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Knowledge Channels

Medicare 2020

Essentials for a Formal Sales Event – Compliance Tips and Tools

Presented by Curt Nelson, CCEP, Manager of Ethics and Compliance at Centene Corporation 

Session Time: 9:45-10:45 a.m. Eastern

Marketing events and personal appointments are a necessary part of selling Medicare Advantage plans, however CMS’s Marketing and Communications guidelines are often misunderstood. Noncompliance can lead to agent disciplinary actions, CMS enforcement actions against plans and beneficiaries not receiving the information they need to make informed enrollment decisions. Learn to avoid common compliance pitfalls and reduce sales complaints while marketing and selling Medicare Advantage plans. 

Medicare Advantage Plans and the Special Needs Market

Presented by Mike Gattorna, Agent Development and Training at Senior Marketing Specialists

Session Time: 11-12 p.m. Eastern

For some, Medicare Supplements may be out of reach due to finances or health conditions. This is where Medicare Advantage plans come in with plans that work with Medicaid beneficiaries and/or certain health conditions. Learn how to service this market and why carriers are seeing large increases in enrollments!

Health Savings Accounts (HSAs) and Medicare

Presented by Craig Ritter, President of Ritter Insurance

Session Time: 2:30-3:30 p.m. Eastern

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Deep Dive into MAPD/PDP and VA Coverage

Presented by Dan Mangus, Vice President of Sales at Senior Marketing Specialists

Session Time: 3:45-4:45 p.m. Eastern

Our veterans have already gone above and beyond for this country. Now it’s our turn to give back by being fully educated about the benefits available to them. Join Dan Mangus as he walkthroughs a variety of options and benefits available to veterans and how to navigate their coverage options.

The New Workplace

Tackling the Hard Questions: Culture, Communication and Creativity in the Now Normal

Presented by Eric Silverman, Founder and Owner of Voluntary Disruption; Edwige Ligonde, Vice President of Employee Benefits and Technology at Nielsen Benefits Group; Andrew McNeil, Principal at Arrow Benefits Group; and Rosario Avila, Benefits Consultant at Arrow Benefits Group

Moderated by Megan Chiarello, Vice President of Marketing at NextGen Benefits and Founder of Grassetto Creative

Session Time: 9:45-10:45 a.m. Eastern

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Medicare: Employer Compliance Considerations – Crosswalk Group/Medicare

Presented by Ashley Gillihan, Counsel at Alston & Bird

Session Time: 10-12 p.m. Eastern

As Americans continue to work longer, employers are experiencing more compliance concerns regarding benefits for an aging workforce. Join Ashely Gillihan as he discusses the role of employers and the rules of the road for Medicare compliance.

Why Leveraging Human Capital Strategies is Important to Benefit Practice Sustainability

Presented by Susan Rider, Vice President of Sales and Operations at Preventia

Session Time: 2:30-3:30 p.m. Eastern

Explore strategies to leverage your business’s human capital and walk away with a blueprint to implement. Learn how to create the business plan for benefit practice sustainability, hire the right subject matter experts (consider the consultative approach vs. outsourcing with strategic partner) and implement technology solutions to create efficiencies. This session will also examine strategies for obtaining buy-in from your leadership team and the marketing of services.

Employee Engagement: Our Current Marketplace, Enhanced

Presented by Eric Silverman, Founder and Owner of Voluntary Disruption

Session Time: 3:45-4:45 p.m. Eastern

In this highly engaging session, attendees will come away with incredible insight about how to “WIN new business” and protect their existing block, by using innovative new-age communication and engagement tools and technology.

Key takeaways include how to engage employee’s through:

  • ‘Ringless voicemail’
  • Text messaging
  • Intranet
  • Chat programs
  • Smartphone apps
  • Social media
  • Video marketing
  • Call center support
  • Auto-schedulers
  • Custom web portals
  • A.I. decision support tools
  • Podcasting
  • 3D avatars
  • Plus more!

And... how to fund these programs with very little to no out of pocket to your employer group clients or yourself as their adviser or broker.

It's the Cost of Care

Cost Mitigation Strategies for the Modern Employer – Exploring Solutions That are Sustainable

Presented by Bill Spring, AVP, Benefits Group Captives at Alternative Risk Underwriting; Steve Jones, Regional Vice President of Navitus Health Solutions; Jeffery Joo, Vice President of Sales at Espyr; and Brian Schroeder, MHA, Co-Founder & CEO of Preventia

Session Time: 9:45-10:45 a.m. Eastern

Join this panel of industry experts as they share their experiences on captives, stop loss, PBM strategies and total well-being. You will leave this session with insight on how to leverage data to make plan decisions on lifestyle management coaching and pharma strategies. They will discuss organ transplants relative to cancer care, centers of excellence, COVID and large claim mitigation. Lastly, they will examine how to leverage incentives in a meaningful way that drives behavior change.

Medical Bill Cost Containment – a Fiduciary Duty Under ERISA

Presented by Jim Napoli, CEO and General Counsel at Medliminal

Session Time: 11-12 p.m. Eastern

Employers routinely audit the administration of the group health plans they sponsor. These audits include whether the plan is being administered to its terms and whether individuals receiving coverage under the plan are actually eligible for such coverage. These audits are part of a compliant fiduciary process under ERISA. That said, who is checking to assure that the group health plan is not being over-billed? Said another way, who is reviewing facility bills before they are paid by the group health plan to assure that the bills do not contain non-compliant charges (i.e., charges that cannot be billed pursuant to CMS and related guidance)? The fact is that over 90% of medical bills contain billing errors, and consumer medical debt is the number one cause of personal bankruptcies in the United States. As a plan fiduciary under ERISA, employers should follow a reasonable process to weed out non-compliant charges prior to the group health plan paying those charges. This session will discuss non-compliant charges; the difference between an audit and a compliance review; "compliance" to what? ERISA, ACA and, CMS guidelines; and technology and implementation.

Employer Hospital Price Transparency Project

Presented by Gloria Sachdev, President and CEO of the Employers’ Forum of Indiana

Session Time: 2:30-3:30 p.m. Eastern

American employers spend more year after year to provide healthcare services for their employees. This rise in cost is unsustainable and primarily driven by rising hospital prices. However, a lack of hospital price and quality transparency limits line of sight employers need to design high value health benefits and payment models to better serve their employees. Employers and employees want to partner with hospitals that offer the best quality at the best cost. Employers' Forum of Indiana partnered with RAND Corp to make publicly available by hospital name what U.S. hospitals are paid by employers as a percent of what Medicare pays. This first of its kind study, published in May 2019, includes nearly 1600 hospitals in 25 states and is freely available. Dr. Sachdev will discuss the results and share what employers and other stakeholders have been doing with the information since. The next round of this hospital price transparency study, which will include more states, will be published in September 2020. 

The Virtual Couch: The Time is Now for Behavioral Telehealth

Panelists: Dr. Kate Sowerwine, Chief Medical Officer at WellVia Solutions; Mark Woolery, Chief Operating Officer at WellVia Solutions; Paul Kowalski, VP & GM, TPA & Reseller Sales and Teladoc Health; and Dr. Jessica Hamm, PhD, LPC-MHSP, MAC, NCC

Moderated by Reid Rasmussen, Co-Founder & CEO of freshbenies 

Session Time: 3:45-4:45 p.m. Eastern

Convenient. Discreet. Less expensive. Over the past two years, behavioral telehealth has been the fastest growing category of virtual care. Join a panel of experts on the front line of developing and selling these programs, including therapists on the other side of that “Virtual Couch.” Why have behavioral health needs skyrocketed in recent years? What specific issues are spiking in a time of “shelter in place?” What’s the demand from employers to install such programs? What are the best practices to raise engagement of behavioral telehealth? Don’t stress over the answers: Join us and we’ll all feel more comfortable with these answers and more!

What You Know Today Will Help You Tomorrow 

The Need for Workforce Analytics in the Midst of COVID-19

Presented by Jana Fuelberth, President of analytic.li

Session Time: 9:45-10:45 p.m. Eastern

For years, businesses have been seeking and implementing initiatives to support more informed, data-driven decision-making. Today, COVID-19 has created a heightened focus on workforce-related decision-making regarding workforce safety, productivity, efficiency and overall sustainability. Which means your customers are going to be looking to you, their trusted human capital expert, to help advise. Join Jana Fuelberth, president of analytic.li, for a thought-provoking session on how you can partner with your customers to leverage workforce analytics.

Health Sharing Ministries -- What They Are and What They Are Not

Presented by Michelle Berndt, National Director of Training at OneShare Health

Session Time: 11-12 p.m. Eastern

This session presents an objective look at the structure of health sharing ministries, how they are regulated, and the differences in different models.

Social Determinants of Health: An Urban Crisis in Chicago

Presented by Anne K. Rufa, PhD, Clinical Psychologist at Rush University Medical Center

Session Time: 2:30-3:30 p.m. Eastern

Healthcare providers are well aware that health goes far beyond the individual, being shaped over time through social determinants of health (SDoH). In Chicago, a long history of structural racism and concentrated disadvantage have vastly increased health inequities between neighborhoods on the South and West Sides and other parts of the city, creating a public health crisis. This session will define and describe the impact of SDoH in Chicago broadly, and end by highlighting how SDoH relates to two specific topics: mental health and COVID19.

The Danger of Being On Benchmark, Group LTD Edition

Presented by Kevin Curran, Founding Partner of EBSME, LLC

Session Time: 3:45-4:45 p.m. Eastern

“Benchmark is a horrible indicator of value & quality.” Responding to decades of healthcare inflation and the market’s demand for lower rates, disability insurers implemented Managed Disability provisions (limitations & exclusions). Unfortunately, the compounding effect of these limitations has led most LTD policies to lack integrity. Meaning, policies are unlikely to match the end user’s simple intent, “If I’m disabled and my attending physician agrees, I will receive the stated amount for as long as I remain disabled.” In reality, a full-duration LTD claimant most often receives less than 5% net salary replacement from their group LTD policy.

Stepping Up Your Game

Lead at Any Level: Women as Cross-Cultural Allies

Presented by Amy Waninger, CEO of Lead At Any Level

Session Time: 9:45-10:45 a.m. Eastern

Smart companies know that women hold tremendous unrealized potential in their organizations. Yet, women continue to face systemic barriers to career advancement. Many organizations have put a sharp focus on gender parity as their primary diversity and inclusion strategy. While some of these initiatives work well for white women, additional hurdles still exist for other disadvantaged groups. The good news is that gender equity discussions pave the way for broader and deeper discussions about workplace diversity, equity, and inclusion. This program will help reframe gender equity to include women of diverse backgrounds, demographics, and abilities.

Get Your SHIfT Together

Presented by Kevin Trokey, Founding Partner and Coach at Q4intellegence

Session Time: 11-12 p.m. Eastern

This session will discuss the shifts producers and agencies need to make in their growth strategies in order to remain relevant. This industry needs to shift away from the traditional, reactive models that are too siloed and internally-focused. We must shift towards a symbiotic growth model in which the buyer is the focus of our attention.

In a symbiotic growth model, the critical functions of the agency (marketing, sales, and service) work together cohesively to produce exponentially greater results. Not only that, but because of the buyer-focus, producers and agencies are able to create client promoters who help attract new prospects for the producer and agency.

We will also discuss just how critical individual leadership and influence is in making this shift. We will break down 4 key factors (discipline, prioritization, trust, and vision) that make for effective leaders and influencers.

Attendees will leave the session with a clear vision for how to drive a healthier growth model.

Growth, Prosperity, Differentiation and Acquisitions for 2020 and Beyond

Presented by Thomas Harte, Managing Partner of Landmark Benefits

Session Time: 2:30-3:30 p.m. Eastern

The industry has changed dramatically over the past five years and will continue to evolve. With new competitors entering the marketplace, shifting customer needs, and a massive talent supply and demand challenge; the employee benefits brokerage and consulting landscape will need to make transformational change in order to stay relevant. This session will provide a unique opportunity to listen to a leading consulting company and prominent employee benefits broker on key trends in industry, current valuation environment, best practices, and creating predictable profitable growth.

Network Beyond Bias: Making Diversity a Competitive Advantage

Presented by Amy Waninger, CEO of Lead At Any Level

Session Time: 3:45-4:45 p.m. Eastern

Is your professional network as diverse as the workforce and community around you? If not, you could be missing important opportunities for your career and your company. Learn about the challenges we all face in making meaningful connections, the impacts of these missed connections, and how to recognize and overcome them. This session will help you remove the artificial barriers that may be keeping you from your next mentor, star hire, or big customer.