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Professional Development Breakout Session Descriptions



Help Wanted: How to Design and Build a Sustainable Internship Program for Agency Growth

Presented by Megan Chiarello, National Vanguard Chair and President of Grassetto Creative

Top firms and agency owners are growing their businesses with key initiatives to attract and retain new talent. Is your business following suit? A 2016 survey from The Hartford showed that just four percent of millennials interviewed were interested in insurance as a career. It’s up to insurance leaders to cultivate an insurance practice that is attractive and lucrative to young professionals. Investing in the development and resources to grow an internship program will be the key to stronger talent acquisition, better in-house training, ongoing client satisfaction and significant growth.

Along with a sustainable internship program, intentional and authentic mentorship is critical for the longevity of a brokerage firm. Panelists will share success stories and case studies of how they have implemented and maintained internship and mentorship programs to produce profitable results.

In this session, we will dissect the newly-released Vanguard Council Goes to College Internship Playbook and present tangible activities to help you and your firm:

  • Partner with local universities to market your internship opportunities
  • Create internal processes and best practices to design a mutually beneficial internship for you and your employees
  • Prime your organization to align the internship program with specific growth goals
  • Maintain ongoing mentorship, training and resources to transition interns with full-time roles
  • Implement an internship program that works for your business model and strategic initiatives

Ultimate Wellness Smackdown!

Presented by Al Lewis

The importance of teaching your employees how to get the care they need while avoiding the "care" they don't cannot be understated. Learn how to teach your employees about healthcare that will save them money and improve their health. Now imagine that improvement in healthcare literacy across your entire organization. Remember, to create a culture of health, you need to create a culture of health literacy. 

Best Practices in Employee Education on Pain Management

Presented by Cristy Gupton

Shining a light on the opaque nature of the cost/quality dilemma in healthcare can transform an employer's health plan, taking it from multi-year cost increases to a zero-trend, high-performing health plan with a sustainable outlook on the future. Join Cristy and hear about her attempts to reduce both the supply and demand for opiates as treatment for acute pain related to on-the-job injuries and musculoskeletal surgical procedures and endeavors to reform the culture of how pain management is provided by employer-sponsored health plans. This presentation you will learn best practices in employee education on pain management.  

Health Care Affordability Solutions – Real Cost Cutting Today!

Presented by Daniel R. Meylan, National Sales Director of Allied National, Bill Ashley, CEO of Allied National, Dr. Josh Umbher, Founder of Atlas MD, Sean Kelley, David Berman, Senior Account Executive of Assured Partners, & Gregory Everett, President and CEO of Payor Compass

Presentation Description: Rising health care costs are crippling our country. Individuals and small employers are being strangled by an out of control health care system. This panel will represent real time, present day solutions that are dramatically reducing the cost of healthcare. These panel members are all passionate pioneers in the area of affordable healthcare. Their solutions are not political or theoretical. These panelists are delivering lower cost health care and insurance solutions every day. Their message will be both encouraging and intimidating. These solutions represent a dramatic departure from the current structure of health care delivery.

Learner Objectives/Outcomes: Our objective is to make the agents in the room aware of some of the possible options available to them to offer more affordable health care and health insurance to their clients. Key take ways will include:

  • A snap shot of the future costs of health care as presently offered
  • Basics of level-funded health plans
  • How reference based pricing works
  • How Direct Primary Care works
  • How bundled medical services work
  • Why level funded plans integrate well with RBP, DPC and bundled medical services
  • Real life examples of cost saving available with these
  • How agents engage with these alternatives

Medicare: Legislative Update and Take Action Part I

Presented by Henry Vazquez

This session will cover:

  1. Discuss how Medicare impacts TFL (Tri-care for Life) and Veterans who are not retired.

  2. Medicare Part A and B charges Review.  How to share this information and remain compliant. A detailed review of what is and is not covered and other services coverages that may surprise you! Discuss the Part B premiums as it relates to your clients income filing individually, jointly, or married.

  3. Discuss the relation between Medicare Advantage vs. Medigap and the GI (Guarantee issue periods for some specific SEP (special Enrollment Periods). Discuss state specific Birthday rules, cross selling, cold calling rules, etc. (applicable to both MA and Medigap). What are the 7 circumstances that your client can secure a Medigap plan without Medical Underwriting.

  4. Discuss assignment the laws related to excess doctor charges specific to each state.

11 a.m.-12 p.m.

Strategic Philanthropy: The Value of Your Time

Presented by Dan Rashke, CEO and Owner of TASC

This workshop will cover why as a consultant, tracking your competitive and philanthropic (pro bono) efforts can help improve your business. Dan will demonstrate and work with attendees on how to track these efforts and how to embed these approaches in your consulting businesses. Participants will also learn about the current giving benefit trends in the market place and get a sneak peak of the transformation of third party benefits administration industries.

Identifying and Incentivizing Value Based Care: Finding, Charging, Getting Paid, Plan Design, etc.

Presented by Mark Davenport, Jeff Bernhard & David Contorno

One of the great things about our US healthcare system is that cost and quality are INVERSELY related to each. The data is clear. Sort hospitals by price, highest to lowest, you can follow the quality and outcomes scores in the nearly exact opposite fashion. With a 10X variation in cost (sometimes more!) why are we not intelligently designing plans to properly steer people to these lower cost, higher quality facilities? The answer is….. some brokers already are. The results are nothing short of astounding. 20, 40, even 60% reduction in costs (just In year one) with markedly improved outcomes and lower complication scores. Come learn how and why this works and how to intelligently bring this to your clients.

Come Ready to Deliver: Extemporaneous Speaking

Presented by Karen Kirkpatrick

Deliver what, you may ask? Each interaction you have with family, friends, clients and strangers is an opportunity to convey a message. The message could be directions, bad news, advice, affection, sympathies and more. Your choice of words to use in a two-minute opportunity could mean either a refined message or a tongue tragedy. After brief instruction, we will draw topics and each person (as many as we can) will have two minutes to deliver their message and be taped on their own phone, for viewing later. We’ll ask the audience for one strength and one opportunity for improvement. Many in our association need this instruction and practice. Do you dare come? Ready to deliver? I hope so.

Looking For EBITDA? Aiming to Consult? Try Ancillary Optimization!

Presented by Kevin Curran, Founding Partner of Employee Benefits Subject Matter Experts, LLC, & Matt Masone, Partner of Employee Benefits Subject Matter Experts, LLC

Presentation Description: Are double-digit medical increases, technology, and ACA compliance consuming your attention? If so, this session can help remedy the monotony and differentiate your agency from the competition. Through this discussion, you will learn how to wow the c-suite and substantially grow agency revenues through a comprehensive life and disability plan audit. The presentation will focus on the strategic alignment and coordination of group insurance plans with paid time off, executive benefits, individual planning, business continuity planning, and operating agreement structuring.

Learner Objectives/Outcomes:

  • Stop proactively shrinking agency revenues through reactive Life and Disability renewal marketing.
  • Start treating every life and disability consultation as a significant new sales opportunity.
  • Learn how Ancillary Optimization can become one of your agency’s top prospecting tools capable of driving significant revenue.

Medicare: PACE: Understanding an Innovative Model for Older Americans

Presented by Robert Greenwood

PACE, or Programs of All-inclusive Care for the Elderly, is Medicare’s most effective program at keeping people who are nursing home eligible in the community. In this session you will learn who qualifies to enroll in PACE, better understand the integrated PACE delivery model and how PACE organizations work with others in the community. We will discuss the regulatory evolution of the program, how the program is paid for, and why each PACE organization is its own Medicare Part D Prescription Drug plan. We also highlight what some of the possible next steps are for the PACE model.

1:30-2:30 p.m.

Data and Quality Driven Reference Based Pricing: Objective, Transparent, Defensible

Presented by Jon Jablon and Heath Potter

The self-funded health care industry is evolving. Ever-increasing provider billing has led the industry to find ways to cope – and one of the most innovative of those is reference-based pricing. Quickly becoming more and more common throughout the self-funded industry, reference-based pricing is either loved or hated, with very little neutrality in between. From the initial setup steps to the ultimate value, you’ll hear about the ins and outs of reference-based pricing, and new innovative methodologies being applied as RBP continues to evolve, from two experts in the industry – and if you don’t have an opinion on reference-based pricing going into this session, you can be sure you’ll leave with one.

As for questions, the first one is designed to provoke thought and it will lead to conversations, and the second is designed to have people share stories (which engages everyone). These questions are geared specifically toward reinsurance, but are still relevant to everyone.

  • What aspect of reference-based pricing makes you most uneasy?
    • Are there choices for answers? If so, I’d suggest:
      • The idea that the plan can pay more than the amount stated in the Plan Document to settle claims
      • The idea that balance-billing can happen late in the policy period
      • The uncertainty and difficulty in underwriting
  • Have you or your any of your clients experienced any particularly noteworthy successes or failures of reference-based pricing?

Importing Drugs/Exporting Patients: Finding the Right PBM. Integrating the Right Solutions into the Plan Design

Presented by David Contorno, Marc Grossman & Bill Hepscher

As drug costs continue to rise faster than medical, now consuming as much as 50% of total send, what can you and your clients do to help put them on a different trajectory? One solution is importing the right drugs in the right way, and when that isn’t an option, exporting the patient. Learn about how and when and why to do this, in a safe, ethical and LEGAL way, and how to build it into a plan to properly engage the employee/patient population. 

The Cross Sale: Organic Growth Just Across the Hall

Presented by Billy Bridwell, Vice President of Employee Benefits Keystone Insurers Group

The age old challenge agency owners, producers and staff deal with is the lack of cross selling results within their agency model. The “team” doesn’t always work like a “team,” but rather a bunch of individual silos growing “their” books of business and renewing “their” clients. We will be digging into the “why” does this mentality exist and “how” do we as an industry as well as independent agencies overcome this hurdle to achieve our organic growth potential within an ideal team model.

Why a Plan for Extended Care is a Critical Component in a Retirement Portfolio

Presented by Harley Gordon

Once the plan is created the next question to the client is, “What do you think will fund it?” Let’s begin with a look at what you, other professionals, your clients, and the media likely believe motivates people to spend hard-earned money to purchase long-term care insurance. Is it to maintain independence? Choose where and how care is delivered? Not to be a burden? Protect assets? All of the above? None of the above?

The correct answer is none of the above. Clients, particularly healthy men, believe care will not be necessary. Risk-based selling, however, is predicated on the belief that people will buy insurance once they are educated about the risk and cost of care. The better way to determine why people purchase long-term care insurance is to ask those who have purchased the product whether they plan to use it. The answer, of course, is no. The motivation is the same for those who purchased life and disability income insurance: not to protect them from an unexpected death or disability they believe will not happen, but to protect their families from the severe consequences if it did. Long-term care insurance, in whatever form, should be positioned as nothing more than a funding source for the above plan, which in turn is used to pay for care, therefore mitigating the consequences of a long-term care event.

Learner Objectives/Outcomes:

  • Learn more about why extended care is a critical component of your client’s portfolio
  • How to address this sensitive topic with them

Medicare: Situational Social Security: What Advisors Must Know

Presented by Marc Kiner

Marc will discuss the questions advisors need to ask to properly advise clients regarding Social Security claiming options. Advisors will understand the questions to ask relating to benefits and strategies, such as retirement, survivors with one or more deceased spouses, children, divorced with one or more ex-spouses, restricted application and file and suspend, married couples close in age and married couples not close in age.

Advisors need to understand the unique situations of their clients to properly ask the right questions.

2:45-3:45 p.m.

Running Your Business

Your doctor wants you to get a regular check-up to make sure you remain in optimal health. ERISA requires your group health plan clients to routinely review vendor performance to ensure efficient and fiscally responsible plan operations. If you engage in personal life check-ups, and your clients are reviewing their service providers, then shouldn’t you be making time for regular evaluations of your agency business too? This session will launch NAHU’s new Running Your Business on-demand webinar series, geared at providing you and your agency with much-needed resources to check up on essential business function elements like your online presence, your finances, your client and agency management resources, your benefit technology partners and more.  

How to Deliver Value Based Care 

Presented by David Contorno, Billy Bridwell, Vice President of Employee Benefits Keystone Insurers Group, Russo/Callender, Al Lewis, Mark Davenport, Bernhard, Marc Grossman & Bill Hepscher

This description will be available shortly.

Preparing for Life After Your Deal

Presented by Jim King, Owner and Wealth Manager at Balasa Dinverno Foltz LLC

Presentation Description: As the owner of an insurance agency, you receive frequent phone calls urging you to sell your business—which makes you wonder how much your agency is worth. Before you can answer that question, you have to first decide if you are ready to sell your business. An important part of that decision is knowing what you want your life to look like after the sale is complete. The gap that exists between where you are today and where you want to be will impact when you sell and what, if anything, you need to do to increase the value of your agency before you do.

Too many times agency owners jump when the phone rings. You would be better off taking time to understand what you need to fund the future you envision. The earlier you start, the more prepared you will be to navigate the sale process.

Learner Objectives/Outcomes:

  • What questions you should ask yourself to determine your vision for the future
  • Why your spouse needs to be in complete agreement
  • How to determine your own net worth
  • Factors that will impact your desired sale price of your agency
  • The impact of taxes on your future income
  • How to protect the assets you do have

What it Means to be a Group Health Fiduciary

Being a Group Health Plan Fiduciary. What does it Mean? Are YOU a fiduciary? What is ERISA? Have you ever been concerned about how much assistance to your employer group might be too much assistance? What happens if a health plan doesn’t comply with ERISA? This and more directly from the Department of Labor Employee Benefit Security Administration.

The session will provide attendees with basic fiduciary information specific to the Employee Retirement Income Security Act (ERISA); the law that regulates most group health plans sponsored by an employer, employee organization or other such related entity. Attendees will learn helpful tips related to fiduciary duties associated with a group health plan, certain actions a plan official must avoid, and information about how to stay compliant.

Medicare: Legislative Update and Take Action Part II

Presented by Anthony Bahr and Jack Schroeber

This session will cover:

  1. The move to the Quality Payment Program from the Sustainable Growth Rate (SGR) formula. Why and how does this affect the doctors.
    1. APMs and MIPs
  2. MACRA’s effect on the MS-DRG rate and how CMS is recouping the overpayment.
  3. The enforcement of the Two Midnight rule and push towards observation (MOON – Medicare Outpatient Observation Notice)
  4. The future of MA plans after MACRA

4-5 p.m.

Changing the Primary Care Delivery Model: Innovative Strategies Using on Site par Practitioners to Save Lives

Presented by Christopher Yarn

I am not here to talk about how Jeff Bezos, Warren Buffet and Jamie Dimon want to fix health care, or a Walmart-Humana partnership, or UnitedHealth buying DaVita clinics, or CVS buying Aetna. I am here to talk about YOU and how you can use innovative strategies with primary care physicians to save lives and lower claim costs. We will go over innovative strategies for implementation, how to educate your clients, scalability, and equal opportunity.

Learner Objectives/Outcomes:

  1. Learn innovative strategies with primary care physicians to save lives and lower claim costs.
  2. The things you can influence all come down to educating your client and the end user. Learn the right questions to ask yourself.
  3. Review scenarios regarding equal opportunity for all employees and the legalities of implementation
  4. Walk away with recommendations on readings for continued learning

Performance-Based Broker Compensation: The Contracts, Commitments and Compensation

Presented by David Contorno and Carl Schuessler

Our journey began a little over six years ago. It was a journey to learn – centered on one question – “why does healthcare cost so much?” Too many of us ask the question “Why are health insurance premiums so high?,” which is not the problem. The problem is the cost of care. As we followed the money; like peeling an onion, each layer we peeled back...the more it stunk. After working through the very complicated maze of our modern healthcare and insurance markets, we uncovered an incredibly complicated set of rules, taxes, exceptions, and more twists and turns than the lines at Disney World.

In addition to identifying the many obstacles to lower healthcare costs, we were also able to identify the best in class high performance healthcare solutions needed to impact your cost spending patterns. This research was centered on providing solutions to what we believe are the six fundamental flaws in our healthcare system that we have turned into opportunities for you:

  • The Cartel
  • Lack of Pricing Transparency
  • Hospital “Billing Errors”
  • The PPO Discount Game
  • The Pharmaceutical Shell Game
  • Lack of Information

These solutions allow employers to demystify their healthcare costs - having health insurance...your way and on your terms....giving control back to YOU!

Burst the Leadership Bubble  

Presented by Dr. Karen Keller, CEO and Founder of Keller Influence Institute™

Presentation Description: Research identifies the single most important asset a leader possesses is … influence. Business is like a competitive sport. Both require laser-sharp focus, hard work and unwavering discipline. The same principles used on the athletic field or court are the same you apply to business leadership. Influence is the major principle when it comes to sports and business. Just as you influence your passion and confidence to win that next game, you use your passion and confidence to make decisions, solve problems and take risks. The Seven Influence Traits® are necessary to continue rising to today’s business challenges and setting the bar higher each time. 

Influence is not a mystery. Becoming influential is a conscious choice to act out of a deep sense of awareness to one’s situation and surroundings. Your ability to be influential and influence can be grown. Your business success depends on it. Your future depends on it. 

Learner Outcomes: Our objective is to help people in the health insurance industry develop awareness and understanding of their potential to become influential in their business and with their clients. Key learning and actionable takeaways are:

  • Grasping the importance of finding and asking the right “Influence” questions
  • Learning the value of disrupting how you view and interact with your world
  • Discovering how to build better questions to unlock game-changing solutions
  • Using questions to promote deeper client engagement
  • Identifying and using the Seven Influence Traits® that are instrumental in your leadership success

Workplace Wellness Incentive Laws: New Cases, ACA, ADA and GINA

Presented by Barbara Zabawa, Attorney for the Center for Health and Wellness Law, LLC, and Clinical Assistant Professor for the University of Wisconsin Milwaukee College of Health Services, Department of Health Services Administration

Presentation Description: Two recent cases, AARP v. EEOC and Acosta v. Macy’s Inc., will impact workplace wellness programs. These cases will likely send shockwaves into workplace wellness incentive design. This session will provide attendees with a solid understanding of current incentive requirements under the Affordable Care Act, Americans with Disabilities Act and Genetic Information Nondiscrimination Act and how these two new cases may influence workplace wellness programs going forward.

Learner Objectives/Outcomes:

  1. Following this session, participants will be able to explain key legal requirements when advising workplace wellness incentive programs.
  2. Following this session, participants will be able to explain the potential impact of the AARP case on workplace wellness program incentives.
  3. Following this session, participants will be able to explain the importance of the Macy’s case on workplace wellness programs.

"Now That You've LEARNED, It's Time to EARN: 5-Step Marketing Makeover

Presented by Gary Owen

Whether you are a veteran or a novice in the senior market, there are five important steps you should follow that can be a guide to your success. The major issue that keeps most agents up at night is not being able to see enough prospects. Of course, this is one of several reasons why 93% of insurance agents fail within their first two years in the business. This five-step overview will set the stage for you to prepare yourself in the senior market. You will learn vital statistics that will open your eyes to the importance of being in the senior market, how to add additional revenue generators to your practice, and effective marketing strategies.