Bob Gearhart Sr. & Bob Gearhart Jr. | DCW (Photo: Tom McKenzie)
NEW MODEL, SAME PRINCIPLES
Bob Gearhart Sr. and Bob Gearhart Jr. are the successors to a longstanding insurance consulting business. Gearhart Sr.'s mother, Connie Gearhart, founded the company in 1991 to help people who were falling through the cracks between employer retirement insurance plans and Medicare.
"There was no Medigap insurance then," Gearhart Sr. says. "It spoke volumes about how screwed up the claims system was at the time that you had to have an intermediary help you know how to file a claim, first with a company retirement health plan, and then with Medicare. So we started out as health care claims consultants."
The Gearharts' company, DCW, is today emphasizing consulting over a traditional insurance brokerage model. With a focus on developing a fee-for-performance approach, they say the firm represents a step forward for the industry.
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