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The Switch: Why Employers Want To Be Led, Not Sold | with Billy Potter

My guest this week is Billy Potter, now CEO of Snellings Walters, and we spend this episode on "the Switch," his firm's process for moving employers from fully insured to self-funded. Billy explains why he thinks it has almost nothing to do with insurance and everything to do with changing who a business trusts to lead them.

We get into why "does that make sense?" is the worst question in sales, why he asks prospects "where did I lose you?" instead, and why he believes most deals aren't lost on

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The Switch: Why Employers Want To Be Led, Not Sold | with Billy Potter
260
Aug. 4, 2026

The Switch: Why Employers Want To Be Led, Not Sold | with Billy Potter

My guest this week is Billy Potter, now CEO of Snellings Walters, and we spend this episode on "the Switch," his firm's process for moving employers from fully insured to self-funded. Billy explains why he thinks it has almost nothing to do with insurance and everything to do with changing who a business trusts to lead them. We get into why "does that make sense?" is the worst question in sales, why he asks prospects "where did I lose you?" instead, and why he believes most deals aren't lost on
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Trump's Generic Drug Tariffs & The 14% ACA Hike | Last Month in Healthcare
July 31, 2026

Trump's Generic Drug Tariffs & The 14% ACA Hike | Last Month in Healthcare

"Generic drugs are not the costly drugs. A 100% increase on a relatively inexpensive generic may not even be noticeable." In this episode of Last Month in Healthcare, Producer Nathaniel and I sat down with Sean McGowan of Centivo to break down the biggest healthcare news stories of July 2026. We started with the proposed tariffs on generic drugs - 100% in 2028, 200% in 2029 - and what that actually means when India supplies roughly half of U.S. generic volume and China supplies most of the act
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Outlier Clauses: Healthcare's Best Kept Secret | with Ryan Bojrab
259
July 28, 2026

Outlier Clauses: Healthcare's Best Kept Secret | with Ryan Bojrab

"If you're expecting to pay $50k, but it hits an outlier clause, you could be paying upwards of three, four, five, six hundred thousand dollars." What if the single biggest driver of your high-cost claims isn't your discount, your network, or your utilization, but a contract provision almost nobody in this industry has ever read? My guest this week is Ryan Bojrab, who leads new solution development at Aon and came into this business through a channel almost nobody uses: he started his career a
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The HCC 2026 Stop-Loss Report: My Key Takeaways
July 24, 2026

The HCC 2026 Stop-Loss Report: My Key Takeaways

"What used to be a once-a-year catastrophic claim is now happening every single week across the stop-loss market." We're back for the fourth year in a row with our annual whiteboard review of Tokio-Marine HCC’s Stop Loss Report. Drawing from a massive block of over $2 billion in force premium, this report gives us one of the clearest, most objective looks at what is actually happening under the hood of self-funded health plans across the country. In this episode, I break down the biggest trend
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Why Every Broker Needs A Fiduciary Co-Pilot | with Charlie Gragg
258
July 21, 2026

Why Every Broker Needs A Fiduciary Co-Pilot | with Charlie Gragg

"I relate it to one of the Wizard of Oz characters... I've seen behind the curtain. I know how it's all put together." What happens when a man who spent nearly five decades inside every corner of the self-funded industry decides his final act is to give the playbook away?My guest this week is Charlie Gragg, a true first-generation veteran of self-funding. Charlie started in the late 1970s underwriting stop-loss cases on napkins from payphone booths, went on to run his own TPA, and has now semi-
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The 2026 State Of Healthcare Spend | with Dena Bravata M.D.
July 17, 2026

The 2026 State Of Healthcare Spend | with Dena Bravata M.D.

"Employers have the right to expect much more from their benefit consultants than ever before. This isn't just about managing the fully insured renewal anymore." In this week’s special bonus episode, I’m joined by Dr. Dena Bravata, physician, healthcare entrepreneur, and Clinical Advisor for ParetoHealth, to break down the findings from Pareto’s inaugural 2026 State of Healthcare Spend Report. Based on responses from nearly 1,600 CEOs, finance, and HR leaders, Dena and I unpacked why employers
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