December 2015

Ep #90: An Innovative Agency Model and an Amazing DI Story! – With Jennifer Borislow

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This week, we are pleased to welcome 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.

Borislow Insurance’s client-centric approach primarily focuses on employee benefits, using an innovative 7-discipline, 3-year model with specialized teams in each area to ensure the highest standard of client care.

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!

What You’ll Learn From This Episode:

  • How of Borislow Insurance came about and how it’s organized.
  • The agency’s unique 7-discipline model.
  • Why Jennifer specialized in disability income.
  • How the agency uses disability income as a differentiator.
  • How Jennifer’s benefits agency positions disability as an integral part of their 3-year approach toward each client firm they serve.
  • Simple, yet powerful tool that has helped Jennifer and her partner, Mark Gaunya, build their essential corporate culture described in their book Inspire to Act.

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Ep #89: How to Have a Self-Funding Conversation with Employers – With Adam Russo

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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.

We also have a frank exchange about what is behind recent efforts by some Departments of Insurance to try to put the brakes on certain segments of self funding and the potential impact that may have on employers seeking an alternate to the fully insured marketplace.

What You’ll Learn From This Episode:

  • Adam’s journey and how The Phia Group came about.
  • How advisors can remain relevant in the current environment.
  • The minimum size for a successful self-funded group.
  • Why the government wants to stop or severely limit self-funding.
  • How can advisors begin the self-funded conversation.
  • What you need to devise a properly constructed client plan.

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Ep #88: Self Funding Tactics, Strategies and Opportunities – With Craig Lack

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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.

Craig’s 25-year experience in the industry has given him a deep understanding of the challenges facing benefit advisors in a post-ACA world. We invited Craig to discuss strategies such as the “Spousal Incentive HRA” and other opportunities for self funding created by the Affordable Care Act. He will also share why premiums are just “CRAP”.

Seasoned self funders and advisors new to the world of self funding will learn how to engage employers in compelling conversations that create differentiation and value.

What You’ll Learn From This Episode:

  • The difference between fully-insured and self funded.
  • Why the premiums are just C.R.A.P.
  • Why this isn’t the typical renewal discussion.
  • How ACA has impacted the world of self funding.
  • What the Spousal Incentive HRA is.
  • Whether you should create a deductible rewards program.

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Ep #87: Supercharge Your Benefits Practice with Video Marketing – With Bart Camarata

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Occasionally on ShiftShapers, we delve into different modes that advisors are using in order to help them market their ideas and their practice. Today, we’re covering one of those tools that’s becoming increasingly popular and more adopted by the industry with great success – video marketing.

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.

What You’ll Learn From This Episode:

  • The immediate advantage of video.
  • Whether video marketing is just a “carrier thing.”
  • How advisors can start using video.
  • Whether you need a huge budget.
  • How video can help you achieve social proof.

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