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.…
One Word You Should Never Say During a Sales Call There is one word you should remove from your vocabulary today when on a sales call. If you say this word when describing what you’re selling your prospect will know you don’t know what you’re talking about, or at the…
What a difference a day (or a week) makes, especially when it comes to weather in North Texas. If I had waited one more day to film this video, the temperature would have been sunny and 80 degrees! But one thing the #snowpocalypse taught me, is that no matter how…
What do you do when you get stuck - creatively or professionally - in a rut? For me, there's nothing like a hard workout to break the tension, quiet my conscious mind, and let my subconscious do the problem-solving. So what do you do?
Do you have objects in your life that seem insignificant, but actually have a meaningful tale to tell? Let me tell you a story about a folding chair...
Had my first in-person meetings with a client in over 6 months and it was such a refreshing change of pace from Zoom calls. Everyone will decide when they're ready to get back out again, but as a salesperson who thrives on making connections with clients and prospects, it was…
What websites, apps, or channels have you allowed to hijack your time, and transfix your mind? I bet you know the answer. Identify the activities you engage in that are detrimental to your well-being, and remove them. TODAY.
I spent 5 years doing standup comedy, and the biggest lesson I learned from my time on stage is the importance of Finding Your Voice. Finding your Voice is just the comedy version for Building Your Personal Brand online, or in your career. Be yourself, your best self, and eliminate…
In this video I share my two favorite dietary strategies for losing weight - Intermittent Fasting and Keto. Disclaimer - I am not a Doctor, nor a Dietician, and the content of this video should not be construed as medical advice. Please consult your physician before attempting.
We all know that spreadsheeting employee benefits is the worst, and in this video I go over the 5 main reasons why.
Sharing my thoughts of how rewarding it is working for a startup, and how it differs from being a part of major, established corporations. This world is not for everyone, but perhaps it's right for you?
In this video I share my 3 most embarrassing stories from my career so far, as a sales rep.
In this video, I lay out what I believe "Last Look" should mean in insurance negotiations
In this video I share my 5 tips to ensure a high quality Zoom
What are the Pros and Cons of a Sales Career? In this video I go over the 5 biggest pros and cons of a career in sales. It is not all sunshine and rainbows, but if the downsides don't bother you, then a career in sales can be incredibly rewarding…
Should you get Certified Self Funding Specialist designation? In this video I cover the 5 reasons I think you should! https://www.hcaa.org/page/CSFS
In this video, I share a pivotal moment in my father's life, which perfectly illustrates how to overcome a monumental setback. It was a great lesson for me to see my Dad have to start over, and then build back 10x better. More often than not, when you reach the…
One of the best negotiation tactics to employ when negotiating is to look to "Expand the Pie". This has nothing to do with actual pie, and everything to do with seeking creative ways to resolve a negotiation so that it ends up in a win-win.
You are not yet the finished product, and it is important to periodically look back to take stock of how far you've come. I take an embarrassing look back at 18-year old me and laughed at the earrings and bleached hair, but it's helpful to really see the progress! P.S.…
Unless your stop loss quote is firm, it's just a piece of paper with numbers on it. In this video, I walk you through what data to get, and where to get it, so you can firm your stop loss quote.
