The ShiftShapers Podcast (general)

Jessica Waltman is principal at Forward Health Consulting and one of the most in-demand healthcare political and regulatory analysts in the country. She is also a ShiftShapers regular contributor. As we approach the mid-term elections, you may not be hearing much healthcare discussion on the legislative front, but the regulatory environment has been chock full of initiatives, advices and changes.

Jessica joins us to sort it all out and to let us know what we should expect in the coming months.

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

Direct download: SHIFTSHAPERS214.mp3
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David Weingard is an entrepreneur who used his personal experience with diabetes to create Fit4D, a company that helps with both the personal and financial costs of this widespread and growing disease. David believes that even with all of the work that has been done, there is a huge opportunity for improvement.

You can find show notes and more information by clicking here: http://bit.ly/2Hi7lFK 

Direct download: SHIFTSHAPERS213.mp3
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Gene Thompson is both a Project Director and Director of Health City Cayman Islands (HCCI), an amazing facility that is delivering higher quality, lower cost care with greater patient satisfaction scores. Pioneered by Dr. Devi Shetti, a physician and health care visionary based in India, HCCI has become a leading model for medical tourism.

You can find show notes and more information by clicking here: http://bit.ly/2Hg1x3A 

Direct download: SHIFTSHAPERS212.mp3
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Data and reporting is playing an ever-more important role in helping advisors and employers manage their health care chain and spend. But our guest on this episode, Phil Litvin, Business Development Manager at First Capitol Consulting, warns that there are some red flags you may not even be aware of when evaluating the reporting you are getting.

You can find show notes and more information by clicking here: https://bit.ly/2K0rIc5

Direct download: SHIFTSHAPERS211.mp3
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David Snow is Chairman and CEO of Cedargate Technologies and a self-described “health care junkie” whose career has touched nearly all facets of the health care system. As such, David has a very unique view that informs how he works with and helps companies use data to drive better decision making.

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

 

Direct download: SHIFTSHAPERS210.mp3
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Michael Walsh, founder and CEO of Cariloop, is an expert on a growing problem that most employers may not even realize they have – and that is taking its toll on their employees’ productivity. According to Michael, there may be more than 25 million workers caring for someone and that has an impact on financial wellness, as well as productivity, absenteeism and presenteeism.

You can find show notes and more information by clicking here: http://bit.ly/2Eds5Mm

Direct download: SHIFTSHAPERS209.mp3
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Brian Klepper, Principal at HC Performance Inc. and Worksite Health Advisors believes that the value being delivered in today’s health care system is a “train wreck” and that many are complicit – and know that they are complicit. He explains why he believes that Fee For Service is the crack cocaine of healthcare. The good news is that Brian sees a new model emerging that focuses on delivering value across the entire health care delivery chain.

You can find show notes and more information by clicking here: https://bit.ly/2pS0P0D

Direct download: SHIFTSHAPERS208.mp3
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Laura Carabello, Founder and Principal at CPR Strategic Marketing and Communication has spent the last 10 years focusing on domestic and international medical tourism. In this fast-paced episode, we discuss the inroads that both types of medical travel have made, beginning with jumbo employers and working their way to more recent acceptance and adoption by the mid-market.  

You can find show notes and more information by clicking here: https://bit.ly/2G3EGUc

Direct download: SHIFTSHAPERS207.mp3
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Bret Brummitt, Managing Partner at AG Insurance Agencies and a thought leader in our business, believes that the two greatest things that have happened to our business are “Obamacare and Zenefits.” If that seems counterintuitive, listen in to hear Bret explain how those two things have shaped some of the transformative steps now taking place in the industry.

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

Direct download: SHIFTSHAPERS206.mp3
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Jack Hooper, Founder at Take Command Health, believes that data is the key to helping consumers connect with the plan that is right for them. Employees make plan decisions for a variety of reasons, but often do not find the plan that is right for them and do not understand the long-term impact of selecting the wrong plan.

You can find show notes and more information by clicking here: http://bit.ly/2Fh2N4C 

Direct download: SHIFTSHAPERS205.mp3
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In part 2 of our visit with, Eric Parmenter (National Leader of Value-based Care at Collective Health) we discuss a little-known metric that research proves correlates positively with growth. The Net Promoter Score has been used in other industries for more than 10 years, but despite its simplicity and effectiveness, it has not been widely applied in our industry.

You can find show notes and more information by clicking here: http://bit.ly/2EYhZ7i

 

Direct download: SHIFTSHAPERS204.mp3
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In the first of this 2-part episode, Eric Parmenter, National Leader of Value-based Care at Collective Health will explore why a market where buyers and sellers don’t know each other has led to misaligned market incentives. We also discuss a new variation of ACOs, the “E-ACO” that may answer some of the realignment that needs to occur to fix the broken triangle.

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

Direct download: SHIFTSHAPERS203.mp3
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Over the years, "case management and utilization management" has evolved and expanded to include a wide variety of disciplines that help members and plans alike. Sally-Ann sorts it all out and discusses her view of that the future looks like.

You can find show notes and more information by clicking here: http://bit.ly/2o8hYCH

Direct download: SHIFTSHAPERS202.mp3
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The good news is that there is a small wave of Generations X, Y and Z taking an interest in the insurance industry. Steven Griswold has first-hand knowledge as the head of a multi-generational firm dating back to 1948.

You can find show notes and more information by clicking here: http://bit.ly/2nn37EW

Direct download: SHIFTSHAPERS201.mp3
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Ten years ago, a number of physician “academies” came together to pioneer the concept of Medical Home. Today, that concept is more widely known as Direct Primary Care (DPC). Today, interest in DPC and the practice model itself is rapidly evolving. Our guest, Jon Hernandez is the CEO at PeakMed Direct Primary Care in Colorado, and he is one of the drivers who are pushing DPC into its next evolution.

You can find show notes and more information by clicking here: http://bit.ly/2E23RJU

Direct download: SHIFTSHAPERS200.mp3
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Mike Dendy is CEO and Founder at Advanced Medical Pricing Solutions (AMPS) and a student of the irrational pricing and misaligned incentives that drive today’s US healthcare system. We begin our conversation by discussing the widely-held myth of the PPO discount.

 

You can find show notes and more information by clicking here: http://bit.ly/2rmxuQ5

Direct download: SHIFTSHAPERS199.mp3
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Our guest on this episode, Mark Seghers, Chief Sales Officer at Healthio, helps individuals, their families and their providers to fill in the blanks during the 5000 hours they spend away from their doctors.

For the last several years we have been talking about how The Internet of Things (IOT) will change medical care – and today that conversation is becoming real.

You can find show notes and more information by clicking here: http://bit.ly/2DDog4w

Direct download: SHIFTSHAPERS198.mp3
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Dr. Marc Grossman, Founder and CEO at PriceMDs, has a unique 30-year perspective on the industry, having spent time as a surgeon, an administrator and a hospital owner. Over that time he has developed a keen sense of the chaotic and often adversarial pricing system that is prevalent in today’s medical and insurance industries.

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

Direct download: SHIFTSHAPERS197.mp3
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Bob Gearhart Sr. and Bob Gearhart Jr. have taken another leap and put their fees at risk, which they feel puts them on the same side of the table as the client. Learn how they do it on this episode of ShiftShapers.

You can find show notes and more information by clicking here: http://bit.ly/2A8cYSg

Direct download: SHIFTSHAPERS196.mp3
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Amy Evans, President of Colibri Insurance writes annual resolutions for her firm, but she goes a step further – she publishes them!

We caught up with Amy to discuss her feeling that this is a key part of her agency’s success.

You can find show notes and more information by clicking here: http://bit.ly/2yMv0c3

Direct download: SHIFTSHAPERS195.mp3
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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.

You can find show notes and more information by clicking here: http://bit.ly/2BYY5qs

Direct download: SHIFTSHAPERS194.mp3
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Mark Gaunya and Jennifer Borislow lay out how the government, Big Pharma, hospital systems, and health insurance companies are incentivized to stop price deflation and maintain complexity.

You can find show notes and more information by clicking here: http://bit.ly/2BaYA09

Direct download: SHIFTSHAPERS193.mp3
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Josh Hilgers, Director of Enterprise Sales at Quotit says that despite all the usual excuses, the "21st Century Cures" Act signed two years ago is offering those employees and employees options while creating a huge opportunity for benefit advisors.

 

You can find show notes and more information by clicking here: http://bit.ly/2BKsq8x

Direct download: SHIFTSHAPERS192.mp3
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In Part 2 of this 2-part episode we will ask David Contorno, President of Lake Norman Benefits and Benefit Selling’s 2015 Broker of the Year about Performance-based Compensation and his belief that it puts advisors in a much better long-term position.

 

You can find show notes and more information by clicking here: http://bit.ly/2j7ujVK

Direct download: SHIFTSHAPERS191.mp3
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David explains why talking to the C-Suite is the way to provide 21st-century advice to clients. We chat about how rationing of care has changed and how it has moved the industry and what questions advisors need to ask their clients.

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

Direct download: SHIFTSHAPERS190.mp3
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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.

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

Direct download: SHIFTSHAPERS189.mp3
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Dr. Jeffrey Gold explains the attraction from the physician side of the equation when it comes to Direct Primary Care.

You can find show notes and more information by clicking here: http://bit.ly/2iyKn23

Direct download: SHIFTSHAPERS188.mp3
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A shift in communication and interaction with prospects and clients is the subject of Jeremiah Desmarais’ new book ….SHIFT. If you want to compete in today’s market, it is a must read.

 

You can find show notes and more information by clicking here: http://bit.ly/2hzgQW0

Direct download: SHIFTSHAPERS187.mp3
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Jesse Slome is Executive Director at the American Association for Long Term Care Insurance. We asked him whether LTC was dead or alive and his answer may surprise listeners. We explore what happened to the first wave of LTC carriers and talk a bit about the recent divestiture and acquisition some major carriers have made. 

You can find show notes and more information by clicking here: http://bit.ly/2yRW6Aw

Direct download: SHIFTSHAPERS186.mp3
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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
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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
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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
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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
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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
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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
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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
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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
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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
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"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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
Category:general -- posted at: 11:00am EDT

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
Category:general -- posted at: 11:00am EDT

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