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Professional Development Descriptions

Shifting Client Priorities

Proven Ways to Wow Your Clients Post Enrollment Season and Beyond

Steve Odgen, Sales Manager, Agencybloc

Session time: 10-10:45 a.m. 

In this session, Steve Ogden will explore how agencies can achieve OE/AEP success and other ways to communicate with clients and ensure you are wow-ing them throughout the entire year, ultimately increasing client retention, referrals, and renewals each year.

  • Explore what an automated client onboarding process looks like to ensure clients feel welcomed to your agency
  • Acquire tool-box techniques to automate cross-sell communications
  • Reduce speed-to-contact for new leads by automatically responding to inquiries immediately
Sponsored by:


Long-Term Disability – A Non-Health Insurance Approach Leading You to Success

Dane Rianhard, Principal and Co-Founder, TriBridge Partners, LLC

Session Time: 11-11:45 a.m.

What is your approach to structuring a Long-Term Disability program for your clients? Are you treating disability insurance as an afterthought upon completion of the health insurance renewal? This session will show you how shifting disability insurance from a commodity to a differentiator will allow you to better protect your clients, grow your business and increase your retention. Join us for a discussion on how to build a long-term disability program with the future potential claimant in mind. A simple word like “and,” or “or” within a contract can change the meaning and intent of the benefits and translate into millions of dollars to your client.

Sponsored by:

Simplifying HR Benefit Services – Employee Reengagement

Carla Adams, Director of Benefit Services, isolved

Session time: 2-2:45 p.m.

Doubling down on retention, creating self-service options, putting employees in the driver seat having more control over what comes out of their paychecks, expanding offerings. Doing more 2023 HR.

Paramount Communication and Engagement – Maximize Your Enrollment Success

Eric Silverman, Founder and Owner, Voluntary Disruption

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

Medical benefits are not the first line item on every company’s P&L. The average employee spends more time thinking about what big screen TV to buy on sale or the new iPhone coming out. After that, they consider which employee benefits suit them to protect themselves and their family. Their thinking process should be the other way around. In this fast-paced session, join Eric as he dives deep into a multi-channel approach of 365 benefits communication to drive employee engagement and equip employees with the knowledge needed to make educated benefit-buying decisions and transform themselves into true healthcare consumers.

Mergers and Acquisitions

M&A Session 1: Intentional Perpetuation

Brett Rosen, Principal, Rosen Advisory

Session time: 10-10:45 a.m.

Being intentional is the key to success in most business endeavors, and none more so than planning to perpetuate or sell your agency. In this session, Brett Rosen, Principal at Rosen Advisory, will cover three steps owners must embrace to achieve their optimal M&A/ perpetuation outcome. First, Brett will review what he calls “5 Star Planning” as it relates to the perpetuation or sale of your business. Brett will then outline all the possible M&A options and help you better understand your “Owner Persona” so you can think about what is best for you. Thereafter, Brett will close the session with a discussion about maximizing your opportunity by avoiding common pitfalls that trip up many owners.

M&A Session 2: Intentional Perpetuation

Moderator: Brett Rosen, Principal, Rosen Advisory

Panelists: Mark Gaunya, Principal, Borislow; Dan Mangus, VP of Growth and Development, Senior Marketing Specialists; and Robert Tierney, Principal, OneDigital

Session time: 11-11:45 a.m.

Our panelists are here to provide agency owners with a 360-degree view of the M&A market, whether it is buying agencies, selling your agency, merging and other perpetuation options. All these topics, and more, will be discussed by professionals who have been there. Learn from others’ experience as you look to secure the expertise and knowledge you need when it comes to M&A.

Legislative Impact

Compliance Corner

Jennifer Spiegel Berman, CEO, MZQ Consulting; Barb GerkenSVP, Director of Client Innovation and Employee Benefit Compliance, First Insurance Group; Annette Bechtold, Leadership and Executive Coach and Consultant, Forte Consulting; and Ross Carmichael, Managing Director of Compliance and Operations, Higginbotham

Session time: 2-2:45 p.m.

NABIP members have exclusive access to experts answering specific health reform implementation questions. This session is an opportunity to meet with national compliance experts to discuss the latest concerns addressed by those who form the webinars, blogs, FAQs, and most importantly, answer your unique compliance questions.

ACA and Beyond – 1:30-hr Certification Primer

Paul Roberts, Senior Director of Education & Market Development, Word & Brown

Session time: 3-4:30 p.m.

Are you considering purchasing the ACA and Beyond Certification and unsure if it is right for you? Now, you can try it before you buy it! This session is an incredible opportunity to join ACA-expert Paul Roberts for a 2hr workshop covering ACA and Beyond Certification. Paul will discuss what happened before the ACA that caused the law, a high flyover of major topics in the course, and answer your burning ACA questions.

Cost, Risk and Affordability

How to Compare an ICHRA to Traditional Methods

Annette Bechtold, Leadership and Executive Coach and Consultant, Forte Consulting

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

As you might have guessed, the Individual Coverage HRA (ICHRA) is all about reimbursing employees for insurance rather than buying it for them. In a traditional HRA, individual insurance premiums cannot be reimbursed, but with ICHRA they can be. A traditional HRA must also be integrated with a group health plan, whereas ICHRA works with individual insurance plans and Medicare. This session will walk attendees through the upsides and how it all works.

Diabetes and Chronic Disease Risk Management Strategies: Effective health plan design techniques to reduce costs while also improving care

George Huntley, COO and CFO, Theoris Group, Inc., and CEO, Diabetes Leadership Council

Session Time: 11-11:45 a.m.

Chronic diseases – and diabetes, in particular -- are significant cost drivers for most health plans, driven by our failure to enable patients to manage their diseases successfully. In the case of diabetes, this results in 16 million ER visits and 7.8 million inpatient hospital stays per year in a patient population of 37 million (about twice the population of New York). Most health plans are designed to be pennywise and pound foolish as they pay for catastrophic treatments but miss opportunities to improve diabetes management, employee morale, and productivity and reduce overall plan costs. This session will discuss how diabetes impacts health plan risks, medicine and technology that help patients and implementation of key health plan design features.

How Employers can Offer Valuable and Affordable Mental Health Benefits

Elizabeth Owings, CEO & Co-Founder of Samata Health, and Sarah Malavenda, COO & Co-Founder of Samata Health

Session time: 2-2:45 p.m.

Let’s be honest; using health insurance for mental health services is impossible. Many therapists do not accept insurance, and many health plans require members to meet a deductible or pay large copays for services. How can employers (of all sizes) provide mental benefits to employees that are valuable, consistent, in-person, and affordable? This roundtable discussion will cover trends & states in the workplace, why health plans do a bad job covering benefits and solutions that help get the most out of what is already in place.

Health Status, Social Circumstances, and Medical Costs – Professionals Working More Effectively with Low-income People

Linda Riddell, Chief Data Scientist, Validation Institute

Session time: 3-3:45 p.m.

The intersection of health status, social circumstances, and medical costs. For example, lots of wellness programs focus on heart disease but this is valuable only to an employer that has a long-term workforce, such as a municipality or a union group. Another example -- there is a widespread fear that raising deductibles means people delay care and therefore costs more later. This is not borne out in science. Yes, they may delay care, but they will rarely cost more as a result. (This is not true for prenatal care, but it is one of the few exceptions.)

Trending Topics in Healthcare

Matters of Perspective: Generational Viewpoints from Females in Benefits

Janet Trautwein, Executive Vice President & CEO, NABIP; Susan Combs, CEO, Combs & Company, LLC; Jasmine Keating, Client Engagement Manager, MZQ Consulting, LLC; Quincy Atwood, Benefits Advisor, Specialty Risk Insurance; and Lisa Edwards - Hutcherson, Voluntary Benefits Consultant, LME Consulting LLC

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

The experience of working in our industry can differ widely based on a number of factors, including gender, race or ethnicity, background, and age. In this session, the panel will share their experiences in the industry as females from different generations. They'll discuss challenges, backgrounds, stereotypes, progress, opportunities, and the bright future.

The Crisis in Cost-Sharing: Shifting the Focus from Payment Design to Plan Innovation

Kevin Kickhaefer, President and Chief Growth Officer, Gravie

Session time: 11-11:45 a.m.

For years now, cost-sharing in employer-sponsored coverage among carriers, employers, and employees has been a moving target. Solutions like HSAs, HDHPs, and defined contribution have added clarity and transparency to which party is responsible for what costs; however, these solutions have done little more than isolate the burden of cost-sharing among one stakeholder group: employees. In the long term, this is unsustainable, both for employees who are fed up with paying for benefits in which they see little value and for employers who are losing recruitment and retention leverage in a very tough job market. But there is an emergence of new kinds of health plans that are designed to eliminate cost burdens for all stakeholders, by combining zero-copay, zero-deductible coverage for the most common healthcare services, more precise and predictive approaches to underwriting, and streamlined integration of point solutions that address individuals’ whole health needs. Can these new kinds of plans reduce the cost burden once and for all? Many employers—particularly in the self-funded market—are showing early signs of great promise.

The Evolution of Referenced-Based Pricing

Jacob Bohannon, Director of Business Development, Imagine360, and William Buckley, Regional Vice President, Market Leader, Imagine360

Session time: 2-2:45 p.m.

As group health insurance costs continue to rise, employers, their plan members, and their benefits consultants are hungry for ways to control costs and maintain benefit offerings. Many consider one of the primary cost drivers to the rising cost of health insurance to be the cost of facility-based care. Employer-sponsored health plans pay on average 2 – 3 times what Medicare pays for the same service when accessed through traditional insurance networks, and the rate of inflation for facility-based healthcare has far outpaced any other good or service for 15+ years.

Telehealth Transformations – From Foundations to Its Future

Reid Rasmussen, Co-Founder and CEO, freshbenies, and Michael Gorton, Founder of Teladoc and Founder and CEO of Recuro

Session time: 3-3:45 p.m.

What types of healthcare will be done virtually in the coming years? How much more will be done - beyond just telehealth visits? How many brand-new insights will be discovered by AI analyzing our Digital Medical Home? What promise does Personalized Medicine hold for us? What do our lessons from the development of the telehealth industry teach us about how this might work its way through employer benefit plans? Join two founders in the telehealth space for an insightful discussion.


 Medicare State of the Union – 2023 and Beyond

Moderator: Mike Smith, President, The Brokerage, Inc.

Panelists: Amanda Brewton, Owner of the FMO, Medicare Answers Now; Patricia Griffey, RHU, REBC, Page 1 Agency; Chalen Jackson, Key Accounts Specialist and Compliance Officer, MMG, Inc.

Session time: 10-10:45 a.m.

This session will include esteemed members of the NABIP Medicare Advisory who will share their insight on the state of value-based insurance design, the future of Medicare supplements, technology and AI as a tool to build enrollments, Part A Trust – solvency, and have an open discussion with the audience concerning newly released CMS marketing guidelines.

Clarifying Marketing Rules – Medicare Advantage for PY2024

Mike Smith, President, The Brokerage

Session Time: 11-11:45 p.m.

Are you a Medicare agent or broker with questions and concerns about these new requirements? Mike Smith will convey everything we know about the current and any newly released requirements and how you can comply with them.

How the Tech World Impacts Medicare

Moderator: Korey Ashton, Director of Client Partnerships & Insurance Solutions, SunFire

Panelists: Justin Brock, President and CEO, Bobby Brock Insurance; Tony Merwin, Owner, Avila Medicare Solutions; and David Ireland, Regional Sales Director, The Brokerage

Session Time: 2-2:45 p.m.

Join us for an innovative discussion about how new technology solutions are changing the Medicare market and how you can leverage new technology to grow your business and simplify your processes.

How to Become a 6-Figure Senior Market Advisor

Brandon Clay, CEO, Brandon Clay Enterprises, Author of Six Hours to Six Figures

Session time: 3-3:45 p.m.

The number of Medicare beneficiaries is expanding rapidly and the choices they must make are becoming more complex.  They need a trusted advisor who can help them navigate the myriad of options.  This provides the ethical and educated agent the opportunity to build a high 6-figure practice in an environment of service and “As you serve…you deserve”.  This session will focus on 3 key components of becoming a 6-figure senior market advisor:

  • Mindset – preparing yourself to build a 6-figure system of success.
  • Skillset – implementing a multi-product practice that provides holistic solutions for your clients
  • Toolset – leveraging technology and other practical tools to build a sustainable & scalable practice