Benefits Influencer

In this episode of Benefits Influencer, host Dennis Carlson interviews Steve Santangelo, Chief Revenue Officer at Garner Health, about their unique approach to healthcare cost management through provider quality assessment. The conversation offers benefits brokers and consultants valuable insights into innovative solutions for addressing rising healthcare costs at a time when employers are seeking more effective alternatives to traditional health plans. ------------------------------------------------- Steve Santangelo brings his decade of carrier-side experience to explain how Garner Health uses data analytics to identify high-quality healthcare providers and incentivize employees to choose them, resulting in both better care and lower costs. The discussion explores: Key Takeaways: Provider Quality Focus: Garner Health analyzes physicians on over 500 metrics using data representing 320 million patients to identify high-performing providers. Their approach connects patients to top doctors within existing networks, finding that higher quality care typically costs less, delivering average savings of 27% per healthcare episode. Market Transformation: We've reached a "tipping point" in healthcare where employers are actively seeking alternatives as costs become unsustainable. CFOs are now directly involved in benefits decisions, and previously "too disruptive" solutions like reference-based pricing are gaining traction as companies face higher healthcare cost increases. Broker Strategy: Successful benefits consultants need to develop multi-year strategies for clients rather than temporary solutions. Vendors should work closely with brokers throughout the client lifecycle, focusing on delivering promised results that help brokers demonstrate value when renewals arrive. The episode also covers insights on price transparency developments, how self-funded employers can leverage concentrated membership for direct contracting, and why brokers remain essential partners in implementing innovative healthcare solutions.

In this episode of Benefits Influencer, host Dennis Carlson sits down with Sina Chehrazi, founder and CEO of Nayya. Nayya is an AI-powered platform that unlocks the value of Health & Wealth programs for employees in real time. They discuss how Nayya is transforming employee benefits by connecting disparate data points to create a personalized experience throughout the benefits lifecycle - from enrollment decisions to ongoing usage and claims. Sina shares insights about the fragmented benefits ecosystem, the critical role of employee benefits consultants, and the future of benefits technology integration. Key Takeaways: Personalized data integration is transforming benefits: Nayya connects previously siloed data (prescriptions, HSA, medical claims, financial accounts) to create truly personalized recommendations for employees during enrollment and throughout the year, helping employees make better benefits decisions based on their specific situation. Benefits consultants remain crucial: Far from becoming obsolete, consultants are becoming more important as the benefits ecosystem grows more complex. They serve as trusted advisors to employers navigating point solution fatigue and emerging options like captives that could increase competition in major medical. Integration is the future: The benefits technology market is splitting between closed ecosystems and open integration approaches. Sina predicts that platforms embracing integration will ultimately win, similar to how Salesforce has grown through its integration marketplace, creating value for all stakeholders. More info at www.nayya.com

In this episode, Dennis Carlson sits down with Kristen Rivers, SVP of Sales at ParetoHealth. They discuss how mission-aligned benefits consultants and employers can access premium healthcare solutions typically reserved for large companies through captive healthcare models, highlighting the limitations of traditional fully-insured and level-funded plans while emphasizing the value of actionable data transparency and stronger contractual protections available through alternative funding approaches. Key Takeaways The healthcare market is at a watershed moment where employers are seeking alternatives to unsustainable cost increases in traditional fully-insured plans, with many consultants becoming catalysts for this change. Contrary to popular belief, level-funded plans are often "fully insured, repackaged with a little more data" but without the ability to meaningfully act on that data to control costs. Pareto Health's model provides stronger contractual protections (no-new laser provision and 30% rate cap for the entire membership duration) while giving employers access to cost-saving levers like alternative drug sourcing and patient assistance programs. Contact Information To connect with Kristen Rivers or learn more about Pareto Health, reach out to her directly on LinkedIn or contact any member of the Pareto team in your market.

In this episode of Benefits Influencer, host Dennis Carlson interviews Rachel Schneider, the CEO and founder of Canary, a company revolutionizing how employers support their workforce during times of crisis. Canary manages employee emergency relief funds, allowing companies to formalize a compassionate and equitable response when employees face unexpected hardships. Schneider, drawing from her extensive experience researching the financial well-being of working Americans, shares her journey of creating Canary and its impact on countless lives. Listeners will gain invaluable insights into: The step-by-step process of establishing and implementing an emergency relief fund, ensuring fairness and transparency for all employees. Real-world examples of how Canary has been utilized, particularly in the aftermath of natural disasters like the recent LA wildfires, underscoring the crucial role of immediate financial support. How Canary seamlessly integrates into an employer's benefits program, complementing existing financial wellness and philanthropic initiatives, and potentially aligning with Secure 2.0 provisions. Canary's strategic approach to partnering with brokers, empowering them to educate employers on the transformative benefits of incorporating this essential safety net into their benefits strategy. Tune in to discover how Canary is changing the landscape of employee support and fostering a culture of care within organizations.

Brandy Burch, CEO and founder of benefitbay, joins Dennis to discuss Individual Coverage Health Reimbursement Arrangements (ICHRAs). Brandy shares her expertise on the evolution of the ICHRA market, strategic considerations for brokers, and the importance of a comprehensive technology platform for successful ICHRA implementation.   Listen in as we discuss how to go from a defensive ICHRA strategy to playing offense to better serve employer clients.   Show Notes (generated using AI)   Brandy's Background and benefitbay (2:00): Brandy discusses her background in accounting and finance and her extensive experience purchasing benefits for businesses. This experience led her to found benefitbay, a SaaS technology platform designed to address the complexities of ICHRAs. benefitbay focuses on partnering with brokers to provide them with the tools they need to be successful in the ICHRA market. ICHRA Overview and Evolution (6:30): Brandy provides an overview of ICHRAs and their evolution since their introduction in 2020 under the Trump administration. She explains how ICHRAs allow employers to offer pre-tax benefits to employees who purchase individual health insurance plans. The discussion also covers the initial slow adoption by brokers and their shift towards more offensive strategies as employers express interest in ICHRAs Broker Strategies and the Role of Technology (10:00): <span class="ng-star-inserted" d

Dennis chats with Ryan Koo, an Employee Benefits Consultant who specializes in working with digital health companies. Ryan has just returned from the HLTH conference and shares his recap of the conference as well as his view on the digital health space. Tune in to learn about how digital health companies should be thinking about the employer channel as well as the employee benefits consultant channel. Ryan also shares his view of what's most exciting for the future of digital health. Connect with Ryan on LinkedIn: https://www.linkedin.com/in/ryanmkoo/

Dennis Carlson and Benefits Influencer return with a recap of InsurTech Connect (ITC) with CEO & Co-Founder of Zoë Foundry, Garrett Viggers. Check out Zoë Foundry at www.zoefoundry.com Reach out at [email protected] Benefits Influencer is the #1 podcast for Employee Benefits Brokers and Advisors.

Dennis chats with Ty Wang, Co-Founder & CEO of Angle Health. Angle Health wants to make health benefits more accessible by connecting vendors that handle different services like telehealth and health savings accounts on a single platform. That way, employers of all sizes can offer a similar stack to the benefits you’d expect from a Fortune 500, but tailored for small to medium-sized businesses. Ty Wang is the Co-Founder and CEO of Angle Health, the digital-first, fully-licensed health insurance platform. Before founding Angle Health in 2019, Ty was at Palantir, where he met his co-founder Anirban Gangopadhyay. Before moving into the tech space, he spent seven years working for the US Government in Field Operations and as Foreign Liaison Officer. He has a Bachelor’s degree in Electrical and Electronics Engineering, as well as a Bachelor’s in Systems Engineering, from Washington University in St. Louis. He splits his time between Salt Lake City and Denver. More info at https://www.anglehealth.com/ https://www.linkedin.com/in/tyw/

Dennis welcomes SVP & Senior Partner at Burnham Benefits, Chris Krusiewicz back to the podcast. Chris has been tracking AI as it relates to healthcare and employee benefits for years and brings his latest insights to the benefits community. Chris and Dennis discuss AI and its impact on the employee benefits and healthcare industries today and what we can expect in the future. Check out Season 1 Episode 3 for the earlier interview we reference in this episode. Find Chris on LinkedIn here: https://www.linkedin.com/in/chriskrusiewicz/ Check out Burnham Benefits here: https://www.burnhambenefits.com/

This episode originally aired in January 2020 Charles Specht from The Permission Group shares how Benefits Brokers who target a micro niche can grow a massive book of business and better serve their clients. Connect with Charles at [email protected]

This episode orginally aired in March 2022. Ned Schaut talks with Becky Patel, CEO at Amwins Connect, about mentorship. Becky has over 35 years of experience in this business and shares the importance of both having a mentor and being a mentor. During the conversation they focus on the need to be authentic and know your secret sauce in the business.

This episode orginally aired in July 2020. Dennis and Chesley discuss ways to make employee benefits communication meaningful, relevant and timely in order to drive value for employers and employees. Connect with Chesley: [email protected] http://intrepid7.com/

Dennis chats with Rachel Rutherford of ArmadaCare about Executive Benefits and how to position Executive Medical reimbursement to attract and retain top talent. Find Rachel on LinkedIn: https://www.linkedin.com/in/rachelgann/ Reach out at [email protected] visit https://armadacare.com/ for more info

Dennis chats with Spencer Smith about how benefits advisors can leverage social media to grow their pipeline and increase sales. Find Spencer on LinkedIn: https://www.linkedin.com/in/spencer-smith-self-funded/ Check out Spencer's podcast here: https://spencerharlansmith.com/ YouTube: https://www.youtube.com/c/SpencerSmithSelfFunded For more info on Plansight visit: https://www.plansight.com/

Dennis chats with Kevin Curran, Founding Partner of Salt Margin a Baldwin Risk Company. Listen in as they discuss ways Benefits Brokers can win with a too often overlooked part of the benefits package, ancillary. Kevin outlines three ways brokers and advisors can get started with becoming true consultants on ancillary, just like they already are on medical insurance. Kevin uncovers some key group life and disability policy provisions that every advisor should be aware of. -- for more content for Benefits Brokers and Advisors visit: benefitsinfluencer.com

Dennis chats with The D.I. Coach, Chris Carlson about how benefits brokers and advisors can better position (or start positioning for the first time) disability insurance with their clients. Chris began his insurance career as a Brokerage Consultant with Provident Life and Accident in 1984.  After working with Provident as a Consultant, District Manager and Branch Manager, he formed his own independent Disability Insurance Marketing Organization in 1995.   Chris's organization eventually became the D.I. sales office for Ascensus Insurance Services. When Ascensus was purchased by BISYS, he became the National Sales Manager for the BISYS D.I. Center.    Chris founded The D.I. Coach to fill the education void left by the disability insurance carriers. He combines his knowledge of the D.I. industry with his coaching expertise to provide a truly unique perspective in his coaching of producers. Chris is the author of six books to include, Prospecting Through Positioning For The Financial Advisor, The Napkin Advisor and The Broker’s Broker. He works with producers to help them fill their pipelines with highly-qualified prospects while establishing themselves as the recognized authority in their market niche. Reach out to Chris at [email protected] https://www.thedicoach.net/ ---- More great episodes and sponsorship opportunities at: http://benefitsinfluencer.com/

Dennis chats with Executive Benefits expert, Helen Ornellas.  Helen is the President and Founder of Ornellas & Associates Insurance Services. Based in California, Helen Ornellas specializes in Executive Benefits using Life Insurance, Disability, and Long Term Care to provide solutions. With over 25 years of experience in the insurance industry, Helen represents many different insurance companies offering a wide variety of coverage options and price points. Her goal is to take the confusion and uncertainty out of buying Life Insurance, Long Term Care, and Medicare, and help you make sense of it all. She specializes in helping business owners understand their coverage and find the right solutions for the future. Helen is an active member of the National Association of Health Underwriters (NAHU) and has held various leadership roles at the local and state levels.  More info at https://ornellasinsurance.com/ ------ For more episodes and insights for Employee Benefits Brokers and Advisors, check out http://benefitsinfluencer.com/

Dennis chats with Noyo CEO and Co-Founder, Shannon Goggin. Listen as they discuss how poor data quality prevents the benefits industry from delivering the modern experiences today’s consumers want. Addressing these challenges at the carrier and ben-admin level with clean, always updated enrollment data lets HR professionals and brokers truly remove friction for members — while paving the way for frictionless benefits that are easy to understand and easy to use. Shannon Goggin is the CEO and co-founder of Noyo. Before starting Noyo, she was a product manager, building benefits software that showed off the powerful role technology can play in improving people's experience with their benefits. Shannon lives in San Francisco, where Noyo is based. visit https://www.noyo.com/ for more info.

Dennis chats with Kevin Trokey.  Kevin is the Founding Partner of Q4intelligence, a marketing and sales enablement firm committed to the preservation and transformation of the independent agency system. He writes prolifically regarding the many challenges being faced by today’s agencies, providing guidance to overcome those challenges. He is a frequent industry speaker and has been recognized by the National Association of Health Underwriters as their speaker of the year. Kevin is currently serving as the National Chair of the NAHU Diversity, Equity, and Inclusion Committee. He recently led the NAHU Name Change Task Force, has served as the National Membership Chair, and is a past president of both St. Louis and Missouri chapters. https://www.q4intel.com/ Q4Live info here: https://q4live.q4intel.com/

Dennis interviews Benefits Advisors Andrew McNeil and Rosario Avila of Arrow Benefits Group.  They discuss how winning awards and writing columns contribute to their position as thought leaders in the community and with their clients.  They also discuss strategies they've found work well with small group clients in a post-COVID environment. Find Andrew and Rosario on LinkedIn: https://www.linkedin.com/in/andrew-d-mcneil-5a45559/ https://www.linkedin.com/in/rosarioavila/ For more episodes and information check out http://benefitsinfluencer.com/

Six years ago, Laurel Taylor was on the fast track to reaching her career goals. But the weight of the student debt she and her mother had racked up to fund her education rang in at almost $200,000 — and could have held her back from reaching her full potential. Laurel took matters into her own hands, and in 2016 founded Candidly (formerly FutureFuel.io) to address the unmet and urgent market need for solutions that support other individuals and families through every step of the planning, borrowing, and repayment experience. Before founding Candidly (formerly FutureFuel.io,) Laurel held leadership positions at Google, among other roles. Reach out to Laurel at [email protected] Benefits Influencer is the number one podcast for Employee Benefits Brokers & Advisors.  Check out more episodes and get in touch at http://benefitsinfluencer.com/

Dennis chats with CEO of Beneration, Josh Winigrad. They discuss why every benefits broker should be talking about self-billing with their clients. Josh shares: How to master self-bills by learning the COUNTIFS and SUMIFS formulas. Why you should encourage your clients to use self-bills with carriers rather than EDI feeds. The danger of self-auditing invoices against payroll deductions. Connect with Josh on LinkedIn: https://www.linkedin.com/in/jwinigrad/ Check out Beneration: https://beneration.com/ ------ Benefits Influencer is the #1 podcast for Employee Benefits Advisors. Visit www.benefitsinfluencer.com for additional episodes and to get in touch.

Dennis chats with Jaclyn Chen, Co-Founder & CEO of Benepass.  Benepass is a flexible technology platform that allows employers to offer employees robust categories of perks and benefits around things like wellness, mental health, entertainment, and more. Check out https://www.getbenepass.com/ to learn more. Benefits Influencer is the #1 highest rated podcast for Employee Benefits Brokers and Advisors. Visit www.benefitsinfluencer.com  for more great episodes and to get in touch.

Dennis interviews Co-Founder & President of SolV Independent Insurance Associates, Brittney Bello. Employee Benefits Brokers and Advisors will want to listen in as Dennis and Brittney go beyond the buzzword of "transparency" to uncover what it looks like when advisors, employers, and the benefits ecosystem all align around transparency. Find Brittney on LinkedIn: https://www.linkedin.com/in/brittney-bello/ Check out SolV here: https://solvins.com/ ---- Benefits Influencer is the #1 highest rated podcast for Employee Benefits Brokers and Advisors. Visit www.benefitsinfluencer.com  for more great episodes and to get in touch.

Dennis chats with Advisor, Keynote Speaker, Podcast Host and President & Owner of Olympic Crest Insurance, Nancy Giacolone. Reach out to Nancy and follow her via LinkedIn: https://www.linkedin.com/in/nancy-giacolone/ Check out Olympic Crest Insurance here: https://olympiccrest.com/   ---- Benefits Influencer is the #1 highest rated podcast for Employee Benefits Brokers and Advisors. Visit www.benefitsinfluencer.com  for more great episodes and to get in touch.

Dennis sits down with Lewis Mosley, Founder & Director of UK-based BAS to discuss how US-based benefits brokers and advisors can help their clients with global employees. Lewis is a Director, Founder and lead Guardian Consultant at BAS He has over 10 years’ experience working within the global employee benefits space, most of which have been spent advising US multinationals on all aspects of their global benefits, from their first overseas hire’s benefit program in a new country to managing 30+ countries with merger & acquisition heritage. https://benadvservices.com/ https://www.linkedin.com/in/lewis-mosley-a88bab30/ Benefits Influencer is the #1 highest rated podcast for Employee Benefits Brokers and Advisors. Visit www.benefitsinfluencer.com  for more great episodes and to get in touch.

Dennis interviews CEO and Founder of GenuineShift, Jenn Walsh.  Follow Jenn on LinkedIn: https://www.linkedin.com/in/walshjenn/ About Jenn: Jenn Walsh is the founder and CEO of GenuineShift, a business consulting company that delivers learning & development programs to fuel growth, optimize profitability and minimize friction for insurance brokerage firms of all sizes. She created the Client Service Academy in 2019 to address our industry's talent crisis when she realized her clients weren't going to have enough people to support their ambitious sales goals. Jenn has 30+ years of hands-on experience driving organizational growth as a salesperson and business development leader. She developed her expertise in employee benefits within insurance carriers, a full-service brokerage firm, and by holding several national industry association leadership roles. A sought-after speaker and industry expert, Jenn advocates a Client Service First Framework™ where Sales and Client Service teams align investment, mindset, and work style with a Clients hire you to be led™ focus. The goal of the programs Jenn has created includes onboarding new talent, upskilling junior colleagues, and resetting and recharging veterans - a particular passion for Jenn. Jenn lives in the San Francisco Bay Area with her husband, adult children, and a chihuahua, Lolo, the 39th rescue she accidentally adopted in 2020. #fosterfail #fullnest --- Benefits Influencer is the #1 highest rated podcast for Employee Benefits Brokers and Advisors. Visit www.benefitsinfluencer.com  for more great episodes and to get in touch.

Dennis interviews ThreeFlow Co-Founder and CEO, Ryan Sachtjen. ThreeFlow is a benefits placement system that benefits brokers and carriers can use to work together to be more efficient. Visit https://www.threeflow.com/ to learn more. --- Benefits Influencer is the #1 highest rated podcast for Employee Benefits Brokers and Advisors. Visit www.benefitsinfluencer for additional episodes and to get in touch.

Dennis Carlson returns as host of Benefits Influencer to interview Employee Benefits Broker Vinny Catalano, SVP & Partner at Lockton Insurance Brokers. ---- Benefits Influencer is the #1 highest rated podcast for Employee Benefits Brokers and Advisors. Visit www.benefitsinfluencer for additional episodes and to get in touch.

Benefits Influencer is taking a short hiatus this summer but will return soon with exciting new guests and topics.  Stay tuned! Want to engage new leads on auto-pilot and increase your benefits revenue?  Check out heyhunter.io and schedule a demo today.

Ned talks with Becky Patel, CEO at Amwins Connect, about mentorship. Becky has over 35 years of experience in this business and shares the importance of both having a mentor and being a mentor. During the conversation they focus on the need to be authentic and know your secret sauce in the business. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned interviews Josh Butler, President of Butler Benefits in Amarillo Texas. Josh has been in the industry for 15 years solving increasingly complex problems for clients. Josh shares his passion to help solve the America’s healthcare cost crisis. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned and Cory discuss the massive success and recognition Cory has experienced through focusing his efforts on a very specific niche. Cory shares how to have a niche and how to provide a depth of value to ensure you become a needed resource. Cory is passionate about what he does and believes other Benefits Consultants can find success by focussing on a niche as well. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned talks with Alex Frommeyer, CEO of Beam Dental about benefit trends for 2022. They discuss employees' increased desire for holistic benefits, the growing demand for a quality digital user experience, and the big shift from office-centric benefits to person-centric benefits. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned brings on Hoy Kim, the operations guru from Ned’s very own employee benefits agency. Eight years ago Ned found himself working way more hours than he wanted and going home worn out for his family. He went on a journey to find a solution. Over the past 7 years Hoy has created systems and processes that have helped their team become more effective, efficient, and energized both in and out of the business.  ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned reflects on what he learned from 2021 and how he will implement it in 2022. Helpful links: The One Thing - https://the1thing.com/ Atomic Habits - https://jamesclear.com/ The 15 Commitments of Conscious Leadership - https://conscious.is/ EOS and Traction - https://www.eosworldwide.com/ The Core Value Equation - https://therealdarius.com/book/ ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned interviews benefits leader Jessica Du Bois as she shares how any agency can build a successful marketing strategy. She emphasizes building solid connections with clients based on relationship, expertise, and technology. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned talks with Jeff Grocky about basic marketing every benefits broker should be doing. Jeff works with many benefits brokers and consults/supports them in having an online presence. In this conversation you will discover some helpful hacks to simplify your marketing process.   ----------------------------------------------
 Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned and Jessica discuss the importance of employers supporting their employees who are parents. Employers are impacted when employees can't come into work due to lack of childcare. Jessica is CEO and Co-Founder of WeeCare which provides concierge service to help employees find childcare that meets their needs.   ----------------------------------------------
Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned talks with BenTech leader David Bryant. David shares how he and his small team utilized technology to quickly grow his benefits agency. David built many of the tech tools he needed and eventually started MonarkHQ to make these tools available to other benefits brokers. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned Schaut takes a minute to reflect on the past year as new host of Benefits Influencer. The number one question he gets is, “how do I find more leads?” As a benefits broker and marketing agency owner, Ned shares personal insight on how to continue building a book of business once you have reached a level of success. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

In this episode, Dawn McFarland, the VP of Legislation on the board of the California Association of Health Underwriters, and Faith Borges, the Lobbyist for CAHU, join Ned Schaut to give a legislative update for California and Nationally. We discuss what is happening in the market and what to pay attention to over the coming months. We also dive into the importance of being involved in your industry and how benefits professionals can support legislative efforts. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned sits down with Mike Zarrillo, Chief Revenue Officer of Brella to dig into insurance technology and innovation. They discuss opportunities to utilize cutting edge technology, not only for ease of use, but to provide a better user experience as well. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Brad Davis returns for his third time on the show to share more secrets of successful brokers. Connect with Brad at linkedin.com/in/braddavisremade and learn more about California Association of Health Underwriters at cahu.org/home. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned and Scott discuss ideas from his book, The Whole Person Workplace. In Scott's journey of writing the book he discovered that employers who focus on putting the HUMAN back into HUMAN RESOURCES find growth and stability they may not have known were there. Learn more at scottbehson.com. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned welcomes Tom Avery, Founder, President, CEO at Innovative Broker Services and Founder, CEO at Signal Sync. Tom shares how brokers can innovate their process to provide each client a personalized experience and customizable options. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned talks with Rene Zamora, President at Sales Manager Now & Author of Part-Time Sales Management. They discuss the pros, and not so many cons, of utilizing a part-time person instead of hiring full-time for this role. Learn more about Rene, his company, and services at salesmanagernow.com and find his book on Amazon. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned talks with Geoff Woods, Co-Founder & President at ProduKtive, VP at The ONE Thing, and host of The One Thing podcast. They discuss maximizing time management and productivity with extraordinary results. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned talks with Shawn Blofsky, Owner & Broker/Consultant at EVO Insurance Services, Inc. about buying his first book of business. ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.

Ned talks with Eddie Murphy & Philip Cannon, founders of Evolved Benefits about solutions for specific niches to help brokers provide the best offerings for their clients.  ---------------------------------------------- Hunter! Is the Automated Sales Assistant for Benefits Brokers. Go to agencyleverage.com/pipeline to see how Hunter can work for you.