Behavioral economics may sound like an oxymoron, but it has everything to do with success in everything from benefit design to sales success. Jeremy Pincus, Principle at Forbes Consulting Group, studies the topic and believes that it is crucial to more productivity and happier clients.
In our conversation, we learn the science that explains why giving prospects and clients fewer choices is key to successful sales. We wrap up the conversation by addressing the importance of storytelling and how it can minimize the biases that often make it challenging for clients to complete their plans. The post Ep #111: Why Behavioral Economics is Crucial to Your Business a€“ With Jeremy Pincus appeared first on ShiftShapers Online. The Bloodline of Wisdom is a compelling and engaging novel thatA instructs about a serious subject a€“ wisdom and wise decision making.
This week, wea€™re featuring an interview with Steve Cain, Principal and National Sales Leader at LTCI Partners, on the topic of the practice area that has completely redefined itself over the past few years – Long Term Care (LTC).
We also discuss the major differences between the first and second generations of LTC plans and why combo products have recently been getting quite a bit of traction. The post Ep #109: Why Using Statistics in Your Long Term Care Marketing Process May Be Hurting Your Business a€“ With Steve Cain appeared first on ShiftShapers Online.
This week, wea€™re featuring an interview with Steve Cain, Principal and National Sales Leader at LTCI Partners, on the topic of the practice area that has completely redefined itself over the past few years a€“ Long Term Care (LTC). Michael GeraliA is the managing principal at HR Solutions and has co-authored a fascinating book, What You Don’t Know About Retirement Will Hurt You!A that explodes some of the myths and misconceptions around retirement and retirement planning. In this interesting discussion, we dive into the things that baby boomers and their advisors dona€™t know about the relationship between their health care costs and retirement and why so many think they will not be affected by it.
We invited Adam Russo, CEO of the Phia Group, back for a return engagement on ShiftShapers. We also ask Adam to explain why all of this applies to the traditional benefit advisor – both for themselves and in their role as trusted client advisors. We wrap up our conversation with Adam by discussing how benefits advisors can educate themselves on the key elements of self-funding and the opportunities this unique financing arrangement provides in a post-ACA environment. Being a fiduciary is a big responsibility that many clients dona€™t fully understand and oftentimes find challenging to carry out a€“ especially in the small and middle market. The most important sales tool you have forgotten might be the most important tool to remember – if you want to maximize the work you do for each client. John Stoner is the Founder and President of The Stoner Organization and he is graciously offering ShiftShapers listeners the factfinder he has developed and uses with his clients.A This episode is all about uncovering client needs, staging them over time and maximizing the work you are able to do for each client. John also shares some unique sales strategies that he and his team use at The Stoner Organization.
The most important sales tool you have forgotten might be the most important tool to remember a€“ if you want to maximize the work you do for each client. On this episode of ShiftShapers, wea€™re pleased to welcome Meghan Dotter, Principal at Portico PR, back to the program to talk about some of the common mistakes people make when working on printed communications, websites, and presentations.


Meghan shares her advice on how we canA make all of our communication more relevant, interesting, and actionable.
You will learn how top presenters make their presentation deck an accessory that reinforces their core message and helps to tell an engaging story that sticks in the minds of their audiences.
We wrap up our conversation with Meghana€™s tips for relieving nervousness during presentations and having a better focus on your content and engaging your audience. In previous ShiftShapers episodes, wea€™ve talked quite a bit about telemedicine and the role it plays in today’s benefits arena. How can benefit advisors help employers to understand the telemedicine value proposition and what can they do to assure successful implementation and utilization? The post Ep #104: Increasing Engagement with Telemedicine a€“ With Lena Cheng appeared first on ShiftShapers Online. In previous ShiftShapers episodes, wea€™ve talked quite a bit about telemedicine and the role it plays in todaya€™s benefits arena.
On this episode of ShiftShapers, wea€™re happy to welcome Scott Cantrell, Chief Marketing Strategist at Insurance Bottom Line.
Scott explains how our tactics often turn away potential clients and what we can do differently to make prospects chase after us and our expertise. We also discuss Scotta€™s step-by-step formula for making our prospecting more effective and connecting with our target market. The post Ep #103: The Million-Dollar Prospect Marketing Lesson a€“ With Scott Cantrell appeared first on ShiftShapers Online.
Today on The ShiftShapers Podcast, the CEO of Healthiest You, and a serial entrepreneur with a rich background in our industry, Jim Prendergast, joins us to talk about the challenges of putting consumers in the center of their own health care. Jim shares his thoughts on how long it will take for telemedicine to become widely accepted by patients. According to a recent American Journal of Medicine study, 40% of the patients who requested second opinions on the initial diagnosis have received changes in their diagnosis and treatment.
Tony helps us to understand that the avalanche of information available to us does not necessarily provide wisdom. He also gives some examples of how solutionaries and non-solutionariesA make decisions and conduct themselves. We delve into the reason why Steve believes that Long Term Care is an event-triggered sale. Join us to hear Stevea€™s advice on how to have the LTC conversation with employers, and discover the new types of plan designs that are being offered today. We ask practitioner and author Michael Gerali that question and more on this week’s ShiftShapers Podcast. We asked him to join us to discuss the topic of retirement and where it overlaps with the benefits industry. Michael shares the three main rules of retirement and we explore what advisors need to know when talking to their prospects and clients about these critical issues.


We ask practitioner and author Michael Gerali that question and more on this weeka€™s ShiftShapers Podcast. A With all of the news around the new DOL ruling and with the increased interest in self-funding, Adam explains what it means to be a fiduciary, how problems and challenges crop up and a few ways to handle them. As youa€™re listening to it, you might want to download the Discovery Document by clicking this link, print it out, and follow along.
We talk about Johna€™s Medicare strategy, how he implements it with his clients, and why it matters to employers.
We also discuss the role emotion and authenticity play in presentations and other forms of communication in our business. A Dona€™t miss this important discussion on what it takes to build a consumer-grade front door to medicine and to create a different consumer experience. Drawing upon years of marketing experience, Scott has a keen sense of how to position ideas with different audiences.A  He joins us to discuss something that everybody does, but not everyone does well a€“ prospecting. Finally, Scott shares the Million-Dollar Prospecting Marketing Lesson that every broker should consider using to attract new clients. In this episode, Jim focuses on the current state of the telemedicine market segment and its promise for lowering costs and increasing patient satisfaction.
We also explore how telemedicine and some of its components have begun making it easier for those users to become true consumers. We also gain insights into the paradox of choice and the hidden forces behind every decision our clients make. We explore why wisdom is the foundation of our ethical constructs and how it informs the way we act in both our professional and personal lives.
We wrap up the conversation with the direct lessons that benefits advisors can walk away with after reading Tonya€™s new book.
Learn how you can expand your practice by seamlessly integrating your clienta€™s retirement planning with the benefit advisement you already offer.
We also discuss the liability that attaches to this role and some new tools that help plans deal with the complexity and the liability. We also explore an innovative group life strategy and we learn why John believes employers should consider corporately self-funding STD, Dental, and Vision Plans.
Lena Cheng, the Vice President of Medical Affairs at Doctor on Demand, about how to increase employee engagement in telemedicine.
We also discuss what needs to happen in order to drive customer engagement and what advisors can do to increase the uptake of Telemedicine. Dona€™t miss this value-packed interview that is sure to give you ideas you can implement in your practice.




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