August 2014

Ep #21: Helping Clients Eliminate Billing Headaches – With Eric Raymond

By   Shift Shapers Podcast   1 Comment

ShiftShapersCoverArt

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

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

We invited Eric to talk about the trends that are changing the world of benefits and how BenefitVault was able to help advisors and their clients adjust to these changes.

What You’ll Learn From This Episode:

  • How PPACA has exacerbated a problem employers have struggled with for years.
  • How brokers position this service as a value-added program.
  • Why HR departments find this new service helpful.
  • How a simple, one-time change in payroll shapes a simpler and more elegant solution for carrier reconciliation and payment.

Featured On The Show:

Podcast: Play in new window | Download

Enjoy The Show?

Ep #20: Building Presentations That Inspire Action – With Meghan Dotter

By   Shift Shapers Podcast   Add new comment

ShiftShapersCoverArtWe decided to change things up a bit this week and asked Meghan Dotter, founder of PorticoPR to share her expertise on how to “present better”, which is the tagline for her company, Portico PR.  A veteran of several high-profile communications and PR positions, she decided  to build her practice on the one thing most people find so difficult – the presentation.

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

What You’ll Learn From This Episode:

  • The challenges of creating presentation that cut through an ever-more
    complex environment.
  • The value of storyboarding as preparation for creating a presentation.
  • How clients learn, decide and remember.
  • Why newer presentation tools may be more impactful than the venerable PowerPoint.
  • Should you have a second deck when you present?
  • The importance of a little stagecraft during presentation.

Featured On The Show:

Podcast: Play in new window | Download

Enjoy The Show?

Ep #19: Help Your Clients Build An Impenetrable “Wall of Protection” – With Bill Whitley

By   Shift Shapers Podcast   1 Comment

ShiftShapersCoverArt This week, we are speaking with Bill Whitley. Bill is a nationally-recognized speaker, author and sales trainer. He is also a successful serial entrepreneur and researcher who specializes in helping insurance professional attract more clients, close more sales and deepen client relationships.

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

What You’ll Learn From This Episode:

  • How to move the 80/20 ratio to something more favorable.
  • How to take your clients through the “Your World” process.
  • Let your client build their “Wall of Protection.”
  • What client attraction stories are and how to use them.
  • The 8 secrets of top producing agents.
  • How to take advantage of the most common question: “What do you do?”
  • The importance of telling stories in your sales process.

Featured On The Show:

Podcast: Play in new window | Download

Enjoy The Show?

Ep #18: A Physician’s Personal Story Shapes a Transparency Initiative – With Jeff Rice

By   Shift Shapers Podcast   1 Comment

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

Listen in as Dr. Rice shares the story of how a very personal interaction with the system was the shift that him shape a company that provides a practical, simple-to-use tool designed to help patients know how much things should cost and help them find affordable healthcare as well as connect connect them with providers. Learn how Healthcare Bluebook helps patients navigate the system at the population level and aids them in obtaining quality cost-effective care.

What You’ll Learn From This Episode:

  • How how Dr. Rice’s personal experience with the medical system helped him to envision the shift that was necessary, and how to shape it.
  • The new technologies Healthcare Bluebook uses to make the service accessible to a larger audience.
  • How Healthcare Bluebook’s website serves the public with a subset of information and tools available to their clients.
  • Why the company’s focus is always on the end user, the patient.
  • What steps Jeff sees necessary to change consumer purchasing behaviors.
  • Why he believes the future holds even more transparency around price and quality.

Featured On The Show:

Podcast: Play in new window | Download

Enjoy The Show?

Ep #17: Serving Employers from a Different Point in the HR Continuum – With Von Burba

By   Shift Shapers Podcast   Add new comment

ShiftShapersCoverArt

In this episode we are pleased to welcome Von Burba of IAG to the program. Von is a seasoned insurance professional who saw companies in the large group market shifting to payroll services and discovered the opportunity to shape that shift into a new conduit point for delivering employee benefits.

Tune in as Von shares his story of how he shaped his business to adjust to the shift in the benefits market and his optimistic outlook on what ACA brings to the table. Learn how he is able to create lasting relationships with clients in the post-ACA world that he views as a great opportunity for brokers today.

What You’ll Learn From This Episode:

  • How a shift to seeking larger groups facilitated the shaping of Von’s marketing.
  • The critical role of technology in facilitating this shift.
  • How brokers can build their book in this non-traditional market.
  • How ACA complexity created an opportunity to open doors in this vertical.
  • Why multi-year employer strategies are a key part of developing relationships in a post-ACA world.
  • How ACA will begin the critical shift from employer to employee responsibility and allow employers to redefine their roles.

Featured On The Show:

Listen To The Full Interview:

Podcast: Play in new window | Download

Enjoy The Show?

Back to top