NAHU represents licensed health insurance agents, brokers, consultants and benefit professionals who serve the health insurance needs of employers and individuals seeking health insurance coverage.
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Annual Convention 2016 Professional Development Day

Convention Homepage | Agenda | Hotel Accommodations | Exhibitor/Sponsor Information

NAHU Learning Institute Annual Showcase

Benefits Account Manager Certification Program (8:30 - 10:45 a.m.)

$396 members, $595 non-members
Featuring: Carol Taylor, D&S Agency, and Jessica Waltman, Forward Health Consulting
Level: Intermediate

Please note delivery will consist of two hours of consultative classroom instruction paired with online lectures and written versions of the curriculum. All students will be required to pre-enroll. Upon arrival, students will be given online access to complete curriculum and access to final exam.

The role of account manager has become increasingly important since the passage of the ACA. It is the account manager who keeps the processes moving forward through the service provided to clients. Account managers have taken on many more of the duties that were traditionally reserved for producers and are critical in compliance efforts. The new NAHU training ensures professional success for the account manager and gives peace of mind to the producer that clients will be taken care of professionally and skillfully.

The purpose of the Benefits Account Manager Certification course is to provide account manager professionals with an understanding of the complex and critical role an account manager plays in the health and benefits arena. The training will provide instruction to ensure that students understand the key technical components of benefit plans and are better prepared to counsel their clients on the various products as well as key instruction to assist them in client compliance. A multi-topic curriculum, accompanied by case studies and a study guide will be used as a learning tool to help students prepare for their final exam.

Program Curriculum:

REBC 2017 Learning Objectives-Your Investment is Your Future (2:00 - 3:00 p.m.)

Featuring: David C. Smith Vice President of Ebenconcepts
Level: Fundamental

The Registered Employee Benefits Consultant® (REBC®) and Chartered Healthcare Consultant (ChHC®) are welcomed additions to the credentials NAHU will be offering January 1, 2017. David will discuss new requirements of those making a commitment to earn the premier industry designations, what it means for current NAHU certification holders and how to achieve continuing professional credit to maintain the designation. The REBC® program focuses on providing the student with the knowledge necessary to become a professional in the sale and service of employee benefits plans. Individuals earning the REBC designation develop an understanding of the various types of group benefits and the practical knowledge needed for choosing and/or designing the best benefits package that will meet the client's needs. The ChHC® designation starts with two key courses: Essentials in the Individual Market and Advanced Topics In Group Benefits. Whether you are calling on individuals or businesses, you need to equip yourself with industry trends to be the most effective advisor in today’s healthcare environment.

Learning Objectives/Outcomes:

8:30 – 9:30 a.m.

Why is the fee-for-service discussion necessary? Making Money is Crucial to Running a Business!

Featuring: Karen Kirkpatrick, Owner of On Your Mark Consultants
Panelist: Chad Schneider, Chief Sales Officer of Code SixFour, LLC; Marcy Buckner, Vice President of Government Affairs of NAHU; and Mark S. Gaunya, GBA, LIA, Co-Owner and Chief Innovation Officer of Borislow Insurance
Level: Intermediate

This 2-part course will cover the basics of the fee-for-service design and implementation. Why is this conversation even necessary? Beginning with the end in mind would require us to look at our future succession plans. Any agency buyers in the future are going to very keen at looking at solid numbers of client tenure, cost per client, cost per employee, cost per producer, expenses, revenues, organic and year over year growth, etc. Many agency owners have never given thought to these numbers and rarely if ever write them into a business plan.

Learning Objectives/Outcomes:

Part 1 (Classroom) Part 2 (Panel)

Going Digital: A Broker’s Guide to Getting it Right

Featuring: Alan Katz, Co-founder of Take 44
Level: Fundamental

It’s not a question of if brokers will go digital. The question is when. The answer is in 2016. Clients demand it. Competitors require it. But how can benefit brokers know they’re choosing the right digital tools? This course is aimed at helping brokers cut through the clutter and indecision they face and identify the technology that will work best for them and their clients. Included is a checklist to enable brokers to apply the lessons of the course.

Learner Objectives/Outcomes:

Why LTC Actuaries Believe New Pricing is Stable (Panel)

Featuring: Moderator - Jim Glickman, Founder of LifeCare; Speakers - Roger Loomis, Principal, ARC and Stephen D. Forman, CLTC, Senior Vice-President of Long Term Care Associates, Inc.
Level: Fundamental

LTC products have struggled to maintain stable rates and produce company profits over the past two decades. The LTC section has gathered industry wide data of all the pricing assumptions from three points in time; 2000, 2007 and 2014, in order to stochastically test the risk of future rate increases from each of those three periods. The results will be examined from an actuarial perspective, a marketing perspective, and from a forward going opportunity as a new product line.

Learner Objectives/Outcomes:

ACA Employer Contribution Strategies Concerns and Novel Solutions

Featuring: Scott Wham, Esq., Director of Compliance Services, Kistler Tiffany Benefits
Level: Intermediate

The presentation would focus on the issues employers are presently encountering establishing compliant employer contribution strategies for group health insurance as a result of The Affordable Care Act. The presentation would focus equally on small group contribution strategies (complicated by age-banded premiums) and large group contribution strategies (complicated by Pay-or-Play). The presentation will introduce solutions for avoiding potential employer liability.

Learner Objectives/Outcomes:

9:45 – 10:45 a.m.

Why is the fee-for-service discussion necessary? Making Money is Crucial to Running a Business! (Continued)

Featuring: Karen Kirkpatrick, Owner of On Your Mark Consultants
Panelist: Chad Schneider, Chief Sales Officer of Code SixFour, LLC; Marcy Buckner, Vice President of Government Affairs of NAHU; and Mark S. Gaunya, GBA, LIA, Co-Owner and Chief Innovation Officer of Borislow Insurance
Level: Intermediate

This 2-part course will cover the basics of the fee-for-service design and implementation. Why is this conversation even necessary? Beginning with the end in mind would require us to look at our future succession plans. Any agency buyers in the future are going to very keen at looking at solid numbers of client tenure, cost per client, cost per employee, cost per producer, expenses, revenues, organic and year over year growth, etc. Many agency owners have never given thought to these numbers and rarely if ever write them into a business plan.

Learning Objectives/Outcomes:

Part 1 (Classroom) Part 2 (Panel)

Why the Digital Health Revolution will Matter to Health Plans, Employers, Providers, and Consumers

Featuring: Jim Prendergast, CEO and Co-Founder of HealthiestYou
Level: Intermediate

The very word “revolution” implies disruption, and often causes angst rather than excitement. And like most technology revolutions, disruption is spawned by innovation and finding ways to do things better. It’s no different in today’s digital health revolution. Undoubtedly, innovation that makes care easier to access and better aligned with today’s lifestyles will seize the spotlight on the healthcare stage in the coming years.

At the heart of the healthcare revolution is the convergence of multiple stakeholders: This session will explore how to sort through and discover the practical innovations that will drive the digital health revolution and how those who deliver health benefits to employers (brokers, TPAs, benefits administrators and anyone inside the equation of influence) can confidently embrace it, leverage it, and ultimately reap its rewards.

Learner Objectives/Outcomes:

Becoming a Feared Competitor

Featuring: Kevin Trokey, Founding Partner and Coach, Q4intelligence
Level: Intermediate

Our industry is facing unprecedented levels of change and disruption. The industry itself is going through a transformation, a transformation that is long overdue. Those who use the current change, disruption, and transformation as motivation to improve their value proposition will find that they represent the single most important relationship of today's business owner; more important than the CPA, attorney, or banker. Attendees will leave the session with a clear path to their future success. They will be motivated and inspired to take control of their future and be confident of their ability to not only survive the current challenges, but also understand how to turn them into opportunities and become the competitor that all other competitors fear.

Learner Objectives/Outcomes:

Legal Landmines for the Broker

Featuring: Dean Burri, Esq., LL.M., LL.M., Owner of Burri Insurance LLC, Burri Law P.A., Buri and Company
Level: Intermediate, Expert

Brokers are unaware they can be personally liable, regardless of their corporate structure, for plan document failures and operational failures of the plans they sell. Dean will discuss civil and criminal penalties in regards to plan docs, the new community rating regulations, recent changes in the ACA and new DOL regulations. Dean will additionally provide information and tools that brokers can use to protect themselves.

Learner Objectives/Outcomes:

2:00 – 3:00 p.m.

Practice Management Making it as a Successful Broker!

Featuring: A panel presentation by Wayne Sakamoto, President of Health Insurance Interactive, Inc.
Panelist: David Contorno, President of Lake Norman Benefits, Inc.; Linda Rose Koehler, Health Insurance Benefits Producer, Herzog Insurance Agency; Suzy Alberts, Insurance Broker, Comprehensive Benefits; and Mark S. Gaunya, GBA, LIA, Co-Owner and Chief Innovation Officer of Borislow Insurance
Level: Intermediate

This session will be an interactive panel presentation on best practices & practice management for insurance agents focused with providing employers with successful employee benefit offerings. The focus will be heavily engaged in the area of technology, security, cloud based computing as it relates to customer satisfaction and effective workflow. This session will encourage interactivity – encouraging both panelists and attendees to share what has been successful and important for them for their clients and practice.

Learner outcomes/objectives:

Benefits and HR Technology Strategy for Brokers

Featuring: Kyle Reese, Director of Business Development, Employee Navigator
Level: Intermediate

As more employers are adopting benefits and HR technology, brokers are being forced to offer solutions to meet their clients’ needs. The sudden increase in demand has led to an explosion of technology providers with varying business models, strengths and weaknesses. What should a broker think about when evaluating technology solutions for their clients, how does the technology fit into the larger strategy for each agency and what does the future of the benefits and HR software landscape look like?

Learner Objectives/Outcomes:

Marketing & Compliance in the Medicare Market

Featuring: Colleen Gimbel, Vice President, Marketing/Recruitment/Compliance for Berwick Insurance Group
Level: Intermediate

Join us for an exciting in-depth look at the Medicare Industry! Learn how selling Medicare plans can ensure the loyalty of your current clients, create money-saving opportunities for group insurance plans, and most importantly help seniors navigate the Medicare unknown. You will learn how to grow your business easily and compliantly; and it’s not as difficult as you might think! Come take a look at what you may be missing! You’ll be glad you did!

Learner Objectives/Outcomes:

ACA Reporting – The Aftermath

Featuring: Troy R. Underwood, CEO, benefits CONNECT and Gina Ortiz, Director of Product Development, benefits CONNECT
Level: Expert

This presentation will be geared around ACA reporting requirements and the requirements for successful reporting. During this session we will outline and address key areas of improvement and preparation tips to ensure the upcoming year is fruitful—this will include suggestions for defending yourself in the event you are audited. We will further cover reporting extensions, fees and best practices for filing corrections to initial form submissions.

Learner Objectives/Outcomes: