September 2014

Ep #25: Back to the Sales Basics – With Nelson Griswold

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

I invited Nelson to the program to talk about the shift that PPACA has brought and why going back to the basics of selling is the way to go. Don’t miss this episode’s advice from one of the leading sales authorities in the industry!

What You’ll Learn From This Episode:

  • Whether sales are made by presenting facts in a logical manner.
  • The psychology of buying.
  • How people usually listen.
  • Why more questions is not really the best approach to sales.
  • Do you really need 13 (or more) steps to sales success?
  • Nelson’s 4 steps to a successful sale where the client will even close themselves.

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Ep #24: Using Big Data as a Differentiator – With Mark Smith

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

I invited Mark to the show to discuss how data can be an effective prospecting and service tool while also serving as a differentiator for benefits advisors. Tune in to learn how the miEdge system helps level the playing field by making even the “average” benefits advisor a subject mater expert, able to tailor client solutions based on their unique datasets.

What You’ll Learn From This Episode:

  • What “Big Data” is and why it matters.
  • How data can be a differentiator for advisors.
  • How data can be used in prospecting.
  • Whether  this is accessible to the “average” advisor.
  • Why DOL datasets are not practical for the average person to use.
  • How advisors can use data to help clients.

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Ep #23: Keeping Medical Care Between a Patient and Doctor – With Gustav & Eric Hoyer

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

I invited Gustav and Eric to talk about how the shift in the delivery of healthcare (progressively less personal and compassionate), and how their model facilitates providers in granting substantial discounts to patients. Listen in to learn about this innovative way of healthcare delivery in the new environment of larger overall out-of-pocket costs.

What You’ll Learn From This Episode:

  • How a confusing and convoluted payment system with multiple players lent itself to a more simple, straightforward model for consumers.
  • How it helps patients to price shop.
  • What the range of price variation is in the marketplace today.
  • The company’s plans to create a nationwide footprint.
  • How benefit advisors have the price conversation with prospects and clients.
  • How brokerages might benefit from Galen’s service.

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Ep #22: It’s All About Millennials – With Gerry Herbison

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

I invited Gerry to talk about his expertise in the management of, by and for Millennials. Tune in to learn about the generations shift that is happening in the insurance and benefits world and how we can shape environments that attract and retain this group of people.

What You’ll Learn From This Episode:

  • What is a Millennial?.
  • What makes Millennials so different that we need to think about them as a separate, distinct cohort.
  • What agencies need to do to attract this group.
  • How the recruitment discussion need to change.
  • How to create an environment where Millennials can flourish.
  • How this cohort prefers to communicate (more or less) and if they like working alone or in groups.

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