1 00:00:01,501 --> 00:00:05,505 And now America's Healthcare Advocate, Cary Hall. 2 00:00:05,672 --> 00:00:06,439 Hello, America. 3 00:00:06,439 --> 00:00:07,374 Welcome to America's 4 00:00:07,374 --> 00:00:10,844 Healthcare Advocates show Broadcasting Coast to coast across the USA. 5 00:00:11,077 --> 00:00:14,481 Here on the HIA Radio Network, you can find out more about me 6 00:00:14,681 --> 00:00:18,618 and this show by going to the website AmericasHealthcareAdvocate.com. 7 00:00:18,618 --> 00:00:21,488 AmericasHealthcareAdvocate.com. You have questions? 8 00:00:21,488 --> 00:00:22,722 Send me an email. 9 00:00:22,722 --> 00:00:25,892 I get a whole bunch of them, but I answer each and every one of them. 10 00:00:25,892 --> 00:00:27,827 So we want to thank all of you out there 11 00:00:27,827 --> 00:00:29,562 in the audience for listening to this broadcast. 12 00:00:29,562 --> 00:00:32,665 As we broadcast across the country, we just added two new affiliates. 13 00:00:32,999 --> 00:00:36,202 I'll talk about that a little later in the show, but also 16 14 00:00:36,202 --> 00:00:39,739 podcast platforms and 648,000. 15 00:00:40,073 --> 00:00:43,610 This continues to amaze me, 648,000 downloads 16 00:00:43,610 --> 00:00:45,812 and listens on our podcast and YouTube. 17 00:00:45,812 --> 00:00:49,682 So thank you to all of you out there that pay attention to this broadcast 18 00:00:49,682 --> 00:00:50,917 is greatly appreciated. 19 00:00:50,917 --> 00:00:54,220 If you are looking for help, if you're chronologically challenged, 20 00:00:54,754 --> 00:00:58,091 or you're looking for an ACA, Obamacare plan, you might want to give 21 00:00:58,091 --> 00:01:01,327 the lovely Carolee Steele a call over RPS Benefits 22 00:01:01,327 --> 00:01:05,131 by Design 877-385-2224. 23 00:01:05,331 --> 00:01:10,637 She helps people all over the country with Medicare, and with the ACA issues. 24 00:01:10,637 --> 00:01:15,308 So if you want to give her a call 877-385-2224 the happy 25 00:01:15,308 --> 00:01:17,477 to help you anywhere in the country find coverage. 26 00:01:17,477 --> 00:01:18,678 So we're going to do a show today. 27 00:01:18,678 --> 00:01:20,980 This a little different than what we usually do. 28 00:01:20,980 --> 00:01:24,417 The show is kind of centered on brokers, but it also is a show that I want 29 00:01:24,417 --> 00:01:27,454 employers to listen to because you're going to learn a lot today. 30 00:01:28,021 --> 00:01:31,758 In studio with me today is Stephen Combs, founder of BrokersBloc. 31 00:01:31,758 --> 00:01:32,559 Welcome, Stephen. 32 00:01:32,559 --> 00:01:33,093 Thank you. 33 00:01:33,093 --> 00:01:34,194 You've been here multiple times, 34 00:01:34,194 --> 00:01:36,963 but you've been off camera, so I got you this time. You did? Yeah. 35 00:01:36,963 --> 00:01:38,665 You got me this time. Yeah. All right. 36 00:01:38,665 --> 00:01:41,701 And Ryan Ross, who's marketing and operations director. 37 00:01:41,701 --> 00:01:44,437 Welcome. Ryan. Thank you. Glad to have both of you here. 38 00:01:44,437 --> 00:01:47,040 So these two young men, they're young by me. 39 00:01:47,040 --> 00:01:47,307 Okay. 40 00:01:47,307 --> 00:01:50,110 Because I'm 76 years old, as we all know. Okay. 41 00:01:50,110 --> 00:01:51,411 But their approach to 42 00:01:51,411 --> 00:01:54,647 this business is significantly different than anything I've seen out there. 43 00:01:55,482 --> 00:01:58,518 And if you're a broker and you're looking 44 00:01:58,518 --> 00:02:01,921 for a better way to do business, an innovative way to do business, 45 00:02:02,522 --> 00:02:05,792 I strongly suggest you pay attention to this broadcast, because, 46 00:02:06,092 --> 00:02:09,062 you know, I've been doing this for 27 years, 47 00:02:09,062 --> 00:02:12,332 so 22 on the radio, according to Dave Thiessen, my producer, 48 00:02:13,766 --> 00:02:15,468 and I read the book. 49 00:02:15,468 --> 00:02:18,638 So this young man, Ryan Ross wrote a book. 50 00:02:18,671 --> 00:02:20,473 It's called benefits with friends. 51 00:02:20,473 --> 00:02:22,509 It's a really good book. 52 00:02:22,509 --> 00:02:24,110 It's written as a novel. 53 00:02:24,110 --> 00:02:26,212 Okay. We'll talk more about it. 54 00:02:26,212 --> 00:02:31,351 But, my point in saying this to you is, you're never too old to learn. 55 00:02:31,718 --> 00:02:35,188 I learned things in reading that the way they do things, the things 56 00:02:35,188 --> 00:02:35,955 that they're doing 57 00:02:35,955 --> 00:02:40,226 to improve the broker experience, to improve what brokers do for their clients. 58 00:02:40,226 --> 00:02:42,128 They help brokers do a better job. 59 00:02:42,128 --> 00:02:43,930 And that's really what we're going to talk about today. 60 00:02:43,930 --> 00:02:45,632 So welcome again to both of you. 61 00:02:45,632 --> 00:02:49,569 So let's just start off with how did this all come about Stephen. 62 00:02:49,869 --> 00:02:52,872 You live in Atlanta. He lives in new Jersey. 63 00:02:52,972 --> 00:02:54,674 How did this all come about? 64 00:02:54,674 --> 00:02:58,845 So I was a broker in the metro Atlanta market for about seven years. 65 00:02:58,845 --> 00:03:00,713 I was working with my father. 66 00:03:00,713 --> 00:03:03,249 Came in, and the book kind of highlights this. But, 67 00:03:04,317 --> 00:03:05,885 I always joke that 68 00:03:05,885 --> 00:03:09,489 my dream as a child was to be a benefits broker, and. 69 00:03:09,756 --> 00:03:11,591 Okay, that's an unusual dream, Stephen. 70 00:03:11,591 --> 00:03:13,626 I guess I don't think Ryan had that dream as a child. 71 00:03:13,626 --> 00:03:14,594 But anyway. 72 00:03:14,594 --> 00:03:17,597 And my backup plan is to be a professional motocross racer. 73 00:03:17,697 --> 00:03:20,099 Okay, so glad that the first one worked out for me. 74 00:03:20,099 --> 00:03:20,667 You know? 75 00:03:20,667 --> 00:03:21,935 Yeah, it's a lot safer. Okay? 76 00:03:21,935 --> 00:03:22,802 It's a lot safer. Yeah. 77 00:03:22,802 --> 00:03:25,772 So, anyways, was actually living out in Utah, 78 00:03:26,439 --> 00:03:29,442 after college, selling property and casualty insurance, 79 00:03:29,676 --> 00:03:32,679 and my dad had some health issues back in Georgia, 80 00:03:32,912 --> 00:03:35,582 and my mom had actually called me and said, hey, he needs your help. 81 00:03:35,582 --> 00:03:37,784 You know, he's, you know, having some health issues. 82 00:03:37,784 --> 00:03:40,587 So I flew back in and started working with this agency, 83 00:03:40,587 --> 00:03:43,590 and I actually did fall in love with the benefits industry, 84 00:03:44,324 --> 00:03:46,092 worked with him for quite some time. 85 00:03:46,092 --> 00:03:48,528 So selling small group middle size benefits. 86 00:03:48,528 --> 00:03:51,531 And we had worked with several general agencies in that market 87 00:03:51,864 --> 00:03:55,635 and just saw lots of gaps between the carriers, the access, the coverage, 88 00:03:55,935 --> 00:03:58,938 the things that are innovative that a lot of GA just don't seem to have. 89 00:03:59,239 --> 00:04:03,343 And so I wanted to create a general agency that offered different solutions 90 00:04:03,343 --> 00:04:06,346 for brokers that I couldn't get from the ones in that market. 91 00:04:06,679 --> 00:04:07,280 And you did. 92 00:04:07,280 --> 00:04:09,882 And I did. Correct? Yeah, right. Let's talk a little about you. 93 00:04:11,117 --> 00:04:11,851 What brought you 94 00:04:11,851 --> 00:04:15,188 into this sphere and how did you get involved? 95 00:04:16,155 --> 00:04:16,789 With Steven? 96 00:04:16,789 --> 00:04:19,692 And then the two of you come together and establish what I think 97 00:04:19,692 --> 00:04:21,127 is a pretty amazing company. 98 00:04:21,127 --> 00:04:21,761 BrokersBloc. 99 00:04:21,761 --> 00:04:24,864 So I am not a benefits guy. 100 00:04:24,864 --> 00:04:27,834 I didn't know benefits was around or a thing until. 101 00:04:27,834 --> 00:04:30,803 Other than, like, experiencing. Minding you're own healthcare. 102 00:04:30,803 --> 00:04:32,138 Yeah. Okay. 103 00:04:32,138 --> 00:04:35,675 I didn't know about benefits, but I know a lot more about marketing. 104 00:04:35,675 --> 00:04:38,544 I came from the marketing world and marketing and ad sales. 105 00:04:38,544 --> 00:04:39,912 I worked for Dow Jones. 106 00:04:39,912 --> 00:04:44,484 Yeah, I saw that Dow Jones, you worked at Dow Jones and you also worked at Finance? 107 00:04:44,884 --> 00:04:45,184 Yeah. 108 00:04:45,184 --> 00:04:47,520 And then a marketing technology company in London. 109 00:04:47,520 --> 00:04:49,022 So like my background, 110 00:04:49,022 --> 00:04:52,892 as you know, my role at BrokersBloc is marketing and operations. 111 00:04:52,959 --> 00:04:55,295 That's kind of what I've always focused on. 112 00:04:55,295 --> 00:04:58,298 I started my own marketing agency in 2021, 113 00:04:58,464 --> 00:05:01,801 and eventually I'm like, I need to find the niche and the niche. 114 00:05:01,801 --> 00:05:04,470 So I was like, okay, I know the world of financial advising. 115 00:05:04,470 --> 00:05:07,440 So I said, I'm going to help financial advisors 116 00:05:07,674 --> 00:05:09,909 who sometimes help with benefits, right? 117 00:05:09,909 --> 00:05:12,612 As we all know John Kuhlmann, he does that to 118 00:05:13,746 --> 00:05:15,715 but I was speaking at an event. 119 00:05:15,715 --> 00:05:18,885 I was reached out to by a guy named Don Chemi. 120 00:05:19,686 --> 00:05:22,322 He told me about, oh, this is NABIP, right? 121 00:05:22,322 --> 00:05:25,925 I am a member of NAFA, which is for insurance and financial advisors. 122 00:05:26,492 --> 00:05:29,729 But this guy reached out and he's like, hey, can you speak about marketing 123 00:05:29,729 --> 00:05:31,331 at this event in Atlanta? 124 00:05:31,331 --> 00:05:34,334 I'm like, I'm in New Jersey. 125 00:05:34,500 --> 00:05:36,402 You want me to just fly down. And he was like, yes. 126 00:05:36,402 --> 00:05:39,272 But I'm like, all right, stage time is money time. 127 00:05:39,272 --> 00:05:39,906 Yeah. 128 00:05:39,906 --> 00:05:41,507 So if you can get on stage, do that. 129 00:05:41,507 --> 00:05:44,344 And this is what I advise brokers do. I used to do a lot of it. 130 00:05:44,344 --> 00:05:46,779 It's it's a really good way to just generate authority. 131 00:05:46,779 --> 00:05:48,047 So I said let's do that. 132 00:05:48,047 --> 00:05:51,084 And one of the people on the board of NABIP was Steven. 133 00:05:51,484 --> 00:05:54,287 And he reached out to me separately. Right. 134 00:05:54,287 --> 00:05:55,621 He reached out to me on a Monday. 135 00:05:55,621 --> 00:05:57,357 He's like, can we speak later today? 136 00:05:57,357 --> 00:06:00,626 And I'm like, I'm booked today, but let's meet tomorrow. 137 00:06:00,626 --> 00:06:02,462 I didn't know where this guy was coming from, honestly. 138 00:06:02,462 --> 00:06:05,331 But I'm like, wait, I like looked in my email 139 00:06:05,331 --> 00:06:07,166 and I found like, oh, he's with NABIP. 140 00:06:07,166 --> 00:06:08,368 And I thought it was about that. 141 00:06:08,368 --> 00:06:11,404 But then he told me about something totally different, and I told him 142 00:06:11,404 --> 00:06:15,875 I'm like, I'm not aware of what benefits are how it works at all. 143 00:06:16,342 --> 00:06:19,779 So that being said, I know a lot about marketing 144 00:06:19,779 --> 00:06:21,381 and he's like, all right, that's fine. 145 00:06:21,381 --> 00:06:23,349 You know, about the financial services industry. 146 00:06:23,349 --> 00:06:24,317 It's kind of like that. 147 00:06:24,317 --> 00:06:25,952 And so I just had to learn a lot about it. 148 00:06:25,952 --> 00:06:28,321 So we met what last March. 149 00:06:28,321 --> 00:06:29,489 And here we are. 150 00:06:29,489 --> 00:06:32,492 And we've been through a lot last year and will continue to grow. 151 00:06:32,492 --> 00:06:37,363 Well, you you what you've created Stephen and Ryan is unique. 152 00:06:37,497 --> 00:06:40,032 I don't know anybody else that's doing what you're doing. 153 00:06:40,032 --> 00:06:43,035 There's a lot of GAs out there. Okay. 154 00:06:43,369 --> 00:06:45,505 I was never a fan of GAs. 155 00:06:45,505 --> 00:06:48,508 And definitely not a fan of FMOs. 156 00:06:48,975 --> 00:06:53,045 In fact, all of my contracts with Benefits by Design over the 27 years I did 157 00:06:53,045 --> 00:06:54,180 it were direct with the carriers. 158 00:06:54,180 --> 00:06:58,184 I wouldn't work with an FMO, but if I had a GA out there, 159 00:06:58,418 --> 00:07:00,987 that could provide the kind of things that you guys are doing 160 00:07:00,987 --> 00:07:02,455 that would have been a different world. 161 00:07:02,455 --> 00:07:06,659 Okay, so let's talk a little bit about what you see as your mission 162 00:07:06,826 --> 00:07:08,728 with BrokersBloc. Before we go to the break here. 163 00:07:08,728 --> 00:07:09,929 We got about three minutes. 164 00:07:09,929 --> 00:07:10,196 Yeah. 165 00:07:10,196 --> 00:07:14,066 So our mission is we we always said we're not anti-BUCA we're non BUCA. 166 00:07:14,066 --> 00:07:16,702 But if it's, agency by general agency. 167 00:07:16,702 --> 00:07:19,672 So we're not trying to disparage the BUCAs We're just trying 168 00:07:19,672 --> 00:07:22,675 to show brokers that there are there's alternative solutions out there, 169 00:07:23,075 --> 00:07:26,312 and there's a million out there, some really good, some really bad. 170 00:07:27,079 --> 00:07:29,649 So we have carefully vetted all of our carrier partners, 171 00:07:29,649 --> 00:07:32,485 looked at the paper that they're on the reinsurance, 172 00:07:32,485 --> 00:07:36,255 the networks, the PBMs, make sure that the package is cohesive. 173 00:07:36,255 --> 00:07:37,390 It's a cohesive tech stack 174 00:07:37,390 --> 00:07:40,927 that bundles together nicely, that has a good user experience. 175 00:07:41,661 --> 00:07:44,897 So we just built a suite of products that are, again, 176 00:07:45,031 --> 00:07:48,000 non disruptive to the employee and the employers, 177 00:07:48,000 --> 00:07:49,068 but they can save the money 178 00:07:49,068 --> 00:07:52,138 on some of the low hanging fruit things such as the pharmacy benefit manager 179 00:07:52,472 --> 00:07:55,107 and some steerage as well around you know hospital claims. 180 00:07:55,107 --> 00:07:56,909 I'm going to talk a lot, but we're going to do a deep dive 181 00:07:56,909 --> 00:07:58,644 on some of those things as we go through the show. 182 00:07:58,644 --> 00:08:02,615 But I want to explain what that term BUCA means for you and the audience 183 00:08:02,615 --> 00:08:04,484 that are listening. Is that what are what are you talking about? 184 00:08:04,484 --> 00:08:07,687 That's Blue Cross, that’s United, that’s Cigna 185 00:08:09,422 --> 00:08:10,389 that's who we're talking about here. 186 00:08:10,389 --> 00:08:13,392 We're talking about the big major carriers across the country, 187 00:08:13,759 --> 00:08:16,729 that that, that basically control the markets right now. 188 00:08:16,729 --> 00:08:22,001 So when you talk about BUCA you know, what what happens there is 189 00:08:22,635 --> 00:08:25,771 there's not a lot of competition anymore between the carriers, primarily 190 00:08:25,771 --> 00:08:29,375 because especially when you're talking about small group, medium size group, 191 00:08:29,609 --> 00:08:33,846 because of ACA, who sets the regulations, this is what you can offer. 192 00:08:34,080 --> 00:08:35,114 You know, someone said that 193 00:08:35,114 --> 00:08:38,885 basically what Obamacare did that turned insurance carriers into utilities, 194 00:08:39,018 --> 00:08:42,255 which is pretty much correct when you think about it, because the rates 195 00:08:42,388 --> 00:08:45,491 are set by the different states, they have to get approval to set a rate, 196 00:08:45,691 --> 00:08:48,995 and they're only allowed to offer certain things, a certain amount of money 197 00:08:49,262 --> 00:08:51,631 they're allowed to make, or the rest of it has to go back 198 00:08:51,631 --> 00:08:53,165 if they exceed that profit. 199 00:08:53,165 --> 00:08:56,602 So it's a completely different world than it used to be before Obamacare. 200 00:08:56,602 --> 00:08:58,905 And that's why I think there's a need 201 00:08:58,905 --> 00:09:00,973 for what these two young men are doing out there. 202 00:09:00,973 --> 00:09:04,777 And especially if you're a broker, if you're a medium size broker, 203 00:09:04,877 --> 00:09:08,814 you're a small broker and you don't have the tools, you don't have the ability 204 00:09:09,415 --> 00:09:11,884 to do what they do. They can add a lot. 205 00:09:11,884 --> 00:09:13,386 We're going to talk a lot about that today, 206 00:09:13,386 --> 00:09:14,854 and you're going to give you information 207 00:09:14,854 --> 00:09:17,290 I think could make a difference to a lot of you out there. 208 00:09:17,290 --> 00:09:20,426 If you want to go to their website, it's brokersbloc.com. 209 00:09:20,660 --> 00:09:24,230 brokersbloc.com is spelled bloc 210 00:09:24,230 --> 00:09:27,567 by the way brokersbloc.com. 211 00:09:27,667 --> 00:09:29,035 We'll be right back after the break. 212 00:09:29,035 --> 00:09:31,470 You're listening to America's Healthcare Advocate 213 00:09:31,470 --> 00:09:34,473 broadcasting here on the HIA Radio Network. 214 00:09:34,507 --> 00:09:36,542 Coast to coast Cross, USA. 215 00:09:36,542 --> 00:09:37,910 Stay right there. We've got more. 216 00:09:46,419 --> 00:09:48,588 To do. 217 00:09:48,588 --> 00:09:49,422 Welcome back. 218 00:09:49,422 --> 00:09:53,326 You're listening to America's Healthcare Advocate Show broadcasting coast to coast 219 00:09:53,326 --> 00:09:56,329 across the USA here on the HIA Radio Network. 220 00:09:56,329 --> 00:09:57,330 My producers, Mr.. 221 00:09:57,330 --> 00:10:00,633 Dave Thiessen behind the cameras, the man who puts all these shows 222 00:10:00,633 --> 00:10:03,636 up on all the podcast platforms and the YouTube platform. 223 00:10:03,703 --> 00:10:06,539 And Garner Cowdrey, who does all the work behind the microphones, 224 00:10:06,539 --> 00:10:10,042 putting all the audio together as we broadcast Coast to Coast, by the way, 225 00:10:10,209 --> 00:10:16,282 two new affiliates, we have WFEA-AM in Manchester, New Hampshire, 226 00:10:16,549 --> 00:10:21,721 and another new affiliate in Charlotte, North Carolina WRHI-AM and FM. 227 00:10:22,154 --> 00:10:23,723 We're on for two hours every Saturday. 228 00:10:23,723 --> 00:10:26,492 I guess they really like us. We thank you all. 229 00:10:26,492 --> 00:10:29,528 Make you part of America's Healthcare Advocate broadcasting family. 230 00:10:29,629 --> 00:10:30,663 Welcome to the network. 231 00:10:30,663 --> 00:10:33,499 We're happy to have you in studio with me, Stephen Combs. 232 00:10:33,499 --> 00:10:36,035 And Ryan Roth. They are from BrokersBloc. 233 00:10:36,035 --> 00:10:39,472 The website for them, by the way is BrokersBloc.com. 234 00:10:39,472 --> 00:10:41,307 BrokersBloc.com. 235 00:10:41,307 --> 00:10:42,942 Let me tell you about these two young men. 236 00:10:42,942 --> 00:10:45,311 They're kind of amazing young men as far as I'm concerned. 237 00:10:45,311 --> 00:10:46,946 Stephen is the founder of BrokersBloc. 238 00:10:46,946 --> 00:10:50,316 Stephen helps insurance brokers cut through the noise confidentiality, 239 00:10:50,516 --> 00:10:53,619 identify high performing, trustworthy vendors in an industry 240 00:10:53,853 --> 00:10:56,822 where brokers are constantly bombarded with vendor pitches. 241 00:10:57,289 --> 00:10:59,625 Are they ever I should know, okay, 242 00:10:59,625 --> 00:11:02,628 what he's doing basically is creating an alternative here. 243 00:11:02,728 --> 00:11:06,932 Their mission is to empower brokers to move beyond the default of brokers 244 00:11:07,033 --> 00:11:10,202 with clients that are better, safer, smarter benefits 245 00:11:10,202 --> 00:11:13,372 solutions for their clients and their clients are brokers. 246 00:11:13,372 --> 00:11:14,740 So this is where 247 00:11:14,740 --> 00:11:16,642 this makes a big difference, which is why I wanted 248 00:11:16,642 --> 00:11:18,044 to read a little bit about his bio. 249 00:11:18,044 --> 00:11:22,181 Ryan has worked at the intersection of marketing and financial services to 2011. 250 00:11:22,481 --> 00:11:26,252 He founded an independent financial advisor marketing company in 2021. 251 00:11:26,385 --> 00:11:28,454 He spent ten years at Dow Jones. 252 00:11:28,454 --> 00:11:31,157 That must have been really interesting, Ryan. 253 00:11:31,157 --> 00:11:34,126 And then the Financial Times, which is another interesting newspaper. 254 00:11:34,126 --> 00:11:37,096 You ever see that pink newspaper in the airport? 255 00:11:37,096 --> 00:11:38,464 That's the Financial Times. 256 00:11:38,464 --> 00:11:40,933 It's a pretty interesting newspaper to read. 257 00:11:40,933 --> 00:11:44,336 And then, he went on, to produce and hosted over 258 00:11:44,336 --> 00:11:47,073 1000 webinars and 250 podcasts. 259 00:11:47,073 --> 00:11:48,874 And he also wrote the book. 260 00:11:48,874 --> 00:11:50,543 And I think it's kind of amazing. 261 00:11:50,543 --> 00:11:53,446 The book benefits with friends, which I read. 262 00:11:53,446 --> 00:11:56,282 All right. I'll talk a bit more about that in this segment. 263 00:11:56,282 --> 00:11:58,451 So, pretty remarkable young man. 264 00:11:58,451 --> 00:12:01,554 He's run 16 triathlons and three Ironman triathlon. 265 00:12:01,554 --> 00:12:03,989 So, he's also a pretty good athlete. 266 00:12:03,989 --> 00:12:06,726 So let's talk about this book for me because I was fascinated by this. 267 00:12:06,726 --> 00:12:09,528 I told you when you came in here that, 268 00:12:09,528 --> 00:12:11,497 I get a lot of people on this show that write books. 269 00:12:11,497 --> 00:12:12,665 Most of them. 270 00:12:12,665 --> 00:12:13,132 Yeah. 271 00:12:13,132 --> 00:12:14,700 I try to read them out of courtesy. 272 00:12:14,700 --> 00:12:17,002 Most of them are boring as hell and dry. 273 00:12:17,002 --> 00:12:19,605 And they're how you're going to do this or how you're going to do that. 274 00:12:19,605 --> 00:12:22,942 So you wrote this is a novel, and I'm reading this and I'm going, 275 00:12:23,375 --> 00:12:24,577 That's Stephen in there. 276 00:12:24,577 --> 00:12:25,945 That's that Stephen did the book. 277 00:12:25,945 --> 00:12:27,847 Now I've got to get that part in a minute. 278 00:12:27,847 --> 00:12:31,083 And some of the characters in the book, Porterhouse, 279 00:12:31,283 --> 00:12:35,187 who has his meetings at the Texas Roadhouse, and it's 280 00:12:35,187 --> 00:12:39,592 colorfully written and it's written in a way, that you enjoy reading it. 281 00:12:39,592 --> 00:12:42,161 It's not a boring, dry read. Okay. 282 00:12:42,161 --> 00:12:45,030 So I urge you, if you're a book, this is online at Amazon. 283 00:12:45,030 --> 00:12:47,700 I bought it on Amazon. I forget what the hell it cost. 284 00:12:47,700 --> 00:12:51,871 And I read it on, online at Amazon, on my, on my Kindle. 285 00:12:52,004 --> 00:12:53,672 But it's really an interesting book. 286 00:12:53,672 --> 00:12:55,474 And here's what I'll say about this. 287 00:12:55,474 --> 00:12:58,010 It kind of encapsulates their philosophy 288 00:12:58,010 --> 00:13:01,013 of what they're doing and how they're doing it. 289 00:13:01,080 --> 00:13:03,883 And it does it in a colorful and interesting way. 290 00:13:03,883 --> 00:13:06,752 The interesting part is when you wrote this, you didn't even know him. 291 00:13:06,752 --> 00:13:07,486 I didn't well, 292 00:13:07,486 --> 00:13:11,690 I knew him, but I didn't know the story about how he got involved in the business. 293 00:13:11,690 --> 00:13:12,358 He took over his. 294 00:13:12,358 --> 00:13:14,727 Father's agency just like he just told. 295 00:13:14,727 --> 00:13:15,828 So weird, I didn't know this. 296 00:13:15,828 --> 00:13:17,530 The original plot was like this guy 297 00:13:17,530 --> 00:13:21,066 that was in benefits, and he he just needed to modernize. 298 00:13:21,467 --> 00:13:24,103 But I realized, like, okay, I, 299 00:13:24,103 --> 00:13:27,006 I wrote that to learn about the benefits industry. 300 00:13:27,006 --> 00:13:28,174 You did a pretty good job. 301 00:13:28,174 --> 00:13:31,310 I appreciate that because it hopefully comes out in the book. 302 00:13:31,310 --> 00:13:35,748 But what like I wrote it thinking, okay, this guy just needs to modernize. 303 00:13:35,748 --> 00:13:37,750 But that assumes he's 304 00:13:37,750 --> 00:13:40,753 been in the industry and like, he should know some of these terms. 305 00:13:40,820 --> 00:13:43,589 So I had to change the plot and I had to be like, 306 00:13:43,589 --> 00:13:46,592 you need to create some stakes in the beginning and some drastic thing. 307 00:13:46,759 --> 00:13:48,694 It's just a narrative tool. 308 00:13:48,694 --> 00:13:51,163 So I'm like, okay, guys, maybe his dad dies. 309 00:13:51,163 --> 00:13:53,999 And so he's thrust into his. Dad didn't die, by the way. 310 00:13:53,999 --> 00:13:56,001 So we all know Steven's dad is still alive, 311 00:13:56,001 --> 00:13:59,572 but he this guy's thrust into the industry and I'm like, I like food. 312 00:13:59,972 --> 00:14:02,808 And so I'm gonna name it al dente, which you did, right? 313 00:14:02,808 --> 00:14:04,977 And he was like a pasta manufacturer. 314 00:14:04,977 --> 00:14:06,946 So I knew pasta manufacturing. 315 00:14:06,946 --> 00:14:08,747 And he had to learn benefits. 316 00:14:08,747 --> 00:14:11,884 He had to get a license, and then he needed to do marketing. 317 00:14:12,117 --> 00:14:13,185 So it's for like, 318 00:14:13,185 --> 00:14:17,289 yes, it's for benefits brokers to maybe brush up their skills on benefits. 319 00:14:17,289 --> 00:14:18,924 They probably don't need to do that, 320 00:14:18,924 --> 00:14:21,760 but it's more of like a marketing instructional book. 321 00:14:21,760 --> 00:14:23,229 No, I would disagree with that. 322 00:14:23,229 --> 00:14:25,531 I think that what's in here? 323 00:14:25,531 --> 00:14:25,831 Yeah. 324 00:14:25,831 --> 00:14:29,034 Like I said, I'm 76 years old, and I was kind of amazed. 325 00:14:29,101 --> 00:14:31,337 Some of the things you put in here that I saw 326 00:14:31,337 --> 00:14:35,140 as pieces, of things I did not know about, things that I didn't understand. 327 00:14:35,374 --> 00:14:39,812 And I said to you guys off camera earlier, if I had known you 328 00:14:39,812 --> 00:14:43,382 before, when I had Benefits by Design, I would have been one of your first clients. 329 00:14:43,749 --> 00:14:46,752 Because your innovation and your thought process 330 00:14:46,752 --> 00:14:49,655 on what you're bringing to the table allows. 331 00:14:49,655 --> 00:14:52,291 I see your niche as medium and small brokers. 332 00:14:52,291 --> 00:14:55,527 I don't know if that's what you see it as, but that's where I see guys 333 00:14:55,561 --> 00:14:57,096 that don't have and gals 334 00:14:57,096 --> 00:15:00,566 that don't have those kinds of tools or resources that you bring to the parties. 335 00:15:00,566 --> 00:15:02,201 So talk a little bit about that. 336 00:15:02,201 --> 00:15:04,937 Medium and small brokers are their bread and butter. 337 00:15:04,937 --> 00:15:07,907 We do work with some larger ones, but most of our brokers are definably 338 00:15:07,907 --> 00:15:11,677 the small or medium sized brokers who need help with technology, 339 00:15:12,344 --> 00:15:15,347 with quoting, with spreadsheets and all those sorts of things. 340 00:15:15,848 --> 00:15:19,184 The larger brokers are more so looking just for the carriers 341 00:15:19,184 --> 00:15:21,787 that they don't want to necessarily maybe take the time to vet. 342 00:15:21,787 --> 00:15:22,655 I understand that. 343 00:15:22,655 --> 00:15:26,792 Like like our PSM Nebraska GigCare, which we're a new carrier 344 00:15:26,959 --> 00:15:28,627 market, four years old. 345 00:15:28,627 --> 00:15:30,562 We worked with you guys, etcetera, etcetera. 346 00:15:30,562 --> 00:15:32,698 John Kuhlmann, who, by the way, is in the book, 347 00:15:32,698 --> 00:15:34,900 which I think is kind of interesting. Yeah. 348 00:15:34,900 --> 00:15:37,202 I'll see him up here next week, but, Yeah. 349 00:15:37,202 --> 00:15:37,803 So keep going. 350 00:15:37,803 --> 00:15:38,938 This is interesting. Yeah. 351 00:15:38,938 --> 00:15:43,175 So we work with carriers that are, I mean, well-funded, you know, strong networks. 352 00:15:43,175 --> 00:15:46,178 Well, well-capitalized, you know, good tech stacks 353 00:15:46,211 --> 00:15:49,949 that are seamless for the for the broker, the employer and the employee. 354 00:15:50,282 --> 00:15:53,752 And so we help the brokers identify kind of cut through the slop 355 00:15:53,986 --> 00:15:56,822 because there's hundreds of vendors that pop up every single year. 356 00:15:56,822 --> 00:15:58,891 They all promise the same things. 357 00:15:58,891 --> 00:16:01,293 And then you go and rollover group and then it's a disaster. 358 00:16:01,293 --> 00:16:01,994 Right? 359 00:16:01,994 --> 00:16:05,264 We we we avoid those things because when I was a broker, 360 00:16:05,264 --> 00:16:07,533 I was always looking for the next shiny object. 361 00:16:07,533 --> 00:16:10,536 And so I've learned over the years of doing it 362 00:16:10,636 --> 00:16:13,639 how to avoid those disastrous situations. 363 00:16:14,073 --> 00:16:14,640 That's funny 364 00:16:14,640 --> 00:16:17,676 when you said the next new shiny object, because it makes me think, Ryan, 365 00:16:17,676 --> 00:16:21,413 of how many those next new shiny objects are out there. 366 00:16:22,047 --> 00:16:24,850 And they last a year or two years and they start to crash and burn. 367 00:16:24,850 --> 00:16:26,285 And then the broker 368 00:16:26,285 --> 00:16:29,054 that I, there's one particular group from a number of years ago 369 00:16:29,054 --> 00:16:30,456 that was selling group health insurance, 370 00:16:30,456 --> 00:16:32,858 and it was like the greatest things of sliced bread. 371 00:16:32,858 --> 00:16:33,993 And they went belly up. 372 00:16:33,993 --> 00:16:38,130 And one particular broker I know got stuck with $1 million worth of claims to pay. 373 00:16:38,130 --> 00:16:39,231 And another broker 374 00:16:39,231 --> 00:16:42,234 who's a friend of mine wound up with half $1 million claims to pay. 375 00:16:42,334 --> 00:16:45,871 So vetting these guys, these these companies that are coming out and 376 00:16:46,038 --> 00:16:46,705 and there are 377 00:16:46,705 --> 00:16:50,342 there's a lot of innovation going on right now because the BUCA plans, 378 00:16:50,676 --> 00:16:53,278 in my humble opinion, are crashing and burning. 379 00:16:53,278 --> 00:16:55,914 I don't see how this is sustainable in the long run, 380 00:16:55,914 --> 00:16:59,451 because that the heavy regulation, you look at some of the increases 381 00:16:59,451 --> 00:17:02,454 that came through last year, they're massive 382 00:17:02,488 --> 00:17:05,557 23%, 30% in Florida, 383 00:17:05,858 --> 00:17:08,727 I think it was as high as 38% in some cases. 384 00:17:08,727 --> 00:17:12,531 I mean, the the the industry, it's boxed in 385 00:17:12,531 --> 00:17:16,802 and it can't seem to figure out how to get around that. 386 00:17:16,802 --> 00:17:18,570 And Congress is doing nothing. 387 00:17:18,570 --> 00:17:20,773 Okay. So as usual. 388 00:17:20,773 --> 00:17:21,073 All right. 389 00:17:21,073 --> 00:17:24,209 So you're not getting anything from the politicians to change it. 390 00:17:24,209 --> 00:17:27,212 So what you guys are doing is bringing 391 00:17:27,212 --> 00:17:31,016 alternatives to the table and then showing these alternatives to the brokers. 392 00:17:31,016 --> 00:17:33,719 But talk a little bit about what you're doing on the marketing side 393 00:17:33,719 --> 00:17:35,954 to help brokers gain visibility because you've got, 394 00:17:35,954 --> 00:17:38,557 you know, the the podcast, the the webinars, 395 00:17:38,557 --> 00:17:40,826 the things that you're doing it, you talk about in here, 396 00:17:40,826 --> 00:17:44,263 a lot of brokers would go, I don't know if I can do that. 397 00:17:44,930 --> 00:17:47,900 So we're coming up on the break, so let's hold that right there. 398 00:17:47,900 --> 00:17:50,469 When we come back from the break, I want you to get into that 399 00:17:50,469 --> 00:17:53,305 and talk about how that's not really that difficult to do. 400 00:17:53,305 --> 00:17:54,640 You illustrate that in the book, 401 00:17:54,640 --> 00:17:56,642 and we'll talk about that when we come back from the break. 402 00:17:56,642 --> 00:17:59,945 The website is BrokersBloc.com. 403 00:17:59,945 --> 00:18:02,581 BrokersBloc.com. 404 00:18:02,581 --> 00:18:04,083 There's a lot of information up there. 405 00:18:04,083 --> 00:18:07,086 Take time to reach out to these guys. 406 00:18:07,086 --> 00:18:09,721 And by the way they have a thing called the 300 Club. 407 00:18:09,721 --> 00:18:11,557 We're going to talk about that in the next segment. 408 00:18:11,557 --> 00:18:15,627 If you're an employer and you've got a broker who's lazy and not doing his job, 409 00:18:15,961 --> 00:18:16,995 reach out to these guys. 410 00:18:16,995 --> 00:18:19,364 They have a network of brokers that are vetted 411 00:18:19,364 --> 00:18:21,767 and they're first class, and they'll be happy to help you. 412 00:18:21,767 --> 00:18:23,368 BrokersBloc.com. 413 00:18:23,368 --> 00:18:25,437 Stay right there. We'll be right back after the break. 414 00:18:25,437 --> 00:18:27,039 You're listening to America's 415 00:18:27,039 --> 00:18:31,343 Healthcare Advocate broadcasting coast to coast across the USA. 416 00:18:31,343 --> 00:18:33,245 Here on the HIA Radio Network. 417 00:18:45,691 --> 00:18:46,558 Welcome back. 418 00:18:46,558 --> 00:18:49,728 You're listening to America's Healthcare Advocate show broadcasting 419 00:18:49,728 --> 00:18:53,365 coast to coast across USA here on the HIA Radio Network, 420 00:18:53,565 --> 00:18:56,702 in studio with me, Stephen Combs and Ryan Roth from BrokersBloc. 421 00:18:57,102 --> 00:19:00,105 Their website is 422 00:19:01,039 --> 00:19:01,507 BrokersBloc.com. 423 00:19:01,507 --> 00:19:04,143 BrokersBloc.com. A lot of great information up there. 424 00:19:04,143 --> 00:19:06,378 And I keep talking about this book because, 425 00:19:06,378 --> 00:19:08,547 Ryan wrote a book that I think is pretty cool. 426 00:19:08,547 --> 00:19:10,015 This is benefits with friends. 427 00:19:10,015 --> 00:19:12,551 We're going to talk a little bit more about it here. 428 00:19:12,551 --> 00:19:16,355 So one of the things that you spend a lot of time on that book is marketing. 429 00:19:16,355 --> 00:19:19,358 So let's talk about how you help 430 00:19:19,625 --> 00:19:22,261 the piece in there on podcasts, which I like, 431 00:19:22,261 --> 00:19:22,594 you know, here 432 00:19:22,594 --> 00:19:26,365 we do podcasting different than what you're talking about doing, but, 433 00:19:26,732 --> 00:19:31,403 you know, to suggest to a broker that they do a podcast, most of these guys 434 00:19:31,403 --> 00:19:32,671 and gals are going to go, what are you talking about? 435 00:19:32,671 --> 00:19:33,972 I can't do something like that. 436 00:19:33,972 --> 00:19:38,343 So describe you do it in the book, but describe how you actually do this 437 00:19:38,343 --> 00:19:41,013 and why you think this is beneficial to the brokers. 438 00:19:41,013 --> 00:19:44,082 So I think podcasts are really important to do, because 439 00:19:44,583 --> 00:19:47,753 any broker that wants to create marketing material or just create 440 00:19:47,753 --> 00:19:52,691 more sales inflow for themselves, visibility, you need to create visibility. 441 00:19:52,891 --> 00:19:54,293 They need to create authority. 442 00:19:54,293 --> 00:19:56,195 A podcast is a great way to do that. 443 00:19:56,195 --> 00:19:57,696 And I would say it's the most low 444 00:19:57,696 --> 00:20:01,233 drag way to do that as well, because all you need is a phone. 445 00:20:01,533 --> 00:20:04,536 And there's a scene in the book where one of the characters 446 00:20:04,570 --> 00:20:07,239 he lands a podcast or an interview with this guy 447 00:20:08,440 --> 00:20:09,641 that he's wanted to speak with 448 00:20:09,641 --> 00:20:13,111 for a long time, and his marketing assistant's like, record that. 449 00:20:13,612 --> 00:20:17,149 So he sits down, he asks some questions, he puts his phone down. 450 00:20:17,282 --> 00:20:18,884 That's all you need to do, right? 451 00:20:18,884 --> 00:20:21,820 You put your phone down and say, I'm going to record this conversation. 452 00:20:21,820 --> 00:20:24,823 You take that audio file, you make a Spotify account, 453 00:20:24,823 --> 00:20:27,826 you upload it to the Spotify account, you press publish, 454 00:20:27,960 --> 00:20:30,963 which is a really hard thing to do because it 455 00:20:31,096 --> 00:20:33,432 there's an element of vulnerability when you put anything out. 456 00:20:33,432 --> 00:20:34,866 Oh yeah. Absolutely right. 457 00:20:34,866 --> 00:20:37,135 You're talking no guys from radio 22, you know, 458 00:20:37,135 --> 00:20:40,405 you know every time you're like, oh is it ready to go make it ready to go. 459 00:20:40,405 --> 00:20:42,674 Just push the button. 460 00:20:42,674 --> 00:20:43,942 People might not listen to the beginning. 461 00:20:43,942 --> 00:20:46,211 You might need to push it out to people in the beginning. 462 00:20:46,211 --> 00:20:50,082 But having a conversation on something that you are an authority 463 00:20:50,082 --> 00:20:53,085 figure on or at least you know a little bit about it, right? 464 00:20:53,285 --> 00:20:56,188 Having a conversation with friends is even easier, 465 00:20:56,188 --> 00:20:59,191 because you can banter for a little while and then say, I want to talk about 466 00:20:59,191 --> 00:21:03,362 these five things in my podcast interview. 467 00:21:03,362 --> 00:21:05,197 Or maybe it's a shorter version, right? 468 00:21:05,197 --> 00:21:09,301 Interviews can be half an hour, or they can be a five minute podcast 469 00:21:09,301 --> 00:21:12,371 talking about, I want to talk about PBM transparency 470 00:21:12,537 --> 00:21:17,442 and how to analyze an EOB explanation of benefits, things like that. 471 00:21:17,442 --> 00:21:19,344 You can have three points that you want to talk about 472 00:21:19,344 --> 00:21:21,513 any five minutes you put that on a podcast, 473 00:21:21,513 --> 00:21:23,582 but that's only the first step. 474 00:21:23,582 --> 00:21:26,118 Then you need to send it to people, right? 475 00:21:26,118 --> 00:21:29,521 I recommend people define what's called a dream 100. 476 00:21:29,688 --> 00:21:33,659 This is the 100 list of 100 people that you would do perfect with. 477 00:21:33,992 --> 00:21:37,262 And in the book I talk about you do, I took a talk about a niche. 478 00:21:37,262 --> 00:21:37,863 Right. 479 00:21:37,863 --> 00:21:38,297 The guy's 480 00:21:38,297 --> 00:21:42,200 niche in the book is manufacturing I because he knows about manufacturers. 481 00:21:42,234 --> 00:21:43,168 He made pasta. 482 00:21:43,168 --> 00:21:45,671 He made pasta. He was a pasta manufacturer. 483 00:21:45,671 --> 00:21:51,543 But so many brokers, if they say like I am the broker for associations, right. 484 00:21:51,543 --> 00:21:51,943 Our friend John Kuhlmann does that. 485 00:21:52,911 --> 00:21:54,046 That's what his thing is. 486 00:21:54,046 --> 00:21:55,447 He’s really good at it probably. 487 00:21:55,447 --> 00:21:57,349 And he's also in the book. By the way. 488 00:21:57,349 --> 00:21:59,518 He probably has other types of clients. 489 00:21:59,518 --> 00:22:02,988 But if you focus on the niche, what you focus on expands, 490 00:22:02,988 --> 00:22:05,857 because then you say, this is who I am for, right? 491 00:22:05,857 --> 00:22:06,391 You probably. 492 00:22:06,391 --> 00:22:08,026 And you become the authority figure. 493 00:22:08,026 --> 00:22:11,163 And John has become an authority figure in the association, 494 00:22:11,763 --> 00:22:13,632 and you work with him, both of you. 495 00:22:13,632 --> 00:22:16,268 So let's segue to something because he threw it out there. 496 00:22:16,268 --> 00:22:20,839 But one of the most complicated, misunderstood things out there is the PBM. 497 00:22:21,273 --> 00:22:23,942 First of all, tell what a PBM Steve is. 498 00:22:23,942 --> 00:22:27,112 It's a pharmacy benefit manager as part of the health plan that manages 499 00:22:27,112 --> 00:22:31,016 all the prescriptions and that can eat up a lot of the claims. 500 00:22:31,016 --> 00:22:34,019 I mean, sometimes over half. Okay. 501 00:22:34,052 --> 00:22:34,986 Explain that. 502 00:22:34,986 --> 00:22:35,320 Yeah. 503 00:22:35,320 --> 00:22:38,724 So a pharmacy like generic drugs aren't a big deal. 504 00:22:38,724 --> 00:22:40,592 Even the brand name drugs are not a big deal. 505 00:22:40,592 --> 00:22:41,693 Where it comes into play 506 00:22:41,693 --> 00:22:45,464 is there's TV, commercial drugs, the specialty medications. Yep. 507 00:22:45,597 --> 00:22:47,699 The ones that, you know, they're paying millions of dollars for 508 00:22:47,699 --> 00:22:51,136 ads, work because they have a patent on it and they can charge whatever. 509 00:22:51,903 --> 00:22:55,574 There's some examples, such as Stelara, costs like $27,000 510 00:22:55,941 --> 00:22:58,377 every fill, which can be every other month. 511 00:22:58,377 --> 00:23:01,713 I mean, who can really afford that as an employee or an employer? 512 00:23:02,180 --> 00:23:07,185 One thing that people don't realize is there's also massive rebates. 513 00:23:07,552 --> 00:23:10,622 That's the hidden part of the industry, and people do not understand. 514 00:23:10,756 --> 00:23:10,956 Yeah. 515 00:23:10,956 --> 00:23:14,793 So let's talk about that because there's a lot of money there under the table 516 00:23:15,160 --> 00:23:18,163 that the employer doesn't see if they're not, 517 00:23:18,263 --> 00:23:21,566 if the broker is not smart enough to know how to get those rebates. 518 00:23:21,900 --> 00:23:22,334 Okay. 519 00:23:22,334 --> 00:23:25,637 Or there's a part in the book actually where I think Ryan talks about, 520 00:23:26,405 --> 00:23:29,040 the asking for the asking you. 521 00:23:29,040 --> 00:23:33,111 He shake his head, just asking for the printout from the carrier on the rebates. 522 00:23:33,111 --> 00:23:37,549 And what he gets is a cut and pasted spreadsheet that doesn't tell him 523 00:23:37,549 --> 00:23:38,216 anything. 524 00:23:38,216 --> 00:23:40,585 Okay, because that's not something they want to disclose. 525 00:23:40,585 --> 00:23:41,620 So talk about it. 526 00:23:41,620 --> 00:23:43,955 So large groups have got rebates forever. 527 00:23:43,955 --> 00:23:46,958 I mean they get them for if you have 500 plus employees, 528 00:23:47,192 --> 00:23:49,795 maybe a thousand plus any PBM is going to give you rebates 529 00:23:49,795 --> 00:23:50,929 if they want the business. 530 00:23:50,929 --> 00:23:53,131 There's no volume for them to make sense. 531 00:23:53,131 --> 00:23:57,002 Small groups and middle sized groups historically have never seen them. 532 00:23:57,002 --> 00:23:58,470 No, and they don't know what they are. 533 00:23:58,470 --> 00:24:00,305 They don’t know what they are, until now. 534 00:24:00,305 --> 00:24:04,009 So now there's PBMs that operate just on basically like an admin fee. 535 00:24:04,242 --> 00:24:05,710 They charge an administrative fee, 536 00:24:05,710 --> 00:24:09,448 but all the rebates are passed through back to the employer. 537 00:24:09,448 --> 00:24:11,983 and they're not for profit basically. Pretty much exactly. 538 00:24:11,983 --> 00:24:16,822 And those, those like Stelara, 27 grand after rebates it’s only about four grand. 539 00:24:17,022 --> 00:24:18,990 It's a big swing. Yeah it is a big swing. 540 00:24:18,990 --> 00:24:23,895 So so at Detego with our Population Science Management program for GigCare, 541 00:24:24,529 --> 00:24:27,532 we have Script Aid which is our own PBM. 542 00:24:27,833 --> 00:24:29,367 And we so we do three things. 543 00:24:29,367 --> 00:24:32,437 We do a drug importation okay. 544 00:24:32,437 --> 00:24:35,640 So if for that particular drug, if we brought it in 545 00:24:35,640 --> 00:24:39,044 from Canada would probably be 3 or $4000. 546 00:24:39,077 --> 00:24:41,012 If that, maybe less. Okay. 547 00:24:41,012 --> 00:24:42,547 So we do it that way. 548 00:24:42,547 --> 00:24:44,649 We do it with drugs that are on the formulary. 549 00:24:44,649 --> 00:24:47,285 If they're expensive and even if they're not on the formulary, 550 00:24:47,285 --> 00:24:49,955 we don't tell you: “Well, that's your problem”. 551 00:24:49,955 --> 00:24:52,958 Now you contrast that with the BUCA ACA plan. 552 00:24:53,792 --> 00:24:55,560 The broker's got no solution for that. 553 00:24:55,560 --> 00:24:56,394 No. Okay. 554 00:24:56,394 --> 00:24:59,130 Well our plan has the solution because we go out 555 00:24:59,130 --> 00:25:01,600 and we bring that drug in and we don't make them pay 556 00:25:01,600 --> 00:25:03,902 the difference is what it is, and we bring it in. 557 00:25:03,902 --> 00:25:06,037 The other thing we do is foundational assistance. 558 00:25:06,037 --> 00:25:07,973 And that's a big deal, okay. 559 00:25:07,973 --> 00:25:11,977 Because what 90% of the people don't know and most of the brokers don't know 560 00:25:11,977 --> 00:25:15,280 or don't know how to do it, is to file for foundational assistance. 561 00:25:15,280 --> 00:25:17,482 That's all stuff that you guys do. 562 00:25:17,482 --> 00:25:19,184 So that foundational assistance 563 00:25:19,184 --> 00:25:22,187 means, just so you understand the audience out there and brokers, 564 00:25:22,287 --> 00:25:25,056 if you've never heard of it, okay, if you need a growth hormone 565 00:25:25,056 --> 00:25:28,827 drug and it's $100,000 a year, you're probably not able to afford that 566 00:25:29,027 --> 00:25:30,762 unless you're a multi-millionaire. 567 00:25:30,762 --> 00:25:34,699 But if you are working with the carrier, like in our case 568 00:25:34,699 --> 00:25:37,969 Detego and Population Science Management, GigCare. 569 00:25:38,136 --> 00:25:41,006 We actually have our own nurses at Script Aide to go out 570 00:25:41,006 --> 00:25:44,943 and do the paperwork, get the medication, have it drop shipped to your door. 571 00:25:44,976 --> 00:25:47,779 And that's exactly what you're talking about, is it not correct? 572 00:25:47,779 --> 00:25:49,848 Yeah. They call them patient assistance programs. 573 00:25:49,848 --> 00:25:53,051 And so but most of our carriers offer them as well. 574 00:25:53,051 --> 00:25:55,186 And the member typically gives them for free. 575 00:25:55,186 --> 00:25:56,454 That's exactly right. 576 00:25:56,454 --> 00:25:58,623 Yeah. More times than not it's free. Yeah. 577 00:25:58,623 --> 00:26:02,861 We have some carriers that do it very gently where, you know, hey, 578 00:26:02,861 --> 00:26:05,063 you can get the medication through your health plan, 579 00:26:05,063 --> 00:26:07,265 but it's going to be your deductible and coinsurance. 580 00:26:07,265 --> 00:26:11,369 Or we can source from Canada or New Zealand or do a PAP or patient 581 00:26:11,403 --> 00:26:13,872 assistance program. And this is $0 co-pay. 582 00:26:13,872 --> 00:26:16,741 Some of our carriers use a hammer instead of a scalpel. 583 00:26:18,810 --> 00:26:20,712 I'm gonna, I'm afraid to ask you where we come in. 584 00:26:20,712 --> 00:26:22,881 But anyway, go ahead. So, this is not you guys, but. 585 00:26:22,881 --> 00:26:24,382 But what they do is. 586 00:26:24,382 --> 00:26:26,151 So they'll cover the medication no matter what. 587 00:26:26,151 --> 00:26:27,986 On a 30 day to 60 day supply. 588 00:26:27,986 --> 00:26:30,555 So there's no disruption in care, right? 589 00:26:30,555 --> 00:26:34,793 But then after that, the member then is required to do the program right. 590 00:26:34,993 --> 00:26:37,529 They're required to go through the advocacy program 591 00:26:37,529 --> 00:26:39,564 to get the medication and they get it for free. Right? 592 00:26:39,564 --> 00:26:39,931 Okay. 593 00:26:39,931 --> 00:26:44,603 Now, if they can't source internationally or they can't do an assistance program, 594 00:26:44,803 --> 00:26:45,937 then they do 595 00:26:45,937 --> 00:26:48,206 get it through the health plan or they do cover it, 596 00:26:48,206 --> 00:26:50,842 but they have to go through those avenues first. 597 00:26:50,842 --> 00:26:54,079 And I do like that for the the clients that are willing to have 598 00:26:54,079 --> 00:26:57,148 a little bit of disruption, because if you're a group that's being 599 00:26:57,148 --> 00:27:02,287 just destroyed by high cost medications, these carriers can be a great solution. 600 00:27:02,287 --> 00:27:04,255 But I just have to know, what are your needs? 601 00:27:04,255 --> 00:27:05,857 What is your risk tolerance? 602 00:27:05,857 --> 00:27:07,058 Is it 603 00:27:07,058 --> 00:27:09,327 you know, that you have some medications you want to reduce, 604 00:27:09,327 --> 00:27:11,162 and you want the employees to have the choice? 605 00:27:11,162 --> 00:27:15,433 Or do you want to, you know, make the employees go through the program? 606 00:27:15,433 --> 00:27:16,534 Again, it's not disruptive. 607 00:27:16,534 --> 00:27:19,537 They give them a 30 day to 60 day supply with plenty of time. 608 00:27:19,671 --> 00:27:22,107 That's correct. Yeah. Yeah okay. And so 609 00:27:23,308 --> 00:27:25,910 when you talk about these carriers you're talking about people 610 00:27:25,910 --> 00:27:29,080 very similar to what Detego, we're a TPA but we have our own plans. 611 00:27:29,581 --> 00:27:32,183 Talk about some of the other carriers you work with that 612 00:27:32,183 --> 00:27:36,521 are not the BUCA plans that are look, BUCA plans fit for some people. 613 00:27:36,521 --> 00:27:40,291 They don't fit for a lot of people and a lot of people are struggling with cost. 614 00:27:40,492 --> 00:27:43,695 And unfortunately, this is work. Okay. 615 00:27:43,695 --> 00:27:46,765 If if your broker's not willing to do the work, 616 00:27:46,898 --> 00:27:49,167 you're probably not gonna know there are alternatives out there. 617 00:27:49,167 --> 00:27:51,002 So talk about some of these other alternatives. 618 00:27:51,002 --> 00:27:51,236 Yeah. 619 00:27:51,236 --> 00:27:53,672 So we have are they really fall into two buckets. 620 00:27:53,672 --> 00:27:57,208 We have the tech, you know, stack companies that are very AI based 621 00:27:57,208 --> 00:27:58,109 tech based. 622 00:27:58,109 --> 00:28:01,613 And that's going to be Angle Health, Arlo Health, Level Health. 623 00:28:01,980 --> 00:28:05,684 And those are the three real tech heavy vendors, Health In Tech as well. 624 00:28:05,684 --> 00:28:07,118 I was very tech focused. 625 00:28:07,118 --> 00:28:08,086 All the underwriting is done AI. 626 00:28:08,086 --> 00:28:10,689 No health apps are required. 627 00:28:10,689 --> 00:28:12,957 Angle Health goes down to five lives. 628 00:28:12,957 --> 00:28:15,627 The other three go down to the ten lives. 629 00:28:15,627 --> 00:28:17,696 They all have prescription management tools. 630 00:28:17,696 --> 00:28:20,131 They're all do it a little bit differently. 631 00:28:20,131 --> 00:28:22,000 Health In Tech is the one that I like for the groups 632 00:28:22,000 --> 00:28:25,103 that are have a lot of high cost drugs because they use the hammer approach. 633 00:28:27,272 --> 00:28:27,972 The rest use, the rest use 634 00:28:27,972 --> 00:28:30,975 the scalpel approach where it’s, hey, you have the choice, it's up to you. 635 00:28:31,743 --> 00:28:33,011 But that's what they do. 636 00:28:33,011 --> 00:28:35,780 And we have some more legacy carriers that are a little bit more 637 00:28:35,780 --> 00:28:37,716 well known to the population out there. 638 00:28:37,716 --> 00:28:39,317 We got TrustMark. 639 00:28:39,317 --> 00:28:40,719 I know TrustMark and used to work with them. 640 00:28:40,719 --> 00:28:42,787 They're very good. We work with them a lot. 641 00:28:42,787 --> 00:28:45,790 We have all formerly All State Benefits now Nationwide Benefits. 642 00:28:46,024 --> 00:28:46,224 Yeah. 643 00:28:46,224 --> 00:28:48,860 Then we carry your Optimal Benefits. Yep. 644 00:28:48,860 --> 00:28:49,761 And then here's one that's 645 00:28:49,761 --> 00:28:53,231 maybe not well known per se, but Great American Insurance. 646 00:28:53,565 --> 00:28:55,200 I've heard of it. I don't know much about it. 647 00:28:55,200 --> 00:28:57,702 Their reinsurance company, they've been around since the 1800s. 648 00:28:57,702 --> 00:28:58,336 That’s how I know them. 649 00:28:58,336 --> 00:29:01,873 $33 billion in assets. So they're no joke? 650 00:29:01,940 --> 00:29:02,574 No, they are not. 651 00:29:02,574 --> 00:29:06,544 But they've released a Small Group Level Funded plan, 2 to 99, 652 00:29:06,544 --> 00:29:08,179 Ten plus A underwriting. 653 00:29:08,179 --> 00:29:10,081 And the rates have just been phenomenal. 654 00:29:10,081 --> 00:29:12,450 So that is exactly why we're doing this show. 655 00:29:12,450 --> 00:29:14,018 What do I always say about this show? 656 00:29:14,018 --> 00:29:15,887 We're here to educate and inform. 657 00:29:15,887 --> 00:29:17,822 We just informed you and educated you. 658 00:29:17,822 --> 00:29:20,558 If you're a broker and you heard some of these names 659 00:29:20,558 --> 00:29:23,094 and you want access, you want to know how do I get involved? 660 00:29:23,094 --> 00:29:24,062 What do I do? 661 00:29:24,062 --> 00:29:26,664 This makes sense. I've got clients I need help with. 662 00:29:26,664 --> 00:29:27,932 Maybe I've got clients 663 00:29:27,932 --> 00:29:30,101 that I want to bring on board, but I can't because 664 00:29:30,101 --> 00:29:31,603 I don't have anything innovative. 665 00:29:31,603 --> 00:29:36,441 Go to the website BrokersBloc com BrokersBloc.com. 666 00:29:36,441 --> 00:29:38,576 We'll be right back after the break. Stay there. 667 00:29:38,576 --> 00:29:39,911 You're listening to America's 668 00:29:39,911 --> 00:29:43,882 Healthcare Advocate broadcasting coast to coast across the USA. 669 00:29:43,882 --> 00:29:44,816 We'll be right back. 670 00:29:51,990 --> 00:29:52,791 Welcome back. 671 00:29:52,791 --> 00:29:56,161 You're listening to America's Healthcare Advocate show broadcasting coast 672 00:29:56,161 --> 00:30:00,031 to coast across the USA here on the HIA Radio Network. 673 00:30:00,031 --> 00:30:00,598 You can find out 674 00:30:00,598 --> 00:30:03,835 more about us by going to the website AmericasHealthcareAdvocate.com. 675 00:30:04,035 --> 00:30:07,639 By the way, maybe you work in a medium to small size agency 676 00:30:07,639 --> 00:30:08,973 and you guys are struggling. 677 00:30:08,973 --> 00:30:11,976 You know, trying to add new clients or even trying to keep your book. 678 00:30:12,243 --> 00:30:14,946 This podcast is up on 16 podcast platforms. 679 00:30:14,946 --> 00:30:15,914 It's on YouTube. 680 00:30:15,914 --> 00:30:17,549 You can go to this whole show, 681 00:30:17,549 --> 00:30:21,419 you know, tell the owner of your agency, your brokerage. 682 00:30:21,553 --> 00:30:23,488 Hey, we need to connect with these guys. 683 00:30:23,488 --> 00:30:26,257 Well, why? Who are these guys? Well, go up and listen to the show. 684 00:30:26,257 --> 00:30:27,592 Go up and do the podcast. 685 00:30:27,592 --> 00:30:29,394 Go up and do the YouTube. We’ve got. 686 00:30:29,394 --> 00:30:31,296 What do we have, 643,000. 687 00:30:31,296 --> 00:30:33,998 Dave just said in our last count. Nine. 688 00:30:33,998 --> 00:30:35,233 There we go. 689 00:30:35,233 --> 00:30:38,236 649,000. See, I get it wrong every time. 690 00:30:38,236 --> 00:30:42,273 The point I'm making is you're never too old to learn. 691 00:30:43,074 --> 00:30:44,409 There's innovation out there. 692 00:30:44,409 --> 00:30:46,477 These two young men, they're young to me. 693 00:30:46,477 --> 00:30:49,247 Okay. Are really good at what they do. 694 00:30:49,247 --> 00:30:52,383 And I urge you, to take a moment. 695 00:30:52,417 --> 00:30:57,121 And if you're a broker out there, go to their website, BrokersBloc.com. 696 00:30:57,322 --> 00:30:57,555 All right. 697 00:30:57,555 --> 00:30:59,991 Let's talk a little bit about, Well, first 698 00:30:59,991 --> 00:31:03,294 let's talk about the Broker 300 Club because I think this is kind of cool. 699 00:31:03,895 --> 00:31:05,263 And what does that mean? 700 00:31:05,263 --> 00:31:08,199 And what it is, it's an exclusive club for our brokers 701 00:31:08,199 --> 00:31:11,436 that are, you know, high level producers that are innovative. 702 00:31:11,436 --> 00:31:14,072 They know what they're doing in the industry using innovative carriers. 703 00:31:14,072 --> 00:31:17,041 And so what it is, is we're putting together a retreat. 704 00:31:17,342 --> 00:31:19,143 It's going to be in May of next year, 705 00:31:19,143 --> 00:31:22,113 and it's going to be for brokers to get together, congregate 706 00:31:22,113 --> 00:31:25,383 with the carriers, innovative carriers, and just have, you know, 707 00:31:25,917 --> 00:31:29,821 dedicated attention to learning the new products, processes, systems, 708 00:31:30,121 --> 00:31:33,124 networks, everything that's out there that they can offer to their clients. 709 00:31:33,358 --> 00:31:36,361 And if you're a broker wanting to be innovative in 2026 710 00:31:36,361 --> 00:31:39,664 and 2027, you definitely want to be a part of it. See? 711 00:31:39,664 --> 00:31:44,335 And what that reminds me of is back in the day, when Paredo, which 712 00:31:44,335 --> 00:31:47,872 is the largest captive in the country now, and Berkeley Hamilton captive 713 00:31:48,206 --> 00:31:51,843 when they would hold events, Paredo was probably the best at this. 714 00:31:51,843 --> 00:31:54,846 They would hold them, usually twice a year in Nashville. 715 00:31:55,680 --> 00:32:00,018 And the amount of information that got pumped out in those events, 716 00:32:00,018 --> 00:32:01,953 I mean, you know, when I first started with Paredo, 717 00:32:01,953 --> 00:32:05,189 I think there might have been 300 total clients and brokers combined 718 00:32:05,523 --> 00:32:06,491 by the time I left. 719 00:32:06,491 --> 00:32:10,862 I think it was up to I think it's 4000, now brokers. 720 00:32:10,862 --> 00:32:13,131 And I don't know how many clients have got involved. 721 00:32:13,131 --> 00:32:15,433 It's it's gotten enormous. Okay. 722 00:32:15,433 --> 00:32:18,369 Because Cavanaugh and Clayton, the guys that started was very much like you guys. 723 00:32:18,369 --> 00:32:20,371 They did something out of the box. 724 00:32:20,371 --> 00:32:20,905 Okay. 725 00:32:20,905 --> 00:32:24,075 Problem was you had to be 100 lives or more to qualify for it. 726 00:32:24,075 --> 00:32:25,944 Well, you know, for us, that was great. 727 00:32:25,944 --> 00:32:28,279 You know, we were in the self-funded market. 728 00:32:28,279 --> 00:32:32,951 But what you're offering now is a solution for brokers in the small group market. 729 00:32:32,951 --> 00:32:34,218 And one of you 730 00:32:34,218 --> 00:32:37,188 just mentioned one of your carriers goes down to five lives, correct? 731 00:32:37,188 --> 00:32:39,090 Actually, several of them go down to two lives. 732 00:32:39,090 --> 00:32:39,924 Well that's it. 733 00:32:39,924 --> 00:32:43,661 And that's a big deal because there are a lot of mom pop shops out there 734 00:32:43,661 --> 00:32:47,098 that can't get health insurance, or they get it on the ACA plans. 735 00:32:47,098 --> 00:32:49,267 It's horrifically expensive. 736 00:32:49,267 --> 00:32:50,768 And this is an alternative for them. 737 00:32:50,768 --> 00:32:53,838 So you're you're educating the brokers on how to find those people, 738 00:32:53,838 --> 00:32:55,306 get them set up and help them do it. 739 00:32:55,306 --> 00:32:56,507 Correct. Okay. 740 00:32:56,507 --> 00:32:59,043 Let's switch gears a little bit and then talk about the, 741 00:33:00,111 --> 00:33:03,514 the broker directory, because this is to the employer out there 742 00:33:03,514 --> 00:33:06,517 because unfortunately, you know, in this industry 743 00:33:06,884 --> 00:33:09,587 got a lot of lazy people just tell you how it is. 744 00:33:09,587 --> 00:33:10,688 Okay. 745 00:33:10,688 --> 00:33:14,726 You know, my philosophy was if you can't get in front of your client once a quarter 746 00:33:14,892 --> 00:33:17,895 just to tell them how things are going and see how they're doing, 747 00:33:17,929 --> 00:33:18,997 are they having problems? 748 00:33:18,997 --> 00:33:20,531 Are things going well for them? 749 00:33:20,531 --> 00:33:23,034 You know, there are there other employees happy? 750 00:33:23,034 --> 00:33:24,102 What's going on. 751 00:33:24,102 --> 00:33:25,937 Then I don't think you're doing your job. 752 00:33:25,937 --> 00:33:29,073 And unfortunately I think in this industry that doesn't happen a lot. 753 00:33:29,974 --> 00:33:33,111 And if you're an employer, I tell you, you're unhappy with a broker 754 00:33:33,111 --> 00:33:36,147 that shows up once a year with the spreadsheet and says, pick your poison. 755 00:33:36,481 --> 00:33:37,949 That's not the way this should work. 756 00:33:37,949 --> 00:33:41,886 Okay, so talk a little bit about your broker list and what what 757 00:33:42,053 --> 00:33:45,089 those are qualified brokers that are looking for alternatives 758 00:33:45,089 --> 00:33:47,792 to what's out there. Let's talk about that. Absolutely. 759 00:33:47,792 --> 00:33:50,895 So not only have we vetted carriers we’re also vetting brokers as well. 760 00:33:51,229 --> 00:33:55,233 So if a client of a group is looking for a quality broker 761 00:33:55,633 --> 00:34:00,171 that can meet their needs, we have brokers in all shapes and shapes and sizes. 762 00:34:00,204 --> 00:34:03,841 We have brokers that work with small groups, large group, medium groups. 763 00:34:04,142 --> 00:34:07,178 So whatever your needs are, wherever you're located at geographically, 764 00:34:07,478 --> 00:34:10,681 we can actually source you a very highly vetted quality broker. 765 00:34:10,915 --> 00:34:13,051 And so, you know, maybe you'll give them a 2 or 3 766 00:34:13,051 --> 00:34:14,852 and they can pick the one they like type of thing. 767 00:34:14,852 --> 00:34:15,319 Yeah. Yeah. 768 00:34:15,319 --> 00:34:20,758 So that again that website is BrokersBloc.com BrokersBloc.com. 769 00:34:21,626 --> 00:34:24,128 There needs to be change in this industry okay. 770 00:34:24,128 --> 00:34:26,497 And you know what. 771 00:34:26,497 --> 00:34:28,066 What you're doing Ryan. 772 00:34:28,066 --> 00:34:32,203 You and Stephen, the two of you together, you know, to help brokers 773 00:34:32,203 --> 00:34:35,873 improve the process at the end of the day is really going to help the employer, 774 00:34:36,474 --> 00:34:37,975 and the employee with that experience. 775 00:34:37,975 --> 00:34:38,976 Yes. Yeah. 776 00:34:38,976 --> 00:34:43,347 I mean, if one of the things that we try to do ourselves is figure out 777 00:34:43,347 --> 00:34:47,251 how can we systematize operations, and use AI to do that, 778 00:34:47,452 --> 00:34:52,090 and I think there's a big opportunity to help brokers do things in a similar way 779 00:34:52,090 --> 00:34:57,061 to actually how we do it, whether that's making creating content for those brokers. 780 00:34:57,061 --> 00:35:01,165 And then the brokers can also do a very similar thing for their clients 781 00:35:01,632 --> 00:35:03,701 to find their niche. Right? 782 00:35:03,701 --> 00:35:07,038 But also figure out, okay, we use AI in different ways 783 00:35:07,038 --> 00:35:10,608 in order to streamline our operations because we're we're a lean team, right. 784 00:35:11,476 --> 00:35:14,378 But there's brokers in the similar situations, right? 785 00:35:14,378 --> 00:35:17,381 So it kind of the processes and the systemization 786 00:35:17,849 --> 00:35:20,585 funnels down to how the brokers can operate as well. 787 00:35:20,585 --> 00:35:23,588 So that's one of the things we can advise on as well. 788 00:35:23,754 --> 00:35:24,021 Yeah. 789 00:35:24,021 --> 00:35:27,391 You know in John Kuhlmann’s in the book and which is interesting, John's done 790 00:35:28,726 --> 00:35:30,294 a number of different radio shows with me. 791 00:35:30,294 --> 00:35:33,297 He's going to be back here next week, to do some more. 792 00:35:33,331 --> 00:35:37,502 But he works very closely with you guys, and has a lot of regard 793 00:35:37,502 --> 00:35:41,939 for what you're doing and innovates and uses a lot of your processes. 794 00:35:41,939 --> 00:35:44,242 And, you know, we talked about associations. Yeah. 795 00:35:44,242 --> 00:35:48,045 And how and I see the emails, the back and forth where you're working with him, 796 00:35:48,045 --> 00:35:49,647 all the various associations. 797 00:35:49,647 --> 00:35:54,752 But he is an example, at least to me, of a broker that found a niche. 798 00:35:55,353 --> 00:35:58,322 There are a lot of brokers out there in this space, and I'm 799 00:35:58,322 --> 00:36:02,260 I it's amazed me how it's just blown up. 800 00:36:02,894 --> 00:36:04,362 I mean, 801 00:36:04,362 --> 00:36:06,531 you know, Toolbelt, 1099 802 00:36:06,531 --> 00:36:10,601 employees that work at Home Depot and, and Menards to come out, 803 00:36:10,601 --> 00:36:12,036 you buy a refrigerator, they're gonna 804 00:36:12,036 --> 00:36:15,773 you need to have the icemaker put in these guys come out or gals and put it in. 805 00:36:15,773 --> 00:36:19,610 And there's a whole association full of these guys with a 250,000 people 806 00:36:19,610 --> 00:36:20,511 in this thing. 807 00:36:20,511 --> 00:36:22,580 Yeah. NHRA. 808 00:36:22,580 --> 00:36:24,015 I happen to be a car guy. 809 00:36:24,015 --> 00:36:25,349 National Hot Rod Association. 810 00:36:25,349 --> 00:36:27,585 That blew me away. I'm like, he brought that. 811 00:36:27,585 --> 00:36:28,786 He goes, do you know who these guys said? 812 00:36:28,786 --> 00:36:31,989 Yeah, I've been to more NHRA races and you can possibly imagine. 813 00:36:31,989 --> 00:36:32,657 Okay. 814 00:36:32,657 --> 00:36:34,058 So I mean, it's amazing 815 00:36:34,058 --> 00:36:36,694 how many these are out there and you guys are assisting him. 816 00:36:36,694 --> 00:36:37,094 Yeah. 817 00:36:37,094 --> 00:36:37,628 Well, you know, 818 00:36:37,628 --> 00:36:42,166 I think a lot of other brokers can think the same way that he's thinking, right. 819 00:36:42,166 --> 00:36:45,036 Like figuring out, okay, his niece's like associations. 820 00:36:45,036 --> 00:36:49,407 But the thing is, there's associations for so many things, right? 821 00:36:50,107 --> 00:36:53,644 One of our brokers, they are they focus on credit unions 822 00:36:53,644 --> 00:36:55,179 and non profits Interesting. 823 00:36:55,179 --> 00:36:57,915 because these are all groups. Yeah. 824 00:36:57,915 --> 00:37:01,319 We were at a Texas Roadhouse the other night because I love Texas Roadhouse. 825 00:37:01,686 --> 00:37:03,955 And we he actually eats at Texas Roadhouse. 826 00:37:03,955 --> 00:37:04,622 Great. 827 00:37:04,622 --> 00:37:05,823 Stephen not so much. 828 00:37:05,823 --> 00:37:07,425 So I'm just going to tell you. But anyway. 829 00:37:07,425 --> 00:37:08,526 Actually I do okay. 830 00:37:08,526 --> 00:37:10,628 Okay. It’s where he charges his Tesla. 831 00:37:10,628 --> 00:37:10,928 Yeah. 832 00:37:10,928 --> 00:37:12,363 So if you were in a Texas 833 00:37:12,363 --> 00:37:16,067 Roadhouse somewhere like oh I bet there's a restaurant association, of course. 834 00:37:16,100 --> 00:37:18,369 Or you could be a broker if you're a broker 835 00:37:18,369 --> 00:37:22,406 that's worked with 1 or 3 restaurants just because you found the business 836 00:37:22,406 --> 00:37:26,377 that way, think like, okay, what are the commonalities between my clients? 837 00:37:26,377 --> 00:37:28,112 And maybe they're a restaurant. 838 00:37:28,112 --> 00:37:30,114 They're there's a restaurant association out there. 839 00:37:30,114 --> 00:37:33,551 You can be the broker for that restaurant association. 840 00:37:33,851 --> 00:37:35,052 Do things like that. 841 00:37:35,052 --> 00:37:37,622 Is that's exactly what I'm talking about okay. 842 00:37:37,622 --> 00:37:38,990 And that's why I think 843 00:37:38,990 --> 00:37:40,891 having these two young men here doing this show 844 00:37:40,891 --> 00:37:42,927 that we're going to do more of this, they've got 845 00:37:42,927 --> 00:37:45,563 they've got some great programs and we're going to be talking about these 846 00:37:45,563 --> 00:37:46,230 throughout the year. 847 00:37:46,230 --> 00:37:50,901 But this is why I wanted to do this today, because if I was that medium broker, 848 00:37:50,901 --> 00:37:54,538 that small broker who became a bigger broker because of this radio show 849 00:37:54,572 --> 00:37:57,708 back in the day before we had all of this AI and everything else. 850 00:37:57,942 --> 00:38:00,444 But the beauty of it is it's a tool now that's available. 851 00:38:00,444 --> 00:38:01,979 You just heard Ryan describe it. 852 00:38:01,979 --> 00:38:05,049 You heard Stephen talk about their their 300 club, what they're doing. 853 00:38:05,883 --> 00:38:09,587 I urge you to take a minute to connect with these guys and just listen to 854 00:38:09,587 --> 00:38:10,621 what they've got. 855 00:38:10,621 --> 00:38:12,056 You might be surprised what you learn 856 00:38:12,056 --> 00:38:13,958 and you might be surprised how they can help you. 857 00:38:13,958 --> 00:38:18,296 The website is BrokersBloc.com, bloc. 858 00:38:18,329 --> 00:38:20,531 BrokersBloc.com. 859 00:38:20,531 --> 00:38:22,633 Thank you both for being here, it was a great show today. 860 00:38:22,633 --> 00:38:24,035 Thank you. Appreciate you both. 861 00:38:24,035 --> 00:38:25,069 And now I leave you with this 862 00:38:25,069 --> 00:38:28,072 thought from Albert Einstein, the one who follows the crowd, 863 00:38:28,172 --> 00:38:30,408 will usually get no further than the crowd. 864 00:38:30,408 --> 00:38:34,779 The one who walks alone is likely to find himself in places no one has ever been. 865 00:38:35,046 --> 00:38:36,947 Remember, friends, it's a funny thing about life. 866 00:38:36,947 --> 00:38:40,951 If you refuse to accept anything but the very best, you most often get it. 867 00:38:41,252 --> 00:38:44,121 Thank you for listening to America's Healthcare Advocates Show. 868 00:38:44,121 --> 00:38:47,158 Broadcasting coast to coast across USA. 869 00:38:47,158 --> 00:38:48,459 Goodbye America.