#RockstarsRocking

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

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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

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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

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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”

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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

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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.

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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

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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

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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

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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

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