"Be kind, be focused on others, be a steward of your craft and take the opportunity to take action.” - Sean Wood

Sean Wood, SVP of National Partnerships at ParetoHealth, joined me for a podcast that is far less about captives than it is about being a sales ninja. We talk about getting started in sales, the buyer as a skeptic, collaborative selling, and sales mentorship.

Sean was actually a pro basketball player, and he shares how his point guard experience has translated to his career. He shares what led him into sales and why he embraced it so quickly, and why Pareto felt like a natural fit when he joined.

Whether you’re just getting started in sales or you’re a sales veteran, I promise you’ll learn something from this week’s episode of Self-Funded with Spencer.

Chapters:

00:00:00 Meet Sean Wood
00:04:16 Elevating Your Team As A Leader
00:11:04 Transitioning From Pro Basketball To Sales
00:20:04 Trust-Based Team Selling
00:24:11 Long-term Relationship Building In Sales
00:31:30 The Importance Of Sales Mentorship
00:53:09 Healthcare Solutions Driven By The Market
00:59:57 The Future Of Healthcare Consulting

Key Links for Social:

@SelfFunded on YouTube for video versions of the podcast and much more - https://www.youtube.com/@SelfFunded

Listen on Spotify - https://open.spotify.com/show/1TjmrMrkIj0qSmlwAIevKA?si=068a389925474f02

Listen on Apple Podcasts - https://podcasts.apple.com/us/podcast/self-funded-with-spencer/id1566182286

Follow Spencer on LinkedIn - https://www.linkedin.com/in/spencer-smith-self-funded/

Follow Spencer on Instagram - https://www.instagram.com/selffundedwithspencer/

Key Words:

Transition To Sales, Collaborative Selling, Team Sales, Mentorship, Relationship Building, Sales Process, Healthcare Solutions, Buyer Mentality, Sales Success, podcast, healthcare, health insurance, self funded, self funding, self funded health insurance, self funded insurance

#TransitionToSales #CollaborativeSelling #TeamSales #Mentorship #RelationshipBuilding #SalesProcess #HealthcareSolutions #BuyerMentality #SalesSuccess #podcast #healthcare #healthinsurance #selffunded #selffunding #selffundedhealthinsurance #selffundedinsurance

“Whatever your clients find attractive about you and the reason they want to work with you is the exact same reason that a buyer is going to find you attractive and want to acquire your agency.”- Shelby Cowley

Shelby Cowley joined me this week to discuss the complicated world of insurance mergers & acquisitions. How do you get the best valuation for your agency? What key metrics are most attractive to buyers? How much does personality impact the value?

We answer all of those questions and more on this week’s episode of Self-Funded.

Chapters:

00:00:00 Meet Shelby Cowley
00:08:51 Empowering Entrepreneurs through Unique Insurance M&A

00:11:42 Valuation Impact on Agency Acquisition Success
00:15:46 High Demand Driving Top-Tier Valuations in Acquisitions
00:19:29 Strategic Evaluation for Successful Business Acquisitions
00:22:18 Long-term Partnership Potential in Buyer Selection
00:28:45 Performance-Based Growth In Business Sale Agreements
00:37:57 Leveraging Private Equity for Growth and Acquisitions
00:42:15 Maximizing Acquisition Value Through Seller's Representation

00:45:18 Value-Driven Consulting in Client Relationships

Key Links for Social:

@SelfFunded on YouTube for video versions of the podcast and much more - https://www.youtube.com/@SelfFunded

Listen on Spotify - https://open.spotify.com/show/1TjmrMrkIj0qSmlwAIevKA?si=068a389925474f02

Listen on Apple Podcasts - https://podcasts.apple.com/us/podcast/self-funded-with-spencer/id1566182286

Follow Spencer on LinkedIn - https://www.linkedin.com/in/spencer-smith-self-funded/

Follow Spencer on Instagram - https://www.instagram.com/selffundedwithspencer/

Key Words:

Insurance Mergers, Mergers And Acquisitions, Business Sales, Sales, Business Acquisition, Market Dynamics, Transactions, Private Equity Deals, PE, Private Equity, Buyer Selection, Earn Out Period, Seller Representation, Consultant, Insurance Industry, Broker, Representative, Valuations, Growth Strategies, Transaction Goals, Employee Benefits, fixing healthcare, podcast, benefits, health, healthcare, health insurance, self funded, self funding

#InsuranceMergers #MergersAndAcquisitions #BusinessSales #Sales #BusinessAcquisition #MarketDynamics #Transactions #PrivateEquityDeals #PE #PrivateEquity #BuyerSelection #EarnOutPeriod #SellerRepresentation #Consultant #InsuranceIndustry #Broker #Representative #Valuations #GrowthStrategies #TransactionGoals #EmployeeBenefits #fixinghealthcare #podcast #benefits #health #healthcare #healthinsurance #selffunded #selffunding

“Organ transplant is not something that the employer or even the TPAs are necessarily all experts in." - Guy Finley

“There are still going to be some situations and some events inside that episode of care that are going to be stop-loss related, so we want the two to work together.” - Robby Kerr

Guy Finley and Robby Kerr from HCC joined me in studio for this week’s episode of Self-Funded to discuss covering organ transplants. The costs associated with and frequency of these procedures have greatly increased in recent years, and Guy and Robby share HCC’s strategy to separately insure transplants.

Before jumping into the world of organ transplants, we talked about Guy and Robby’s backgrounds and how they made their way to HCC, as well as each of their roles currently. I was interested to learn why organ transplants became such a passion project for Guy, and how covering them is similar to other high-cost expenditures like specialty drugs.

Join us this week to get an education on organ transplant policy and the best way to cover them in today’s market!

Chapters:

00:00:00 Meet Guy Finley and Robby Kerr
00:07:52 Organ Transplant Insurance
00:13:05 Rising Costs of Transplant Procedures
00:17:31 Comprehensive Coverage for Potential Transplants
00:21:56 Transplant Coverage Financial Assessment
00:27:11 Transplant Nurse Advisors
00:33:24 Transplant Policy Evaluation and Underwriting Process
00:37:26 Rising Liver Transplant Numbers
00:47:42 Innovative Risk Mitigation in Gene Therapy
00:50:17 Rising Rates of Organ Transplants Nationwide
00:59:41 Empowering Consumers Through Healthcare Price Transparency

Key Links for Social:

@SelfFunded on YouTube for video versions of the podcast and much more - https://www.youtube.com/@SelfFunded

Listen on Spotify - https://open.spotify.com/show/1TjmrMrkIj0qSmlwAIevKA?si=068a389925474f02

Listen on Apple Podcasts - https://podcasts.apple.com/us/podcast/self-funded-with-spencer/id1566182286

Follow Spencer on LinkedIn - https://www.linkedin.com/in/spencer-smith-self-funded/

Follow Spencer on Instagram - https://www.instagram.com/selffundedwithspencer/

Key Words:

insurance industry, organ transplant, transplants, transplant, transplant insurance, healthcare costs, risk mitigation, transplant coverage, care coordination, stop loss, price transparency, financial planning, Employee Benefits, fixing healthcare, podcast, benefits, health, healthcare, health insurance, self funded, self funding

#insuranceindustry #organtransplant #transplants #transplant #transplantinsurance #healthcarecosts #riskmitigation #transplantcoverage #carecoordination #stoploss #pricetransparency #financialplanning #EmployeeBenefits #fixinghealthcare #podcast #benefits #health #healthcare #healthinsurance #selffunded #selffunding