| Monday, April 19 |
| 8 AM - 12:00 PM | Pre-Conference |
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CE Pre-Conference Session – CDHC
Sharon Alt & Eric Johnson
This year’s pre-con will feature a CDHC program offered only through the National Association of Health Underwriters. The program is a four-hour course on CDHC that will provide technical, actionable information you can use to help clients consider these growing plans and implement.. The course: compares HRAs, HSAs and other plan designs, presents comprehensive guidance on eligibility, contributions and all technical elements, provides two frameworks—one for selling CDHC and another for implementing it, which brokers may share with employers. The cost of the course is $125 for NAHU members and $175 for non-members.
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| 9 AM - 10 AM | Pre-Conference |
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Critical Illness Insurance 101 presented by NACII
Earn 1 Continuing Education Credit: This one hour course is approved for 1 hour of CE credit, just by attending, in the states of PA, NC and DE
Grow your business by increasing sales , lowering acquisition costs and offering your clients a unique and valuable product . Filling a need that consumers have as well as filling the "Gaps" in protection other insurance products leave, using a product that is a natural fit with whatever your present product mix is. The newest worldwide insurance phenomenon , Critical Illness Insurance, is the only product not developed in Insurance Companies Ivory Towers. Unrestricted cash when clients need it most is a sale you can make. Get a decided advantage over your competitors. Learn the history of this remarkable product, what it is, and most importantly how it can be presented and sold
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| 1 PM - 2:30 PM | Opening Keynote |
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Knock ‘em alive! Powerful presentation skills
Scott Halford
If you can’t communicate your ideas, services and products to people, you’re leaving money on the table. Come learn from the master how to present effectively and with power. Scott Halford has taught thousands worldwide how to present like a pro. He’s a professional speaker and writer and on the Board of Directors of the National Speakers Association.
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| 2:45 PM - 3:45 PM |
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TRACK: SELLING GROUP
Health Care Survey
Michael Main & Denis Storey
Back by popular demand are Benefits Selling editor Denis Storey and Michael Main of Oliver Wyman. They’ve teamed up to present the latest results from their second annual joint health care survey.
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Embrace the change; it is a brave new world of worksite
Jim Christenson
Health Insurance Brokers started the trend of providing value added services to secure health business. Worksite also embraced the concept with benefit communications. Now major insurance carriers are distributing product direct. What’s new, what works and how can you differentiate your worksite and voluntary business.
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The Paradox of Choice: why more is less
Eric Johnson
Americans value choice. But more choice isn’t always better. As we learn in The Paradox of Choice, a bestseller by Professor Barry Schwartz, too much choice can be a bad thing, paralyzing consumers and preventing them from making any decision. In our world, we have to be mindful of this and offer options without overwhelming our clients. This session will show you how.
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TRACK: SELLING TRENDS
Benefits edge: honing the competitive value of employee benefits
Ron Leopold
In crisis there is opportunity. Right now, decision-makers have a historic window to reframe the business value of benefits. But, if they are to master these new realities, they must think differently. This session is intended to spur this critical mind shift by presenting a new approach to benefits that will open your eyes to more effective ways of leveraging benefits resources.
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| 4 PM - 5 PM |
Qualify That Prospect
Joe Alfonsi
Reps typically begin a prospect meeting by positioning their company and products and how they can help their prospect. But how can you position your company and products if you know nothing about your audience? Work forward, not backwards. Learn the 80/20 rule, how to ask the right questions and more.
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Riding the waves
Jim Davidson
Take advantage of the down economy, the broker’s perspective on health care reform and where we need to be three years from now.
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Health plan changes for 2010 and beyond: what’s a broker to do?
John Hickman
Regardless of whether Congress pushes health care reform through this year, employer plan sponsors face significant plan design changes for 2010 and beyond. Learn all about the latest health plan requirements now, and for the future from one of the country’s leading benefits attorneys.
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TRACK: SELLING TRENDS
Medicare: the other side of the story
Mike Smith
This session will teach brokers about the Baby Boomer’s influence in funding Medicare and Medicaid going forward, the role private industry must play and why the government cannot handle the job alone. |
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| Tuesday, April 20 |
| 10:15 AM - 11:15 PM | Keynote |
What just happened?
Greg Scandlen
This consumer-driven health care visionary – and 2008 Benefits Selling Power List member – will share his sharp, sassy insight on the current state of health care reform. And what it means for the consumer-driven market in particular.
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| 11:30 AM - 12:30 PM | Panel Session |
Limited Medical Panel
Brian Robertson
Health care reform and what it could mean may be at the top of everyone’s minds, but you need to take care of your clients today. Come listen to proven limited benefit plan producers discuss how to make the most of limited medical in 2010 and beyond.
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| 2:15 PM - 3:15 PM |
TRACK: SELLING GROUP
You need a new approach to selling
Al Schubert & Patrick McClelland
In these tough times, brokers need a new approach to selling ancillary plans. Case studies reveal how a vision plan contributes to a client’s focus on overall employee health. Beyond the dollar savings, vision plans strengthen the broker/client relationship by helping clients craft comprehensive benefits strategies that deliver cost savings and improve employee health.
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Don’t bring me a renewal – bring me a solution
Peggy Hayes
Employers are struggling to fund core benefits. How do voluntary worksite plans provide solutions? We will discuss three increasingly common scenarios and offer solutions for each: employer shifts risk to by raising deductibles, employer cuts back on other benefits and employer ceases offering benefits.
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CDHC – the real healthcare reform movement
Marty Trussell & Craig Keohan
Despite all the talk coming out of Washington for the need to radically reform healthcare, individuals and employers have been quietly leading a reform movement of their own – switching to consumer-directed health plans and promoting wellness and personal responsibility. Find out the latest trends and developments to guide your clients.
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The voluntary picture becomes clearer
Bonnie Brazzell
This session will look at the latest research from Eastbridge Consulting Group on the voluntary marketplace. Through research with benefit managers, brokers, and carriers, we will address how the voluntary market is changing and what the picture of the future looks like.
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| 3:30 PM - 4:30 PM |
Have you thought about leaving the country?
Renee-Marie Stephano
Several limited medical and self-funded health care plans have turned to medical tourism, where patients travel outside the States for major surgeries and save up to 90 percent on the cost while receiving American-quality health care at top international hospitals. Learn how medical tourism can offer higher quality at much lower prices, and why so many carriers and employers are embracing it.
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How’s your commute?
Barbara L. Gonzales and Gerard Bridi
What if you could save your clients’ employees time and money, reduce your client’s payroll taxes, enhance your client’s benefit package and reduce their carbon output? The session will cover information about the types of benefits covered by IRC 132(f) including transit, parking, vanpooling, and bicycling, and how these programs support clean air initiatives.
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Bulletproof your business with a "Killer" strategy
Jeff Fritz
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Are you ready for mental health parity?
Maureen Gleason
With the new Mental Health Parity law in effect, employers need to review their benefits plans to ensure compliance. For most, changes need to be made to bring mental health benefits to par with physical health plans, and brokers will play critical roles. This presentation will outline the legal changes and what brokers need to know.
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| Wednesday, April 21 |
| 9:30 PM -10:30 PM |
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The Changing Face of RX Plans
George Conmy
This session will take a look at the changing face of Rx plans in America: purchasing groups, transparency pricing and its effect on self-funded medical plans.
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Hybrid plans aren’t just for cars anymore
Greg Rudisill
This case study will examine a standard dental plan and then present a hybrid plan (part insured, part discount plan) to demonstrate the advantages of this strategy.
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Healthcare reform – The impact on the broker community
Sam Fleet
Sam Fleet has the passion and knowledge to talk about how healthcare reform will impact the broker community. He hopes that policy makers address what is really broken about the system as healthcare reform plays out this year, including restoring competition in the marketplace by breaking up the BUCA monopoly and mandating transparency.
There are many worthwhile and far-reaching reforms that should be achievable this year, including those mentioned above. The much-discussed public health insurance plan is all too likely to create an uneven system, undermine what works in the existing employer-provided group health insurance marketplace and cost future generations trillions of dollars.
Sam will reflect on what health care reform in 2009 and through 2010 means for the broker, the challenges they will face and how to react to be successful.
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Where to next? Future opportunities for benefits advisors
Jack Kwicien
This session will cover current benefits trends, challenges and opportunities, potential new business models, new product and service offerings and maintaining clients while evolving your business.
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| 10:45 PM - 12 PM | Closing Keynote |
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Brave new world
Karl Rove
Controversial doesn’t begin to describe him, but few insiders can speak as intelligently – and candidly – about what’s going on inside the Beltway as Karl Rove. It’s a no-holds-barred brand of expertise we need more than ever now that we face an uncertain political climate. Join us as Rove shares his thoughts on where we are with health care reform – and where we’re headed.
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