#RockstarsRocking

This episode of the #RockstarsRocking podcast features rockstar Kelly Fristoe, Healthinsurologist & President of NABIP, of out of the Greater Wichita Falls, Texas area. We dive right into our interview with Kelly talking about his start in the industry via a shady, though familiar, newspaper ad and what caused him to specialize in what he calls being a “Healthinsurologist”. As the President of NABIP, he explains why being involved in industry focused associations is not only important, but can be beneficial to your business. He also emphasizes how his tenure wasn’t only about his personal goals, but how multiple NAHU/NABIP leaders came together to create a common vision for the organization to work towards collaboratively across multiple presidential terms. From there, we turn to a look at the upcoming NABIP Annual Convention and the great speaker lineup you can expect, as well as the possibility of announcing the new CEO! So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - How answering a shady ad in the newspaper lead to becoming a Health Insurance Specialist aka a Healthinsurologist - The benefits of being involved in industry associations and masterminds - Creating a legacy that outlasts any one leadership term - Where to start if you want to get more involved (and why it benefits your business) - Sneak Peek of this year’s NABIP Annual Convention - The future of NABIP as they search for a new CEO - Words of wisdom for weathering a rough patch Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features my good friend, rockstar Dan LaBroad, CEO of Ovation Health & Life Services of out of Plano, Texas. Dan opens with telling us how he deleted the email telling him he was a BenefitsPRO Broker of the Year Top 5 Finalist and how he resisted joining the Mastermind group officially, before learning how much it helped him. He then digs into his opportunity to create the Lone Star Counsel to bring together business leaders in Texas. We round out the interview with how he makes his own space in the business, how creating a flu clinic service let him see the health industry from both sides, and how he’s learned to balance relationship, both personally and professionally. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - Deleting his announcement email for BenefitsPRO Broker of the Year Top 5 Finalist - Joining Mastermind and the knowledge he’s learned leading to closing clients - Closing clients by being everywhere - Creating the Lone Star Counsel to bring business leaders together - What differentiates him from the rest of the pack - Building a Flu Clinic service & finding out how carrier inconsistencies lead to overspend - Nurturing relationship both personal and professional Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features rockstar Jenni Bickerstaff, Senior Partner/ SVP of Employee Benefits at AHT Insurance of out of the Northern Virginia area. We dive straight into our episode talking about being recognized at a BenefitsPRO Broker of the Year Top 5 Finalist and her work to be a mentor for others. She gets into the challenges and opportunities of working with international clients, how she was able to continue to grow her business and keep clients during the pandemic, as well as why it’s important to know multiple parts of the health industry to be a better at her job. We round out with a look at the specifics of what products are hot, what’s upcoming, and how she’s created a winning communication strategy for her clients. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - Being recognized as a BenefitsPRO Broker of the Year Top 5 Finalist - Coming up in the Insurance industry and trying to be a mentor for others - Being a better insurance agent by knowing many different aspects of the medical field - How working with international clients presents its own opportunities and challenges - How she was still able to grow business during Covid - New products that clients are asking for - Communication and driving employee engagement Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features rockstar Bryce Heinbaugh, CEO/Managing Partner of IEN Risk Management Consultants and President of Concierge Nurse Navigators out of the Greater Cleveland, Ohio area. We dive straight into our episode with how Bryce got into the insurance industry while recovering from a major medical event, as a way to find health insurance for himself after being told he was “uninsurable”. A deeper dive into his passion for self-funded plans shows us how they, along with Nurse Navigators, can get members high quality care and stop down-stream money bleeds. Bryce also gives us his insight on why it’s important to have value aligned partners, what that means for growing your business, and what role technology plays in that. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - Getting his insurance license after being told he was “uninsurable” - Why he’s so passionate about self-funded plans - Focusing on value aligned client partners - Stopping down stream money bleeds for customers - Using Nurse Navigators to get patients to quality providers - How personal interactions are key to his clients in technology deserts Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features rockstar Paul Wilson, Editor-In-Chief of BenefitsPRO Magazine out of the Denver, Colorado area. Join our discussion about how Paul transformed his love of literature and writing as a kid into a career within the benefits industry, with the magazine BenefitsPRO. He detailed how they started out as ‘Benefits Selling Magazine’ and rebranded with the expansion into the digital media world of the internet era. We also dig into the upcoming BenefitsPRO Broker Expo, May 8th – 10th, 2023 in Atlanta, GA. Paul explains why BenefitsPRO Broker Expo is successful at leaning into industry strengths, some of the amazing speakers they’ve had in the past, including one of his own personal heroes, as well as some sneak peeks into what’s in store for the 2023 expo agenda. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - How he transformed his love of literature and writing into a career - The story behind BenefitsPRO Magazine - How the BenefitsPRO Broker Expo leans into industry strengths - Amazing past expo speakers and how they try to break out of “echo chambers” - The good & bad changes he’s seen in the industry over time - A sneak peek of the BenefitsPRO Broker Expo’s 2023 agenda Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features dual rockstars of the GovCon world; Jim Campbell, CEO of AXIM and TrUcare out of the Las Vegas area and Patrick Moore, President of AXIM and Vice President of TruCare out of the Greater Chicago area. We have a double hitter this week, and jump right into our conversation with how both Jim and Patrick served in the Marines, fell into the insurance industry as a “carrier rep”, and eventually found their path with their current companies. With a focus on the ‘GovCon’ (government contractor) sector, they operate with the intention of bringing both transparency and niche knowledge to benefits. A discussion about their upcoming “un-conference” in April 2023, mAXIMize 2023: The Competitive Edge, is an outstanding way for GovCon brokers, agents, providers, and employers to come together to network, learn sector specific strategies and information, and find ways that they can bring best in class benefits to employees. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - How they both joined the Marines and how they then transitioned to the insurance industry. - Moving from a traditional carrier rep to current path - Bringing transparency to health insurance for government contractors - Starting a business during the pandemic - Finding the correct people and information for your industry - mAXIMize 2023: The Competitive Edge “unconference” in April Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features rockstar Stacy Fry, Director of Communications at AIA, Alera Group, out of Central Pennsylvania. We dive straight into a discussion packed with tips and strategies for effectively communicating with clients as well as how she furthers the industry through her work with local and national insurance organizations like NAHU/NABIP. Stacy discusses the her three key strategies for communicating with employees about benefits, tools and technologies that have changed the game for her through covid and the change to virtual meetings, as well as how her work within the industry through mentorship and leadership programs helps brokers, carriers, and other professionals meet and work together. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - How she got into the benefits industry - The importance of employee education in benefits - Is there such a thing as ‘too much’ communication about benefits? - New products and ideas that have helped over the last few years - Her work with NABIP (National Association of Benefits and Insurance Professionals) - The mentorship program with NAHU membership Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features rockstar Lisa Hutcherson, Author and Keynote Speaker, out of Greater Chicago area. Our interview this week dives right into the deep end with Lisa sharing how she got into the insurance industry through the tragic loss of her sister and never wanted to see another family unprepared for losing a loved one. We segue from there to a discussion about the importance of conviction, authenticity, and being true to yourself and your story. We then move into how important it is to have the courage to step outside of your bubble of expertise. For Lisa, this came through making career changes, as well as having a “board of directors” who were her mentors that helped her gain new perspective, stay on the right path, and kept her moving forward. We round out our interview with a discussion about becoming an author, as well as her work with WIN (Women in Insurance in Napa). So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - How losing a sister lead her to the insurance industry - The importance of conviction and belief in what you’re offering - Figuring out how to speak to her colleagues about her story and being true to herself - Having the courage to step outside of your expertise bubble - The importance of personal branding - Connecting to the right people and having good mentors - Becoming a published author and her work with WIN “Women in Insurance in Napa” Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features my good friend, rockstar Michael Hart, Employee Benefits Consultant with Dillingham Benefits, out of the Oklahoma City area. Our discussion with Michael jumps into the deep end of taking a ‘leap of faith’, which was Michael’s decision to leave the benefits carrier he’d been with for 15 years and become an advisor for medical insurance right at the beginning of the pandemic. We dig into why he changed his focus instead of joining another benefits carrier, how he had learned to be a good advisor long before he joined his current firm, and what drives him to keep moving forward. The second half of our interview takes a step back to focus on what makes someone a good advisor and a good salesman. We get into the pros and cons of making your ‘riches in the niches’ with single channel books of business vs. having a varied book of business. We also talk about Michel’s love of hunting and how being a good huntsman parallels being a good salesman in many ways. We round out our interview with some lessons that he’s learned through his failures and how he’s used them to get better. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - How he went from the Carrier world to the “dark side” and became a medical advisor right at the beginning of the pandemic - Learning how to be a good medical advisor long before he got into the field, by going to benefits meetings with his broker partners and watching how they interact with groups - Why he wanted to become a “solution provider” rather than be tied to one specific carrier or product - The pros and cons of working in a niche vs. having a varied book of business - How being a huntsman parallels being a salesman - Learning lessons from failures Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features rockstar Mark Testa, Exec. VP at Regenexx, out of the Denver, Colorado area. Eric and Mark dig into the unconventional way Mark found himself in the benefits space, as he was a practicing chiropractor, and how that unique experience has shaped his views of the benefits industry, the healthcare industry, and how he’s using that dual knowledge to improve both sides. Mark also talks about how Regenexx works, how it can be a strong partner in helping clients get quality healthcare that isn’t immediately recommending surgery, and how brokers are key to helping them develop good plans. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - Going from Chiropractor to Benefits Advisor - What he’s learned about benefit by working with doctors & clinicians - What is Regenexx and how they help employers cut costs - Breaking through the noise to get brokers to see Regenexx's value - How Regenexx works, and how it can help your clients see better healthcare outcomes with lower costs. Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features rockstar Nick Rockwell, President of Eastbridge Consulting Group, out of the Greater Phoenix area. Our discussion with Nick has great insight into the benefits world, from a sideways perspective. Eastbridge Consulting uses data collection to help brokers create well rounded, needed benefit packages, and carriers find areas of the industry where they can bring products to support the broker’s goals. From his background with Identity Protection products, he came into the industry as a disrupter from the very beginning, and his current work is designed to help brokers break out of the ‘standard quo’ to reach the goals they are already working towards with smart, innovative products. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - How he came into the insurance industry as a disrupter from the very beginning - How Eastbridge uses a “Netflix model” to help carriers understand how the market works - Finding ways to take the data they collect and turn it into tools for carriers and brokers to create successful enrollments - Modern Brokers – ‘all in’ or ‘partnership’ approach - Using complementary product lines to help brokers accomplish what they are already trying to do - Up and coming products on his radar Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features rockstar, Jawad Arshad, Founder and CEO of WOW Health Solutions, out of the Detroit metropolitan area. Jawad jumps right into our discussion, describing his time spent as an emergency care physician and as part of the administration side, which lead him to realize that there was a ‘delivery of care’ problem with our current healthcare system. This led him to creating WOW Health Solutions, which brings employees a direct care program to provide easy access to care at a truly affordable price. We round out the interview with a discussion about how WOW Health Solutions can help brokers gain sticking power in groups and maintain revenue streams over time. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - Working as a doctor and administrator in the health system and realizing there is ‘delivery of care’ problem - Moving his practice’s employee benefits from a standard plan to a defined contribution for employees - Creating an ecosystem where employees can quickly, easily, and affordably get the care they need - “A benefit not taken is a benefit not provided” - Building the network through broker relationships and provider partnerships Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features a rockstar of multiple areas, Kareim Cade, Founder and President of Great Lakes Benefit Group, out of the Detroit metropolitan area. Kareim gives a great, high-energy discussion about the insurance benefits industry. We begin with a discussion about the two best things his mother did for him: 1. Pushing him to get a good education through HBCU Clark Atlanta University and 2. Eventually firing him from her agency. We then get into how “male, pale, and stale” agencies need to act with intent to bring in people outside the stereotypical white male agents and how not falling into the trap of only hiring people of the same background helped open his agency up to new opportunities and business deals. We round out with his and Andy Neary’s “Black and White: Truth About Benefit Advising” video series, which peals back the cover on the realities of working in the insurance industry. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - Getting a degree from HBCU Clark Atlanta University for Insurance & Risk Management. - Getting fired by his mother and realizing he actually “fired himself” - Diversifying your company with intent and looking for opportunities to bring the industry to people who have been overlooked - How creating a diverse agency opened many hidden opportunities - “Black and White: Truth About Benefit Advising” video series with Andy Neary pealing back the cover on working in the benefits industry Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features a rockstar and my longtime friend, Tye Elliott, Executive Vice President of Acrisure, out of the Peoria, Ill area. Tye opens our interview telling us the story behind his book “Sales Mob” a Wolf on Wallstreet-esque, behind the scenes look at taking an Aflac region from the bottom of the country to a top 10 region in three years. From there, we jump back to discuss how he knew he wanted to go into insurance from a young age and steps he took to work towards his goal. The meat of our talk homes in on how the enrollment process and technology is changing over time, where we think it’s going in the future, and how “voluntary” is increasingly an important part of the cost containment strategy. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - Writing his books “Sales Mob” and “Diamonds Are A Man’s Best Friend” - How he knew from a young age that he wanted to get into the insurance industry - The future of in person enrollments and how the field is evolving with technological and societal changes - The increasing need of voluntary benefits - The increase in non-medical benefits as “clickbait” to drive engagement Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features rockstar guest Lou Bernardi, Founder and Chief Benefit Optimization Officer of BritePath, out of the Long Island, NY area. Join us for a great, in-depth conversation about the state of the current healthcare industry. We start our conversation with Lou telling us how he requested to get booed off stage at a recent conference and why that was a great thing, as he wants to lead health insurance change as a Benefit Optimization Officer. From that amusing story, we get right into why we need to optimize benefits, as the healthcare industry is intentionally opaque and does not want informed consumers. Lou talks about having to self-reflect on the change he wanted to make as he left the GA world and lifted the cover on the issues with current insurance industry practices and “hidden profit centers”. He finishes up with ways he’s fighting back, through care options like Direct Primary Care programs and internal education through his show “Benefits With Friends”, live weekly on LinkedIn and podcast platforms. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - Getting booed off stage – and why that was a great thing - Educating clients to not get sold what they ask for, but what they need - The healthcare industry does not want informed consumers - Leaving the GA world and realizing there is a better way for employers to find solutions - Health carriers must evolve or become obsolete - How Direct Primary Care can provide an alternative for better primary care - “Benefits With Friends” Show/Podcast live on LinkedIn and podcast platforms Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features a rockstar friend, Sims Tillirson, Vice President of Business Development at PERKS, out of the Columbia, SC area. We have a total rockstar discussion this week, with Sims opening up about how he developed an authentic, up-front approach to social media. We begin with Sims talking about his career change right at the beginning of the pandemic, which lead to quite a bit of trial and error to figure out how to make sales in a field that immediately changed from the status quo. In discussing how to create those connections, he tells us about how he decided to be very open about is personal life, his struggles with mental health and addiction, and how he made connections with fellow industry professionals who had similar experiences. We then wrap up by talking about where all that has led, with his work for PERKS, creating a “front door to a total employee benefits package” and where they are looking to take that platform as it continues to grow. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - Figuring out how to make sales during the pandemic - Creating an authentic persona on LinkedIn - Being open about his past with substance abuse and mental health struggles - Creating bonds through shared interests before ever doing business together - What he does with PERKS and creating a “front door” for employee benefits packages Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features my rockstar friend, John Troutman; Director of National Marketing & Business Development at MSEAP, a national EAP firm, based out of Harrisburg, PA. We delve right into a topic near and dear to my heart this week, talking all about mental health and how important it is for people to prioritize in their lives. John opens our interview detailing how he was a pastor for nearly twenty years before burnout forced him to re-evaluate his situation. He ultimately ended up still fulfilling his calling to help others, but through the lens of Employee Assistance Programs (EAP’s), which connect employees with resources they need to help them deal with the tensions and stresses in their lives. John details why mental health and burnout are such important topics for individuals, employers, and brokers to focus and invest in, overcoming the stigma of reaching out for help, as well as what brokers should be looking for in a good EAP partner. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - How being a pastor lead him to the world of EAPs - You need to invest in your mental health, or you will be forced to deal with it - Overcoming the stigma surrounding mental health - EAPs and what brokers should look for - What sets MSEAP apart from competitors - Getting a baseball field built for his community Learn more about your ad choices. Visit megaphone.fm/adchoices

This episode of the #RockstarsRocking podcast features a rockstar looking to create more holistic corporate cultures; Nikki Fielding, Chief Fairy at Conscious Culture Fairy, out of the Tampa area. We dive right into our interview this week, exploring how Nikki launched into the healthcare industry with a focus on creating healthier, more holistic corporate cultures, by using her past business experiences and strong branding on social media. This has already brought results, as she describes winning the “Notable Newcomer of the Year” award at the YOU! Powered Symposium this past February, put on by #RockstarsRocking former guests David Contorno (Ep 26 insert link) and Emma Fox (Ep 9 insert link). Nikki describes how a life-altering accident at age 19 brought a lot into focus for her and crystalized her views on healing and creating healthy people through the mind, body, and spirit. She used that experience to build a life that focuses on empowering other people to take accountability for their health, and through that, inspiring others to do the same. One of the ways she hopes to inspire, is through continuing her podcast, which is focused on changing corporate culture to not strip the “humanity” out of people, but focus on employees as well rounded humans who do their best work when they are happy and healthy. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - Leaning on her background of business operation, strategy, and growth to “come out hot” with her new brand - Winning “Notable Newcomer of the Year” at the YOU! Powered Symposium - Empowering people to take accountability for their health - Bridging the expert, jargon heavy divide to bring employees healthcare breakthroughs - How a life-threatening accident at 19 changed the course of her life - Prioritizing self-care to stay healthy and fueled, so you can bring your best self for others Her podcast focusing on corporate culture and changing it to be a healthier environment Learn more about your ad choices. Visit megaphone.fm/adchoices

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This episode of the #RockstarsRocking podcast features my longtime rockstar friend Braden Monaco, Managing Partner of Blue Horizon Benefits, out of the Baaahstin, Massachusetts, area. We dive right into the deep end with our interview this week, starting with Braden being recognized as a top 5 finalist for Benefits Broker of the Year by BenefitsPRO Magazine. From there, we discuss any potential difficulties of being innovative in Massachusetts, which is a ‘healthcare capital of the world’ and how to get CEOs to believe that things can be done a different and maybe even, a better way. The second half of our interview pulls back a bit, with a jump back in time to find out how Braden got into the industry by being “to happy” to work for the FBI, his passion for Cross-Fit, and how a bad leader at a previous company lead him and his colleagues to break away and form their own company. We wrap up with a discussion about accountability and his new project of creating a direct primary care program. So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast. Episode Highlights: - Being recognized as a top 5 finalist for Benefits Broker of the Year by BenefitsPRO Magazine - Innovating in Massachusetts, which is a ‘healthcare capital of the world’ - “We’ve trained CEO’s to believe better options aren’t possible…” - How he got into the insurance industry after realizing he was “too happy” to work for the FBI - How a bad leader lead him and his coworkers to form their own company - Opening his own cross-fit gym - Finding outlets for his desire to help people get healthy in multiple ways - Finding accountability through social media Learn more about your ad choices. Visit megaphone.fm/adchoices