A matter of perspective
Benefits professionals reflect on their biggest successes, regrets and mistakes from 2019.
Highs and lows
My biggest success was being selected for the Insurance Business America Hall of Fame. While this certainly wasn’t a goal in my life, it does validate a life of service to our industry that means a great deal to me.
There is very little I regret in business because I truly enjoy what I do both for my clients and for the industry as a whole through NAHU activities. I’d have to say that my biggest regret has been personal. Normally I’m very focused on taking care of my health, but as I approached the position of NAHU president in July, I had to accept that over time I had gained back the weight I had worked to lose several years earlier. This is not as much vanity as it is about my health, as I firmly believe good health and success go hand in hand both professionally and personally. I’m back on track now to finish my year as NAHU president at a healthy weight once again.
Patricia A. Griffey, president, National Association of Health Underwriters
Above and beyond
I have experienced a lot of change this year. I would say my smartest move was promoting a producer to vice president of the company. Colleen Blum has been with me for over five years, and during the past 18 months, with everything extra I had on my plate caring for my dying father and then ultimately dealing with his estate and managing family business, Colleen went above and beyond to take on extra work.
Losing my father has given me greater perspective in my personal life and in my business. I say no to more, but I say yes to the things that truly matter to me and will help my business grow. I surround myself with peer mentors who I can consult before I make my next move.
I am grateful for our industry and what it has afforded me and I look towards 2020 with high hopes and a resolution that it’s going to be the best yet.
Susan L Combs, CEO, Combs & Company
Jumping off point
My biggest success this year was taking a leap of faith and starting my coaching business. Insurance advisors and agencies need help telling their story, and somebody has to get their hands dirty to give them the foundation for success. I want to be that guide.
My biggest regret is not having the confidence to start coaching sooner. It’s easy to let “impostor syndrome” set in when you’re guiding people to achieve the clarity and the results they didn’t think possible.
All along, my goal has been to build a business that gives Amy and I the schedule and geographic flexibility to work and live where we want. I’m excited this brings us one step closer to making that a reality.
Andrew Neary, health care strategist, The Olson Group
Strategic decisions
I finally took the plunge and designed a compensation structure that included a performance bonus. I took my normal fee and cut it in half, and structured my PEPM fee to include a year-end bonus based on savings compared to the prior year. One of the ways I discussed it with clients was by saying, “This puts us on the same side of the table, working hand-in-hand for the same goal.” They loved that idea and we decided to go for it.
It has turned me into a super duper health care cost detective. I look under every rock and relentlessly seek a better price, better value and better outcome. It has changed me in ways I never predicted.
This is a two-sided story though; it has definitely taken lots of time and it’s not easy. I’m looking forward to creating more of a system where some of this analysis can be automated so that I can return to a normal life.
Cristy Gupton, founder and president, Custom Benefits Solutions
Leading the way
2019 has been a year of change! I have had to make some difficult decisions and let some things go that I liked and enjoyed but were no longer serving me well.
A change in attitude and focus have been not only my greatest success for this year, but will continue to be for years to come. I have immersed myself in learning as much as possible about good leadership skills, not only for my own company, but to lead others to change the health care story we have been stuck in for so many years.
Nancy Giacolone, president, Olympic Crest Insurance
Finding balance
My biggest success was being able to manage my agency while balancing the crucial implementation of yoga and meditation into the world of health care. I was able to fulfill my mission through sharing the benefits of yoga and meditation, spreading the important message of mindfulness with my employer clients, speaking at various conferences, and by participating in one-on-one coaching with clients and key leaders in the health care industry. My hope is that we will all begin to practice in some shape or form.
Additionally, the CE class that I wrote, “Reducing Healthcare Cost with Yoga & Meditation” was approved in two additional states.
Although I do not live through regrets, I do have some areas where I feel I can always improve. I can surely listen more, and I can share that my biggest “mistake” was not taking enough time to share how the self-insured market will work for so many large employers. I think I can reach further, support, and collaborate more with key leaders in our industry to make sure we educate all employers to reduce cost and deliver real care for their employees. I can’t wait for this upcoming year, and I know it will be even better than last year!
Naama O. Pozniak, founder and CEO, A+ Insurance Service
That’s validating!
Our biggest success this year was winning a Health Value Award and having our results reviewed and verified by the Validation Institute, an independent organization whose goal is to provide health care industry consumers with sound and validated information.
Our biggest regret was not moving our systems/tech forward as much as we wanted and still working too much!
Heidi Rasmussen, co-founder & COO, freshbenies
Westward, ho!
I am most proud of launching our West Coast division in Portland, Oregon. The Pacific Northwest is where my career grew up, and many of the colleagues who contributed to my success work within that quirky NW community. To bring our solution set “home” feels like a big achievement! During our launch, I shared my “why.” Why I do what I do, and why it’s so personal to me.
My regret for 2019 is having not shared sooner or more openly. I will change that in 2020.
Emma (Passé) Fox, COO, E Powered Benefits
Love wins
My biggest mistake was letting work take over too much personal and family time. This comes from fear-based thinking that material wealth is more important than happiness. The recent addition of two team members has been a big help in correcting this mistake, along with more zoom meetings and a little less work travel.
My biggest success was designing health plans that cost less for both employers and employees and provide better health care outcomes for those we serve. This success was a love-based decision to not follow the status quo health care system.
Kimberly Eckelbarger, founder, Tropical Benefits
Embrace the possibilities
My biggest success of the year was following my lifelong dream of launching my own business as a speaker and facilitator. After being at the same, stable job for 13 years, it was scary to make a move. But sometimes, staying in the comfort of what we know holds us back from the possibilities of the future and doing the work we are called to do. Stepping into a space of possibilities is energizing and mobilizing. When we take action, clarity tends to follow.
My biggest regret is spending too much energy doubting myself, comparing myself to other people, feeling resentment of any kind, and letting other people influence how I see myself. If we pause to reflect and absorb it, there is so much goodness in the present moment. But when we’re in a state of fear or worry, we miss it.
My goal in 2020 is to be more present for what is good and let go of what is not life-giving.
Rachel Druckenmiller, founder and CEO, UNMUTED
Aligned for success
It’s easy to look at the biggest wins and call them successes, like the fact we will be sourcing over $4M in free medications for our clients’ employees, but I find the greatest success story was a situation where our impact was most meaningful. We began conversations with a small, private school that had 50 total employees. Their health insurance was far too expensive and their deductibles were $4,000/$8,000, which was unaffordable for that population because of their income threshold. They were functionally uninsured.
We were able to help them reduce costs by 30 percent and lowered their deductibles to $1,500/$3,000. The school administration invested that back into other benefits improvements. It was a phenomenal situation and the employees were grateful.
When it comes to areas of improvement, I had a period of time this year when my priorities were certainly out of alignment, but thankfully I have surrounded myself with people who are looking out for me and my best interests who were able to speak wisdom into my life so I could make the appropriate adjustments for proper balance.
Ben Conner, president & CEO, Conner Insurance
Building a brand
As I reflect on 2019 and look at the ups and downs of running a national business in a highly competitive market, I realize that when you do what is necessary to adapt to change and evolve, the possibilities for the future are endless. If you constantly provide value to those you serve and build a brand that people know, like and trust, results will follow. Our organization grew 6 percent to 8 percent on average month over month, which is proof that technology is changing the face of the employee benefits industry and will not slow down.
My biggest regret was that I didn’t start to work on my brand years ago. We need to understand that products and services are table stakes and your next prospect will not become your client until they have an emotional connection. It is then they will justify it logically.
Frank Mengert, founder, ebm
Spread the word
Our biggest success in 2019 was achieving a marketing goal we set for our company two years ago: We’re now being called on a regular basis by individuals, self-funded companies, and benefit consultants who all want to learn more about direct primary care. The story of direct primary care has finally become mainstream.
Our biggest regret is that the Primary Care Enhancement Act of 2019, which would make the direct primary care membership fee an allowable HSA expense, hasn’t yet been signed into law.
Alex Lickerman, MD, founder and CEO, ImagineMD
Community service
We have made major strides in building a community-based health care solution that delivers greater transparency, fairer pricing, and higher quality for our clients and our community. Living in a part of the country where health care costs really impact households, businesses, and even providers, we are committed to helping people and entities reduce costs while simultaneously improving quality outcomes. It’s exciting when all the vested parties get together to solve this problem.
I regret not taking more time just to have fun! Early in the year, my wife and I took our son snow skiing for the first time. That was a lot of fun. I recently went on a guys’ trip and fished and went to a Cowboys game. That was a lot of fun. I’d like to do more of that kind of stuff next year. Have more fun with my family and friends!
Josh Butler, president, Butler Benefits & Consulting
Eyes on the prize
Our biggest success (besides continuing to lower costs) has been creating mutually beneficial direct contracts between employers and health systems. While not easy, it truly allows us to control and lower costs, remove the handcuffs that hinder steerage to higher quality lower cost providers and create significantly more transparency. We also create more secure and reliable revenue to the provider.
Our biggest failure has been a lack of realizing that while some employers want maximum saving, that often comes with the most disruption. So assessing and implementing the right mix of savings and minimizing disruption has been something we have worked hard on during the second half of 2019.
David Contorno, founder, E Powered Benefits
A milestone year
I hit the big 3-0 this past September, personally and professionally there has been a major shift in perspective of how I run my day to day life and schedule. Guess all the clichés about hitting that next stage of life are true! Learning what to say yes and more importantly no has been a big shift in perspective for me. This upfront honesty has given me time back in my weeks to focus on clients.
2019 was a great year professionally, I was made vice president at Combs & Company, which has been absolutely amazing! There were certainly challenges, as New York City is competitive place for advisors, but the difference is that we have created a rock solid team of experts who are fun and willing to get into the nitty gritty of what’s going on. This year has certainly been one to remember and I am looking forward to seeing what the next decade will bring.
Colleen M. Blum, vice president, Combs & Company
Art of appreciation
As I reflect on 2019, the word that comes to mind is thankfulness. Every year in this industry is vastly different. At one moment, you can have the biggest sale, best rates, most amazing boss, and be on top of the world. Then in a blink, that can all change. I guess I have learned to never take anything for granted and to be thankful for what I have at each moment. It has been a rough year all around for this sales executive. But, I am still so thankful I get to wake up every day and do the job I love, even if it continues to change.
Kelly Pastore Sr. Sales Executive, LPRT Kaiser Permanente NW