themselves.

Get full show notes and more information here: http://bit.ly/1whN77p

Direct download: SHIFTSHAPERS035.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/11El300

Direct download: SHIFTSHAPERS034.mp3
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I invited Mindy to share her inspiring journey of becoming an independent broker as well as her unique approach to insurance. Find out how she was able to successfully evolve The Insurist from an online term life company to a successful group benefits advisor using old-world agency management techniques coupled with new-world technology.

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

Direct download: SHIFTSHAPERS033.mp3
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On this episode, we speak to Bob about the DI marketplace in general and guaranteed standard issue DI in particular. Tune in to find out how you can deliver more value, drive more revenue and differentiate your practice with this often overlooked product.

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

Direct download: SHIFTSHAPERS032.mp3
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In may practices and organizations, the laser focus on strategy overshadows another critically important component of business – our culture. Rick Bauman, our guest for this episode, will explain why culture defines your organization, and drives brand, customer satisfaction and has a direct correlation to productivity. In an age where differentiation is a huge challenge for many organizations, culture is perhaps the biggest differentiator of all.

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

Direct download: SHIFTSHAPERS031.mp3
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Today, we are very pleased to speak with Phil Wilkins, director of Partner Development at GuideSpark. Phil is an expert on the subject of modern communication strategies and he shares his thoughts on new strategies to communicate important benefit concepts to employees.

Get full show notes and more information here: http://bit.ly/10bNYI0

Direct download: SHIFTSHAPERS030.mp3
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This week on the ShiftShapers podcast, we are very excited to bring you a great conversation with Shane Wolverton, senior vice president of Corporate Development for Comparion Medical Analytics. Shane's research shows that despite the constant historical focus on "cost", the real opportunity to drive down medical spend is to focus on quality.

Drawing on 20 years of experience in the field, Shane discusses how benefits advisors can take what may seem to be a complicated tangle of measurements and create a simple, easy-to-understand system that engages employees and employers alike. Shane will explain why, in the final analysis, "Quality is cost."

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

Direct download: SHIFTSHAPERS029.mp3
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Taylor Pechacek is a Product Manager at Maxwell Health, a company its beginnings in wellness. Today, the company is changing their value proposition and helping to shape the employee experience by shifting the way employees can elect and manage a much wider range of benefits in a year-round private exchange setting.

Get full show notes and more information here: http://bit.ly/1y3htHI

Direct download: SHIFTSHAPERS028.mp3
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On this episode, Jonathan shares his insight into how internet-connected devices are going to start shaping the health and wellness profiles in the post-ACA world. Find out how consumers are currently using tools like HealthJibe to incorporate health risk management and prevention into their daily digital routines.

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

Direct download: SHIFTSHAPERS027.mp3
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On this episode of ShiftShapers, we welcome Dr. Erika Bliss, President and CEO of Qliance, a Seattle-based pioneer in the Direct Pay Primary Care (DPPC) practice model. A pioneering firm established in 2006, Qliance is delivering impressive results by focusing on an in-demand primary care model. With the increased personal responsibility consumers face with today's plan designs, DPPC is becoming increasingly significant in helping to keep patients healthy while helping them to manage out of pocket expenses.

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

Direct download: SHIFTSHAPERS026.mp3
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This week, it is a privilege to be speaking to a principal of Bottom Line Solutions, Nelson Griswold. Nelson is a prolific public speaker and columnist whose audiences know him as a thought leader and authority in the area of consultative selling. He is also the author of the industry best-seller book, Do or Die.

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

Direct download: SHIFTSHAPERS025.mp3
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Today, we welcome the founder and CEO of miEdge.biz, Mark Smith, to ShapeShifters. The miEdge application is an affordable and easy to use service that combines an intuitive interface to a database and search engine of Department of Labor Health/Welfare Employee Benefits information.

Get full show notes and more information here: http://bit.ly/1ran2RY

Direct download: SHIFTSHAPERS024.mp3
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This week we are speaking with Gustav and Eric Hoyer, brothers who have created a start up named after the ancient Roman physician Galen of Pergamon. Galen is a start-up organization whose goal is to empower individual consumers to find quality medical care within certain pricing restraints.

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

Direct download: SHIFTSHAPERS023.mp3
Category:general -- posted at: 6:00am EDT

On this episode of the ShiftShapers Podcast, we are very pleased to be speaking with Dr. Gerry Herbison. Gerry is the Director of the Chartered Leadership Fellow designation and Assistant Professor of Management at The American College.

Tune in to learn about the generations shift that is happening in the insurance and benefits world and how we can create environments that attract and retain Millenials.

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

Direct download: SHIFTSHAPERS022.mp3
Category:general -- posted at: 6:00am EDT

This week, we are talking to Eric Raymond, co-founder of BenefitVault. Reconciling and paying bills for benefit arrays with a multitude of carrier bills creates a huge hassle for employers and HR departments.  The post-ACA emphasis on voluntary and non-insurance benefits has exacerbated an already nettlesome problem.

BenefitVault shaped that shift into a simple and elegant solution that advisors can provide to alleviate this problem - and the objections that come from proposing a multi-carrier benefit array.

Get full show notes and more information here: http://bit.ly/1lBmo0M

Direct download: SHIFTSHAPERS021.mp3
Category:general -- posted at: 6:00am EDT

With the increase in complexity in our industry, coupled with advisor's need to provide more value in their client interactions, honing presentations skills is a must.  Tune in to learn how you can create presentations that resonate, build trust, inspire action and help you close sales.

Get full show notes an more information here: http://bit.ly/1tvo5gi

Direct download: SHIFTSHAPERS020.mp3
Category:general -- posted at: 6:00am EDT

Tune is as Bill tells his story of how he ended up in the insurance sales and marketing field after building a number of successful businesses. Bill also dives into some of his popular techniques that will help you to shape the shift with your clients and prospects. Don’t miss this episode full of game-changing tactics and advice for building trust and becoming a broad-based advisor to your clients.

Get full show notes and more information here: http://bit.ly/1l7853T

 

Direct download: SHIFTSHAPERS019.mp3
Category:general -- posted at: 6:00am EDT

 This week on the Shiftshapers Podcast, we are talking to Dr. Jeff Rice, the CEO of Healthcare Bluebook. Dr. Rice is a physician and attorney who was Director of Managed Care for Duke University and CEO and president of a large health plan created by New York Life and Duke University before starting Healthcare Bluebook.

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

Direct download: SHIFTSHAPERS018.mp3
Category:general -- posted at: 6:00am EDT

It is my pleasure to bring Von Burba of IAG to the program. Von is a seasoned insurance professional who saw companies in the large group market shifting to payroll services and saw the opportunity to shape that shift into a new conduit point for delivering employee benefits.

Get full show notes and more information here: http://bit.ly/1o1jWkb

 

Direct download: SHIFTSHAPERS017.mp3
Category:general -- posted at: 6:00am EDT

Today, Kevin Trokey joins us on the program.  Kevin is a founding partner of Q4Intelligence , a consulting firm dedicated to removing the barriers that keep independent benefits and insurance agencies from becoming feared competitors.  The company’s goal is to educate, coach and help insurance brokers diversify their offerings so they aren't exclusively dependent on health care.

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

Direct download: SHIFTSHAPERS016.mp3
Category:general -- posted at: 6:00am EDT

It is my pleasure to welcome Ben Geyerhahn to the program. Ben is the CEO and founder of Benestream, a company that helps identify employer’s Medicaid-eligible employees and makes it easy for them to enroll in Medicaid. This provides a more appropriate plan design for that population while taking them off their employer’s core plan.

Get full show notes and more information here: http://bit.ly/1u0YGyv

Direct download: SHIFTSHAPERS015.mp3
Category:general -- posted at: 6:00am EDT

This week, we welcome Reid Rasmussen, co-owner and president of Texas-based Freshbenies.  Reid is a former Canadian whose background informed his insight into the future of American healthcare reform and helped him to shape the shift by creating a unique product offering that provides help to those dealing with today’s health care designs.

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

Direct download: SHIFTSHAPERS014.mp3
Category:general -- posted at: 6:00am EDT

 I invited John Spann the program to discuss innovative conversations he is using to position more traditional benefits in a post-reform market.

A 63-year old third-generation property & casualty insurance agency with an internal benefits practice, Spann Insurance was created by John’s grandparents in 1951. Learn how John’s family-run agency has been able to re-evaluate its benefits practice and help clients create employee appreciation in the light of health care reform.

Get full show notes and more information here: http://bit.ly/1m2ZAFi

Direct download: SHIFTSHAPERS013.mp3
Category:general -- posted at: 6:00am EDT

I invited Jimmy to the show to share how he was able to build a successful employee benefits business stay on top of his game for 15 years without ever selling an insured product. In a post-PPACA world, where brokers are diversifying their practices, some are considering adding these plans to their portfolio. Learn how Jimmy approaches the market and how his experience and strategy can help you as well.

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

Direct download: SHIFTSHAPERS012.mp3
Category:general -- posted at: 6:00am EDT

When Dr. Larry Barton became president in 2003, the college was in crisis. Utilizing his extensive experience, Dr. Barton restructured and honed the college’s focus in order to enhance its presence as a leader in financial education. Tune in to find out what changes Dr. Barton helped make that will ensure that American College will continue to thrive and what the future holds for the seasoned educational institution.

Get full show notes and additional information here: http://bit.ly/1iuyp6m

Direct download: SHIFTSHAPERS011.mp3
Category:general -- posted at: 6:00am EDT

This week, I am pleased to bring John Garven on the program. John is the founder and president of Benico, an employee benefit brokerage and consulting firm based in the Mid-West Chicago area.

I invited John on the show to talk about the shift he made from a traditional commission-based model to his current fee-based practice. John shares the details of his transition, as well as the key elements of a fee-based model. For anyone interested in pursuing this model, John imparts insightful advice that can help your business thrive.

Get full show notes and addition information here: http://bit.ly/1pXFRH3

Direct download: SHIFTSHAPERS010.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: SHIFTSHAPERS009.mp3
Category:general -- posted at: 6:00am EDT

In addition to creating a presence for his company, Rogers Benefit Group, in a new, carrier rich environment, Jeff Hogan has created unique partnerships with his brokers that help them to deliver an engaging, modern and consultative approach to employee benefits.

Listen to this episode to learn about Rogers Benefit Group's innovative and successful approach. See how you can adapt their model to your practice to bring greater value and differentiate your agency.

Direct download: SHIFTSHAPERS008.mp3
Category:general -- posted at: 6:00am EDT

Can waste in healthcare be eliminated without being disruptive, while also engaging physicians and creating transparency? We’re pleased to welcome Frank Roby to the program today, to answer this question.

Direct download: SHIFTSHAPERS007.mp3
Category:general -- posted at: 6:00am EDT

Listen in to learn how TBX recreated enrollment software that engages, educates, and enhances the selling process and which can be provided and customized at no up-front cost. Joe will explain the reasons why his system is a great differentiator for brokers and how his new approach helps to market employee benefits more effectively.

Direct download: SHIFTSHAPERS006.mp3
Category:general -- posted at: 6:00am EDT

Today, we welcome to the show Tony Boquet, vice president of the American College. He runs the program called the Center for Veteran Affairs, which helps veterans returning from different conflicts around the world to get the needed education to obtain employment.

Direct download: SHIFTSHAPERS005.mp3
Category:general -- posted at: 6:00am EDT

On today’s episode, we are speaking with Mel Schlesinger, the creator of the LinkedIn Lead System.

Direct download: SHIFTSHAPERS004.mp3
Category:general -- posted at: 6:00am EDT