Videos

his is a sales strategy where you land a smaller transaction with a new client first, then after delivering on your promises and building trust, you then focus on expanding the partnership by adding on additional products and services. However, it's not just in sales that this tactic works, but…

Benjamin Prinzing is the Founder & CEO of Rover Analytics, a company on a mission to help small group employers get access to claims data by scraping member EOB's (Explanation of Benefits). Ben is a serial entrepreneur and started his journey in the healthcare and wellness world over a decade…

TJ Hutchings is the Manager Director of Employee Benefits for Higginbotham in Fort Worth, Texas. He's one of the absolute best people I know in the insurance industry, and he came on to share his journey into benefits, as well as a very moving story about overcoming a rare form…

In this clip, TJ Hutchings of Higginbotham Insurance shares his story of overcoming a form of pediatric cancer called "Ewing Sarcoma" at the young age of 17. His story is obviously one of triumph, but it no doubt changed the trajectory of his young life, as well as the perspective…

It's slower...It's less sophisticated...It has no tech...but I don't care because it sounds amazing and it's way more fun! In this video I explain the rationale behind trading in a 2016 BMW M3 for a 2010 Roush 427R Mustang. It's got 435hp/400 ft-lb of torque 5-speed manual transmission It squeals…

Megan Chiarello is Vice President of Marketing for WellNet Healthcare, who provides turnkey level-funded and self-funded solutions to small and mid-market companies. Megan brings a fresh voice and interesting perspective to a more traditional and slow-moving industry, and she is helping spread the word about a great solution for employers…

Today, Mike is a Benefits Consultant with Hotchkiss Insurance, but long before that, he had an incredible journey as a troubled teen, then becoming a Youth Pastor for about 15 years, then turning his sights to the private sector to succeed as one of the top sales people in the…

My most shameful moment happened about 20 years, and I share that story as well as how I overcame my lack of confidence.

Anthony Russo is an Executive Regional Manager for Voya Financial, and has spent his entire carrier working on the carrier side of the insurance world. Anthony has a wealth of knowledge to share about the value of a partnership with a large, director writer of stop loss like Voya, and…

Dan Labroad is the founder and CEO of Ovation Health and Life Services, a full service insurance consulting firm, with a specialty in self-funding. Dan is also a serial entrepreneur with a long track record of building successful business, and he bought and sold his first company (a paper route)…

This episode features Patrick Martell of ClaimDOC. Patrick came on the show to discuss one of my favorite topics - Reference Based Pricing (RBP)! I love the potential of RBP to reduce plan spend, but I am no expert, so I asked Patrick to come to tell us the who,…

A behind the scenes look at my podcast

Andy Near is an ex-professional baseball player, who channeled his playing experience into a successful insurance career, before finding his real calling - becoming a high performance coach for Insurance Producers. Beyond that, Andy is an excellent storyteller and a strong advocate for utilizing content creation to build your personal…

In this Episode, Craig Clemente, President & COO of Specialty Care Management (SCM), came on the show to discuss the growing problem of Outpatient Dialysis, and how his organization specializes in controlling the cost of this treatment for self-funded employers.

Rachel Strauss is Director of Strategic Development at EHIM, "national, privately held, woman-owned (WBENC) Pharmacy Benefit Manager (PBM) and Third-Party Administrator that helps organizations proactively contain rising prescription and healthcare costs." Rachel joined me on the show to discuss the role of a PBM, the hidden costs and dark money…

In this episode, Seth Denson, Co-Founder and CSO of GDP Advisors joined me on the podcast to help explain Insurance Captives. Seth talks about the right size group, the appropriate risk profile to join a captive, as well as the technical mechanics of how they work. In addition to GDP…

*Correction* - 78% of hospitalizations due to Covid were overweight/obese - not 94%. The 94% statistic was in reference to the percentage of Covid deaths that had comorbidities". Jonathan Lopez, Ed.D - aka "Dr. J-Lo" joins me on this episode to cover the role of the Third Party Administrator from…

Today's episode explains how a General Agent (GA) brings innovative solutions to the table for brokers and their clients. Lester is a successful entrepreneur, and is one of the hardest working and most knowledgeable people I know. In addition to sharing his self-funded expertise, he explains how moving from Puerto…

We have approached self-funding from many different insurance industry angles so far, but the most crucial vantage point is discussed in this episode with Tommy Fulmer - The EMPLOYER's perspective. Tommy is responsible for accounting and finance at The Delta Companies, who has been self-funded since 2012. He discusses his…

Courtney is a Sales Executive with ZERO, which focuses on reducing claims costs to a self-funded plan by directly contracting with providers and paying for procedures with predetermined, agreed-upon pricing bundles. An added benefit, and also where they got their name, is if a member of a health plan uses…

4 episodes in and I finally got to talk some stop loss again! Jeff Petty is the President of PACE Underwriters, a Dallas-based Managing General Underwriter (MGU ) of Stop Loss Insurance. He joined me to discuss what an MGU does, and what specific role they play in the broader…

Come for education on the Healthcare Navigation industry, and stay for a discussion on Alpacas! Dr. Eric Bricker is a physician, built a successful healthcare navigation company, and is the founder of AHealthcareZ, which focuses on creating education content around the healthcare industry. He has also written a book called…

In this episode we begin to drill down into the self-funded conversation to look at the individual moving parts. Today's component is the Third Party Administrator, also known as a "TPA". Jennifer Morgan of Collective Health joined me to discuss what a TPA is, and the pivotal role they play…

This is the inaugural episode of Self-Funded Spencer, where I am joined by the Practice Leader at Roach Howard Smith Barton (RHSB) Insurance, Dennis Fowler. Dennis Fowler helped me define Self-Funded for this and future episodes, and brings a decade of experience as a broker/consultant in the employee benefits space.…