The ShiftShapers Podcast (general)

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

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

 

 

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

 

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

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

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

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

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

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

 

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

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

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

 

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

 

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

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

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

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

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

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

Get full show notes and more information here: http://bit.ly/1kAky08

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

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

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

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

Direct download: SHIFTSHAPERS090.mp3
Category:general -- posted at: 6:00am EDT

In this episode, we explore some of the most common questions advisors ask about self funding and discuss concerns ranging from minimum group size to tools and techniques. Our guest on this episode of ShiftShapers is Adam Russo, Esq., co-founder and CEO of The Phia Group, as well as the founding and managing partner at a law firm, Russo & Minchoff. He believes that, in light of the healthcare reform, the current environment is full of exciting opportunities that many brokers can take advantage of.

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

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

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

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

Direct download: SHIFTSHAPERS088.mp3
Category:general -- posted at: 6:00am EDT

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

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

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

Direct download: SHIFTSHAPERS087.mp3
Category:general -- posted at: 6:00am EDT

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

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

Direct download: SHIFTSHAPERS086.mp3
Category:general -- posted at: 6:00am EDT

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

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

Direct download: SHIFTSHAPERS085.mp3
Category:general -- posted at: 6:00am EDT

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

In this episode, we explore some of the most common questions advisors ask about self funding and discuss concerns ranging from minimum group size to tools and techniques. Our guest on this episode of ShiftShapers is Adam Russo, Esq., co-founder and CEO of The Phia Group, as well as the founding and managing partner at a law firm, Russo & Minchoff. He believes that, in light of the healthcare reform, the current environment is full of exciting opportunities that many brokers can take advantage of.

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

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

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

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

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

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

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
Category:general -- posted at: 7:00am EDT

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

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

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

Direct download: SHIFTSHAPERS046.mp3
Category:general -- posted at: 6:00am EDT

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

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

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

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

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

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

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

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

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

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

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

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

Get full show notes and more information here: http://bit.ly/11El300

Direct download: SHIFTSHAPERS034.mp3
Category:general -- posted at: 6:00am EDT