The broker's summer reading list

Problem solving

Health care is so backwards right now. We’re trying to find the right answers without asking the right questions. “A More Beautiful Question” by Warren Berger shows that crafting the right questions is the key to solving problems rather than answering them. I also love “The Richest Man in Babylon” by George C. Clason. It’s an old book with mounds of wisdom. “Pay yourself first” and you’ll find that you have money for others. Always give back.

Elizabeth Durand, broker account executive, UnitedHealth Group

Benefits blueprint

“DO or DIE: Reinventing Your Benefits Agency for Post-Reform Success” by Nelson Griswold and Scott Cantrell. The stuff they covered in 2012 is still not being followed by consultants. They laid out a blueprint of success and it’s not too late to read it. I also like “Thank You Economy” by Gary Vaynerchuk. It’s about being authentic to your clients even when it’s not benefiting your bottom line, and building strong relationships.

Frank Mengert, national director, benefits technology, ebm

Teamwork

My favorite business book is “Good to Great” by James C. Collins. It compares like businesses and shows why one is great while the other one is good. It comes down to leadership styles, teamwork, doing what you do best and ensuring egos are checked at the door.

I also enjoyed “Extreme Ownership,” written by two Navy SEALs. I enjoyed the military references to business.

Tom Rensch, consultant, Cornerstone Insurance Group

Tempting trio

“What they don’t teach you at Harvard Business School” by Mark McCormack is one of the best books on sales, management and negotiation. I have read it many times. Another great book is “Journey into Darkness” by John E. Douglas and Mark Olshaker. Douglas was one of the original criminal profilers with the FBI and reveals the mind and motive of serial killers. Gruesome but captivating. And “The Sweet Potato Queens’ Book of Love” is one of the funniest books I’ve read about how women can deal with men in all walks of life to achieve success.

Marcia Friedman, consultant, Arrow Benefits Consulting

De-stressing & dishing

“How to Stop Worrying and Start Living” by Dale Carnegie has been most beneficial for me. I still pick it up and re-read a chapter or two when things get stressful at work. For music fans, “Runnin’ With the Devil” is a great behind-the-scenes tell-all written by a former tour manager for Van Halen. He wrote it after the statute of limitations had expired and he couldn’t be sued. He holds nothing back!

Bradley D. Snitzer, vice president, Cornerstone Insurance Group

Expert insights

“Uncertain Times: Kenneth Arrow and the Changing Economics of Health Care.” Though not an easy read, it’s timely as more brokers and employers are challenging the current economic model of health care. In this book, professors from economics, law, political science and health care come together to revisit the classic 1963 Arrow essay.

Vishal Sibal, Founder and CEO, Benefitcloud

3 diverse reads

“Scarcity: Why Having Too Little Means So Much” by Sendhil Mullainathan and Eldar Shafir is an extensively researched look at how we make decisions when under conditions of scarcity. The last third is required reading for anyone interested in driving positive outcomes in health care utilization and benefits selection.

“The Nordic Theory of Everything” by Anu Partanen compares and contrasts public and private systems in the U.S. and Nordic countries and comes up with surprising and entertaining insights.

“How Adam Smith Can Change Your Life” by Russ Roberts is essentially a book report for the renowned father of modern economics philosophy book, “The Theory of Moral Sentiments.”

Shandon Fowler, founder, Four8 Insights

Sustained growth

“Traction” by Gino Wickman is an excellent book to help you structure your business for sustained growth. A really deep dive into proper business structure, systems, accountability and leadership.

Felipe Barganier, CEO, GAB International

What if you’re wrong?

“Principles” by Ray Dalio explains that to be radically open-minded, you need to realize you could be wrong and you need to encourage others to tell you so. People who change their minds when new information comes are winners. Many in health care are stuck wishing things were different, or that data supported their biases.

Joseph Andelin, founder, Olavi Group

Perfect gift(ing)

I had the pleasure of hearing John Ruhlin speak and his book, “Giftology,” has been a true game- changer. Gifting should be random, thoughtful, and personal. Resist the urge to put your name and logo on the gift. If you make it meaningful, they’ll remember.

Eric Silverman, founder, Voluntary Disruption

Darkness & light

“Option B” by Sheryl Sandberg provides well-written insight into dealing with the inevitability of death, allowing grief a place in your life, and maintaining your will to strive, achieve and excel. “Understanding Exposure” by Bryan Peterson is great for photography hobbyists who want to understand what a digital camera is doing with light. And “The Good Samaritan” by John Marrs for anyone who liked the twists and turns of “Gone Girl” or “The Sixth Sense.”

Trish Moynihan, director of sales & marketing, ACA-GPS, LLC

Motivation & diversion

My favorite motivational book is “Failing Forward” by John Maxwell. And I would recommend any of Ralph Compton’s cattle drive series books, including “The Goodnight Trail.” Bad guys are bad and good guys are good. Great diversion.

Susan Weed, regional manager, AWD Brokerage

Timeless classic

“7 Habits of Highly Effective People” by Stephen Covey. I am rereading it for the fourth time, and listening to it for the first time. The principles are timeless and so valuable.

Ryan Miller, speaker, coach and consultant, Ryan James Miller

Entrepreneurial insights

I am reading “The Million-Dollar, One-Person Business” by Elaine Pofeldt and enjoying learning about successful one-person operations. Another would be Tim Ferriss’ “The 4-Hour Workweek.” This book has inspired many to start businesses and become their own boss.

Wayne Sakamoto, president, Health Insurance Interactive, Inc.

Silent but powerful

Susan Cain’s “Quiet: The Power of Introverts in a World That Can’t Stop Talking,” is an eye-opening book for many who do not completely understand themselves and feel they are misunderstood and pushed aside by those who are outgoing. It also serves as an overview for extroverts to understand their introverted counterparts.

Cynthia Wright, strategic senior HR professional

Doctor’s orders

“Being Mortal” by Atul Gawande helped clarify how different a patient’s desires are from a family’s desires when he or she nears the end of life. It changed the way I practice medicine with elderly patients.

Alex Lickerman, MD, founder and CEO, ImagineMD

Social awareness

“Crushing It!” by Gary Vaynerchuk for anyone wanting to use social media to provide value to prospects and clients, and build your personal brand. As more move toward social media, you have to read this to stay relevant.

Luke Conger, employee benefits consultant, Business Benefits Group

If Steve Jobs can do it…

“Play Bigger” is about creating and dominating markets. For companies to dominate markets they need to dominate categories. Dominating a category is when you are placed as the standard everyone else is judged against. Great read.

Tom Avery, president/founder, Innovative Broker Services

Huddle habits

My favorite business book is “Mastering the Rockefeller Habits” by Verne Harnish. It’s an easy read on best practices to strengthen your company culture. We incorporate some of the principles in our culture, including huddles twice a week with senior management and periodic departmental huddles.

Joel Ray, CEO, New Benefits

Pirates, dreamers and innovators

“Play Bigger” is about how pirates, dreamers and innovators create and dominate markets. You learn that for companies to dominate markets they need to dominate categories. Apple is the perfect example, when people think of “ phones,” they always mention the iPhone – even though the iPhone may not be the best phone ever developed. That’s dominating a category is when you are placed as the standard everyone else is judged against. Great read.

Tom Avery, president/founder, Innovative Broker Services