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Knowledge Channels



Medicare – Practical Ideas for You and Your Clients

What is NAHU Doing to Assist Medicare Agents and Brokers?

Presented by the NAHU Medicare Advisory Group

Session time: 12:10-1:10 p.m. ET

Hear from the NAHU Medicare Advisory Group about the different ways NAHU supports agents and brokers through advocacy, legislation, certification, ongoing training, newsletters, chat rooms, and more!

Navigating the Intersection of COBRA and Medicare

Presented by Michelle Barki, Senior Legal Counsel at Medcom Benefit Solutions

Session Time: 2:50-3:50 p.m. ET

The interplay between COBRA and Medicare is surprisingly complex and confusing. Employee benefit brokers and consultants are often asked to provide guidance around this topic and many fall into unexpected traps. Don’t be caught by surprise! Get to know the special compliance rules for this very tricky area and help your groups’ aging populations and their families to maintain the coverage they need. 

  • What is Medicare entitlement and when is it a COBRA Qualifying Event?
  • When is Medicare entitlement not a Qualifying Event?
  • What timeframes and penalties apply when an individual delays enrollment in Medicare?
  • How can active employees reaching age 65 navigate their health care options most effectively?
  • How can employees avoid the Medicare Part B coverage gap?
  • How does retiree health coverage impact on COBRA and Medicare?
  • What are Medicare Secondary Payer rules and how do they apply in the context of COBRA?
  • Big mistakes to avoid and ways to protect your practice

ICHRA and Medicare

Presented by Kyle Estep, Growth Director at Take Command Health

Session time: 4-5 p.m. ET

Employers of all sizes are starting to adopt the new alternative to group health insurance called Individual Coverage Health Reimbursement Arrangement (also known as ICHRA). ICHRA is a game-changer, for sure, but how does it work and more specifically how does it affect employees on Medicare? If you (or your clients) have employees over the age of 65, it’s important to know how it works with the new HRA model. Since this can be a complex topic, this session will cover what is ICHRA, ICHRA design and implementation, health plan and medical expense eligibility with a focus in Medicare, Medicare parts eligibility, MSP provisions, and substantiating coverage with ICHRA and Medicare.

Common Medicare Mistakes to Avoid

Presented by Bill Kiray, Vice President of Marketing at Neishloss & Fleming, Inc, Danielle Kunkle Roberts, Partner at Boomer Benefits, and Dan Mangus, Vice President of Sales at Senior Marketing Specialists

Session time: 5:10-6:10 p.m. ET

Medicare is complicated and it can be easy to make erroneous assumptions about coverage and enrollments. Hear from NAHU Medicare experts as they review the common myths and mistakes with information on how to avoid them.

Medicare – Looking into the Future

Medicare Solvency

Presented by Joe Antos, Wilson H. Taylor Resident Scholar in Health Care and Retirement Policy at the American Enterprise Institute (AEI), Doug Holtz-Eakin, President of the American Action Forum, and Tricia Neuman, Senior Vice President and Senior Advisor to the President of the Henry J. Kaiser Family Foundation

Moderated by John Greene, Vice President of Congressional Affairs at NAHU

Session time: 12:10-1:10 p.m. ET

Come back later for more information on this session. 

Part D and Rx Prices

Presented by Joel White, Founder and President of Horizon Government Affairs, and William Hepscher, Founder and Owner of The Canadian Drugstore

Session time: 2:50-3:50 p.m. ET

Explore the Medicare Part D program from inception to the present. Learn more about how prescriptions are priced and how future legislation may impact pricing and the “Donut Hole” out of pocket expenses.

Smarter, Simpler, Medicare Quoting and Enrolling

Presented by Susan Plumer, Market Leader, Multicarrier Sales, at Connecture, Scott Nichols, President of Search & Save, and Gus Smith, Head of Sales at Trusty.Care

Moderated by Craig Ritter, CEO & Owner of Ritter Insurance Marketing LLC

Session time: 4-5 p.m. ET

The insurance industry is in the midst of a major digital transformation, demanding more and more from market participants to create specialized software to modernize the overall sales and operations process. To operate in today’s competitive distribution world, advisors, agents, distributor firms, and carriers need a modern, simple, cohesive, one-stop digital shop to manage all aspects of the sales process.

Medicare Selling for 2021 and Beyond

Presented by Bob Brzyski, Vice President of Marketing at Pinnacle Financial Services

Session Time: 5:10-6:10 p.m. ET

Medicare Advantage plans are not a commodity sale by any means. New benefits structure, ancillary benefits, additional carriers entering the market and COVID-19 has made the sales process for insurance professions more challenging than ever.

Join me for an in-depth look at the sales trends, product changes and the tools that are driving more and better outcomes for agents and clients.

Running Your Business – Acumen and Solutions

No Risk, All Reward: Navigating the Year to Come

Presented by David Pearson, SVP, People & Culture, ExtensisHR 

Sponsored by

Session Time: 12:10-1:10 p.m. ET

Running a company is a risky business and maintaining compliance is one of the most important tasks HR teams face. Whether it’s evolving labor laws, COVID, workplace safety, or emerging workforce trends, employers have had to stay extra vigilant this year to keep up with the evolving regulatory landscape.

Now as we venture deeper into 2021, more pivots await. To help you prepare, join our webinar and hear David Pearson, SVP, HR and Organizational Development, ExtensisHR, discuss what to expect in the year to come and share how to use Professional Employer Organizations (PEO) and Human Resources Outsourcing (HRO) solutions to help your clients navigate the current challenges to compliance laws, and how organizations can overcome them in a post COVID-19 world.

We’ll take a deep dive into how:

  • To help your clients navigate the next six months
  • Post pandemic, return to office protocol
  • Upcoming business norms and regulations that may impact your business
  • HR strategy for 2021-2022
  • Brokers can make or break compliance with clients
  • To select a partner to help your clients with risk and compliance
  • PEO and HRO partners can help elevate your business and prospect new clients

The Key to Attracting the Highest Performing Employees, a Company Culture that Speaks their Language!

Presented by Matt Berrafato, Speaker, Author and Coach of The Elephant Hunter, and John Garvin, Managing Partner at Benico, LTD

Session time: 2:50-3:50 p.m. ET

Come back later for more information on this session. 

The New Employee Benefits Practice in a Post-COVID World

Presented by Stephanie Berger, President of Centered Insurance Solutions

Session time: 4-5 p.m. ET

2020 was a year that no one could forget. COVID appeared and changed how the world did business. Were you ready for the change? Learn what COVID has taught us about running a benefits practice differently and how embracing flexibility has led to a more productive workforce. 

Turning Chaos Into Order: How Life & Health Insurance Agencies Use Automation to be More Efficient & Productive

Presented by Steve Ogden, Sales Manager for AgencyBloc

Sponsored by

Session Time: 5:10-6:10 p.m. ET

Using automation, insurance agencies can turn time-consuming, unreliable processes into efficient, consistent ones. In this webinar, learn how agencies are using automation to get more done with less effort and more accuracy.

What we’ll cover:

  • How to map out your business processes to ensure nothing falls through the cracks
  • Identifying areas to apply automation within these business processes
  • Examples of automated workflows agencies are using today
  • How to monitor the automated activity
  • BONUS: What automated commissions processing looks like

Mergers & Acquisitions

There is a Buyer for Every Size Book of Business – Building your Agency to be Attractive to an Acquisition

Presented by Brett Rosen, Executive Vice President for Corporate Development at One Digital Health and Benefits, Matt Kistler, Vice President of Business Development at Alera Group, and Clark Wormer, Managing Director of Mergers & Acquisitions at HUB International, Ltd.

Moderated by Janet Trautwein, CEO of NAHU

Session time: 12:10-1:10 p.m. ET

Regardless of the size of your business, there is a potential acquisition partner for you. This session will talk about the considerations in making the right choice and what it means for you moving forward.

Selling Your Agency When You are Retiring – Considerations and Differences Compared to Other Acquisitions

Presented by Michael Deagle, Managing Partner at Benaxis, Inc., and Dan Mangus, Vice President of Sales at Senior Marketing Specialists

Moderated by Janet Trautwein, CEO of NAHU

Session time: 2:50-3:50 p.m. ET

When you want to sell your agency because you’ve decided to retire, your obligations after the sale are very different than an acquisition where you retain an active role. This session will talk about what those differences are and what your options will be if you are ready to move on.

Preparing to Sell – Part 1 – It’s Not Too Early to Start

Presented by Brett Rosen, Executive Vice President for Corporate Development at One Digital Health and Benefits, Matt Kistler, Vice President of Business Development at Alera Group, and Clark Wormer, Managing Director of Mergers & Acquisitions at HUB International, Ltd.

Moderated by Janet Trautwein, CEO of NAHU

Session time: 4-5 p.m. ET

There are many different options for selling your agency, but the better prepared you are; the more attractive those options will be for you. This session covers how to prepare and what you will need to be a desirable acquisition.

Selling Your Agency – You’ve Decided Who – What Happens Next?

Presented by Tom Harte, President at Landmark Benefits, an Alera Group company, and Debbie Stocks, Senior Client Executive at One Digital

Moderated by Janet Trautwein, CEO of NAHU

Session time: 5:10-6:10 p.m. ET

There are many moving parts in execution of an acquisition for both the buyer and seller. This session will discuss what is needed from the seller’s viewpoint and considerations to think about ahead of time.

Managing and Engaging the New Workforce

Creating Inclusive Climate for NAHU

Presented by Michele Thornton, PhD, MBA, Consultant at Thornton & Powell, Inc.

Session Time: 12:10-1:10 p.m. ET

The important topics of Diversity, Equity and Inclusion (DEI) have increasingly permeated through our politics, corporate cultures and communities. As we all grapple with understanding the role that DEI plays in our own lives and businesses, NAHU chapters and our organization as a whole are also facing important challenges and opportunities within this space. This session will share a bit about NAHU’s vision for developing a more inclusive climate and seeks your feedback and participation about what that would look like for you and your chapter. We expect a lively, open and respectful dialogue about what diversity and equity means to NAHU members and hope to engage a productive conversation about best practices for creating an inclusive climate for all moving forward.

Mindfulness in the Workplace

Presented by Naama Pozniak, Virtual Mindful & Stress Initiative Speaker and Meditation Coach, and Janet Trautwein, CEO of NAHU

Session Time: 2:50-3:50 p.m. ET

Do you ever have the feeling of being out of control? Even with all of our time working remotely, it’s hard to focus when you’re juggling many things at the same time. Mindfulness is a technique that can be learned to help you focus, and this session goes over how it can be useful and how to get started making it work for you.

Change Leadership & the Emotions of Change: Simple Tools for Effective Leadership in a World of Constant Disruption

Presented by Grace Judson, Leadership Geek, Speaker, Trainer, Consultant

Session time: 4-5 p.m. ET

Constant change is the new normal. And change leadership is a different skillset from change management.

Whether it’s personal, desired change, a planned corporate change initiative, or an externally-imposed unexpected change (such as the global pandemic!) – change is hard. It evokes strong emotions, and change initiatives often fail or falter because those emotions are glossed over, ignored, or suppressed.

True change leadership requires more than a strategic direction and a tactical project plan. It requires understanding the inevitable emotional impact of change – and knowing how to manage those emotions.

In this session, participants discover the science behind why we respond to change in the ways we do. Then they learn simple tools to manage the impact of change and ongoing stress, so they can keep themselves, their teams and organizations, their clients, and their careers moving forward.

The really cool part? The skills of change leadership are life skills as well as professional skills, effective in personal experiences as well as for your professional career.

Learning Objectives:

  1. Recognize the root causes of resistance to change (even wanted, welcome change!), so you can work with them instead of struggling against them.
  2. Discover the brain science behind emotional reactivity, so you can stop guessing about what’s going on, and start responding effectively.
  3. Learn tools to manage the emotional impact of change, so you can manage the stress and move forward to achieve your goals.
  4. Explore ways to use positive emotion to engage employees (and yourself) and create momentum.
  5. Receive an email series following up to remind you of the tools and how to use them, and prompt you to practice and implement what you learned in real-world, real-life situations. (Optional, but recommended.)

Stepping Into Your Wealth, Influence and Power

Presented by Julie Castro Abrams, CEO of How Women Lead and General Partner at How Women Invest

Session time: 5:10-6:10 p.m. ET

Julie Castro Abrams shares insights into two crucial levers for propelling women, especially women of color, into positions of power and influence: corporate board service and venture investing. While the cycle of wealth and power for women is broken, today’s landscape holds big opportunities to dismantle historical inequities and usher in the improved outcomes and returns that result for everyone when women take on decision-making roles in corporate governance and early-stage finance.

Innovation in Employer-Sponsored Plans

Covid Disruption: Mental Health/Substance Use Dilemma & Role of the Agent

Presented by Dierdre "Dede" Kennedy-Simington, LRPT, CHRS, President of BenAssist Health Insurance Services

Session time: 2:50-3:50 p.m. ET

Calling all benefit experts! Agents, brokers and consultants are needed to usher in systemic change at the policyholder, payor and consumer level – join us for essential, ground-up training and a policy briefing for health advisors. Next steps require policy level interventions and Congressperson Napolitano (Invited), a leading member of the U.S. House of Representatives Mental Health Caucus, will be joining us to provide an update on policy and proposed legislative changes.

Managing Risk with Innovative Wellness Solutions that Drive Results

Presented by Mark Pettus, MD, FACP, ABOIM, Brian Schroeder, MHA, LSSBB, CEO & Founder of Preventia, and Chuck Gillespie, CEO National Wellness Institute

Moderated by Susan Rider, Vice President of Preventia Group, LLC

Session time: 4-5 p.m. ET

Our panel of experts will address the following topics:

  • How do we define population health & lifestyle medicine?
  • Importance of establishing a population health/wellness strategy that aligns with the goals of the organization
  • Managing risk through population health and lifestyle interventions for self-funded employers
  • Food is Medicine as a catalyst to drive behavior change
  • Discuss the importance of tying in the six dimensions of wellness and the six dimensions of lifestyle to any workplace program
  • Importance of data and leveraging it to create meaningful programs for targeted populations as well as measuring the results of interventions
  • Importance of using integrated technology to help simplify the process for HR and the patient
  • Important role of a workplace wellness champion

Pivot Your Benefits Business with Seven Secrets of Rapid Innovation

Presented by Mark Spencer Cook, New York Times Bestselling Speaker & Executive Coach

Session Time: 5:10-6:10 p.m. ET

Mark led the largest-ever study of award-winning pivots. He shares five secrets that great innovators use to achieve better financial, client and other results. Agency owners, human resource professionals, attorneys and employee benefit advisors need proven way to pivot. Leaders need to adapt to constant change in healthcare. Owners need to diversify their businesses to compete. Employees need to pivot their work. And everyone must adopt new technologies or know when not to in order to win. Rapid innovation from Mark's New York Times bestselling study and brand-new research can provide a five-job plan.

Self-Funding & Funding Alternatives

The Dollars and Sense of Managing High-Cost Prescription Drugs

Presented by Brittany Moore, Business Development Associate at RxBenefits, Jason Wenzke, CEBS, EMBA, Senior Business Development Executive at RxBenefits, and Bradley Nelson, PharmD, Director of Clinical Services at RxBenefits

Sponsored by:

Session Time: 12:10-1:10 p.m. ET

Plan sponsors have been experiencing a major pharmacy cost shift over the last decade, with more than 40% of drug spend now being driven by less than 2% of claims. However, most pharmacy benefit plans are not optimized to eliminate unnecessary Rx spending so that plan sponsors have funds to cover the necessary drugs. Join us for an interactive session to find out how a two-pronged approach to ensuring a competitive contract plus targeted clinical oversight will significantly improve your clients’ bottom line and employee health.

Learning Objectives:

  • Understand the current pharmacy market landscape and key cost-drivers impacting Rx costs this year
  • Discuss the value of carved-out vs carved-in pharmacy arrangements, and top contract pitfalls that can negatively impact Rx plan performance
  • Explain how a data-driven clinical strategy tailored to the needs of each employer is best to sustainably manage pharmacy spend

Code Red: Optimizing Pharmacy Benefits for Hospitals

Presented by Becky Grant, Director of Strategic Markets at RxBenefits, Adrianne Kolano, CPhT, Strategic Account Executive of Strategic Markets at RxBenefits, and Sarah McHale, Pharmacy Operations Analyst of Strategic Markets at RxBenefits 

Sponsored by:

Session Time: 2:50-3:50 p.m. ET

As both providers and employers, hospitals are in a unique position when it comes to managing their pharmacy benefits. They also are under tremendous pressure to balance competing financial and employee wellness and staffing objectives. By understanding the hospital’s unique challenges and how to optimize their owned resources, the pharmacy benefit plan can become a significant source of savings for the entire hospital. We will share examples to show how using hospital-specific pharmacy benefits strategies can significantly improve their margins and the health of their employees.

Learning Objectives:

  • Understand the critical challenges facing hospitals in the post-pandemic era
  • Discuss how hospitals can leverage their existing resources to lower pharmacy plan costs
  • Explain how to structure a hospital Rx contract, design the pharmacy benefits plan, and align onsite resource utilization strategies to achieve their goals

Purposeful Change – Refusing to Accept the Status Quo

Presented by Sheri Alexander, Chief Strategy Officer at Gregory & Appel Insurance, and Richard Silberstein, President of SIG

Moderated by Susan Rider, Vice President of Preventia Group, LLC

Session time: 2:50-3:50 p.m. ET 

Our experts will discuss the following topics:

  • The art of unbundling pharmacy benefits
  • Positioning point solutions for effective change

The Stop Loss Market Today

Presented by Robert Pyskadlo, Vice President at Strategic Benefit Resources, Kevin Olender, Stop Loss Market Manager, Northeast Region, at Sun Life, Jeff Kelly, Vice President at Buckingham Insurance Services Inc., and Andrew Trupiano, President of ATS Underwriting

Moderated by Carolyn Andress, REBC, Vice President of HUB International 

Session time: 4-5 p.m. ET

Technology and data driven solutions have emerged in recent years that also guide decisions related to Stop Loss. Smaller groups are considering variances of Self-funding and the market is evolving, but is it evolving into level funded, captives or ASO? Join panelists Robert Pyskadlo, Kevin Olender, Jeff Kelly and Andrew Trupiano who will present best strategies to obtain the most competitive quote, identify new market trends, the impact of COVID-19 and share the best timeline for transitioning to an ASO module. When choosing a carrier partner, find out what the key elements are in the contract that should be considered outside of ISL and ASL, and the terms of the contract that serve best and what to be on the lookout for. Learn how innovation has guided descriptive and predictive analytics giving benefit advisors the tools they need to guide plan design decisions in a more thoughtful way.

ICHRA: Control Healthcare Spend, Once and For All

Presented by Frank Spinelli, Managing Director at InsureOne Benefits, an Oswald Company

Session Time: 5:10-6:10 p.m. ET

Ever increasing and often erratic health insurance renewals can blow up even the most well-planned annual employer budget. Adopting an ICHRA model can stabilize the healthcare expense line with a predictable number that isn’t tied to the medical risk or claims experience within your group.

Secret be told, the vast majority of companies who initiated an ICHRA in 2020, renewed their plan at the same employer cost in 2021 (for real!). That’s why the Departments of Labor, Treasury and Health & Human Services predict that by the end of 2025, 800,000 organizations will offer an ICHRA to their employees, insuring over 11,000,000 people. 

Join this session to learn what the early adopters already know, that employers really can control their healthcare costs!