Can I Make Money Selling Medicare?
David Hobbs, Clear Spring Healthcare
Monday, 9:00 - 9:50 am

About the Speaker: David Hobbs - David Hobbs was born and raised in Mechanicsville, VA, where he continues to live with his wife of 25 years, Teresa.  After several years in the nursing home industry, David got his insurance license in 2004.  He spent six years as an independent agent.  In 2012, he joined Anthem as an internal agent selling MAPD before being promoted to Broker Sales Manager.  In November 2018, he was recruited to serve as Regional Sales Manager of Clear Spring Health covering the states of Virginia and North Carolina.  David has his Bachelor’s in History from Hampden-Sydney College and Master’s in Public Policy from Virginia Commonwealth University.  He recently completed a second Master’s degree in Health Administration from the University of Saint Francis. 

What You Need to Know About the Medicare Marketplace in 2020
Craig Taylor, Senior Market Sales
Monday, 10:00 - 10:50 am

Course Description: Ever wonder how the Medicare 101 building blocks are impacted by MACRA? Carrier change? Distribution changes? Do you know what the “Value Model of Care” is and how it ties into all of this? Join this 1 hour CE session to learn about all of the changes coming. 

Don’t Gamble It All Away – How to Mitigate Risk and Increase Yield from the Sale of your Business
Patrick Morin, Transact Capital Partners
Monday, 11:00 - 11:50 am

Course Description: At some point all owners of staffing companies will want to retire or exit their business. Come learn the critical factors that CEOs have used to successfully sell their companies. Industry expert, Patrick Morin, will show participants the five requirements of an exceptional exit.
• Understand the two drivers for valuing your staffing company
• Learn to avoid the critical mistakes that drive down valuations
• Keys to managing and negotiating with your investment banker

About the Speaker: Patrick Morin - Patrick Morin is a Partner with Transact Capital Partners, a Richmond, Virginia-based investment banking firm that specializes in mergers and acquisitions of privately-owned companies with enterprise values up to $100MM. Transact serves clients in the multifamily, technology, manufacturing, logistics, financial, and staffing industries. He was also one of the founding partners of BrightHammer, LLC., a global consultancy engaged by private equity groups, boards of directors, and CEOs to improve the performance of their invested companies. BrightHammer works with select start-ups, growth companies, and turnarounds to stabilize operations and ramp up revenue and employee performance.

Prior to his current engagement, he was seven years as Senior Vice President with Cornerstone Realty Income Trust, Inc., a New York Stock Exchange-traded company that owned and operated over 24,000 apartments. Before joining Cornerstone, Mr. Morin was with Dale Carnegie Training for five years and was an instructor for almost two decades. He was certified to lead all Dale Carnegie programs, but specialized in The Sales Advantage, Leadership Training for Managers, and High Impact Presentations. He was ranked among the top instructors globally and was a member of the elite Global Delivery Team.

While a member of the National Speakers Association, he personally conducted thousands of keynotes and training meetings for businesses, associations, government agencies and community groups. Notable groups he's addressed include: National Association of Women In Construction, NASA, the National Ground Intelligence Center, DEA, the National Independent Staffing Association, The National Apartment Association, and McDonalds, and the International Council Of Shopping Centers. Mr. Morin appears on television, radio, and in print as an authority in his field and wrote a weekly column on sales for the Central Pennsylvania Business Journal and www.lendio.com.

Shifting Sands: The Future of Healthcare Risk Financing
Dan Meylan, Allied National
Monday, 1:10 - 2:00 pm

Course Description: Healthcare costs now consume 20% of every dollar in America.  How did this happen?  How are we paying for it? By the year 2022 the annual cost of healthcare per family will be over $33,000 and growing. How do we keep healthcare affordable?  There are solutions, but those solutions will require some significant shifts in beliefs, thinking and behaviors. Our purpose is to identify the causes of this daunting crisis and to stimulate thinking and behavior towards the changes required to keep quality healthcare accessible and affordable for this and future generations.

About the Speaker: Dan Meylan - Dan serves as the National Sales Director for Allied National, a Kansas City based health insurance program manager and third-party claims administrator, that specializes in small group level-funded health plans. Dan’s operational responsibility is building a national distribution network of capable and effective employee benefits advisors to represent Allied National’s products and services.  Dan has 45 years of leadership experience with insurance agency and company operations and sales management. Dan has owned multiple commercial insurance agencies and other businesses and has had oversight responsibility for 200 commercial insurance producers who generated $100M+ in fee and commission income. He has been directly involved in more than 200 business acquisitions.  Dan is an active business consultant, published author, speaker, private pilot, skier, fisherman and grandfather of six. Dan and Kathy have been married for 45 years and reside in Stilwell, Kan., just south of Kansas City. 

The Seven Secrets of Selling
Keynote Speaker Tamara Bunte
Monday, 2:00 - 3:00 pm

Tamara Bunte The Speaker: Master Sales Coach Tamara Bunte advises and consults with Fortune 500 companies, executives, managers, success coaches and sales professionals in the areas of Peak Performance, Leadership, Organizational Behavior and the Psychology of Achievement and Sales. Over the past 15 years, Tamara has excelled in the world of coaching, working with top peak performers and inspiring people to become the best version of themselves.

Tamara Bunte The Businesswoman: Tamara is the founder of The Institute for Advanced Results, LLC, Tamara Bunte Inc. and The Christian Business Chamber. She is a Master Trainer of Neuro- Linguistic Programming (NLP) and Hypnosis; National Keynote Speaker; Time Line Therapy™ Trainer; Peak Performance Coach; Reiki Practitioner; Health Minister; Ordained Minister; Dale Carnegie Instructor; and a Trainer for Robbins Research International.

Tamara Bunte The Author: Tamara has influenced hundreds of thousands of people with her inspiring sales presentations, CDs and her book, Proverbs for Selling. She’s positively changed the lives of salespeople, transforming them from order takers to trained sales professionals. She challenges people to take their sales career to the next level.

Tamara Bunte The Person: Tamara grew up in Connecticut, resides in Charlotte, North Carolina and travels the country. She received her bachelor’s degree from the University of New Hampshire. A proud mother to her son, Jude, she enjoys spending time with family. Tamara has a passion for coaching and loves to continually improve herself. Whether she is speaking at an event, writing or enjoying family time, she inspires people to be the best at whatever they endeavor to become. 

Level Funding: What’s Behind the Marketing Term?
Rodger Bayne, Benefit Indemnity Corp.
Monday, 3:00 - 3:50 pm

Course Description: As the ACA continues to create unintended consequences, the attention to self-funded plan options has increased as expected. With this increased attention comes a tremendous amount of jargon and misinformation. We will dredge through common misconceptions, marketing terms, and industry language to find universal understanding of self-funding and what it means!

About the Speaker: Rodger Bayne - Rodger A. Bayne oversees Benefit Indemnity Corporation to support the marketing, sales, training and education involving the insurance community. Roger is a motivated business professional with a successful track record of entrepreneurship and insurance brokerage management and product development, leading to over $1 billion in sales.

Roger is an engaging public speaker who has conducted thousands of hours of outreach and educational meetings in professional and community forums. Among his expertise is deep knowledge of the evolving health care reform landscape. He has been an activist for health care reform since 1987 and a champion for small employers’ rights and access to health care value. In 1992, he conducted one of Maryland’s first public health care reform rallies.

Known as a health reform and strategy expert, Roger pores over thousands of pages of information each week, drawing on his unique talent to quickly digest and interpret complicated legislation and regulations. Always straightforward and passionate, Bayne delivers complex concepts to various audiences, tailoring his message to each appropriately. Insurance industry, legislative, employers, human resources and legal professionals rely on his determinations of the intended and unintended consequences of these matters to calculate how best to proceed. 

Benefit Strategies of HSA, HRA, & FSAs
Steve Honig, OCA Benefits
Tuesday, 9:50 - 10:40 am

Course Description: This class is designed for brokers who believe they are either a novice or an expert on this subject matter as we cover basics as well as get into the weeds of each program. If you’re an expert on this topic, we feel you will leave this class with a minimum of five takeaways that you weren’t aware which you can use to grow your practice while you provide expert guidance to your client. You’ll leave with knowledge that you can use to impress or train CPAs or other centers of influence to grow your practice.

About the Speaker: Stephen Honig - Stephen Honig began his career in employee benefits in 1981 upon graduation from Rider College with a BS in Commerce.  Focusing on larger employers, his practice expanded to include services for Section 125 Cafeteria Plan administration in 1987.  He earned his CFCI (Certification in Flexible Compensation as an Instructor) designation with honors in 1999 through the Employer's Council in Flexible Compensation.

Understanding the value of consumer education, Steve has pioneered communication concepts to help reduce the rate of inflationary medical increases while at the same time improve the quality of healthcare delivery.  Through a combination of these communication techniques and cutting edge plan designs utilizing Health Reimbursement Arrangements and Health Savings Accounts, Steve and his team have earned a nationwide reputation for reducing healthcare costs while at the same time improving the quality of the healthcare delivered.

As a full-time TPA since 2008, his firm has focused on building strategic relationships within the brokerage community to help reduce the cost of healthcare while striving to increase the quality delivered.  His firm, OCA is dedicated to providing audit compliant administrative services for Section 105, 129, and 125 Cafeteria plans, Section 132 Transit Plans, HRAs, HSAs through their proprietary Claim Vaulting™ system, Retiree Billing, COBRA, ERISA compliance, and Wellness platforms throughout the United States to over 3,000 employer accounts today. An active member of the National Association of Health Underwriters Association, Steve has served as a two time past President of his local chapter and currently serves as the Education Chair for NJAHU.   In 2013 Steve was the recipient of the highest state association honor, the Louis J. Mattei service award.  Perhaps though, his highest achievement is that he gets to work with his son, Ross Honig, a former NJ State Association President 7 days a week in their family business. 

Scott White, Commissioner of Bureau of Insurance of Virginia
Tuesday, 11:05 - 11:30 am

About the Speaker: Scott WhiteMr. White joined the Bureau of Insurance in 1998 as a Research Analyst in the Bureau of Insurance’s Property & Casualty Division.  In 1999, he moved to the Commission’s Office of General Counsel, where he provided legal advice and representation to the Bureau, primarily on property and casualty and agent enforcement/licensing matters. His responsibilities later expanded to include representing the Bureau on life and health and financial regulation matters.  In 2011, Mr. White became Deputy General Counsel for Financial Services in the Office of General Counsel.  In this position, he managed a group of attorneys who provide legal advice and representation to those divisions within the Commission that regulate insurance, securities, and financial institutions. Mr. White was appointed Commissioner of Insurance in January 2018. Mr. White received a Bachelor of Arts degree from the University of Virginia and a law degree from the University of Missouri.


Risk Management EEOC Policy Integration
Frank Surface, Moneywise
Tuesday, 11:30 am - 12:20 pm

Course Description: This course will cover Why Brokers are involved in EEO Policy for clients, what EEO and other employment laws are and how they affect benefits and company policy, who has to comply with EEO rules, what rules apply and what practices can be, and how to deliver for your clients.

About the Speaker: Frank Surface - Frank Surface founded MoneyWise Solutions in 1999 and focused on COBRA Administration and support of independent benefit brokers in the eastern U.S. Now, MWS serves over 450 brokers and their benefit clients with COBRA Administration and Benefit Support services. MoneyWise also provides ACA Filing and Representation, Section 125 Administration, 5500 Filing, Wrap Document Preparation / Dissemination and HR representation support for Wage and Hour and EEOC Claims including OFCCP Affirmative Action Plan preparation and Audits. 

Prior to Moneywise, Frank was VP CBIZ Payroll. Frank opened and built the Richmond, Virginia office from a “startup” to over 500 clients. CBIZ delivered payroll and benefit administration services including COBRAAdministration. Previously, Frank was Senior VP for SESCO Management. This national HR consulting firm served clients in all 50 states and assisted with a broad scope of HR management issues. Frank specialized in EEOC and Wage and Hour (DOL) claims representation. 

Using Self-Funding as a Prospecting Tool
Lou DiCello, Serve You Rx
Tuesday, 1:30 - 2:20 pm

Course Description: Are you interested in further growing the number of employer groups within your portfolio? Whether prospecting or seeking referrals, how can you separate yourself from your competitors?

About the Speaker: Lou DiCello - Lou DiCello is a Regional Sales Executive with PBM Serve You Rx. His professional experience includes more than twenty years of successful healthcare sales, sales training, and sales management.  He has practical experience with most of the major healthcare systems and healthcare GPO’s in the United States. Lou has been an instrumental contributor to four start-up organizations and his experience includes pharmaceutical, capital and diagnostic equipment, and pharmacy benefit services.  His first and second line management experience includes teams of salespeople in the Southeast, Mid-Atlantic, Midwest, South Central, and Western United States with a proven track record of success.

Lou graduated from the University of North Carolina at Wilmington with a B.S in Finance.  He furthered his healthcare education at the University of Pennsylvania’s Wharton School.  Lou brings a strong entrepreneurial spirit, a passion for many outdoor sports, including snow sports and sailing, and an enthusiasm for a well-crafted beer. He currently resides in Richmond, VA.

Becoming the Feared Competitor
David Reid, EaseCentral
Tuesday, 2:20 - 3:10 pm

Course Description: Technology has changed the way businesses manage daily tasks, including employee benefits. This course will teach the audience about SaaS, software as a service, and how it’s revolutionizing the healthcare industry and creating a massive influx of new industry participants. Attendees will learn how these tools make benefit enrollment easier, including online portals and how employers can use these to connect to their Payroll, HRIS and other systems.

About the Speaker: David Reid - David Reid has over 30 years of experience in the employee benefits and group insurance industry and an early adopter of technology. Mr. Reid started his career as a group sales representative in 1986 with John Alden and Lincoln National before becoming a consultant and agent for Unison Benefits Management, a leading provider in the Minneapolis/St. Paul marketplace, subsequently acquired by Arthur J. Gallagher of Gallagher Benefit Services Inc. In 2005, Mr. Reid co-founded Apprize Technology Solutions and served as President. Today, the company continues as a leader in providing online benefit enrollment solutions for brokers by deploying and managing industry leading enterprise platforms. In 2012, Mr. Reid co-founded EaseCentral (https://www.easecentral.com/) to create a small group solution that agents and brokers could use to meet the demands of today’s small business. EaseCentral now serves over 50,000 employers and over 1.2 million employee users in conjunction with their brokers and trusted advisors.