What’s The Benefit? – Episode #4 – Outsourcing Individual Below 65 and Medicare with HealthReach!

In this episode, Dominic interviews Brian Harmon about The Cason Group’s outsourcing service, HealthReach. HealthReach allows agents from all sized agencies to white label an enrollment center for individual below 65 medical and Medicare. There is a commission split and a tracking system that allows it to be a revenue source as well!

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Hey everybody, this is Dominic Siciliano for season one, episode four of the What’s the Benefit Podcast. It’s December. We’re going to be talking HealthReach with Brian Harmon. Apart from being a good friend of mine, we’ve become friends over the course of the last couple of years. He’s the Vice President of Individual and Medicare Sales for The Cason Group. He’s kind of aside from William, the one who started it all, our partnership. I met him a couple years ago in Grand Rapids when he and William came and we started our partnership. We started selling individual Medicare together, kind of BPI being the Michigan market leader and Brian being the backroom support and sales support. And it’s just gone incredibly well. Fast forward to today. We have over 50 agents that we work with here in Michigan and Miles Adams and Dean Ferris and Brian and all the team that supports us, Mary and Simon and Jacob and all these folks.  They really are starting to form this cohesive unit, which is really, really encouraging and exciting for me. I want to thank everybody who’s reached out to me about the podcast. I’m super proud of it. I want to give a shout out to Daniel Yilmaz and his wife, Michelle. I met Daniel and Michelle through The Cason Group. They’re located in South Carolina. They support us on the marketing side. They’re awesome. If ever you want to start a podcast, and certainly I’m not Joe Rogan or Bill Simmons or anybody else, if you guys are podcasters. Um, that’s not what this was all about. It’s really just a chance to talk to the market about what we’re up to and kind of show our personality a little bit. So Daniel is awesome. If you want to know him, he has just been a phenomenal partner for me. It’s coming up by Christmas. It’s coming up on 1/1. And if you are listening to this, I really want to make sure I say thank you to everybody who works with Benefit Profiles, both administrators, staff, and then all the folks that work for BPI, too. I can’t tell you how excited and blessed I feel. We’re now entering into year 12 of being in business. We’re moving into a new office here in a couple of days in December and we’re looking to grow. All that support just means so much to me. The next podcast we have, we’ll do a little bit of a motivation. And we always do that in January on our email blast anyway. But just remember, I would just set your dreams high. I do believe that we’re in this amazing business, the benefits business, where you could dream big and you can achieve those dreams. I know it gets a little goofy and it gets hard at times and all of that, but if you, if you just take kind of my story, I certainly had a lot of support along the way from both my parents and all of you, but we started Lena and I as one person and half of Lena’s time in a crappy little office.  And we’ve grown to this point and we have visions to grow much, much bigger. So I really appreciate everybody for listening and everyone who supports and Merry Christmas. But with that, we’re going to interview Brian Harmon. And I wanted to have him on the podcast because The Cason Group has this really cool service called HealthReach that I think most agents in Michigan still don’t really know about. And I really want to talk about it in 2024 because it’s such a great service. And Brian, we’ve had some success with some agents already this fall. 

Yeah. So it seems like traffic’s picking up a little bit out of Michigan with sending referrals to our enrollment center. 

Let’s jump into the background of how we became friends and partners. Everyone knows that The Cason Group and Benefit Profiles are partners. We have an affiliate arrangement. We did that. Uh, Brian was a really big part of that because I was friends with William Cason, who’s the president of The Cason Group. We were talking on and on and I said there’s an opportunity for us to do business. And William I said, well, why don’t I bring Brian Harmon up. At the time, Brian, were you director of the Individual Medicare space?

Yeah, that’s, that’s correct. 

And so you all came up in November of 2021, it was really cold. 

It was really cold for a Southern boy. 

And for the audience, Brian’s located in Columbia, South Carolina. We’re recording this in December; what’s the weather for you there?

It’s actually pretty chilly. I went on a nice cold walk this morning. It was 29 when I got up this morning. 

So that’s, yeah, that’s like us, but it’s going to get up. 

But it was like 75 a couple of days ago. 

Oh my gosh. Yeah. No, it’s not like that here. So Brian and William came up. We, at that point, we thought that Medicare and Individual would be a connecting point between the agencies because Benefit Profiles, we had some agents, several agents, who were encouraging me to get into that space because they like doing business with us in the group side. But it’s not like snapping your fingers. You really can’t just say, okay, we’re in the individual Medicare space. First hurdle was contracting, getting access to sell Priority Health, Blue Cross and the other carriers in our markets. But the other things that The Cason Group does that you have developed over years: technology, commissions, payments, education, licensing support, back office support, those things. I mean, you have how many folks in the support team that support the agents here in Michigan?

And I guess we’re up to about six internal staff. The team is about 10 at this point. When I started four years ago, it was, it was really a one man show. There was one other guy who was on the team, Jacob Page. And then I joined the team. And then from there we’ve built out over the past four years all the things that you just mentioned to make sure that we could– honestly, the past four years have been level setting with competition in this space and adding all of the things that you alluded to, technology, back office support, carrier contracts, the resources to be in education an training department and on and on it goes, to make sure that we could compete in the space. Prior to four years ago, we were really just a Blue Cross of South Carolina individual medical GA. But now we work with close to 20 carriers, national, regional carriers, some boutique, some large. And again, I’ve added all those resources to support. Our focus is, I know this episode is about HealthReach and we’ll get there because that, that is a different approach and model for us. But, our bread and butter, our approach has always been an agent support. We send out a sales team to recruit and to maintain the relationship and to build a team that provides all those levels of support. And then HealthReach is sort of a totally different thing for the group agent or the financial services agent that doesn’t want to mess with Medicare or individual ACA and they want a place to outsource it. We’ve sort of built a team up internally that helps assist with that sort of stuff. 

That’s really what we’re here to talk about, but I want to pause it and bring that back to what you mentioned is boots on the ground. That’s probably your key to your growth in the other markets And then also when you talk about support, two things that you have for the marketplace is the marketing support So Mary and what she does, and then the trips which is really unique. And some of the Michigan agents were able to experience that that last year. So those are the things that Benefit Profiles did not have at all. So us getting into the individual Medicare market, that would’ve been a four, five year lift, wouldn’t you agree? 

Absolutely. 

And then what did we offer for you all in Michigan? Why were you attracted to Michigan when you guys came and decided? Because that’s kind of a long way from home. What’s the closest state that you all are doing Individual Medicare in? North Carolina?

Yeah, Georgia, a little bit of Tennessee. So I mean, our primary footprint is South Carolina, North Carolina and Georgia. So yeah, a pretty big jump to just move directly to Michigan. Now, of course, on the group benefit side and the financial services side, the geographic footprint is a little larger and we would have hopefully with the Lord’s blessing organically grown out into that same footprint, but yeah, it was a big jump for us to move into Michigan. I think this was your question. I mean, it was, of course, the relationship with BPI and the fact that you had really well established relationships in your market, West Michigan, some central and east as well, but on the group side, but again, you mentioned this earlier, you got agents that are doing a little bit of everything and multiple agents sort of asking you to get into it, so when we came up there and visited, we visited with some of your key partners and talked about some of the things that they were looking for and the contracts that we would need to have. And so I was, and I have continued to be…  blown away is probably a strong statement, but the relationship capital that BPI has in West Michigan is super strong. So if we, if we take our infrastructure and the things that we’ve built operationally from a sales perspective on my team over the past five years. Couple that with your relationship capital in the market. It’s been a really nice synergy for us to move into or to take that leap into a state that’s essentially foreign to us.

And then also Dean Ferris has helped a lot with that. That’s somebody you all hired, gosh, 1/1 of this year. So he’s brought a lot of capital and most folks who are listening to the podcast know Dean, he ran the Groton Heist group for years. Um, that’s a different podcast altogether, but that’s been very helpful. But then you all created great relationships with our key local partners, carrier partners, Blue Cross Priority Health. This is the last question before we jump into HealthReach, Brian. Why do agents, it’s beyond the relationship, and obviously you and I get along incredibly well, and Miles Adams, who’s our boots on the ground sales rep, gets along incredibly well with our agents too– So the relationship’s great, but why have we won? And we have, we’ve done very well. What have agents been attracted to when they go, well, why would I do business? I get it. It’s Dom and BPI, but these guys are in South Carolina. It’s worked very well. So what’s been the feedback? Why have they jumped? Made the leap?

Good question. A couple of things. And then I’m going to mention some very specific things. Different things in our value proposition have resonated, in my opinion. At times we’re like marketing, super cool. You mentioned Mary and, and having that resource on our team that we’re willing to invest in agents and agencies that want to grow, whether they want to build a social media presence or they don’t have a website and they need one, or they want to do yard signs and billboards. Whatever we can do to help and assist them grow their brand, we will do. That resonates. Technology, surprisingly, has resonated  significantly in Michigan. I think you and I both thought going into it, well, hey, you know, Priority and Blue sort of dominate the state. Who needs a quote and comparison technology tool to see all carriers and all plans to make informed decisions for, uh, Medicare beneficiaries primarily, but that has really resonated and I think, I think you’d agree with that. I think the technology has some other things built into it that have really helped folks  as legislation and compliance regulations have changed over the past couple of years. So that, I would say technology and marketing significantly, but then I’m going to  pivot and talk about three things. I call them the six C’s. This is what I think helps people want to work with us. Certainly relationships have a large part to do with that, but it’s competitive compensation. And by that, I mean like we never withhold any portion of street commission. Some agency or FMOs do that in the ACA space, not in the Medicare space, but you know, we’re a hundred percent pass through entity, all commissions go to agents. And we have, I think, competitive bonuses and marketing reimbursement programs that folks can qualify for. So competitive compensation. Second, clear contracting. So that’s four of six C’s. And listen, if someone signs up to work with us, with one carrier or all carriers, and they choose to leave us,  I don’t have any heartburn over that. We sign a release if it’s necessary. Uh, their book of business can roll if the carrier allows it. Any agreement we had in place prior to that would stand, right? All that to say is, we don’t hold people hostage. And if someone doesn’t want to work with me, you, or anybody else in The Cason Group, they shouldn’t have to. So I would say clear contracting. And then the third thing and the last of the six C’s would be creative consultation. And you sort of have alluded to that. I believe that is in large part the boots on the ground, right? It’s not so traditional in this space to have an “in territory” sales rep that calls on people in person. We challenge our sales reps, no matter the division, to have 15 to 18 face-to-face appointments a week with agents to win their business. That’s a part of it. And then they continue that relationship and they stay in those agent’s offices talking about changes in the industry, compliance updates, changes to plans and carrier information. There’s a relationship there that our sales reps have with our agents. And a lot of it is consultative too. So those, I think those things separate us too.

Yeah. And I think professionalism and your approach to the market. Obviously, our partnership has been really special. And I think that wins as well. But then, you know, personality is fun too, Brian. I mean, I think you’ve said it. It’s weird… Columbia, South Carolina and West Michigan, Michigan in general. There’s a lot in common there. It’s just, it’s worked. It’s been fun. It’s been a lot of fun. Okay–

That has, I mean, before you move on, I know you’re about to transition, but that has been surprising to me as well. I mean,  I don’t mean it to be disparaging, but I think Southerners can have this mentality or thought that we act a certain way and Northerners act a certain way, right? That’s sort of like a historical deal. But when we came to West Michigan the first time two years ago, and I’ve been there, I guess, gosh, four or five times since. It is baffling to me, frankly, how closely aligned the relationship and mentality of people are in West Michigan to that sort of prototypical Southern personality. And it’s really refreshing. I mean, I’ve been to so many agent offices, either with you, with Dean or with Miles, where frankly, hospitality is first and foremost, and people are just friendly, welcoming, inviting, thankful for the work you do. Which can be, you know, you work in the group space primarily, I used to. Uh, it’s not always the most thankful industry, especially as a service organization like a GAFMO, but I’ve just been really impressed with the personalities in West Michigan. 

Well, thank you for saying that. I feel the same way and I feel a ditto for when I go visit you all. But then in Southeast Michigan, too, I mean, you’ve had really nice meetings there too. So it’s been great. It’s been awesome. Okay. So you’ve been with The Cason Group how long, and in your journey there, what took you from group to individual? You’ve climbed the ranks. So you’ve been there how long? 

Uh, 11 and a half years. 

Good for you. Awesome. And then, you had kind of taken some time, you were in the military and you found The Cason Group just through relationships locally… But when you tell your friends, I think you’re a lifer, at least it seems like you are, what sets you guys apart in the marketplace do you think, and why would– when we talk about HealthReach… I think that it’s important for folks to know the, the cultural piece of it, you know, and how much you guys have grown in those 11 years.

Good question. I’ll come back to the heart of the question, but 11 and a half years, I do feel like a lifer.I really bought into who we are from a cultural perspective and trying to live out our values and our purpose and our vision. And that really gets me excited. Insurance doesn’t always get me excited, but living out our brand does get me excited. Actually, I started my professional career at Northwestern Mutual. Probably 20 years ago and I’m not going to bore you with all that history, but so I started insurance pretty early on, I guess I would have been 23, 24 selling life insurance, super tough racket. It was about that time that I met a couple of folks at The Cason Group, William Cason being one of them, Greg Hudgens and a few other folks, but uh, I up and joined the military after my time at Northwestern Mutual. As I transitioned out of the Air Force, I sort of knew that I wanted to come to work at The Cason Group and having had the insurance background at Northwestern, I transitioned right into our financial services division where I started an internal sales position working with one of my best buddies, Greg Hudgens, and then I slowly transitioned into sort of a hybrid role where I was internal/external sales. Then I transitioned to a role where I was selling life insurance over the phone all across the country through some strategic relationships. And we call that, funny enough, Life Reach. So we’re going to talk about that today…

That’s funny. 

Um, at some point that sort–  our costing model on that was not appropriate. So I transitioned to group benefits, moved into leadership at that time and started working in the group sales support world, on and on it goes. Eventually I had the opportunity to, uh, dip my toe in the water of Individual Medical which is not something that we were really significantly focused on five years ago. And uh, for all intent and purposes, I was essentially thrown the keys by William and my former boss, Ryan Evans. And they were like, hey, you know, see if you’re interested in this. And that would have been the end of 2019. And uh, I was, I got a chance to  see what was going on and you could feel the ACA market shifting back. So it contracted in 16, 17, 18, you can sort of feel this momentum moving back. And then we weren’t really doing anything in medicare and I’m like, hey, this is pretty intriguing. I maybe get the chance to put my fingerprints all over something. And so I sort of jumped feet first in 2020. And I’ve been here ever since. I think the fun part for me, and I guess I’ll get to your question and the cultural piece of the HealthReach side–  it’s been really fun for me to help build something. I get a lot of enjoyment and pleasure about building a team and then helping, hopefully, infuse our corporate culture into that team, right? Every team here at The Cason Group has sort of a unique subculture, but that all plays into the greater culture. And it’s been fun over the past three years hiring people, bringing on carrier partners, creating strategic partnerships with folks like you, to continue growing what we do. But I think what, what makes us different divisionally, corporately and, and, and the HealthReach side of things is that, uh, I think we’re intentional. You know, like we, we care about people and we care about helping folks make the right decisions to choose their benefits. And we do that in a couple of different areas at The Cason Group, but on the HealthReach side–  the traditional FMO that has a call center inside of it could be perceived as predatory, aggressive outbound call, lead gen type. That is not at all what HealthReach is. We’ve leveraged a lot of the relationships that we have in the group benefit space from big national firms that, you know, they don’t touch groups under a hundred lives and so they’re definitely not going to touch a Medicare or ACA client, to your regular mom and pop group shop. They’re outsourcing folks that either within their group that are aging into Medicare, dependents that are falling off of coverage or losing coverage, or their aunt or uncle that says, hey, I got questions about. So over time we’ve created this sort of referral network where those agencies can refer that to a trusted partner and we treat it as consultation base, not sales base. Of course, we don’t work for free and so we do try to sell products and we generally do a commission split with the referring broker depending on the product. But I think it is the mentality of consultative, helpful, support. We actually changed the name to HealthReach Enrollment Support Center instead of call center, just because call center these days has such a, I think, a negative connotation.

I love it. That’s a great answer. Let’s talk nuts and bolts. How does HealthReach work? So you just outlined it: an insurance agent could set up a relationship with The Cason Group whereby they refer business your way, whether it be Medicare Advantage or below 65 and then you all– well, take it from there, Brian, why don’t you, why don’t you add to that?

There’s really probably two ways at this point that an agent could work with us. We have a couple of dedicated, generic 800 number lines for HealthReach. So if an agent just has a onesie, twosie, occasionally somebody asks and they don’t particularly care about a commission split. They don’t particularly care about branding or it feeling like a dedicated resource that, you know, we can just give them the resources to say, hey, anybody, anytime somebody asks you about this, send them our way. You can shoot me an email, Jacob an email, or use this phone number or use this QR code, and that will get that person where they need to go. It’s very easy to do that. The second version and probably the more common version… we probably have 250 of these HealthReach accounts where the agency would like it to feel like an extension of their office. And so we will dedicate an 800 number that is specific to that office. So let’s say it’s ABC insurance agency. Anybody they send to that 800 number, there’s a recorded line that says, “Thanks for calling ABC insurance agency powered by HealthReach. Please hold while we get you on the line with a licensed insurance professional.” Then someone on our corporate admin team answers the phone as HealthReach and they try to get that individual plugged in with the right person or right team member on our team to get them a scheduled phone call to discuss whatever it is that they need. In addition to that, that agency or broker would get some limited marketing resources: a little flyer with their dedicated number, a QR code for scheduling appointments, and then it’s got some FAQ, a carrier list, so that if– We work with some larger agencies and multi branch so that that flyer could be distributed amongst their producers and amongst their offices so that anytime somebody asks about it, they can easily hand that out or shoot an email to that person with all the information about the resource they’re providing to them. And then, if that agency wants it, we set up through EFT direct deposit and a contract, that anything we write, we’ll split commission with them. Again, I said this earlier, SANS a few things. We can’t split commissions in certain lines, but for the most part, we do a 50/50 split or some kind of referral fee.

It’s a great system. So the way I talk to agents about it is, “who do you send your business to today?” Either they send it to a friend or they don’t really have a referral source, they don’t want to be in the below 65 space. We have agents who love Medicare, who don’t really want to mess with the below 65 healthcare.gov space, so they send that to HealthReach. We have other insurance agents that they do below 65, but this time of year gets so dang busy that they use you as a backstop, which we’ve had agents jump on a call now with your folks just because they kind of want to help the client but they didn’t go through and get appointed. There’s all sorts of that. There’s PNC agents who get a lot of referrals and they just don’t know where to send them and they send them. And so it’s really cool. Cause you guys do a really nice job, but you also split commissions back. So yeah, I think it’s the best of both worlds. 

And the other thing I would say too–  There are a lot of different scenarios where folks could utilize HealthReach. That was a good point. Another would be, hey, the agent does do Medicare and ACA, however, they don’t carry nonresident licenses in all states and we do in 42 of 50 states, and because we have the carrier contracting for most… so all the national Medicare carriers and a lot of national ACA carriers, that’s another area where I think we can really help folks out with just sort of national, close to national, reach.

That’s really cool. So at this time of year, how do you staff for that, Brian? Because this is your department and you’re in charge of it. Is it just a little tricky or how do you do it?

It is a little tricky. I think what I’ve tried to do, I don’t know if it’s right or wrong or good or bad, but I try to make sure that I have as many people cross trained and licensed to support as possible. I have a couple of full time folks that are doing it year round, but to your point, I mean, year round, we might do– Here’s a good example: I think we probably average about 60 to 70 new enrollments in a given month just throughout the year, but in just this November, I think when we roll up ICHRA into some of the things that we’re doing, and renewals, I think we did about 750 in the month of November. So pretty, pretty substantial jump. So I have to make sure that I have some levers to pull. We do use some 1099 license workers if we need some bilingual support. Um, and then again, cross training, I got some sales reps who are always licensed that are cross trained on it and then other internal staff so that I can go from two to… nine enrollers, is what I have this time of year right now. At least levers to pull in the event that we need it.

And how do you know, one thing you and I did not discuss is, how do you know who needs to meet? How does that all get organized?

What do you mean? Who needs to meet? 

So I’m an insurance agent in Michigan. I send a client to HealthReach. They click on the QR code. It’s not like they get like patched right in, right? 

Honestly, scheduling. We do this on the benefits education side where we have an enrollment team and we do it on our side. A couple years ago, we used to just do a lot of hey, here’s the phone number, call in on both sides, group, group enrollment and individual medical. You know, it’s very difficult to–we experienced this across the world–very difficult to staff to just have people sitting around to answer the phone. It’s not the wisest business model. So we have found that scheduling a specific time for an appointment is the best way to create a positive client experience. So they scan the QR code or we send them a link via email depending on how we get introduced to the person and then they get a scheduled time and they get an outbound phone call from our office from a certain individual. That Calendly link, they plug in…  either the agent that refers it does it or, or the individual they put in, you know, there’s some questions that we have to get some front end information prior to the appointment. And then they get notifications on who they’re going to get contacted through the app we use for scheduling.

Yeah. And that way you now know what’s your volume, right? So, 750, that is included. ICHRA, for those of you who are listening, if you look at our first episode ever, one of Brian’s employees, Aaron Spurlock and I spoke about The Cason Group’s partnership with SureCo. 750, that’s a record, I believe in November, right? I mean, the sky’s the limit. You could have 18 enrollers next year. That’s another thing about The Cason Group. That’s why I love being connected to you guys. You are very good at growing. It’s almost your special skill, you know, you really don’t have a problem finding people and training them. So we mentioned that the audience is national agencies, it’s local, it’s financial services folks, it’s PNC shops, really anybody who wants to refer Medicare and into below 65 business, they could do it like Brian said, in a generic way and just send it over. And it’s easy. It’s just simple. If it’s two or three a year, it might be the easier way to go. Or The Cason Group will help set up that link and it becomes kind of your co-branded thing. You could call me, Dominic, who’s running this podcast, and I’ll typically connect you to Miles. BPI, my time and Colin’s time, and the majority of the folks, Lena and her team, we do groups. The Cason Group’s just an extension of BPI and vice versa. We are on the same team. So a lot of times we just– Miles is our rep. And if someone asks about individual Medicare, we flip it right over to Miles and Miles takes it from there. He’s awesome. And he’s in, like Brian said, he’s in the market four to five times a year. So very soon he could come out and meet with you, too, and explain the program. Yeah. Not to put you on the spot, but I think… You know, we’ve had success in Michigan agents utilizing the system. We’ve gotten great feedback, Brian, really phenomenal unsolicited feedback so far in the last three weeks. So that was really cool. If you have to leave the agents… we’re kind of landing the plane here… Anything that we missed that you wanted to add or any messages of peace? 

So we talked about ICHRA for a minute there. I’d be remiss not to flush that out just a little bit further to talk about how… because I know you have maybe a larger group audience, I don’t know the percentage, but where we’re able to leverage HealthReach and frankly our benefits education team has also– We have spent the past couple of years trying to find the appropriate vendor to go to market as a distribution partner with on ICHRA so that we could use our strengths in conjunction with the technology platform to deliver this group offering that is frankly a little complex with individual policies inside of it. We’ve done that and we’ve got a little more collective buy in from the group side too, so we’ve got, Andrew Monk, is the Director of our Benefits Education Team, and then I’m the VP of our Individual Medical Team. For this 1/1, we did, I think, 8 ICHRA cases, all 100 plus life cases, so I think we saw about 1, 200 to 1, 400 eligible employees and probably enrolled 500 to 600 of them, either on site or telephonic, and a member of my team or a member of Andrew Monk’s team– Well, where I really think we stand apart is certainly in educating brokers and the group about ICHRA and the process, pitfalls, pros, cons, but also at the employee level, probably most importantly at the employee level. So if a group broker wants to get into it, but they’re unsure, we can help soup to nuts and specifically with onsite or telephonic enrollment support so that if you write a hundred life case and each employee gets to choose from 60 individual medical plans, depending on the county they live in, that can sound daunting to a group broker that’s used to offering two to three core medical. We’ve got a team in place that will help each employee navigate that process, make their selection in their core medical, individual medical benefit, and their worksite and ancillary, if those things are continuing to be offered through the employer plan. So I’d be remiss if I didn’t plug that. 

No, I’m happy you did, Brian. And that’s huge success. Eight groups above 100. Outside of your core footprint, cause you’ve always kind of been doing ICHRA, not always, but you’ve been doing it quite a lot in South Carolina, but now we’re stretching out and we had some great opportunities in Michigan. Still on the line a little bit. We’re talking about it constantly. 

I think we’ve got to, you know– We’re pushing hard to try to figure out how to condense the implementation timeline to be more in line with what it is on the group side. You know, our partner, Sureco, I think they’re really good at what they do. They have a long lead time to get commitment to implement a group. And it’s just, it’s a little unrealistic in the group space. They’re realizing that, we’re pushing to shorten that. I think we missed a lot of opportunities. We’re going to get a lot more chances on 1/1, 2025 or throughout 24. So I’m excited about that and continuing just to sort of hone in and tweak the processes to get better.

But as The Cason Group’s background in the group side, voluntary enrollment, technology, individual, individual enrollment center, all those things kind of marry and allow you all to be a very unique expert in the ICHRA space. And Aaron’s been very gracious. We’ve probably looked at 15 to 20 deals and three or four of them were really, were real, but he did a lot of education. It’s just really good goodwill and good outreach. So I really appreciate your time today. 

Hey man, you bet. 

And you know, obviously your friendship. And I would just say to any insurance agent, if you like what you hear here, this is truly what doing business with The Cason Group and BPI is. It’s very consultative. I love the six C’s. We really are focused forward thinking and thinking, how can we help you, the end agent? Really any market from the individual Medicare all the way up to the large group space. That’s why it’s kind of neat why BPI, we talk about Cason Group really wraps around what we do as our core and that’s why it’s worked really well, and Brian and I have certainly complimented one another really well so if you like what you hear we’d love for you to meet Brian one-on-one or or Brian and Miles and consider The Cason Group for your individual Medicare or for HealthReach. So thank you so much, Brian. We’ll see you, hopefully we’ll see you in wintertime. 

I don’t know if I’m going to be up there in the wintertime. I’ll wait till it warms up a little bit. Then the Sitch and the Sarge are going to hang out a little bit. 

That’s right! If you all wonder what that means, the Sitch, we’ll talk about that at another time, one-on-one. Thank you so much. Appreciate it.

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Set Your Big “C” Goal with Kevin Yoder from Yoder Real Estate and Yoder Results! – S1 E5

Kevin is a top 1% producer in the Real Estate business, an accomplished speaker and success coach. In this Living the Dream portion of the “What’s the Benefit” podcast, Dom and Kevin discuss setting your Big “C” Goal! Sometimes the reason we don’t achieve our goals is not because they’re too hard to achieve but because they’re too easy! Kevin and Dom discuss the differences between A, B and C goals and why setting a C goal is the key to achieving all those smaller goals along the way. Check out more from Kevin at his YouTube channel @yoderresults or www.yoderresults.com.

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Dominic Siciliano

President, Agent Consultant

Over his 18 years in the benefits business Dominic has worked in the Medicare Advantage, small group Blue Cross medical, ancillary GA and large group benefit admin space here in Michigan. His parents and biggest influences, Patricia Siciliano and John McClain, instilled in him the key pillar to GA benefits business—relationships with agents and carriers. Dominic has served as the NABIP West Michigan President twice. He’s run the golf outing several years going and he served at the Legislative Co Chair for the State Board during the passing of PPACA. His Friday morning classes, Employee Benefits 101, is highly regarded in the industry as a practical, real world introduction to the business for new folks. In short, he is passionate about our business and about seeing agents succeed. 

Dominic loves golf and basketball but as he gets older, golf more. He’s a Western grad but a State fan! He most enjoys spending time with wife Janelle and four children outdoors and Up North! From the very early days of BPI when it was just him and Lena in a tiny little office, he hasn’t changed, it’s about getting the job done for agents.