February 2015

Ep #46: Using Retirement Plan Data To Target Benefits Prospects – With Mark Smith

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Today on The ShiftShapers Podcast, the founder and CEO of MiEdge, Mark Smith, returns to the show to continue our conversation about Big Data. In this episode, Mark focuses on the use of retirement plan data to create opportunities and deliver value to prospects and clients.

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.

What You’ll Learn From This Episode:

  • The type of information the government collects.
  • How this data can be used to play offense and defense.
  • How large the data set is.
  • How employers react to this type of research.
  • Whether it is easy to see the relationships by just looking at the data.
  • The important data points for advisors.

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

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Ep #45: How To Increase Revenue and Client Satisfaction – With Julian Lago

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For many advisors, revenue is down and client expectations are up. The good news is that there are creative ways to become more productive while also delivering a higher level of service to your clients.

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.

You will learn how to continue to differentiate your agency with employers and employees with ever-increasing service level expectations. We also discuss the importance of seeking out white-label solutions that help you to extend your brand.

What You’ll Learn From This Episode:

  • Why yesterday’s differentiator is today’s “table stakes.”
  • What types of problems clients are asking advisors to help with.
  • How to maximize your selling time and still deliver outstanding employee services.
  • How outsourcing is coming on line.
  • Why advisors want a white-label solution.

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Ep #44: Understanding Telemedicine And Positioning It With Clients – With David Lindsey

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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.

We invited David to talk about the history of telemedicine and how ACA has accelerated the need for advisors to understand this area and be able to discuss it intelligently with clients. We explore the 5 keys that are driving this shift. and discuss go-to-market strategies and positioning this rapidly expanding tool in your practice.

We also take the opportunity to ask David about what he sees as the future of this vertical in which more than 60% of Americans are expected to have access within just the next few years.

What You’ll Learn From This Episode:

  • David’s background.
  • The history of telemedicine.
  • What the shift was and how he is shaping it.
  • How and why ACA exacerbated the need for telemedicine.
  • 5 key things driving the shift.
  • The go-to-market strategy for benefits advisors.

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Ep #43: Concierge Medicine – A More Personalized Approach – With Thomas O’Connor, MD

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Our guest on today’s program is Thomas O’Connor, M.D., a Connecticut internist who believes that ACA is the driving force behind the unprecedented growth in the Concierge Medicine practice model. A second-career doctor, Tom originally decided to become a traditional primary care physician. As he focused on building a practice that offered more personalized care, he inadvertently became a pioneer in Concierge Medicine.

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.

What You’ll Learn From This Episode:

  • How Tom came to be a second-career physician.
  • What concierge medicine is.
  • How his day differs from a more traditional practice.
  • The limitations of concierge.
  • How ACA affected concierge medicine.

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