Archives of Podcast

PEPY (pronounced pep-eee). Per employee per year. When your doctor takes your blood pressure at the beginning of your visit, it tells them key things about your health. The same is true with PEPY. This tells you as the advisor some key facts about what’s going on right at the beginning.

ADMINISTRATION. This is the least sexy part of the plan 😄🤣. In terms of money spent towards the plan cost. This is one of the lowest amounts accounting for only 4 to 7% of total cost. BUT … having the right administrator of the plan is one of the most important parts of the whole thing.

$4,300,000,000,000 (TRILLION). This is how much the entire US healthcare ecosystem spends every year. These are the hospitals, the pharmacies, manufactures insurance brokers doctors PBM’s everything. Understanding this dynamic will help you position … “Winter is Coming”

Pharmacy / RX Costs. If you are going to do a deep dive on any component of the health plan, this is where you should spend your time. The amount of money spent on prescription drugs is anywhere from 30% to 50% or higher up total cost.

Top High Cost Claims. A statistic you will repeat over and over is that 80% of the total cost of any health insurance plan is directly or indirectly related to CLAIMS. If that’s the case, don’t you wanna know what the top areas are? So you can discuss insights strategies and ideas on how to reduce them?

5 Components of a Health Plan. This took me years to become aware of or even fully understand why I needed to know about it. Can you name the five major components of your car ? You probably can and we’re talking about a $50,000 purchase. If you ask a CFO to name the five components of something they spend $2 million on don’t you think they should understand that also?

Transition to Discovery. This is how you transition into the discovery phase of the call. How this goes determines whether it feels like in an interrogation or a conversation. Let’s just say it should feel like the conversation.👍🔥👊

Your 🧰 🛠️ tools in your toolbox. These are your solutions. These are all of the cool things we learn about that we want to immediately share with the prospect to show them how smart we are. 🤣 what I’ve learned is they don’t care. Yet. Sometimes the order of things is important.

The NEXT 2 Minutes. 😳 This IS THE MOST important two minutes of your entire pitch.

10 SECONDS. The first 10 seconds out of your mouth sets the tone for the entire conversation.