1 00:00:00,233 --> 00:00:02,702 Coming up in today's show, America's Healthcare Advocate, 2 00:00:02,702 --> 00:00:04,270 we're going to be talking with John Kuhlmann 3 00:00:04,270 --> 00:00:06,439 from Kuhlmann Group, as well as Lauren Broyles 4 00:00:06,439 --> 00:00:09,442 and Josh Banwart his associates that work at Kuhlmann Group, with them. 5 00:00:09,542 --> 00:00:11,811 If you've ever wondered 6 00:00:11,811 --> 00:00:15,015 how would my association get health benefits, how would that work? 7 00:00:15,181 --> 00:00:17,550 Or maybe you've got a large group plan 8 00:00:17,550 --> 00:00:21,121 and you'd like to figure out a better way to handle your health insurance benefits. 9 00:00:21,421 --> 00:00:23,156 You can do that by talking with these folks. 10 00:00:23,156 --> 00:00:25,392 But most importantly, listen and learn. 11 00:00:25,392 --> 00:00:30,730 Today, as we talk about how an association could actually offer health benefits, 12 00:00:30,730 --> 00:00:33,733 especially if you've got 1099 employees. 13 00:00:35,035 --> 00:00:39,039 And now America's Healthcare Advocate, Cary Hall. 14 00:00:39,339 --> 00:00:40,106 Hello, America. 15 00:00:40,106 --> 00:00:43,443 Welcome to America's Healthcare Advocate show broadcasting coast to coast 16 00:00:43,743 --> 00:00:46,846 across USA here on the HIA Radio Network. 17 00:00:47,013 --> 00:00:48,415 My producers today, Mr. 18 00:00:48,415 --> 00:00:50,116 Garner Cowdery behind the microphones. 19 00:00:50,116 --> 00:00:52,786 And Mr. David Thiessen behind all the cameras. 20 00:00:52,786 --> 00:00:56,723 The man who post all these shows up on our podcast and YouTube channel, 21 00:00:56,756 --> 00:01:00,360 by the way, 608,000 views now, 22 00:01:00,393 --> 00:01:03,396 thanks to all of you out there in the listening audience. 23 00:01:03,930 --> 00:01:07,167 On the podcast channels, all 16 of them in our YouTube channel, 24 00:01:07,333 --> 00:01:08,968 and we have a new affiliate. 25 00:01:08,968 --> 00:01:13,173 We'll talk about that a little later on in the show if you have issues, 26 00:01:13,173 --> 00:01:16,543 if you have questions, if you need help with something, you can go to the website. 27 00:01:16,543 --> 00:01:18,845 AmericasHealthcareAdvocate.com. 28 00:01:18,845 --> 00:01:21,147 AmericasHealthcareAdvocate.com. 29 00:01:21,147 --> 00:01:22,515 Send me an email. 30 00:01:22,515 --> 00:01:23,917 Yes, I get a lot of them. 31 00:01:23,917 --> 00:01:26,453 But yes, I answer each and every one of them. 32 00:01:26,453 --> 00:01:29,355 So feel free to send me an email if you need any help with something. 33 00:01:29,355 --> 00:01:30,557 We're happy to help you. 34 00:01:30,557 --> 00:01:32,025 In studio with me again today. 35 00:01:32,025 --> 00:01:34,461 John Kuhlmann, CEO of Kuhlmann Group. 36 00:01:34,461 --> 00:01:36,563 And you brought a few associates today. All right. 37 00:01:36,563 --> 00:01:40,633 So we have Lauren Broyles, who is your vice president director of operations. 38 00:01:40,767 --> 00:01:45,004 And I have Josh Banwart, who is also a financial advisor with Kuhlmann Group. 39 00:01:45,004 --> 00:01:47,207 So welcome all three of you. Happy to have you here. 40 00:01:47,207 --> 00:01:48,842 You're an old pro at this Thanks, Cary. 41 00:01:48,842 --> 00:01:51,177 Yeah, I’ve been doing it since 1991. 42 00:01:51,177 --> 00:01:53,279 So a long time ago when I started my firm. Yeah. 43 00:01:53,279 --> 00:01:56,649 So so let's talk a little bit about that because what you do is a little different, 44 00:01:57,484 --> 00:01:59,219 than what I see out there with a lot of brokers. 45 00:01:59,219 --> 00:02:01,387 What you do, you, you, I think you kind of, 46 00:02:01,387 --> 00:02:04,891 you kind of specialize in this association management, 47 00:02:04,891 --> 00:02:06,726 association health benefits and all. 48 00:02:06,726 --> 00:02:08,995 The other thing is you go with association management. 49 00:02:08,995 --> 00:02:11,097 So it's a different corridor. 50 00:02:11,097 --> 00:02:13,800 We're working with you, with the GigCare program, 51 00:02:13,800 --> 00:02:17,070 some of the programs on that for 1099 and self-employed. 52 00:02:17,070 --> 00:02:20,874 But let's talk about how you got into that and what you do there 53 00:02:20,874 --> 00:02:22,509 that makes you so different than everybody else. 54 00:02:22,509 --> 00:02:26,312 Because I've been doing this for 23 years and the first person I ever ran across it 55 00:02:26,312 --> 00:02:28,848 does this like you do. Thanks, Gary. 56 00:02:28,848 --> 00:02:31,784 So in, 2019, we started 57 00:02:31,784 --> 00:02:34,787 working with one of our clients, and, 58 00:02:34,921 --> 00:02:39,559 we, basically saved them $1.4 million just on their health insurance 59 00:02:39,559 --> 00:02:42,629 and another $120,000 on their ancillary coverages. 60 00:02:42,962 --> 00:02:43,663 And at the time, 61 00:02:43,663 --> 00:02:46,833 they were the with the 13th largest consulting firm in the country. 62 00:02:47,500 --> 00:02:50,236 And, they had been with them for years. 63 00:02:50,236 --> 00:02:53,406 And, the line that they gave them on every renewal 64 00:02:53,406 --> 00:02:56,409 was, well, medical trends running around 8 or 9%. 65 00:02:56,809 --> 00:02:58,144 So it's a fair increase. 66 00:02:58,144 --> 00:02:59,479 You should just take it. 67 00:02:59,479 --> 00:03:01,447 And they don't even really show the group out when they do. 68 00:03:01,447 --> 00:03:02,782 They don't really do an adequate job. 69 00:03:02,782 --> 00:03:05,852 And that's pretty much what we see on most groups that we work on. 70 00:03:06,286 --> 00:03:08,855 So, we don't take that approach. 71 00:03:08,855 --> 00:03:12,392 We actually go to market on every line of coverage with every carrier. 72 00:03:12,525 --> 00:03:15,028 And there's a big reason for that. 73 00:03:15,028 --> 00:03:17,730 There's a lot of value in the TPA’s that we go to. 74 00:03:17,730 --> 00:03:22,569 TPA stands for third party administrators, whereas you hear about the BUCA’s. 75 00:03:22,735 --> 00:03:25,872 Those are all the big publicly traded insurance companies. 76 00:03:25,872 --> 00:03:29,509 So their motivations are different than the than the TPAs. 77 00:03:29,943 --> 00:03:31,277 The TPAs are privately owned, 78 00:03:31,277 --> 00:03:34,681 and because they're privately owned, their whole focus and goal is to drive 79 00:03:35,215 --> 00:03:38,685 the most affordable health care with the best benefits possible to the members. 80 00:03:38,685 --> 00:03:40,153 So for this client, 81 00:03:40,153 --> 00:03:42,455 not only did we save him the 1.4 million on their health, 82 00:03:42,455 --> 00:03:45,692 120,000 on their ancillary, but we also improved all those benefits. 83 00:03:45,992 --> 00:03:48,962 The next thing is, is that we after we did that, 84 00:03:49,162 --> 00:03:52,165 the CEO shared with us that he has an association. 85 00:03:52,565 --> 00:03:55,568 And at the time they had over 3000 dues paying members. 86 00:03:56,102 --> 00:03:59,072 Before we were in the picture, they had over 3000 dues band members. 87 00:03:59,372 --> 00:04:02,809 When we came into the picture, they had shrunk down to 850 dues paying members. 88 00:04:03,209 --> 00:04:05,111 So there's they were like, do you think you could do this 89 00:04:05,111 --> 00:04:06,279 for our customers and help them? 90 00:04:06,279 --> 00:04:07,547 Because it would create a lot of goodwill 91 00:04:07,547 --> 00:04:10,149 for our customers and help us help our customers. 92 00:04:10,149 --> 00:04:12,285 And, absolutely said absolutely. 93 00:04:12,285 --> 00:04:14,387 So we did that in about two and a half years later, 94 00:04:14,387 --> 00:04:18,558 they're back up to about 3500 dues paying members, which is tremendous 95 00:04:18,658 --> 00:04:20,093 growth for the association. 96 00:04:20,093 --> 00:04:21,661 We're not the only reason why that happened. 97 00:04:21,661 --> 00:04:24,964 Their executive director, was a big part of why that happened, too. 98 00:04:24,964 --> 00:04:28,901 But, with our programs and our that are very comprehensive, 99 00:04:29,269 --> 00:04:32,605 we helped basically do that and we in turn have also saved 100 00:04:32,605 --> 00:04:35,808 a lot of their clients five figures, on their benefits. 101 00:04:35,808 --> 00:04:36,509 Also. 102 00:04:36,509 --> 00:04:38,544 You know, if you're listening to this and you're wondering 103 00:04:38,544 --> 00:04:40,546 maybe you're a member of an association. 104 00:04:40,546 --> 00:04:44,284 Maybe you're just a member of an association, maybe you're a director, 105 00:04:44,284 --> 00:04:45,451 maybe you're a CEO. 106 00:04:46,419 --> 00:04:49,155 Or maybe you're someone thinking about what you want to do, 107 00:04:49,155 --> 00:04:51,190 and we'd like to have an association, 108 00:04:51,190 --> 00:04:53,793 but we'd like to talk about maybe we can do health benefits. 109 00:04:53,793 --> 00:04:57,597 Well, there are a lot of hoops you have to go through, and there are certain ways 110 00:04:57,630 --> 00:05:01,100 it has to be done that what you need is a knowledgeable expert. 111 00:05:01,100 --> 00:05:04,270 And that's what Kuhlmann Group is and that's what I'm listening to you. 112 00:05:04,470 --> 00:05:06,172 That's what you're demonstrating to the audience. 113 00:05:06,172 --> 00:05:08,207 That's why I wanted to do this show today. 114 00:05:08,207 --> 00:05:11,944 There is a lot of need in the marketplace right now, especially 115 00:05:12,211 --> 00:05:15,081 when we talk about the 1099 self-employed space. 116 00:05:15,081 --> 00:05:17,116 We'll get into that a little later in the show. 117 00:05:17,116 --> 00:05:20,987 But the idea of innovation, that's what Kuhlmann Group brings to this. 118 00:05:20,987 --> 00:05:25,892 And if you are in an association and you don't have benefits for health care. 119 00:05:26,125 --> 00:05:28,728 These are the folks you want to talk to because that's what they do. 120 00:05:28,728 --> 00:05:32,565 So talk about you've got a pretty long list of everything you do here. 121 00:05:32,565 --> 00:05:36,402 I was just doing show prep about 4:30 this morning. 122 00:05:36,402 --> 00:05:39,439 Was ramping up and I worked on this yesterday as well. 123 00:05:39,472 --> 00:05:43,343 But the point is, you know, I'm seeing everything on here from critical illness 124 00:05:43,343 --> 00:05:47,880 to financial advisory to payroll to individual voluntary benefits. 125 00:05:47,880 --> 00:05:49,148 And it goes down the list. 126 00:05:49,148 --> 00:05:52,452 I'm guessing, Lauren, you probably have a lot to do with how all that happens. 127 00:05:52,618 --> 00:05:54,487 Yeah, it actually does the work. 128 00:05:54,487 --> 00:05:56,089 If I had to guess. Yeah. 129 00:05:56,089 --> 00:05:58,024 So I actually talk with a lot of the customers 130 00:05:58,024 --> 00:06:01,027 and to speak on the Association John was talking about. 131 00:06:01,094 --> 00:06:01,594 A lot of 132 00:06:03,529 --> 00:06:05,465 the members, they're little mom and pop shops. 133 00:06:05,465 --> 00:06:09,302 So this has brought a solution to those mom and pop shops 134 00:06:09,302 --> 00:06:10,903 where they don't know where to turn, where it might 135 00:06:10,903 --> 00:06:14,874 just be a husband-spouse group, and they need access to benefits. 136 00:06:14,874 --> 00:06:19,612 So this has been a huge, you know, basically solution to them 137 00:06:19,612 --> 00:06:24,484 to get needs met for their employees and put benefits in place. 138 00:06:24,951 --> 00:06:26,352 You know, so John, that's interesting. 139 00:06:26,352 --> 00:06:28,488 Lauren brings that up because the most underserved 140 00:06:28,488 --> 00:06:31,491 everybody wants to do the 500,000 life case. 141 00:06:32,258 --> 00:06:32,992 We want to do that too. 142 00:06:32,992 --> 00:06:34,827 Oh I know but 143 00:06:34,827 --> 00:06:37,230 it's the 1 to 50 that in 144 00:06:37,230 --> 00:06:40,400 this marketplace are getting killed with these huge increases. 145 00:06:40,400 --> 00:06:44,537 You've talked about this before that are coming across on the ACA type plans. 146 00:06:44,537 --> 00:06:45,571 All the rest of it. 147 00:06:45,571 --> 00:06:47,407 And as Lauren said, it's a mom and pop shop. 148 00:06:47,407 --> 00:06:50,543 Maybe they've got you know, I'm a 27 year recovering broker. 149 00:06:50,743 --> 00:06:51,577 Okay. Right. 150 00:06:51,577 --> 00:06:52,879 And I remember going into place 151 00:06:52,879 --> 00:06:57,216 that there be ten, 11, 12 employees and they're getting killed on cost. 152 00:06:57,250 --> 00:06:59,886 One of the things that you're doing with your association 153 00:06:59,886 --> 00:07:01,921 management is bringing them solutions like that. 154 00:07:01,921 --> 00:07:03,423 So talk a little bit about that. 155 00:07:03,423 --> 00:07:07,593 I know you're doing the GigCare program, consumer data respondents with the folks 156 00:07:07,760 --> 00:07:11,197 with our company of Population Science Management out of Nebraska. 157 00:07:11,431 --> 00:07:14,233 But talk about Lauren just mentioned that giving them access 158 00:07:14,233 --> 00:07:17,370 to something they can't find in the marketplace that you're doing. 159 00:07:17,537 --> 00:07:18,271 Right. 160 00:07:18,271 --> 00:07:20,973 So on all size groups, basically what we bring to 161 00:07:20,973 --> 00:07:23,242 the table is a full array of benefits. 162 00:07:23,242 --> 00:07:26,245 And on anything we do, we make sure that we check 163 00:07:26,245 --> 00:07:29,248 all of the options that any client could have for everything. 164 00:07:29,415 --> 00:07:31,584 So when you look at these smaller companies, 165 00:07:31,584 --> 00:07:34,587 many of them can't even afford to provide health insurance to their members. 166 00:07:34,620 --> 00:07:36,989 That's why we brought in the GigCare solution, the 1099. 167 00:07:36,989 --> 00:07:38,057 Right. 168 00:07:38,057 --> 00:07:40,226 You also get some employers will. 169 00:07:40,226 --> 00:07:43,029 What we found is a lot of employers are outsourcing their 170 00:07:43,029 --> 00:07:45,565 IT because the it doesn't want to be an employee. 171 00:07:45,565 --> 00:07:48,568 They want to work for other companies and help multiple companies. 172 00:07:48,868 --> 00:07:51,571 But some employers want to be able to cover those 1099 people. 173 00:07:51,571 --> 00:07:52,872 So we have two solutions for that. 174 00:07:52,872 --> 00:07:57,677 We have the GigCare, but we also have in particular one TPA that will literally 175 00:07:57,677 --> 00:08:01,781 allow you to cover 1099 people in addition to your regular W-2 people. 176 00:08:02,248 --> 00:08:04,016 It's really a wonderful program. 177 00:08:04,016 --> 00:08:06,552 It's probably the best health care program out there for groups. 178 00:08:06,552 --> 00:08:07,753 It's not probably it is. 179 00:08:07,753 --> 00:08:10,756 So we have a lot of groups that we've been able to put with them 180 00:08:10,756 --> 00:08:13,292 and literally not have the rates change in three years. 181 00:08:13,292 --> 00:08:15,628 And actually, we just had one of our larger groups 182 00:08:15,628 --> 00:08:19,065 with 600 employees and their third year of no increase. 183 00:08:19,065 --> 00:08:21,467 The rates actually went down in their third year 184 00:08:21,467 --> 00:08:23,870 and their benefits stayed the same. So it's really powerful stuff. 185 00:08:23,870 --> 00:08:27,840 In addition to that, they bring powerful solutions to the table for PBMs. 186 00:08:28,140 --> 00:08:30,243 Pharmacy Benefit Managers. Yes. Okay. 187 00:08:30,243 --> 00:08:32,812 So the prescription drug side of their plans 188 00:08:32,812 --> 00:08:35,214 basically they do some great innovative stuff on that, 189 00:08:35,214 --> 00:08:38,584 just like GigCare does on its pharmacy side for its individual members. 190 00:08:38,784 --> 00:08:43,222 They basically are able to get the drugs that are name brand drugs for individuals, 191 00:08:43,222 --> 00:08:46,792 high cost drugs, typically at no cost or low cost for the member. 192 00:08:46,993 --> 00:08:50,396 Whereas under if you're with one of the large insurance carriers, 193 00:08:50,630 --> 00:08:53,132 basically you're usually paying your out-of-pocket max for it. 194 00:08:53,132 --> 00:08:56,135 Yeah you are, that, you're coinsurance and maybe some the deductible 195 00:08:56,135 --> 00:08:57,370 depending on the plan. 196 00:08:57,370 --> 00:09:00,373 So when we come back from the break going to talk more about this. 197 00:09:00,373 --> 00:09:03,242 And then in the third segment we're going to talk about how 198 00:09:03,242 --> 00:09:07,547 Kuhlmann group actually offers financial planning help to a lot of members as well. 199 00:09:07,547 --> 00:09:09,148 And Josh will talk to you about that. 200 00:09:09,148 --> 00:09:12,818 If you want information, maybe you're curious about how did they do this? 201 00:09:12,818 --> 00:09:16,856 Or maybe you've got an association or co-op or whatever the case may be, 202 00:09:16,989 --> 00:09:19,625 and you're looking for a solution, or you'd like something that would help 203 00:09:19,625 --> 00:09:22,795 members like was just described by what John talked about. 204 00:09:22,795 --> 00:09:28,034 314-494-7860, So anywhere in the country, they're happy to help you. 205 00:09:28,034 --> 00:09:29,368 We'll be right back after the break. 206 00:09:29,368 --> 00:09:30,436 You're listening 207 00:09:30,436 --> 00:09:35,241 to America's Healthcare Advocate broadcasting coast to coast across USA. 208 00:09:35,274 --> 00:09:36,842 Don't go anywhere. We've got more. 209 00:09:47,820 --> 00:09:48,588 Welcome back. 210 00:09:48,588 --> 00:09:51,724 You're listening to America's Healthcare Advocate Show broadcasting 211 00:09:51,724 --> 00:09:55,761 coast to coast across USA here on the HIA Radio Network. 212 00:09:55,761 --> 00:09:58,297 You can find out more about us by going to the website. 213 00:09:58,297 --> 00:09:59,665 All the information is up there. 214 00:09:59,665 --> 00:10:03,402 Shows are also posted there on all 16 podcast platforms, 215 00:10:03,703 --> 00:10:05,137 and our YouTube platform. 216 00:10:05,137 --> 00:10:09,442 I want to welcome our newest affiliate in the Ozark Mountains, KWPN, 217 00:10:09,442 --> 00:10:13,679 1440AM and 105.1FM, in West Plains, Missouri. 218 00:10:13,946 --> 00:10:15,181 We want to thank Jim Lambert. 219 00:10:15,181 --> 00:10:17,984 He is the, station manager, putting us on the air 220 00:10:17,984 --> 00:10:20,920 and welcome them to the America's Healthcare Advocate family. 221 00:10:20,920 --> 00:10:23,322 We're happy to be on up in the mountains in the Ozarks. 222 00:10:23,322 --> 00:10:26,025 Thank you for joining America's Healthcare Advocate. 223 00:10:26,025 --> 00:10:29,762 John, let's talk a little bit more about what's interesting to me is that you guys 224 00:10:29,762 --> 00:10:33,065 look for solutions that other people just don't seem to take the time to look for. 225 00:10:33,232 --> 00:10:35,401 You made that comment about brokers. 226 00:10:35,401 --> 00:10:38,471 Brokers go in and show a spreadsheet and say pick the least evil 227 00:10:38,671 --> 00:10:40,940 on the spreadsheet, as opposed to, 228 00:10:42,108 --> 00:10:42,708 the way you're 229 00:10:42,708 --> 00:10:45,845 doing it, which is: Here are the problems. 230 00:10:46,012 --> 00:10:48,481 What are your needs and how do we find a solution? 231 00:10:48,481 --> 00:10:49,415 Right. 232 00:10:49,415 --> 00:10:51,784 So one of the things is, we have a true 233 00:10:51,784 --> 00:10:54,787 passion for what we do, and we outwork everybody. 234 00:10:55,221 --> 00:10:57,657 And we don't come back and tell any client ever. 235 00:10:57,657 --> 00:11:00,693 Hey, you just got a 10% increase in medical. 236 00:11:00,693 --> 00:11:02,428 Inflation's running around 9 to 10%. 237 00:11:02,428 --> 00:11:04,030 So you should just take it because it's fair. 238 00:11:04,030 --> 00:11:05,031 You'll never hear that from us. 239 00:11:05,031 --> 00:11:06,165 As a matter of fact 240 00:11:06,165 --> 00:11:09,802 even if our groups get a rate decrease on the renewal that that happens sometimes 241 00:11:09,802 --> 00:11:12,605 it's rare. You know, we still we still shop them out. 242 00:11:12,605 --> 00:11:15,307 And the reason for it, it's the second or third most expensive line 243 00:11:15,307 --> 00:11:16,442 item that any company has. 244 00:11:16,442 --> 00:11:18,444 And for a few companies, it might even be the most expensive. 245 00:11:18,444 --> 00:11:19,845 Yeah, absolutely. 246 00:11:19,845 --> 00:11:21,480 So we always make sure we do that. 247 00:11:21,480 --> 00:11:22,982 And we do that on every line of coverage. 248 00:11:22,982 --> 00:11:25,618 Because basically what we found is even on the ancillary, 249 00:11:25,618 --> 00:11:29,288 most brokers do what's best for them, not what's best for the client. 250 00:11:29,388 --> 00:11:32,792 Why I'm bringing that up is, as a consultant, we know that 251 00:11:32,792 --> 00:11:35,795 the health insurance drives the relationship between the client 252 00:11:36,128 --> 00:11:38,064 and the broker, the consultant. 253 00:11:38,064 --> 00:11:41,333 So unfortunately, for most folks, once they pick the health 254 00:11:41,333 --> 00:11:44,437 insurance, the broker just puts them with who usually is best for them. 255 00:11:45,137 --> 00:11:45,938 And we don't do that. 256 00:11:45,938 --> 00:11:50,342 We shop everybody on the ancillary like we do on the on the health insurance side. 257 00:11:50,509 --> 00:11:54,380 And then we also add in a Ben Admin system and, 258 00:11:54,814 --> 00:11:57,316 basically help the employees with an enrollment platform 259 00:11:57,316 --> 00:12:00,419 and we automate all that with the payroll so that there's less administrative 260 00:12:00,419 --> 00:12:01,921 work to do. Lauren. 261 00:12:01,921 --> 00:12:04,924 Lauren handles that for us with our clients on a regular basis. 262 00:12:05,157 --> 00:12:07,159 Talk about that, Lauren. How do you handle that? 263 00:12:07,159 --> 00:12:08,828 And I noticed when I was going to all the materials 264 00:12:08,828 --> 00:12:10,629 you're doing everything from payroll. 265 00:12:10,629 --> 00:12:13,065 We're going to talk about financial planning in the next segment. 266 00:12:13,065 --> 00:12:14,633 You know, all the other things that you do. 267 00:12:14,633 --> 00:12:15,901 Critical illness, Clever Rx. 268 00:12:16,869 --> 00:12:18,904 Tailored 1099 Contractors. 269 00:12:18,904 --> 00:12:20,806 Talk about how all that works. 270 00:12:20,806 --> 00:12:23,142 Yeah. So I handle the administration side. 271 00:12:23,142 --> 00:12:27,079 So I'm everywhere from the implementation to the service. 272 00:12:27,079 --> 00:12:31,484 So my job on customer service is to make your HR teams life easier. 273 00:12:31,917 --> 00:12:33,152 We service all size groups. 274 00:12:33,152 --> 00:12:35,121 So maybe your lack of an HR team. 275 00:12:35,121 --> 00:12:37,356 So I help make sure that everything 276 00:12:37,356 --> 00:12:41,060 streamlines from your payroll to the benefits to the carrier side. 277 00:12:41,093 --> 00:12:42,995 So, like John was speaking on, 278 00:12:42,995 --> 00:12:45,998 we still have some people that we come across that are still using 279 00:12:46,432 --> 00:12:49,235 paper enrollment forms to enroll their, 280 00:12:49,235 --> 00:12:52,505 employees at renewal time, which is just insane. 281 00:12:52,605 --> 00:12:55,007 There's so many solutions out there. 282 00:12:55,007 --> 00:12:57,443 We like to put in Ben Admin Systems. 283 00:12:57,443 --> 00:13:01,013 It makes the HR teams life easier because things are automatic. 284 00:13:01,280 --> 00:13:06,819 When you leave things up to paper or in a person's hands, there can be, you know, 285 00:13:07,987 --> 00:13:09,522 human error when that happens. 286 00:13:09,522 --> 00:13:11,190 So making it more streamlined. 287 00:13:11,190 --> 00:13:14,493 So it's on EDI connections eliminates errors that can occur. 288 00:13:14,527 --> 00:13:18,030 We had Kenny Delco on, a couple times and talked about 289 00:13:18,030 --> 00:13:21,367 what you're doing with NHRA, an association you're working with. 290 00:13:21,367 --> 00:13:23,035 National Hot Rod Association. 291 00:13:23,035 --> 00:13:26,772 Kenny has a saying that he does that’s part of the GigCare discussion. 292 00:13:26,872 --> 00:13:29,575 He said, “a company built for hard working Americans”. 293 00:13:29,575 --> 00:13:33,679 And you have a saying that “we're Main Street, we're not servicing Wall Street”. 294 00:13:33,813 --> 00:13:34,980 What does that mean? What? 295 00:13:34,980 --> 00:13:38,684 So we always, share with folks that we're all about Main Street, 296 00:13:38,751 --> 00:13:40,352 not about Wall Street. 297 00:13:40,352 --> 00:13:43,389 And what we mean by that is a lot of the bigger consulting firms, 298 00:13:43,856 --> 00:13:47,293 they literally are working with the big carriers The BUCA carriers. 299 00:13:47,293 --> 00:13:50,296 The BUCA carriers, most of them publicly traded. 300 00:13:50,563 --> 00:13:54,066 And like on prescription drugs, they, some of them even get cuts 301 00:13:54,066 --> 00:13:56,702 off all the prescription drugs that the member takes, 302 00:13:56,702 --> 00:13:57,870 when they're already overpaying. 303 00:13:57,870 --> 00:13:59,238 They're getting the rebates. 304 00:13:59,238 --> 00:14:02,842 So the a lot of the privately owned TPAs, third party administrators that we work 305 00:14:02,842 --> 00:14:06,612 with, they'll literally cut the, the rebates out of the plan 306 00:14:07,112 --> 00:14:10,182 and get the drug to the member, or either low cost or no cost helping 307 00:14:10,182 --> 00:14:13,185 the member also dramatically lowering the cost of the drug. 308 00:14:13,285 --> 00:14:16,288 You take a drug like Humera, it's about $8000 a month. Yep. 309 00:14:17,122 --> 00:14:19,258 A lot of the bigger carriers will tell you, though, that 310 00:14:19,258 --> 00:14:22,261 it'll only cost you 4500 to 5000 a month for the drug. 311 00:14:22,461 --> 00:14:24,530 And their right, if you go through them. Yeah. 312 00:14:24,530 --> 00:14:28,033 What they don't tell you is that they're getting a rebate of about $2,500 313 00:14:28,033 --> 00:14:31,871 a month on that drug, Every month on every member on the drug. 314 00:14:32,605 --> 00:14:33,706 It's insane. 315 00:14:33,706 --> 00:14:37,209 So the TPAs we work with, they cut all that out, and they either get 316 00:14:37,209 --> 00:14:38,711 the rebate eliminated 317 00:14:38,711 --> 00:14:40,179 to lower the cost of the drug by the cost 318 00:14:40,179 --> 00:14:43,682 the rebate, or if the pharmaceutical company insists on paying the rebate, 319 00:14:44,016 --> 00:14:46,085 they put it back in the client's claim bucket typically. 320 00:14:46,085 --> 00:14:50,556 Or like Detego, when you work with our company, Detego Health, our TPA, 321 00:14:51,090 --> 00:14:54,560 we have our own program called Script Aid and we just import the stuff. 322 00:14:54,560 --> 00:14:55,094 Right. 323 00:14:55,094 --> 00:14:57,696 And if you're taking Humira and we're importing it, 324 00:14:57,696 --> 00:14:59,698 you're going to pay a lot less than what you're going to pay 325 00:14:59,698 --> 00:15:01,567 any of the major carriers, that's for sure. 326 00:15:01,567 --> 00:15:04,570 I don't think a lot of the public really understands this. 327 00:15:04,703 --> 00:15:06,438 And it's understandable. This is not. 328 00:15:06,438 --> 00:15:08,641 Look, health care is confusing as hell. 329 00:15:08,641 --> 00:15:10,609 Okay. Believe me. 330 00:15:10,609 --> 00:15:12,411 As I said, I've been doing this 27 years. 331 00:15:12,411 --> 00:15:13,545 It's not an easy topic 332 00:15:13,545 --> 00:15:16,548 for people to wrap their head around, but what you're hearing is 333 00:15:17,149 --> 00:15:20,052 when when you want to do something like this, you need an expert. 334 00:15:20,052 --> 00:15:21,787 And that's what these people are. 335 00:15:21,787 --> 00:15:24,990 And what you're talking about is solutions that are out of the box. 336 00:15:24,990 --> 00:15:25,824 Right. Okay. 337 00:15:25,824 --> 00:15:27,326 And they take work. 338 00:15:27,326 --> 00:15:29,228 Right. It's a lot of work. Yeah. 339 00:15:29,228 --> 00:15:30,696 But we put it in. Yeah. 340 00:15:30,696 --> 00:15:32,898 We just won a group of 100. 341 00:15:32,898 --> 00:15:37,136 And there was two other firms that we were up against and a new client for us. 342 00:15:37,136 --> 00:15:38,570 We picked them up. 343 00:15:38,570 --> 00:15:44,043 And their existing consultant had been with them for around 35 years. 344 00:15:44,376 --> 00:15:45,678 That's a long time. 345 00:15:45,678 --> 00:15:48,681 And we replaced them and, saved the group, 346 00:15:48,847 --> 00:15:51,350 basically well over six figures just on their medical. 347 00:15:51,350 --> 00:15:54,520 So we're going to be bringing other great solutions 348 00:15:54,520 --> 00:15:57,523 in to automate things and make them more efficient, improve things too. 349 00:15:57,523 --> 00:16:01,727 But we really do try to bring a whole package, approach to everything we do, 350 00:16:01,727 --> 00:16:02,895 but related to benefits. 351 00:16:02,895 --> 00:16:07,666 So another big area that we run into is people on their payroll. 352 00:16:07,666 --> 00:16:11,003 So we don't sell payroll, but we have some very good partners 353 00:16:11,003 --> 00:16:14,873 on that that are literally technology companies that do payroll. 354 00:16:15,140 --> 00:16:18,243 They dramatically lower the cost of the payroll, 355 00:16:18,243 --> 00:16:21,580 and they significantly improve and make it more automated. 356 00:16:21,947 --> 00:16:25,050 And then that ties back into the Ben Admin System that Lauren was talking about. 357 00:16:25,818 --> 00:16:27,853 To give you an idea, we have a group of 100, 358 00:16:27,853 --> 00:16:30,255 in the state of Washington just on their payroll. 359 00:16:30,255 --> 00:16:32,825 We saved them $480,000. 360 00:16:32,825 --> 00:16:33,559 That's insane. 361 00:16:33,559 --> 00:16:35,694 Yeah, we saved them close to another hundred thousand on 362 00:16:36,729 --> 00:16:38,964 their, medical. 363 00:16:38,964 --> 00:16:42,968 And then we saved them about 20 grand, maybe 25 grand on their 401K. 364 00:16:43,102 --> 00:16:45,637 Those are all the things that contribute to making a difference. 365 00:16:45,637 --> 00:16:47,940 And that and that is critically important. 366 00:16:47,940 --> 00:16:51,877 You know, unfortunately, in today's world, as you talked about, you know, the 367 00:16:51,877 --> 00:16:55,614 a lot of the big houses, the big the big brokers, the big insurance carriers, 368 00:16:56,148 --> 00:16:58,017 they don't look at things quite like that. Right. 369 00:16:58,017 --> 00:17:00,652 It's the medium small size broker 370 00:17:00,652 --> 00:17:03,489 in your case, you know, you're pretty large firm, 371 00:17:03,489 --> 00:17:06,392 but you're still taking to heart what needs to be done for the client. 372 00:17:06,392 --> 00:17:09,395 We're actually bringing to the table 373 00:17:09,528 --> 00:17:13,565 solutions that the big consulting firms can do, but typically don't do. 374 00:17:13,565 --> 00:17:14,700 They don't want to be bothered with it. 375 00:17:14,700 --> 00:17:17,002 I can't tell you how many groups of two and 3000 376 00:17:17,002 --> 00:17:20,539 I know of that are with one of the big name box house consulting firms. 377 00:17:20,539 --> 00:17:22,041 They don't even shop the groups out. 378 00:17:22,041 --> 00:17:24,977 It's it's literally criminal that they're getting away with this. 379 00:17:24,977 --> 00:17:27,913 But people think they need them. They think they need an army. 380 00:17:27,913 --> 00:17:30,015 All they are doing is overpaying for all their benefits. 381 00:17:30,015 --> 00:17:31,083 They're harming their employees. 382 00:17:31,083 --> 00:17:34,153 They're not really meeting their fiduciary duty to protect them. 383 00:17:34,620 --> 00:17:38,057 With things like the prescription drugs, they're not shopping it out adequately, 384 00:17:38,057 --> 00:17:38,957 doing what they should do. 385 00:17:38,957 --> 00:17:41,827 So we bring all those solutions to the table. 386 00:17:41,827 --> 00:17:45,397 And I can just tell you that we normally get every group we quote on. 387 00:17:45,531 --> 00:17:46,498 Yeah. And I was saying I. 388 00:17:46,498 --> 00:17:47,433 Would imagine you do. 389 00:17:47,433 --> 00:17:49,468 And the thing I would say is it's all about the data. 390 00:17:49,468 --> 00:17:51,036 If you will give us the data we need. 391 00:17:51,036 --> 00:17:54,039 The other thing we don't do, we don't do what the big consulting firms do. 392 00:17:54,139 --> 00:17:57,709 We don't make you sign a contract saying that you'll go with us 393 00:17:57,709 --> 00:17:59,078 no matter what and pay us. 394 00:17:59,078 --> 00:18:01,947 We'll just do our work and you can choose to go with us or not. 395 00:18:01,947 --> 00:18:03,882 We live off the merits of our work, so. 396 00:18:03,882 --> 00:18:05,551 And we normally win every time. 397 00:18:05,551 --> 00:18:06,585 It's a great solution. 398 00:18:06,585 --> 00:18:09,721 If you want information, you're you're fascinated, you're intrigued. 399 00:18:09,721 --> 00:18:11,657 What you're hearing here, can they really make a difference. 400 00:18:11,657 --> 00:18:13,826 Well you’re not going to know if you don't reach out to them. 401 00:18:13,826 --> 00:18:18,063 So if you want to contact John 314-494-7860. 402 00:18:18,063 --> 00:18:20,899 314-494-7860. 403 00:18:20,899 --> 00:18:23,869 So if you're on the podcast or looking on YouTube, the number, 404 00:18:23,869 --> 00:18:26,205 the website is across the bottom of the screen. 405 00:18:26,205 --> 00:18:28,841 You can look at that as well. We'll be right back after the break. 406 00:18:28,841 --> 00:18:30,309 We're going to get in the weeds a little bit now 407 00:18:30,309 --> 00:18:32,377 and talk about some of the other things that they do 408 00:18:32,377 --> 00:18:34,513 on the financial planning side and some of the others. 409 00:18:34,513 --> 00:18:35,280 Stay tuned. 410 00:18:35,280 --> 00:18:39,017 We'll be right back after the break here on America's Healthcare Advocate. 411 00:18:49,795 --> 00:18:50,596 Welcome back. 412 00:18:50,596 --> 00:18:52,531 You're listening to America's Healthcare Advocate 413 00:18:52,531 --> 00:18:55,501 Show broadcasting coast to coast here across the USA. 414 00:18:55,534 --> 00:19:00,038 If you want help or information, go to the website AmericasHealthcareAdvocate.com. 415 00:19:00,272 --> 00:19:02,307 Send me an email. I am happy to help you. 416 00:19:02,307 --> 00:19:03,542 My producer today, Mr. 417 00:19:03,542 --> 00:19:04,476 Garner Cowdrey, Mr. 418 00:19:04,476 --> 00:19:07,179 Dave Thiessen, doing a wonderful job as they always do. 419 00:19:07,179 --> 00:19:10,182 Broadcasting here out of our studios in Overland Park, Kansas. 420 00:19:10,349 --> 00:19:12,084 My guests in studio today. 421 00:19:12,084 --> 00:19:16,054 John Kuhlmann, the founder and CEO of Kuhlmann Group, Lauren Broyles he's 422 00:19:16,054 --> 00:19:19,691 the senior VP that does all the real work behind the scenes that John doesn't do. 423 00:19:20,058 --> 00:19:23,795 And that's adviser John Banwart, who's going to talk today 424 00:19:23,795 --> 00:19:26,798 about the financial advisor services they offer through Kuhlmann Group. 425 00:19:27,032 --> 00:19:30,235 So you know, people are listening to this and they're going, well, 426 00:19:30,235 --> 00:19:33,238 we were told “Associations” couldn't offer health benefits. 427 00:19:33,238 --> 00:19:36,108 They were told associations couldn't have health benefits. 428 00:19:36,108 --> 00:19:37,509 And there's that. 429 00:19:37,509 --> 00:19:40,312 I'm not saying that's not true, but there are there are ways 430 00:19:40,312 --> 00:19:44,283 to make this work, especially like talk about some of the associations. 431 00:19:44,449 --> 00:19:47,452 I mean, you've got over 750,000 people 432 00:19:47,686 --> 00:19:51,023 who are working with us on the GigCare program on right now, 433 00:19:51,023 --> 00:19:54,793 offered through PSM Nebraska are standalone and 434 00:19:55,661 --> 00:19:59,097 if they're willing to be a consumer data respondent, they have access to this large 435 00:19:59,097 --> 00:20:00,098 group plan. 436 00:20:00,098 --> 00:20:05,070 Talk about how people access that if they if they're like, what can we do that. 437 00:20:05,637 --> 00:20:08,640 Yeah. So the big thing is, is if you... 438 00:20:08,640 --> 00:20:12,444 Even if you have an association plan now, a group plan for your groups 439 00:20:12,444 --> 00:20:16,982 and associations, the problem with it typically is after the first year or two, 440 00:20:17,282 --> 00:20:21,053 what you typically see happen is the groups that are in it 441 00:20:21,453 --> 00:20:23,288 that are sick stay, 442 00:20:23,288 --> 00:20:26,358 and then the healthy groups leave because they can find insurance cheaper 443 00:20:26,358 --> 00:20:28,694 on their own. It’s called the death spiral. Yeah. And that's 444 00:20:29,728 --> 00:20:32,464 just very typical of what associations have happened. 445 00:20:32,464 --> 00:20:34,333 So we do things differently. 446 00:20:34,333 --> 00:20:36,935 And basically what we do is we bring in a solution like GigCare 447 00:20:36,935 --> 00:20:41,039 for the individuals that want to go on to the GigCare program, wonderful program. 448 00:20:41,440 --> 00:20:45,143 And then we also bring to the table group plans, but we broker that out. 449 00:20:45,143 --> 00:20:48,146 We consult with each group depending upon their size, 450 00:20:48,480 --> 00:20:51,483 on the health insurance and on the on the groups. 451 00:20:51,483 --> 00:20:53,552 And we broker that out with the different companies. 452 00:20:53,552 --> 00:20:55,787 And we check every company that's available in the market 453 00:20:55,787 --> 00:20:57,990 for where that group is located and headquartered. 454 00:20:57,990 --> 00:21:00,392 We also do it on all the ancillary coverages. 455 00:21:00,392 --> 00:21:04,329 We also provide financial advisory, including 401Ks and pensions. 456 00:21:04,730 --> 00:21:07,399 And one of the innovative things we do is we, 457 00:21:07,399 --> 00:21:09,534 have a PEP program when it's appropriate. 458 00:21:09,534 --> 00:21:12,871 And, we can show that to members, but we typically evaluate everything, 459 00:21:12,871 --> 00:21:15,874 even on that and all their options on the 401K to look at. 460 00:21:16,241 --> 00:21:19,011 And then Josh, we have Josh to work with on 461 00:21:19,011 --> 00:21:21,513 individual financial advisory and other things. 462 00:21:21,513 --> 00:21:24,349 So Josh, talk about what you do in your role here. 463 00:21:24,349 --> 00:21:27,152 In terms of financial advisor, we talked before the show 464 00:21:27,152 --> 00:21:29,021 and you're actually helping members. 465 00:21:29,021 --> 00:21:32,190 Let's say you've got a member of an association, he's 466 00:21:32,190 --> 00:21:36,295 turning 65 or 66 or she's turning 65, 66. 467 00:21:36,695 --> 00:21:38,597 They've had a 401K. 468 00:21:38,597 --> 00:21:40,866 They've got money sitting there now they're going to retire. 469 00:21:40,866 --> 00:21:41,933 What do I do with it? 470 00:21:41,933 --> 00:21:43,035 How do I invest it? 471 00:21:43,035 --> 00:21:44,970 This market's all over the place. 472 00:21:44,970 --> 00:21:47,973 Up 400 points one day down a thousand another. 473 00:21:48,073 --> 00:21:49,274 I know because I'm in it. 474 00:21:50,575 --> 00:21:51,543 So how 475 00:21:51,543 --> 00:21:54,446 do you handle that in addition to the 401Ks? 476 00:21:54,446 --> 00:21:55,580 Josh. Yeah, absolutely. 477 00:21:55,580 --> 00:21:58,016 How do we retire and stay retired? Right. 478 00:21:58,016 --> 00:22:00,485 I like that's. Kind of the key out there. Yeah. 479 00:22:00,485 --> 00:22:03,722 And generally we'll just assess a few key risks of running out of money. 480 00:22:03,722 --> 00:22:05,123 And how can we, 481 00:22:05,123 --> 00:22:08,260 make sure that, you know, that doesn't occur in your, your spend down? 482 00:22:08,260 --> 00:22:12,998 Also, there's often questions around estate and hand off, legacy. 483 00:22:13,298 --> 00:22:16,201 It's all complimentary to the 401K and the qualified plans 484 00:22:16,201 --> 00:22:17,969 and at Kuhlmann Group are just really trying 485 00:22:17,969 --> 00:22:22,140 to bring a collaborative, service right in into the mix. 486 00:22:22,140 --> 00:22:24,910 We don't want to just be pigeonholed into one area. 487 00:22:24,910 --> 00:22:29,214 So, a lot of times it's it's just kind of assessing those key risks. 488 00:22:29,214 --> 00:22:31,750 One being inflation. How do we keep up? 489 00:22:31,750 --> 00:22:33,552 Generally the answer is the market. 490 00:22:33,552 --> 00:22:35,554 Yeah. That's uncomfortable. Right. 491 00:22:35,554 --> 00:22:38,890 So we place sometimes market based solutions. 492 00:22:38,890 --> 00:22:42,527 But then we've got to have some level of cash or guaranteed position 493 00:22:42,527 --> 00:22:45,530 that isn't going to be fluctuating in bad markets. 494 00:22:45,530 --> 00:22:48,166 Generally the third one is the risk of a long term health care event. 495 00:22:48,166 --> 00:22:50,302 We say it's a flip of a coin 50/50, right? 496 00:22:50,302 --> 00:22:51,069 You or your spouse. 497 00:22:51,069 --> 00:22:54,339 And generally you're going to have something if you don't have a plan. 498 00:22:54,606 --> 00:22:56,041 The state has a plan for you. 499 00:22:56,041 --> 00:22:59,010 So we we generally like to have control as well. 500 00:22:59,711 --> 00:23:02,314 And then the last one is, is the one that makes everything else worse. 501 00:23:02,314 --> 00:23:03,482 It's just longevity. 502 00:23:03,482 --> 00:23:05,517 So go to that long term care thing for a second. 503 00:23:05,517 --> 00:23:07,719 Because I'm gonna throw an interesting statistic at you. 504 00:23:07,719 --> 00:23:10,722 How many people in this country, lets see if any of you can answer this, 505 00:23:10,922 --> 00:23:14,493 have long term care insurance, give me a percentage. 506 00:23:14,726 --> 00:23:16,094 I would guess less than 10%. 507 00:23:16,094 --> 00:23:18,630 It is less than 10%. You got 100% correct. 508 00:23:18,630 --> 00:23:22,234 Now I'm one of the ones that has had long term care since he was 45 years old. 509 00:23:22,567 --> 00:23:23,301 Okay. 510 00:23:23,301 --> 00:23:26,638 And and I, like Laurie and I still have that same plan in place. 511 00:23:26,638 --> 00:23:29,641 But the point is, and you touched on that, 512 00:23:29,641 --> 00:23:33,979 that if you don't have a long term care plan, you're going on Medicaid 513 00:23:33,979 --> 00:23:38,350 or you're eating into your estate to pay for long term care. 514 00:23:38,350 --> 00:23:40,719 So that's interesting that you touched on that. 515 00:23:40,719 --> 00:23:43,822 So talk a little bit about what are they looking at cost wise 516 00:23:43,822 --> 00:23:47,058 if they don't have a long term care plan to be in a halfway decent facility, 517 00:23:47,225 --> 00:23:50,228 not a medicaid facility where there's two people to a room, 518 00:23:50,629 --> 00:23:53,432 one shared television and a bathroom, they both get to share. 519 00:23:53,432 --> 00:23:55,033 That's a lot of fun, I'm sure. 520 00:23:55,033 --> 00:23:55,300 Okay. 521 00:23:55,300 --> 00:23:58,437 And the first thing you notice when you walk in the door is the smell of Pine-Sol. 522 00:23:58,904 --> 00:24:00,705 You know, you're in a medicaid facility. 523 00:24:00,705 --> 00:24:03,708 Talk about what it means to get into a decent private facility. 524 00:24:03,742 --> 00:24:06,812 Yeah. So, I did a lot of studying on this. 525 00:24:06,812 --> 00:24:10,081 I actually pursued a credential specifically in long term care. 526 00:24:10,482 --> 00:24:13,385 And the reason is, is because it's a huge issue. 527 00:24:13,385 --> 00:24:15,387 There used to be a lot of companies in the space. 528 00:24:15,387 --> 00:24:17,923 There's not now. Now there's about 11. 529 00:24:17,923 --> 00:24:19,891 And there's I certainly wouldn't sell all 11. 530 00:24:19,891 --> 00:24:21,092 Right. 531 00:24:21,092 --> 00:24:22,894 You know, when we when we step into that space. 532 00:24:22,894 --> 00:24:27,466 So you've got to be careful in evaluating that, and not overpaying. 533 00:24:27,466 --> 00:24:30,001 But there's, there's generally not to get too specific here, 534 00:24:30,001 --> 00:24:31,837 but there's generally three ways to solve it. 535 00:24:31,837 --> 00:24:35,040 One is you just take cash and put it on the sidelines, invest it, 536 00:24:35,040 --> 00:24:36,374 but it's protected. 537 00:24:36,374 --> 00:24:39,311 That's the most expensive way. Right? 538 00:24:39,311 --> 00:24:43,281 Two would be some, some level of kind of basic long term care. 539 00:24:43,515 --> 00:24:45,584 You use it or lose it, you know, you pay for it. 540 00:24:45,584 --> 00:24:46,651 It's kind of like car insurance. 541 00:24:46,651 --> 00:24:49,020 We don't hope that we get in an accident. Right. 542 00:24:49,020 --> 00:24:50,856 But if we do, we're sure glad we have it. 543 00:24:50,856 --> 00:24:53,692 And the third is some sort of hybrid where we'll use. 544 00:24:53,692 --> 00:24:56,294 Life insurance to buy long term care. 545 00:24:56,294 --> 00:25:00,565 And so what what the best option is, is generally dependent upon the individual, 546 00:25:00,832 --> 00:25:01,867 and their circumstance. 547 00:25:01,867 --> 00:25:06,371 But so give me an average cost that, you see for a decent long term care facility. 548 00:25:06,605 --> 00:25:08,807 But I'll tell you what my benefit is after you do that. 549 00:25:08,807 --> 00:25:09,140 Yeah. 550 00:25:09,140 --> 00:25:11,877 So, so the average cost and depends on your state. 551 00:25:11,877 --> 00:25:12,210 Yeah. 552 00:25:12,210 --> 00:25:15,547 In the state of Missouri around Saint Louis is about $4,500 a month. 553 00:25:15,547 --> 00:25:17,549 That's right. And that's the average. Right. 554 00:25:17,549 --> 00:25:20,852 So if you have a more skilled nursing type facility, it's going to be 555 00:25:20,852 --> 00:25:24,789 well in excess of that memory care is, I think, maybe the most expensive it is. 556 00:25:25,023 --> 00:25:25,757 Yeah. 557 00:25:25,757 --> 00:25:28,827 And and generally we'll see that close to ten grand a month. 558 00:25:28,827 --> 00:25:32,130 So my benefit right now is $300 a day and Lori’s is $300 a day, 559 00:25:32,297 --> 00:25:35,500 which wouldn't cover the cost of what he's talking about, it's gone up every year. 560 00:25:35,500 --> 00:25:37,602 It did not. Policy's gone up, but not every year. 561 00:25:37,602 --> 00:25:41,506 But the the benefit has held and and we're very fortunate to have it. 562 00:25:41,506 --> 00:25:45,844 And luckily I'm you know I'm if we're in enough we're in decent shape to it. 563 00:25:45,844 --> 00:25:47,212 If there's a difference we pay for it. 564 00:25:47,212 --> 00:25:49,180 The problem is it's less than 10%. 565 00:25:49,180 --> 00:25:54,486 What's interesting is, John, you're doing this as an association manager. 566 00:25:55,053 --> 00:25:58,423 How many people are there, do you think even know this is going to be an issue. 567 00:25:58,423 --> 00:26:01,593 Or they think here, oh, Medicare is going to pay for this. 568 00:26:01,593 --> 00:26:02,360 I don't have to pay. 569 00:26:03,662 --> 00:26:06,331 Most people, from my experience, don't 570 00:26:06,331 --> 00:26:08,199 they don't even think about it, though. Yeah. 571 00:26:08,199 --> 00:26:10,001 A lot of people don't even have a will. 572 00:26:10,001 --> 00:26:14,072 You know, one of the first things we talk to people about is basically, you know, 573 00:26:14,072 --> 00:26:19,110 do you have your state set up properly and just making sure that everything's 574 00:26:19,110 --> 00:26:22,814 proper, it's everything we do is really individualized to each customer, 575 00:26:23,048 --> 00:26:26,585 whether it be an individual, their needs, it's their individual needs. 576 00:26:26,585 --> 00:26:28,320 We want to make sure those are all covered properly. 577 00:26:28,320 --> 00:26:30,021 It's not peddling products or pushing stuff. 578 00:26:30,021 --> 00:26:32,190 It's about helping people doing the right thing. 579 00:26:32,190 --> 00:26:33,792 We do the same thing with the groups. 580 00:26:33,792 --> 00:26:36,795 It doesn't matter if you're a group of two or if you're a group of 5000. 581 00:26:37,095 --> 00:26:38,029 Anything in between. 582 00:26:38,029 --> 00:26:39,331 We're going to do that on everything we do, 583 00:26:39,331 --> 00:26:42,534 on every line of coverage, every every product or service. 584 00:26:42,534 --> 00:26:45,270 But you're able to if again, people are listening 585 00:26:45,270 --> 00:26:47,038 to this all over the country, they're they're 586 00:26:47,038 --> 00:26:50,542 watching me on the on the YouTube channel or on the podcast and they're going, 587 00:26:50,875 --> 00:26:52,978 well, we have an association, but we don't do any of that. 588 00:26:52,978 --> 00:26:54,512 And you gave that story earlier 589 00:26:54,512 --> 00:26:57,882 about membership declining and how when you turned it back around 590 00:26:58,650 --> 00:27:02,754 the associations have to be able to offer a reason for somebody to be there. 591 00:27:02,754 --> 00:27:03,788 Right? Right. 592 00:27:03,788 --> 00:27:06,091 And is that what you're helping them do? 593 00:27:06,091 --> 00:27:07,726 We drive that value? 594 00:27:07,726 --> 00:27:09,127 We're basically bringing, 595 00:27:10,562 --> 00:27:12,831 fortune 500 type benefits solutions, 596 00:27:12,831 --> 00:27:16,735 complete benefit solutions to small group and medium sized groups. 597 00:27:16,735 --> 00:27:18,203 Doesn't matter the size of your group. 598 00:27:18,203 --> 00:27:21,806 We're going to do all we can to provide the best value for all your benefits. 599 00:27:22,574 --> 00:27:25,310 Unlike they've ever seen before with any other firm. 600 00:27:25,310 --> 00:27:27,512 It's just we do. You’ve got a commitment to excellence and customer service. 601 00:27:27,512 --> 00:27:28,279 We have a passion for it. 602 00:27:28,279 --> 00:27:30,415 We truly care about our customers. 603 00:27:30,415 --> 00:27:32,283 I guess you could say we're old school. 604 00:27:32,283 --> 00:27:33,284 Yeah. 605 00:27:33,284 --> 00:27:34,352 We do what we say we're going to do. 606 00:27:34,352 --> 00:27:36,154 At 76 years of age that’s something. 607 00:27:36,154 --> 00:27:38,223 There's nothing wrong with old school folks. 608 00:27:38,223 --> 00:27:39,924 Well I’m 60. So I'm with you. 609 00:27:39,924 --> 00:27:41,326 You got a long way to go, pal. 610 00:27:41,326 --> 00:27:44,095 You're very young. And then we have these two over here. 611 00:27:44,095 --> 00:27:46,297 The youngsters? Very youngsters. Absolutely. 612 00:27:46,297 --> 00:27:48,867 If you want information, you want to reach out to John. 613 00:27:48,867 --> 00:27:51,136 You maybe you'd like to explore some of this. 614 00:27:51,136 --> 00:27:53,238 The way to do it is to give him a call. 615 00:27:53,238 --> 00:27:55,807 314-494-7860. 616 00:27:55,807 --> 00:27:58,343 314-494-7860. 617 00:27:58,343 --> 00:28:01,546 So there's a reason he's on here today is to educate you. 618 00:28:01,546 --> 00:28:06,451 That's why we do these shows to educate you on what you can do to help yourself. 619 00:28:06,451 --> 00:28:09,788 If you're in an association, you want to start an association, whatever 620 00:28:09,788 --> 00:28:12,991 the case may be, these people are experts and they're happy to help you. 621 00:28:12,991 --> 00:28:16,561 And if you're an employer with a small group or a large group, 622 00:28:16,861 --> 00:28:18,063 they're right there, okay? 623 00:28:18,063 --> 00:28:20,298 And they're offering solutions you're not going to find 624 00:28:20,298 --> 00:28:21,666 on a lot of the large carriers. 625 00:28:21,666 --> 00:28:23,702 So it's significantly different the way they do it. 626 00:28:23,702 --> 00:28:27,539 Once again, the phone number 314-494-7860. 627 00:28:27,539 --> 00:28:31,042 So when we come back from the break I'm going to talk about what do you do 628 00:28:31,042 --> 00:28:35,280 if you've got W-2 employees, but you've also got 1099 employees. 629 00:28:35,580 --> 00:28:36,815 We'll talk about that. 630 00:28:36,815 --> 00:28:37,582 Stay tuned. 631 00:28:37,582 --> 00:28:41,286 We'll be right back after the break here on America's Healthcare Advocate, 632 00:28:41,286 --> 00:28:44,522 broadcasting coast to coast across the USA. 633 00:28:51,296 --> 00:28:52,130 Welcome back. 634 00:28:52,130 --> 00:28:56,034 You're listening to America's Healthcare Advocate show broadcasting coast to coast 635 00:28:56,067 --> 00:28:59,070 across USA here on the HIA Radio Network. 636 00:28:59,070 --> 00:29:00,171 Got a question? 637 00:29:00,171 --> 00:29:01,106 Send me an email. 638 00:29:01,106 --> 00:29:03,074 AmericasHealthcareAdvocate.com. 639 00:29:03,074 --> 00:29:04,743 We're happy to answer all of them. 640 00:29:04,743 --> 00:29:07,145 And thanks to all of you in the listening audience. 641 00:29:07,145 --> 00:29:09,114 As I said in the opening monologue, 642 00:29:09,114 --> 00:29:12,417 608,000 people viewing that podcast and on YouTube. 643 00:29:12,717 --> 00:29:13,852 It's kind of surprising. 644 00:29:13,852 --> 00:29:15,587 But we do thank all of you. 645 00:29:15,587 --> 00:29:18,590 In studio with me today John Kuhlmann of the Kuhlmann Group. 646 00:29:18,823 --> 00:29:23,128 Also Lauren Broyles, who is his vice president of operations, and Josh Banwart, 647 00:29:23,394 --> 00:29:24,763 who is a financial advisor. 648 00:29:24,763 --> 00:29:28,767 We're talking about how they deal with not only groups, but associations. 649 00:29:28,767 --> 00:29:32,036 Because they're uniquely positioned to help associations. 650 00:29:32,036 --> 00:29:36,875 He's got 750,000 people on the association plans right now. 651 00:29:36,875 --> 00:29:39,577 They're working with us over at Detego on the GigCare program 652 00:29:39,577 --> 00:29:42,580 through our Population Science Management platform. 653 00:29:42,580 --> 00:29:44,516 These are things they're doing that are innovative. 654 00:29:44,516 --> 00:29:46,384 You're not seeing it out there from other brokers. 655 00:29:46,384 --> 00:29:48,887 So let's just start with that. 656 00:29:48,887 --> 00:29:49,921 I've got a company. 657 00:29:49,921 --> 00:29:50,922 It's a trucking company. 658 00:29:50,922 --> 00:29:54,559 They’ve got 4000 drivers, 400 of those are 1099. 659 00:29:54,592 --> 00:29:58,496 They had no benefits for them because you can't put them on health insurance plans. 660 00:29:58,530 --> 00:30:00,665 Okay. Because they're 1099. 661 00:30:00,665 --> 00:30:03,635 They came to us, we put the GigCare plan in place. 662 00:30:03,635 --> 00:30:06,204 They put together a little bonus program to kind of offset 663 00:30:06,204 --> 00:30:09,207 the cost with their drivers based on the number of miles they drove. 664 00:30:09,240 --> 00:30:12,243 They were thrilled because all of a sudden the drivers had health benefits. 665 00:30:12,310 --> 00:30:14,245 Okay. Through the GigCare program. 666 00:30:14,245 --> 00:30:16,981 So talk about how you deal with companies 667 00:30:16,981 --> 00:30:20,985 that have a double sided payroll like 1099 W-2. 668 00:30:21,019 --> 00:30:21,953 John. 669 00:30:21,953 --> 00:30:25,123 So I would add that with the GigCare, not only do they have benefits, 670 00:30:25,123 --> 00:30:27,025 but they have quality benefits that are affordable. 671 00:30:28,359 --> 00:30:29,494 You know, we had 672 00:30:29,494 --> 00:30:32,530 our other podcast that we did about the NHRA 673 00:30:33,031 --> 00:30:36,201 and, Kenny Delco, our driver of the GigCare car. 674 00:30:36,668 --> 00:30:39,671 He, basically explained how one of his good friends, 675 00:30:39,737 --> 00:30:41,940 his ACA rates were going to go up to $2,700. 676 00:30:41,940 --> 00:30:43,141 I remember this, yeah. 677 00:30:43,141 --> 00:30:47,145 And, through GigCare, he can cover himself and his wife for $1,290 678 00:30:47,145 --> 00:30:51,683 instead of $2,700 and really have quality, better program. 679 00:30:51,749 --> 00:30:54,586 So we have that available at the GigCare program. 680 00:30:54,586 --> 00:30:55,453 And we always look at that 681 00:30:55,453 --> 00:30:57,655 for every association to put it in place for them. 682 00:30:57,655 --> 00:31:01,025 Or if there's a company that has 1099 people that aren't covered, 683 00:31:01,025 --> 00:31:03,728 we look at adding that for them to drive that value 684 00:31:03,728 --> 00:31:05,964 to help their members out, because if they don't help them, 685 00:31:05,964 --> 00:31:08,032 some of them may have to leave to go elsewhere. 686 00:31:08,032 --> 00:31:10,802 I know from a lot of our clients, we have several trucking companies 687 00:31:10,802 --> 00:31:13,771 that they have trouble retaining their drivers 688 00:31:13,771 --> 00:31:16,741 because they're competing against Amazon and all the other big companies, 689 00:31:16,774 --> 00:31:18,376 so they have to offer those benefits. 690 00:31:18,376 --> 00:31:20,678 And that's where GigCare is a wonderful solution. 691 00:31:20,678 --> 00:31:23,781 If they do have W-2 and 1099 drivers, right. 692 00:31:23,948 --> 00:31:25,350 But that's any company that has that. 693 00:31:25,350 --> 00:31:27,986 We can do that for any company doesn't have to be trucking. 694 00:31:27,986 --> 00:31:31,356 But we also have a group carrier that well, it's a TPA. 695 00:31:31,422 --> 00:31:36,227 TPA stands for third party administrator and they will insure 1099 members. 696 00:31:36,361 --> 00:31:38,997 Now when you insure a 1099 member on a group plan, 697 00:31:38,997 --> 00:31:41,799 you cannot contribute towards the cost of their insurance to keep it 698 00:31:43,368 --> 00:31:43,768 separate. 699 00:31:43,768 --> 00:31:44,168 Right. 700 00:31:44,168 --> 00:31:47,071 Because you can't have that employee employer relationship. 701 00:31:47,071 --> 00:31:50,074 So the member will have to pay for the cost of their insurance, but 702 00:31:50,441 --> 00:31:53,444 they are just another class of employees within the group plan. 703 00:31:53,645 --> 00:31:55,747 It's very, very powerful, works really well. 704 00:31:55,747 --> 00:31:56,648 And typically that carrier, 705 00:31:56,648 --> 00:31:59,851 that TPA is really one of the best TPA's in the country. 706 00:32:00,618 --> 00:32:02,287 They offer great solutions. 707 00:32:02,287 --> 00:32:04,856 They do things to keep the cost of health care down. 708 00:32:04,856 --> 00:32:05,990 We have a lot of groups with them 709 00:32:05,990 --> 00:32:08,993 that are going on their third year, with no rate increase at all. 710 00:32:09,327 --> 00:32:13,097 And, one of the groups actually got a rate decrease in their third year. 711 00:32:13,131 --> 00:32:15,700 That's highly unusual. totally unusual, right? 712 00:32:15,700 --> 00:32:17,168 And we still shop them out. Right? 713 00:32:17,168 --> 00:32:19,504 Even though that they're getting that we still shop them out to make sure 714 00:32:19,504 --> 00:32:21,639 that they're getting the best value for the dollar, 715 00:32:21,639 --> 00:32:24,375 because health care is the second or third most expensive line item. 716 00:32:24,375 --> 00:32:27,211 Like I said, that any any company has. 717 00:32:27,211 --> 00:32:28,713 So Lauren, 718 00:32:28,713 --> 00:32:31,482 I was talking to somebody the other day and we were talking about customer service 719 00:32:31,482 --> 00:32:34,719 and he said, Cary, he said the word service has gone out of customer service. 720 00:32:35,253 --> 00:32:39,557 I know you guys, you get to handle all that. Yes. 721 00:32:39,691 --> 00:32:43,227 So talk about your approach to customer service, how it's different 722 00:32:43,461 --> 00:32:48,066 and how when some you know, it's not if it's when they have a claims 723 00:32:48,066 --> 00:32:51,669 problem because inevitably say a hospital codes a visit wrong. 724 00:32:51,669 --> 00:32:53,071 They do this, they do that. 725 00:32:53,071 --> 00:32:55,106 And then somebody gets a balance bill. 726 00:32:55,106 --> 00:32:58,076 So talk about how you deal with customer service issues Lauren. 727 00:32:58,076 --> 00:32:58,643 Absolutely. 728 00:32:58,643 --> 00:33:01,212 So we definitely pride ourselves in our customer service. 729 00:33:01,212 --> 00:33:05,383 If you're a business owner especially, you know, you're working 24/7 730 00:33:05,383 --> 00:33:06,417 around the clock. 731 00:33:06,417 --> 00:33:09,187 When 5:00 hits, our phones don't stop ringing. 732 00:33:09,187 --> 00:33:11,222 So we're around the clock service. 733 00:33:11,222 --> 00:33:14,025 Because when you do have a problem and is an emergency, like you're saying 734 00:33:14,025 --> 00:33:17,228 with a claims problem, we answer, we don't. 735 00:33:17,228 --> 00:33:19,030 You're there to solve, help solve the problem. 736 00:33:19,030 --> 00:33:19,364 Yeah. 737 00:33:19,364 --> 00:33:22,333 When there is an emergency, we're here to help solve the problem. 738 00:33:22,333 --> 00:33:25,503 And we're here to help you get to the right person to solve your problem. 739 00:33:25,503 --> 00:33:28,106 So we're answering around the clock on the weekends. 740 00:33:28,106 --> 00:33:30,008 Believe it or not, that's amazing. 741 00:33:30,008 --> 00:33:32,043 Yes. Yeah. Try doing that at one of the major 742 00:33:32,043 --> 00:33:35,013 carriers, folks and see what you get, okay. 743 00:33:35,013 --> 00:33:36,414 Not going to happen. Not going to. 744 00:33:36,414 --> 00:33:38,783 That's one of the reasons why you are successful. 745 00:33:38,783 --> 00:33:41,452 What you do is because you've got people like Lauren. Exactly. 746 00:33:41,452 --> 00:33:44,655 For you there has to be personal care for these folks. 747 00:33:44,655 --> 00:33:46,824 Lauren is, she has the, 748 00:33:48,393 --> 00:33:51,396 work ethic of somebody who's 40 or 50 years old. 749 00:33:51,429 --> 00:33:53,664 She literally and she's only 19. 750 00:33:53,664 --> 00:33:56,667 She sure looks 19. 751 00:33:57,101 --> 00:33:59,103 She is absolutely amazing. 752 00:33:59,103 --> 00:34:01,239 And, one of the reasons why we just don't 753 00:34:01,239 --> 00:34:03,541 lose clients is because of our customer service. 754 00:34:03,541 --> 00:34:06,944 We have most of the clients that we've ever picked up from 36 years ago. 755 00:34:07,478 --> 00:34:08,479 And, keep them. 756 00:34:08,479 --> 00:34:09,947 And then the ones we add, we keep them to. 757 00:34:09,947 --> 00:34:11,115 The only time we really ever lose 758 00:34:11,115 --> 00:34:14,252 a client is when they get bought up by another company, typically, 759 00:34:14,252 --> 00:34:17,088 and the new owner comes in and just gives it to their guy. 760 00:34:17,088 --> 00:34:20,358 We just don't lose it normally on any type of issue. 761 00:34:20,358 --> 00:34:23,127 We've never had a customer service issue. So we're wrapping up here. 762 00:34:23,127 --> 00:34:25,329 We got another two minutes left on the show. 763 00:34:25,329 --> 00:34:29,067 What message you want to give to people that may be considering. 764 00:34:29,167 --> 00:34:30,835 Hey, I've got an association. 765 00:34:30,835 --> 00:34:32,170 We've got membership issues. 766 00:34:32,170 --> 00:34:35,039 We have no health benefits. What do you want to say to them? 767 00:34:35,039 --> 00:34:39,510 So we bring a complete, package of benefits to all the members, 768 00:34:40,511 --> 00:34:43,081 for everything that they, they may have from a need standpoint. 769 00:34:43,081 --> 00:34:45,216 And we literally look at everything tailored to their needs. 770 00:34:45,216 --> 00:34:46,117 Right? 771 00:34:46,117 --> 00:34:50,021 Unlike most associations, it'll just try to put it in like a group plan for groups. 772 00:34:50,755 --> 00:34:54,459 We literally look at group options, but they're the individual group options 773 00:34:54,459 --> 00:34:58,262 for each group, no matter the size, and same thing for individuals. 774 00:34:58,663 --> 00:35:02,400 And then we have Josh to help out with any type of advisory stuff too. 775 00:35:02,467 --> 00:35:05,403 They're kind of one step above, 776 00:35:05,403 --> 00:35:07,738 the basic benefit would be the deferred compensation. 777 00:35:07,738 --> 00:35:07,905 Right. 778 00:35:07,905 --> 00:35:10,908 This is the conversation about attraction and retention. 779 00:35:11,142 --> 00:35:13,611 Those are both important pieces of key employees. 780 00:35:13,611 --> 00:35:16,881 And so how do we make sure somebody doesn't leave. 781 00:35:17,215 --> 00:35:18,616 And this is a whole thread to pull on. 782 00:35:18,616 --> 00:35:20,485 How do we make sure somebody doesn't leave. 783 00:35:20,485 --> 00:35:24,288 But we also, don't give up equity or control in our company. 784 00:35:24,288 --> 00:35:25,656 What's what's that middle ground. 785 00:35:25,656 --> 00:35:28,593 And that's something that we're working a lot on, especially the Kuhlmann Group. 786 00:35:28,593 --> 00:35:30,194 That's how you keep good people. Yeah. 787 00:35:30,194 --> 00:35:32,530 You go through all the trouble to get somebody that’s really good. 788 00:35:32,530 --> 00:35:34,699 And the guy down the street says, hey, you know what? 789 00:35:34,699 --> 00:35:37,702 I'll give you 20% more if you come down here. 790 00:35:37,768 --> 00:35:39,937 When you lose those people. 791 00:35:39,937 --> 00:35:41,606 I mean, I just saw this morning the Berkshire 792 00:35:41,606 --> 00:35:43,774 Hathaway's losing one of the number one people. 793 00:35:43,774 --> 00:35:45,710 They're going over to Morgan Stanley. 794 00:35:46,911 --> 00:35:48,646 So even the big guys lose them. 795 00:35:48,646 --> 00:35:53,251 So what, we typically tell new groups when we start working with them is that, 796 00:35:54,318 --> 00:35:56,454 we usually can save them 20 797 00:35:56,454 --> 00:35:59,957 to 35% off of their, health insurance premiums. 798 00:35:59,957 --> 00:36:02,460 So that's just that, the ancillary it's very common. 799 00:36:02,460 --> 00:36:04,862 It's about the same number. We can't guarantee it. Right. 800 00:36:04,862 --> 00:36:07,832 But that is typically the value that we drive. 801 00:36:08,032 --> 00:36:10,268 We do the same thing again on the ancillary. 802 00:36:10,268 --> 00:36:13,171 Usually we are driving better benefits at a substantial savings. 803 00:36:13,171 --> 00:36:16,707 Then we're easily able to keep those premiums level and flat. 804 00:36:17,108 --> 00:36:18,543 No matter what we're always going to do 805 00:36:18,543 --> 00:36:21,546 what we should do to keep your benefits as strong as we can for your group. 806 00:36:21,746 --> 00:36:23,381 You know, I don't put people on this show. 807 00:36:23,381 --> 00:36:25,383 I don't believe in, I don't put people and products 808 00:36:25,383 --> 00:36:27,418 on this show that I don't use or I don’t service. 809 00:36:27,418 --> 00:36:29,654 These people work with us at Detego. 810 00:36:29,654 --> 00:36:34,058 They are using our GigCare program through Population Science Management. 811 00:36:34,225 --> 00:36:36,994 They offer a host of other solutions. 812 00:36:36,994 --> 00:36:39,630 If you're in any way interested in what they can do. 813 00:36:39,630 --> 00:36:42,133 If you're an association, a small group, a large group, 814 00:36:42,133 --> 00:36:44,502 reach out to them and they would be happy to help. 815 00:36:44,502 --> 00:36:48,439 You can call John at 314-494-7860. 816 00:36:48,439 --> 00:36:51,442 314-494-7860. 817 00:36:51,642 --> 00:36:53,578 Thank you all three of you for doing this. 818 00:36:53,578 --> 00:36:54,812 I have to do some more of these. 819 00:36:54,812 --> 00:36:57,148 sounds great Cary, thank you for having us. 820 00:36:57,148 --> 00:36:58,316 And now I leave you with this thought 821 00:36:58,316 --> 00:37:00,785 from Albert Einstein, the one who follows the crowd, 822 00:37:00,785 --> 00:37:02,520 they usually get no further than the crowd. 823 00:37:02,520 --> 00:37:06,991 The one who walks alone is likely to find himself in places no one has ever been. 824 00:37:07,291 --> 00:37:09,227 Remember friends, the funny thing about life 825 00:37:09,227 --> 00:37:12,363 it's refused to accept anything but the very best. 826 00:37:12,730 --> 00:37:14,098 You most often get it. 827 00:37:14,098 --> 00:37:16,901 Thank you for listening to America's Healthcare Advocate Show. 828 00:37:16,901 --> 00:37:19,904 Broadcasting coast to coast across USA. 829 00:37:20,037 --> 00:37:21,405 Goodbye America.