Show cover of The ShiftShapers Podcast

The ShiftShapers Podcast

Change either paralyzes or energizes - the choice is yours. David Saltzman is one of the foremost experts in Transformation Strategies. In Shift Shapers, we will introduce you to businesses and entrepreneurs who have become energized and who have profited by shaping the shifts in their markets and practices.


EP #423: Can a Throwback TPA be a Better Option? — With Bob McCollins
The focus of this week's episode is on how modern healthcare system innovations utilize throwback TPA. Bob McCollins, vice president of sales at Edison Health Solutions, explains what’s happening in the TPA industry today and how a throwback TPA can help combine all the fantastic solutions out there to provide top-notch services.What You’ll Learn From This Episode:2:34 What throwback TPA means and how it works with current healthcare systems.4:35 Keeping all of the various solutions together for the benefit of clients and potential clients.7:57 TPAs need to be adaptable or focused on a single path in order to provide best-in-class services.11:10 Changes to offerings and support in reference-based pricing.14:48 Tasks they outsource to third parties.16:39 Factors affecting claims' automatic adjudication.20:35 TPA in the coming years.Enjoy The Show?Don't miss an episode, subscribe via iTunes, Stitcher or RSS.Leave us a review in iTunes (here's how)Join the conversation by leaving a comment below!
23:08 09/26/2022
EP #422: Getting Meds vs. Taking Meds: What's the Impact? — With Ted Mills
In this week’s episode, Ted Mills, CEO of Perigon Health 360, discusses his best practices for boosting compliance among patients. He explains the consequences of reduced compliance from both a health and financial perspective. He also breaks down Perigon’s “unit dose verification” process and how monitoring compliance elevates the role of the pharmacist and the care plan. Finally, Ted talks about the importance of maximizing patient engagement.What You’ll Learn From This Episode:1:30 Defining “compliance”.3:06 The problem in not taking one’s medication in terms of health as well as the dollar value of plans.9:00 Why complications that come with adding a second medication contribute to decreased compliance.12:19 Defining “unit dose verification”.13:06 Useful technologies on the market to consider, and what’s upcoming.16:01 Reducing friction to improve compliance.18:46 Developing a strong relationship with patients in a post-COVID world.Enjoy The Show?Don't miss an episode, subscribe via iTunes, Stitcher or RSS.Leave us a review in iTunes (here's how)Join the conversation by leaving a comment below!
20:50 09/19/2022
EP #421: What Can Parents Do to Impact Mental Health Issues? — With Keri Cooper
In this week's episode, Keri Cooper, licensed clinical social worker and author of the book Mental Health Uncensored, discusses the teen mental health crisis that has been making headlines. She emphasizes the importance of parental involvement and shares some tried and true methods that she's used in her own practice for the past 20 years.What You'll Learn From This Episode:1:46 How Keri became involved in the mental health field.3:30 Five simple things that can have a huge impact on your mental health.4:51 How gadgets and social media contribute to mental health problems.7:05 Educating children about the dangers of excessive use of mobile devices and social media.12:38 How parents handle peer pressure and keep their children's best interests in mind.14:20 Learning to say no and dealing with your children’s disappointment.16:10 Using mental health as a crutch.17:15 What parents can do to help their children avoid suicide.Quotes:3:11 “If we, as our own being, are not taking care of our physical body, we can't have optimal mental health.”4:08 "Sleep, I think is crucial. That's how your body really restores itself, and if we're not on top of that and setting up good sleep habits for these kids from an early age, I think we're missing a big piece of this.”5:12 “You have to get the devices out of the bedroom. There is nothing good happening on your child's device at three in the morning.”9:42 “As teenagers, you want to fit into a social circle—this is very normal. So, of course, you're going to compare, it's really the hardest part of life for that, but to give them the perspective that you're not in competition with anybody.”12:51 “Parents really need to start thinking, is this what I want? Is this what's best for my family? Or am I just going along with what everyone else does?”17:00 “Yes, you have anxiety. And yes, that's real. But we need to be able to learn the skills to work through it, and to be able to enjoy our life and not just throw our hands up and say I can't.”3:11 “If we, as our own being, are not taking care of our physical body, we can't have optimal mental health.”4:08 "Sleep, I think, is crucial. That's how your body really restores itself, and if we're not on top of that and setting up good sleep habits for these kids from an early age, I think we're missing a big piece of this.”5:12 “You have to get the devices out of the bedroom. There is nothing good happening on your child's device at three in the morning.”9:42 “As teenagers, you want to fit into a social circle—this is very normal. So, of course, you're going to compare, it's really the hardest part of life for that, but to give them the perspective that you're not in competition with anybody.”12:51 “Parents really need to start thinking, is this what I want? Is this what's best for my family? Or am I just going along with what everyone else does?”17:00 “Yes, you have anxiety. And yes, that's real. But we need to be able to learn the skills to work through it, and to be able to enjoy our life and not just throw our hands up and say I can't.”Enjoy The Show?Don't miss an episode, subscribe via iTunes, Stitcher or RSS.Leave us a review in iTunes (here's how)Join the conversation by leaving a comment below!
21:52 09/12/2022
EP #420: Locally-owned Pharmacies: The Wave of the Future? — With Troy Trigstad
This week's episode focuses on CPESN USA's clinically integrated network of community pharmacies. Troy Trygstad, Executive Director of CPESN USA, explains how we can leverage these existing relationships to deliver lower-cost but higher-quality and higher patient satisfaction.What You’ll Learn From This Episode:1:32 A chain without actually being a chain.2:30 Problems that CPESN is attempting to mediate6:31 The value proposition that locally owned pharmacies must have in 2022.13:11 Using existing strong and trusted local relationships to develop a common way of expressing value.18:28 The trajectory of pharmacy practice—going beyond dispensing.Quotes:2:21 “At the end of the day, our job is to bring together the value propositions of mom-and-pop pharmacies out there and really act like a chain without being a chain.”5:03 “CPESN is all about how you can be a one-location pharmacy in rural Kansas but contract with 3500 other pharmacies to have a common product and a common set of performance metrics.”8:23 “What is a value proposition [in 2022] is to use that dispensing event and the trust and the access and the frequency of our interaction as a very qualified health care unit with very qualified underutilized healthcare providers as a way of engaging a patient differently.”
21:37 09/05/2022
EP #419: Getting Your Story Out to the Universe — With Anthony Pacheco
This week's episode focuses on using your story to reach your target audience as Anthony Pacheco, president at P1311, discusses how to transform it into an exceptional but relatable message.What You’ll Learn From This Episode:1:17 Anthony’s pursuit of more affordable, higher-quality healthcare.4:03 How to make your brand stand out while also being very relatable.15:36 How they are bringing in a diverse clientele.17:42 How COVID has altered everything.20:09 Challenges and opportunities in the healthcare industry.Quotes:2:23 “Just understanding that healthcare is very negotiable. A lot of times, what we don’t realize is that you can get a better quality of care for a lower cost. So, that’s kind of what brought me into this industry.”2:41 “Most people think, you know, the rest of our lives, if you pay more money for something, you kind of have this reasonable expectation that it’s better quality. That’s not the case in medicine.”14:35 “Every client is different, but if you show a strategy of five-year projections versus what can I do for you today, you have a better chance of winning that broker of record, right on the spot and developing with that client an understanding of their culture.”
22:11 08/29/2022
EP #418: NAHU's New Direction - with NAHU President Kelly Fristoe
This week's episode features Kelly Fristoe, the newly elected president of the National Association of Health Underwriters, who discusses recent developments and important changes they're implementing to better serve their members in this rapidly evolving industry.What You’ll Learn From This Episode:1:28 Kelly’s journey to becoming NIHU’s president.4:52 The primary reasons for changing the name of NIHU.7:59 Crafting NIHU’s objectives to evolving customer needs.9:14 Educating and preparing members about mergers and acquisitions.11:50 Changing member compensation from commission-based to fee-based agent.15:31 How they are assisting members with employer market issues.17:27 Bringing technology to NIHU’s members to enhance their business.18:11 Major health policy goal.18:45 The significance of organizational changes within NIHU.Quotes:8:36 “Our customers’ expectations are changing. They want us now to help them solve the high cost of health care.”10:26 “If we can help our members be better equipped and know what to expect, and have a toolkit, so to speak, on how to go about doing this and doing it right, that, I think, will create a better situation for our members and we’ll become more valuable to them.”12:42 “If I change from a commission-based agent to a fee-based, then when I’m sitting at their negotiating table, along with them, there’s no question in their mind who I’m representing. The recommendation that I’m going to make is in their best interest.”
23:01 08/22/2022
EP #417: Dobbs: What We Know So Far — with Jessica Waltman
The topic of this week's episode is employee benefit plans relative to abortion services in light of the US Supreme Court's recent decision in the Dobbs v. Jackson Women's Health Organization case.In this episode, Jessica Waltman, Vice President of Compliance at MZQ Consulting, LLC, a concierge compliance firm, discusses the crucial employer considerations for providing abortion benefits to employees. She also stresses the importance of understanding state laws.What You’ll Learn From This Episode:1:21. Jessica’s role and the services offered by MZQ Consulting.4:06 Access to abortion services in relation to employee benefit plans.14:57 Important factors to take into account when determining whether to cover abortion benefits.17:15 The significance of knowing which states protect abortion and which don’t.Quotes:16:15 “So I would look at who you have, where you are, what the likelihood you have of employees that need to benefit.”17:01 “Everybody needs to make their own choice. I would say it’s a lot trickier than you think. I would not just go out whole-hog and issue a personal statement, or promise things to employees until you evaluate the situation thoroughly.”19:03 “Unfortunately, the provider also has to weigh their risk, and some medical systems are delaying care or choosing different options of care to protect themselves, and it could put the employee benefit plan with exposure issues. This is where I think a lot of litigation is going to come into play because there are laws that conflict with one another.”
21:55 08/15/2022
EP #416: Catch Them a Fish AND Teach Them to Fish — with Daniel Corliss
This week's episode is about the drive to change the way businesses acquire and access healthcare for their employees. Daniel Corliss talks about the difficulties associated with receiving medical care under an insurance policy and how DC Advisory is resolving these issues.What You’ll Learn From This Episode:1:33 The difficulties in obtaining healthcare through insurance policies.3:44 DC Advisory’s client acquisition methods.8:07 Three ways they get compensated for their services.11:17 Creating and modifying health-care plans to meet the needs of both employers and employees.13:30 Starting the discussion with brokers and TPAs about self-funding.16:30 Using data analytics to make informed long-term planning decisions.18:36 Boosting health-care consumerism.Quotes:12:20 “There is no one size fits all in self-funding, at least I don’t think there is. I think everything should be built from soup to nuts and from scratch for each client.”13:03 “We have great technology today that allows us to do things more streamlined and efficiently, but guys, we’ve got to get back to doing the work. That’s the only way that we’re going to change this industry, change how we access health care, and change the way that we’re building these health plans for our clients.”
20:43 08/08/2022
EP #415: Turn Pharmacy From a Cost Center to an Investment Center — with Chris Antypas
This week's episode focuses on transforming pharmacies into investment centers, as Chris Antypas, Director of Pharmacy Solutions at Henderson Brothers Inc., shares his direct patient-care experience and pharmacy expertise, as well as how he is assisting employers in navigating the challenging pharmacy landscape.What You’ll Learn From This Episode:1:11 Chris Antypas’ strong commitment to community pharmacy and direct patient care.3:23 The lack of accountability for the outcome side of the equation in the healthcare ecosystem.5:32 Misaligned incentives between drugs, patients, employers, and plans.11:40 How they, at Henderson Brothers, are making the shift and the important role pharmacists play.15:27 Leveraging data to drive health care innovation.18:20 Competing with mail-order pharmacies.Quotes:4:32 “If we stop our efforts on pharmacy just to make sure we got a good deal, we’re ignoring the most important part of the equation, which comes down to whether or not those medications are actually working.”5:02 “We’re exposing ourselves to risks in this investment [medications] with an expectation and a hope that a disease is going to improve as a result of it. And I really think, in our entire health care ecosystem, we’re lacking accountability to that outcome side of the equation.”9:53 “Fundamentally, everybody else just wants utilization, utilization, utilization, but when you pause and look at CMS, they are very aggressively moving towards value-based care. They’re aggressively holding medical providers accountable to A1C and blood pressure. And I think it’s high time for employers to take a similar posture. And as a broker, we have the opportunity to help facilitate that with vendors, essentially, get creative in how we advise, and most importantly, give opportunities to vendors in the marketplace that are actually doing this because, to an extent, it’s happening, it’s just the exception rather than the norm.”18:59 “Some patients need a pharmacy, and other patients need a pharmacist.”21:06 “Arguably, there’s been no greater source of pharmacy waste than mail-order pharmacies, yet we continue to incentivize it.”
23:51 08/01/2022
EP #414: Advisors as Fiduciaries? — With Nathan Gabhardt
The focus of this week's episode is the pharmaceutical supply chain as TrueScripts founder Nathan Gabhardt discusses the role of Pharmacy Benefit Managers in drug spending, in particular how they make money, and how employers can guard against irrational expenditures.What You’ll Learn From This Episode:1:48 Nathan’s background, passion for pharmacy, and desire to help others.2:59 Defining “fiduciary” and the problems associated with it.4:01 How the pharmaceutical supply chain work.7:04 What happens if PBMs are taken out of the supply chain.11:35 The pharmaceutical industry’s complexity and confusion.17:26 What can you do as an employer to safeguard your plan from fraud and extravagant spending?19:25 How medical professionals pick the drugs they give their patients.Quotes:3:28 “What I think a fiduciary is, is that you cannot make decisions based off your own financial well-being but it’s got to be the financial well-being of the consumer.”3:39 “The problem is, is in the pharmacy space PBMs, which are pharmacy benefit managers, they sit in the middle of virtually every transaction of every prescription that gets filled, a PBM is involved with 90 plus percent of all those, and PBMs are not considered fiduciary agents. So ultimately, that’s where the problem lies.”6:50 “From my experience, as a retail pharmacist, if a drug is not covered, the member typically doesn’t just pull out their wallet and pay $500 or $600, they have us call the prescriber and ask what is covered.”7:27 “I am traditionally an anti-PBM. PBMs have caused a lot of harm to the profession of pharmacy, they really have and they cause a lot of harm to employers. However, if we remove that entire system, from our industry, our industry would collapse in my opinion.”12:22 “Particularly in the PBM industry, our industry defies the laws of mathematics. And what I mean by that is that a higher discount does not necessarily mean that your net cost is going to be lower.”17:36 “Follow the money. Anyone you have working around the table on your behalf, ask them how are they generating their revenue, every penny that’s generated off your account, you need to know that.” 
21:35 07/25/2022
EP #413: The Claims People Play – with Holly Monger
This week's episode sheds some light on the significance of health insurance literacy as Holly Monger, president of HSM Computing, discusses claim ploys and how she is helping people who need assistance with organizing, tracking, and appealing claims.What You’ll Learn From This Episode:1:50 Holly’s transition from nursing to health insurance.4:55 Typical problems brought on by healthcare illiteracy.8:08 Why has healthcare education improved so little?13:30 The assistance she provides to those who require assistance with claims.17:19 Assistance with long-term care claims.18:56 Why would she choose to be an employee for life?Quotes:7:05 “It’s all about terminology and knowing what questions to ask, and that’s the most frustrating for most everyday people — they’ll call up and say, “I don’t understand why am I doing this.” And that person at the facility isn’t explaining it at a level that they can understand. So that’s where I come in and try and help them out.”11:37 “First, you have to get the people to want to learn about their health insurance. Most of them don’t.”12:12 “The danger is that insurance carriers want to do it themselves so they don’t have to pay agents. But when this poor person gets it that way and they try and ask questions, they aren’t talking to anybody that makes any sense. They don’t understand that there is nobody educating them.”
20:23 07/18/2022
EP #412: Tech to Embrace and Tech to Avoid - with Nick Lozano
This week’s episode of the podcast centers around helpful technologies for advisors, as Nick Lozano, co-founder of Janitor Media and director of technology for the CIB talks about how the pandemic has changed the tech world and job market for technology professionals and how even non-tech savvy people can get started with technology.What You’ll Learn From This Episode:3:59 Most helpful kinds of technology for agencies and advisors. 6:28 The labor market changes and how it affects the technology space. 8:32 How productive remote workers have proven to be.12:20 Evolving technologies to be on the lookout for.16:58 Getting started with the technology you have. 20:40 Where Nick sees the tech world going in the near future.Quotes:5:31 “I’ve seen people make huge investments into cloud technologies. Right? They’re leveraging as a service.”6:59 “Right now, from a labor perspective, as a technology professional, it is really an employee’s market. The employees are setting the terms.”17:58 “Just start with what you have and graduate as you go. Get the things you need when you need them.” 20:22 Craft your message first, then worry about the technology to get it out to the world. If your message is good, it doesn’t matter. But, you’ve got to start with that message.”
22:20 06/27/2022
EP #411: In Sales, Always Keep Your Left UP! - With Michael Goldberg
Has COVID changed the way we think about live events? How are we supposed to network and market ourselves without face-to-face interaction? This week's episode dives into successful networking and how it’s the key to your success with the author of Knockout Networking For Financial Advisors And Other Sales Professionals, Michael Goldberg.What You’ll Learn From This Episode:3:57 Michael’s definition of networking and why he believes it’s the key to success.6:10 The networking mindset and how it helps you build and grow.8:40 Who you should network with for success.12:51 When to self-promote during a networking conversation.13:48 Best practices for following up after networking.17:03 The PEECE concept for networking. 20:43 The importance of listening in networking.Quotes:4:28 “I look at it as just learning and helping. It’s a proactive approach, although it can be reactive.”5:10 “I can connect every single client that I have to date to somebody that I know or knew. I would say just about every one of them has been through referral and a relationship that I have.”6:16 “For networking to take, you got to give.”7:21 “Your mindset drives everything. So, if you have a mindset towards a certain disposition, you’re going to have a skill set towards that certain disposition, and then action is going to result.”11:39 “It’s about the connection. And it’s really about connecting with your ‘one-thirder’ audience.”
23:13 06/20/2022
EP #410: A Nicer Bark and Less Bite: Management in 2022 — with Daniel Matthews
This week's episode focuses on leadership development and continuous improvement as Daniel Matthews, a change leadership expert and author of The Language of Leadership: Nicer Bark, No Bite, elaborates on finding your leadership WHY and building a trusting relationship.What You’ll Learn From This Episode:1:35 How a high school dropout got into training and developed his leadership skills.3:41 How to find your leadership WHY and why it is important.8:10 Ways leaders create a trusting relationship.11:07 A childhood experience that taught him how to be considerate of others.1:42 How to create a culture of accountability.18:18 The importance of developing an attitude of gratitude.Quotes:5:04 “When we take on the role of leadership, we are not just taking on the tasks and responsibilities of the leader. At some point, we’re really impacting the lives of those people we lead and the families they support.”7:02 “Leadership is all about relationships.”7:32 “This is what a true leader is; it’s somebody who can get people to do what they want when they want, how they want because they want to. And the only way to do that is if you’ve developed strong working relationships with the people you work with.”9:41 “The conversation should never constantly revolve around you and what you’re doing and what you think and your family and everything else. It’s about getting to know those people, and once you get to know somebody, you become closer to them. And I’m not saying that you’re going to be like friends where you go out and have a beer every night, but there’s certainly a friendly aspect to that development of trust.”19:21 “If you want to be able to show gratitude for somebody’s work, you’ve got to be able to do it in ways that are more than just patting them on the back or saying thank you.”
21:53 06/13/2022
EP #409: Doctors in Unexpected and Innovative Places – with Shad Faraz
In this week’s episode, we discuss what other things physicians are doing outside of traditional medicine. Shad Faraz, a Harvard Business School graduate and co-host of the podcast Physicians Off The Beaten Path, discusses how these new perspectives are helping to bridge the gap in the healthcare system in general.What You’ll Learn From This Episode:1:50 Shad’s background, as well as his interest in healthcare innovation, policy, and investing.5:14 What is it like to be a doctor in the 21st century?9:09 Other things doctors are doing, and how different perspectives can help improve the healthcare system in general.13:01 The issue with today’s medical curriculum and why Shad believes it should be revamped.15:13 What is Prescription Digital Therapeutics, why is it important, and what are the barriers?Quotes:6:36 “Nowadays, people think about, you know, innovating in the way that they actually deliver care to their patients, or figuring out how big pharma or biotech can be made more sustainable for patients with an eye towards the lower cost of care for patients.”8:47 “To summarize, almost anything and everything is possible for doctors nowadays, and more and more doctors, I think, are stepping up to the challenge, but there is still an information gap in information asymmetry for some docs, and that’s ultimately why I think your show, my show, and things like that are incredibly beneficial for clinicians.”11:26 “I think everyone is just blinded by their own incentives and everyone thinks that they’re doing the right thing. They just can’t see the bigger picture, and I think the only way to get beyond that is to just bring all these different people into one room, learn the same language, develop some shared understanding of what’s going on, and move forward.”
21:43 06/06/2022
EP #408: Members Without Primary Care Drive Costs — with Ankit Patel
This week's episode is about a new technology platform that aims to boost the primary care provider and patient relationship, as Ankit Patel, co-founder, and President of Pearl Health, discusses the implications of not having a primary care relationship on both the employee and administrative sides, and most importantly, how they are attempting to solve these issues.What You’ll Learn From This Episode:1:40 The impact of not having a primary care relationship on both the employee and claims.3:29 What distinguishes this new approach from the HMO of the 1990s.7:09 The Direct Contracting Program versus CMS.9:52 How they can help to strengthen the primary care provider-patient relationship.Quotes:4:01 “I think the thing that is different this time is that we now have the technology infrastructure and the data to ensure that capitation is coming with accountability.”6:34 “I think when we talk about access to patient care, what I believe has happened over the last 10 years is we have rightly moved the industry towards value, but we have done it in a way that has not really promoted access to patient care.”10:07 “I think what this really ultimately comes down to is trying to find a way to help solidify the primary care and patient relationship as that patient is navigating and going through the rest of the healthcare system.”
21:07 05/30/2022
EP #407: Cutting New Teeth - Dental Insurance in 2022 – with Josh Jackson
This week's episode delves into a new development in the dental insurance industry. Josh Jackson, founder of Promptous, discusses the company's efforts to provide better, simpler, and more affordable dental services that are designed to be used, rather than a plan that is not intended to be used.What You’ll Learn From This Episode:1:35 The main distinction between a self-funded medical plan and a self-funded dental plan.3:31 How they are designing dental plans.5:12 What the advantages are for the employer.6:08 How this new development can improve the dental experience of employees.12:26 Processes that are streamlined on the provider side.14:24 How they encourage employers to switch to self-funding.Quotes:3:07 “It’s not only about cost savings, but there’s an opportunity to really provide a better dental plan in general, because, again, you as the employer are taking the risk on, so you have the ability to take a lot of the traditional restrictions and exclusions limitations out of your normal dental plan, and in turn make it a better benefit that’s designed to be used.”3:44 “We’re designing a dental plan that’s actually designed to be used, rather than a plan that’s not designed to be used.”9:22 “Providing this more holistic benefits package is a way to help them get the treatment they need while helping reduce their out-of-pocket costs.”12:59 “From an administration standpoint, accounts receivable are simplified, they are not having to call one 800 Number to rectify payments. And it’s just a big headache that’s taken off their plates when members come in with promptness and actually use the benefits themselves.”
19:53 05/23/2022
EP #406: Lying On The Floor Grieving = A Book and a Practice — with Esther Pipoly
This week's episode gives insight into the necessity of having the right support to help you navigate the complexity of things that occur before and after a loss. Esther Pipoly is the founder and owner of Loss of Life Advocates, a bereavement consulting firm that assists families in preparing for life's unexpected transitions, such as loss. She is also the author of Lying on the Floor Holding My Breath...: The Grief Experience and the Lessons I Learned After I Got Up.What You’ll Learn From This Episode:1:46 Esther’s personal experience with losing loved ones and the issues she faced while grieving.8:50 Range of issues she helps people with.12:10 The complications and considerations in buying/selling when there is a business involved.15:03 Why it’s critical to make sure that the people you choose are up to the task.16:47 Meaningful conversations that an insurance provider should be having with clients.20:43 What STERBS are and why is it important to find them?Quotes:7:25 “I really learned that in those moments of total grief that you find out if your employer is really going to support you.”8:07 “We have all these wonderful benefits that consultants and brokers out there provide. But it’s in those really rare moments of grief and tragedy if you are truly the best place to work, you’re focusing on those life changes for your employees because that’s when they need the support the most.”10:18 “People need to know that somebody has their back because your family and your friends are there for you initially, but you don’t always want to share things like what I went through.”16:33 “What I find is a lot of people, when they find out exactly what you’re asking them to do, if something happens to you, they will say no, I really think you should hire a professional. And so you know, it really is hard to put that team together a lot harder than people think.”18:54 “As an advisor, the most meaningful thing that you can ask somebody is, how are you doing? How have you handled it? What are your plans? And do you have the right products in place in the event that something happens to your employees? How do you handle death in your workplace? How are you educating your leadership to talk about what to say, when to say it, how to identify when they see somebody that’s going through a loss.”20:19 “The advisory position here is we are living in a time where if you’re an insurance, and you’re not talking to your clients and having these meaningful conversations, then you’re not really getting to know your clients
23:12 05/09/2022
EP #405: How to Keep Transparency From Becoming Opaque in Pharma — with John Zevzavadjian
This week's episode digs into how drug price is determined, with John Zevzavadjian, president at RxSense, explaining how pricing changes from the moment the producer sends the items to the distribution channels to the end consumers.What You’ll Learn From This Episode:1:38 John’s experience from pharmacy to a front row seat at the marketplace.2:44 A couple of things they’re working to solve.3:50 How prices change from the manufacturer to the end-user from a generic medication perspective.7:11 In terms of rebates, how do prices adjust from the manufacturer to the end-user?11:34 What’s preventing people from getting data in the normal course of the scheme, and what kind of data John assists employers with, and how does it affect their decision-making?16:07 Collaborating with pharmaceutical companies to reduce the cost of a drug.19:34 The pharmaceutical industry’s overall trajectory.Quotes:9:12 “Amongst all of that supply chain, everybody’s taking a piece of the action and there’s a lack of visibility into who is making those dollars and how much.”14:14 “Nutrition is as important than getting the right drug.”
21:07 05/02/2022
EP #404: In and Out of Medicine, via The Netherlands — with Frank Sutter
In this week's episode, Frank Sutter, a chiropractor and Associate Director of the Harvard Business School's Health Care Initiative, explains why he left medicine and how the medical system in the Netherlands inspired him to go back and change the healthcare in the United States.What You’ll Learn From This Episode:1:54 Why he sold his practice to a physician group and moved to the Netherlands.8:32 The goal of the healthcare initiative at Harvard and the many different avenues for students.13:14 Direct primary care versus the healthcare initiative.16:45 The difference between the healthcare system in the Netherlands and the US.Quotes:3:42 “In my experience, the greatest aspect of that is just spending time listening to patients, we don’t get a lot of that with most of our health care practitioners. So I really relish the time I was able to spend with each patient.”16:13 “If the doctor is stressed, that’s going to impact the outcomes of the patient.”19:22 “They [doctors in the Netherlands] don’t have the same fear of defensive medicine, which is testing everybody for everything all the time, always, so they don’t get sued for missing a diagnosis. That’s defensive medicine, which is, of course, very expensive for insurance companies and that’s not the right approach either. So, they are quite mindful of that here.”
20:35 04/25/2022
EP #403: Employee Assistance Plans - One Size Doesn't Fit Anyone — with John Troutman
This week's episode is all about determining which EAP is best for your organization. Because there is no such thing as a one-size-fits-all solution, John Troutman, National Director of Mazzitti & Sullivan EAP, discusses the vast range of possibilities and what to look for in an EAP.What You’ll Learn From This Episode:1:50 What is an EAP?2:30 Reasons why some EAPs have gotten a bad reputation over time.3:40 Problems with APIs that are built into plans.4:48 How COVID impacted EAP utilization.5:35 Range of services that you should look for in an EAP.8:03 What range of services should an employer look for?9:33 Assessment of employees’ needs and referrals for diagnosis and treatment of mental health.11:52 EAP Coverage.12:50 The stressors that you’re EAPs dealing with. 14:24 What platforms they’re using to assist employees. 18:42 What’s missing and what is coming in the field of EAP? 20:03 Will EAPs prioritize mental health?Quotes:6:26 “If I was an employer, I would want to make sure I have a dedicated person assigned to that account. That’s one of the most important things I believe.”10:07 “EAPs were never set up to be a long-term solution to a person’s mental health needs. They’re meant to be something ideally on the front end that is a preventative measure, just like a wellness plan, for example.”14:07 “Understanding our mental health, understanding the value of a pause and taking a break, taking time for that self care mentally, is something that really translates over to burnout and I believe you know, that’s just a one that’s on the rise and I believe we haven’t seen you know, the worst of that yet.”15:38 “That benefit of just knowing that there could be a location within 15 minutes of your home to talk to a clinician can go a long way to ease stress.”19:01 “Mental health is a crucial part of everyone’s well-being and should never simply be as if it’s on a piece of paper, we’re going to check it off and move on to something else. It should never be the very last thing because our mental health affects everything else that we do. So what’s lacking is the passion across the country to address mental health on an equal platform. It shouldn’t always be the last five minutes of an open enrollment session at that time of meeting with the employee. It really should be given equal time and opportunity to be explained so that the employees understand the benefit.”
22:18 04/18/2022
EP #402: New Tools Help DTC Grow Faster — with Mark Nolan
This week’s episode explores the new tools available for doctors shifting to direct primary care. Mark Nolan, chief operating officer of Hint Health talks about some of the reasons why a lot of doctors would like to escape into the old-fashioned doctor-patient practice and what’s stopping them from doing so.What You’ll Learn From This Episode:2:30 Three largest obstacles to providing healthcare.5:01 Why more and more doctors are so eager to get into direct primary care.8:15 Some of the obstacles to establishing a direct primary care practice.12:35 The different practice models.17:34 Services that Hint Health and other similar firms are offering to help.20:22 Is direct primary care the future?Quotes:3:18 “Folks who have primary care relationships are much healthier folks in the long run.”5:56 “Most of the doctors that we speak to and providers who are moving over, they’ve got a few different reasons for this. One is, they’re gonna burn out, they just can’t take it anymore. Two, they want to have relationships with their patients that last longer than the 10 minutes that they get to see them in some sort of episodic scenario versus the longitudinal relationship.”7:55 “The satisfaction with the feedback that we would receive around how appreciative they are that there was a model that they could go to and doctor. They get to the practice, something that the patient will need it and experience or that their employer made accessible to them, it was genuine, and it was pretty moving.”20:40 “This is an idea whose time has come and this is not going to slow down. I only see it increasing because of the context that it’s operating in, the different dynamics that are making it even more difficult to be a provider in today’s environment, the consolidation that you mentioned at the top of the show, I just think that the tailwinds behind this are very strong and especially as you have employers and plan sponsors, looking for new things, they’re starting to recognize this innovation and how can help them.”
21:41 04/11/2022
EP #401: Find Your Leadership Superpowers — with Roxanne Kaufman
This week's episode is all about recognizing our inner leadership gold. Roxanne Kaufman, CEO of ProLaureate, discusses how to find and cultivate these skills, as well as how they might affect the company's future.What You’ll Learn From This Episode:1:54 The leadership gold in everyone.3:34 The importance of building good relationships.9:55 The importance of soft skills and why they are the most difficult to master.15:06 How leadership skills influence the company’s success.16:28 Honing the leadership potential within you.Quotes:02:25 “Every human body has the ancient elements of the Earth run through our bodies: magnesium, oxygen, carbon, all these things. And we also have trace elements of gold, honest to goodness gold, and they have narrowed it down to tell us that we have 0.2 milligrams of gold in our bodies, and the majority of that lies within our heart.”3:51 “Relationships are the lifeblood of everything that we do, not just business. They are the lifeblood of our lives, of who we are as people. Forming relationships is what helps us to become successful. This is so important that when we form relationships that we bring to that our most genuine and authentic selves. And that requires work to really discover what that is. That’s what creates really, really deep lasting, trusting, fulfilling relationships across the level of life and business.”05:32 “When you start learning who you really are, and becoming more and more of that, more genuine, more authentic, your relationships blossom because not only are you finding that in yourself, now, it’s cool. It’s not about you anymore. It’s about the other person.”10:39 “These relationship skills, the interpersonal skills, are generally called soft skills. These are the hardest skills in the world to discover, and develop, because we’re conditioned not to.”15:53 “Genuine leadership comes from the heart and it comes from the mind and it comes from a place of absolute authenticity.”
21:20 04/04/2022
EP #400: Sales Zone or Twilight Zone — with Dierdre Van Nest
This week's episode is about effective communication. Deirdre Van Ness, a keynote, speech, and story artist talks about the importance of connecting at the emotional level, especially in a sales setting, as well as some proven techniques to establish that connection.What You’ll Learn From This Episode:1:27 The difference between talking and communicating and why that is so important.04:28 The 4-step formula for effective communication.Quotes:1:48 “Just because you can talk doesn’t mean you can speak.”02:32 “I think the difference between talking, and speaking or communicating is having that intentionality behind what you say, and not thinking, what do I want to say.”07:18 “Avoid jargon.”8:07 “Start keeping a library of phrases and words that your ideal clients actually use, and use those words when you communicate that with them.”15:40 “You have to take your facts and your figures, you have to add the curb appeal and bring it to life. And the way you do that is by adding anchors throughout your messaging.”22:06 “The biggest mistake and the thing that we spend the most time in is what I call the power of the PAUSE. Most people when they communicate, do not pause appropriately. They don’t pause long enough so that the listener can actually catch up with you and process what you’re saying. And so all your words and all your ideas just run together. And your words are just words, they do not make an emotional punch. So, even though pausing is scary, and one second feels like five minutes when you’re speaking, I want to encourage you to look for those places where you are saying something that you want to emphasize and make sure you appropriately pause before and after that idea. So that you do make that emotional connection. If you don’t do that, it all just sounds like noise.”
23:52 03/28/2022
EP #399: Taking the Wrong Exit on the Road to Success — with Carrie Espinosa
This week’s episode gives insight into benefits and healthcare solutions from employment to retirement. Carrie Espinosa, principal advisor at Horizon Benefit Services talks about the comprehensive solutions that they offer to employers, as well as employee education to help them make informed decisions and how to do that effectively.What You’ll Learn From This Episode:1:46 What hire to retire means.5:06 How Horizon Benefits Services started and how they are helping companies and employees.12:46 Is there a need for a cultural shift?14:25 How they’re educating and helping employees figure out the best options for them.20:30 Horizon Benefits Services’ trajectory.Quotes:9:19 “I’ve found that employers want it to be simple. They want a solution that’s going to be good today, good tomorrow. And being that hire to retire solution allows them to have one resource for all of those needs, instead of having to have two different resources.”12:29 “Let’s look at this as a big picture decision instead of just somebody telling you what to do. But that’s the value that we provide as advisors, right? This isn’t just a transaction, this is advising and guiding someone to making the correct decision and how to do that effectively.”21:20 “The key to happiness in life is finding those resources that you can trust, people that are going to look out for your best interests that aren’t going to steer you wrong. And that’s exactly what we want to be to our clients, whether we’re doing it on the benefit side or doing it on the Medicare side or somewhere in between.”
22:05 03/21/2022
EP #398: Learning From The Chief Culture Fairy — with Nikki Fielding
This week’s episode is about the importance of creating a good culture within the company. Peter Drucker once said that “culture eats strategy for breakfast.” And in this episode, Nikki Fielding, chief culture fairy at Conscious Culture Fairy discusses how to spot a bad culture, as well as tools, and ways to bridge the gap.What You’ll Learn From This Episode:2:06 Nikki talks about the heartbeat of a company.4:36 Employee pulse survey tools to help analyze the gaps in the company.6:28 When to bring an expert to bridge the gap.10:06 How to spot a bad culture.12:59 Employee benefits that also help build the culture of the organization.15:22 Ways to build a good company culture without breaking the bank.Quotes:7:36 “Invest in resources that are already existing today with consultants and experts who could educate you on the steps to do it. From personal experience, having driven some significant cultural changes in various divisions, it starts with servant leadership and leading with empathy and you don’t need everybody in a room because too many opinions can clutter the right thing to do. You want to get everybody’s opinion and empower them to feel their opinions are valid, and they matter and you’re addressing them but the way you address them is leading from the front.”9:21 “You expose people to each other and let them both build relationships, which are really key in the workplace, and level up their skills and have a better understanding of the various roles in your organization and how they’re interconnected.”11:41 “Don’t be afraid to take your best practices when maybe looking for a new position into these conversations with your people and do a walk and talk.”13:28 “If you build relationships where people are comfortable talking to you, they will tell you what the stressors are in their life.”15:52 “Experiences, that’s what drives and connects people and tends to drive a positive culture, because connected people are working together more effectively, and feel that there’s a bigger purpose behind what they’re doing than just going in and typing on their keyboard all day.”19:26 “The thought process needs to be what do I not know, that’s important for me to know, and start going down that road.”
22:41 03/14/2022
EP #397: Making Friends With the HR Suite — With Tonya Sowles
This week’s episode is intended to help brokers and advisors understand how automation tools work and why it’s worth the expense of their time as Tonya Sowles, founder and CEO at Sowles Consulting talks about the pain points of managing a small business and how these tools can help make a business workflow more effective and efficient.What You’ll Learn From This Episode:2:19 Tanya’s background and motivation for assisting small businesses.4:17 Making a list of things that are outside your zone of genius and learning to delegate or automate.6:18 The benefits of integrating a CRM into your workflow.8:32 Convincing agents and brokers that HR tools are investments rather than expenditures.12:17 What are workflows?19:20 What is a roller coaster, and why should you be concerned about it?Quotes:14:17 “Workflows take away all of those things that don’t actually require you.”16:57 “When you are outside of your zone of genius, it takes you hours to get back to that level of productivity, to return to it after you’ve struggled with something else.”20:25 “You have to find that balance and using systems and workflows helps you do that so that you can dedicate your time consistently to prospecting sales and closing, at the same time servicing the clients that you have, servicing the new clients and making sure all of the follow-ups, all of the administrative pieces are also getting done in the background. Finding that balance to allow you to have a consistent pipeline of prospects in-process and closing clients is so important. And it’s really important to recognize if you’re on that roller coaster.”
22:12 03/07/2022
EP #396: How to Live a Legendary Life — with Tommy Breedlove
This week's episode gives insight into what it takes to live a legendary life. Tommy Breedlove, a mindset coach, Wall Street Journal & USA Today bestselling author, and featured keynote speaker talks about how you can find your purpose in life and shares some valuable techniques to conquer your time and start living a meaningful life.What You’ll Learn From This Episode:1:47 Tommy’s background and what lead him to this journey of helping other people live legendary lives.6:26 Simple ways to become self-aware and invest in yourself.9:39 What zone of brilliance is and how you can find yours.13:11 Valuable techniques to conquer your time.16:08 The importance of building an inner circle.18:05 Strategies to help you reveal or find your purpose.20:13 How Tommy is helping the community.Quotes:9:32 “You must take intentional action and do something different than you did yesterday to expect different results.”11:12 “Only one out of 100 people can multitask effectively, you’re probably not that one person. I know everybody listens to this, well, I’m the one person. No, you’re not. So, cut off the email, cut off the Facebook, tell Joe and Sally to get out of your office and for two to four hours a day, lock down your zone of brilliance, the things that you’re really good at, meets the things you love doing it from happiness, to profitability, to efficiency to actually enjoying the work you do.”13:37 “Here’s the key. Not a human being on earth has more time or less time than anybody else. It doesn’t matter if it’s Warren Buffett or a great athlete or someone that’s just getting started. And we have to eliminate the word busy from our lives. When we say we’re busy. That’s really saying that someone or somebody or something else is prioritizing our time. The first thing I would tell everybody is to remember, every single moment of every single day of every single breath regarding your time is a choice. You can choose to do what you want with your time”14:29 “When it comes to accepting an appointment, a lunch or a dinner or hanging out with another human being family or not family if it’s not a hell yes, it’s a no. It’ll be remarkable how much time you get back.”21:12 “The only thing you can do is you. The only thing you can change is you and remember, the only true power we have in life is our choices.”22:40 “Invest in yourself. First. It is the most selfless thing you can do. If you want to be a better husband or wife, love yourself more.”
24:32 02/28/2022
EP #395: Leadership In The Hybrid Workplace - with Gleb Tsipursky
This week's episode of the ShiftShapers Podcast talks about how companies are shifting the way they do business. According to Gleb Tsipursky, an internationally-recognized thought leader and the CEO of Disaster Avoidance Experts, this shift has begun even before COVID-19 and will continue even after the pandemic ends. In this episode, we talk about the challenges of managing the workplace, more specifically, what leaders need to know in terms of adapting their corporate culture?What You’ll Learn From This Episode:2:14 How technology influenced the shift to the hybrid workplace.3:13 Why some leaders prefer to go back in the office.7:56 Reasons why a hybrid workplace will maintain the best morale and employee engagement.10:36 Strategies that companies can use to start creating a hybrid workplace.14:20 Creating new performance indicators and metrics.18:02 The potential of hiring people globally.20:20 What leaders need to know in terms of adapting their corporate culture.23:24 The normalcy bias.Quotes:3:03 “People are much more productive on their individual tasks at home. Even before the pandemic, more and more are doing their individual tasks at home.”4:32 “The key dangerous judgment error here is called the status quo bias. We tend to go toward what we’re comfortable with. The status quo – what we know, where we’re successful, and the leaders who have been successful in their career 20, 30, 40 years in the office, they feel they can manage people best that way. They feel they can control their environment. Of course, that’s a little bit diluted, but they feel that they have more control, more authority. They feel good about seeing people around them. And that’s the status quo bias. They’re orienting towards their personal gut reactions and what’s comfortable for them, rather than what’s best for the bottom line.”16:23 “Companies need to fundamentally change their performance evaluation. Right now, performance evaluation for the large majority of companies is based on presence, how much time you work, and generally your presence in the office, that’s obviously not going to work. It has not worked well during the pandemic, which is one of the reasons managers want to come back Monday through Friday, 9 to 5. But that is not what you should do. You should change to make sure that performance is based on deliverables, accomplishments, not time-based.”
25:53 02/21/2022
EP #394: What's New In Supplemental Health Plans — Mike Zarrillo
This week’s episode is about supplemental health benefits. Mike Zarrillo, Chief Revenue Officer at Brella Insurance discusses the market's current state, what's new, and what's on the horizon. We'll dive into understanding what makes a good supplemental benefit and what opportunities exist in this market for advisors.What You’ll Learn From This Episode:1:46 Supplemental health plans: market size and scope, as well as opportunities for advisors.05:44 Why would a company want to offer supplemental health plans?07:59 The most desired and upcoming benefits.11:50 What is a constructed benefit and what triggers a benefit? 14:51 How does technology helps employees in deciding which benefits to purchase?18:06 How they’re educating employees.20:26 The future of supplemental health plans.Quotes:2:42 “Employees today are facing challenges like never before when it comes to their out-of-pocket exposure and a good supplemental health insurance plan should do its part to bridge those gaps and create less financial burdens and hardships for employees when they suffer unexpected medical issues.” 04:27 “We’re already upside down – the typical employee today. It’s not necessarily high deductibles, any deductible can feel like a high deductible for way too many American families. So, as brokers, advisors, employers, insurance carriers, we all have an obligation to do our part to ensure that those challenges become less and less cumbersome for American families.” 05:33 “Our view is supplemental health insurance really should be the next most important benefit in the portfolio because it strengthens the most important benefit in the portfolio.”17:39 “think the ability to base a product purely on diagnosis allows you to more effectively, from an actuarial perspective, understand what you may expect from a claim incidents perspective and build your product accordingly, our view of it is that that is a more predictable, sort of path of claim utilization than maybe some of the conventional products that have embedded in those restrictions and definitions that may or may not lead to a benefit.” 20:59 “Simpler insurance allows you to leverage technology in a way that delivers a consumer experience that you know, our employees and their families deserve.”
21:42 02/14/2022