August 12, 2019

8:00AM - 8:45AM
Registration and Networking Breakfast

8:45am -9:00am

Chairperson's Welcome Remarks

9:00AM - 9:45AM

Keynote Address: THRIVE: Strategies To Turn Uncertainty To Competitive Advantage

Competitive, challenging and constantly shifting—that is today’s marketplace! To grow and compete, you need a new set of strategies, a new approach. You need to see the big picture. Understand external trends. Implement strategy with one-hand tied behind your back.   


Success belongs to the professional who is ready to buck the status quo. One who sees change as opportunity rather than a threat. The professional who can balance razor-like focus with the flexibility to leverage uncertainty. It’s time: Courageously ask the hard questions. Increase your agility. Redefine then claim your position in the marketplace  


In this high-powered keynote we will cover:  

  • Innovative secrets to thriving in uncertainty 
  • Powerful strategies to anticipate change and create opportunity 
  • Cutting-edge tactics to increase your value in the marketplace 
  • Proven strategies for accelerating growth and gaining competitive advantage 
  • Vigorous plan for flawless execution


Meridith Elliott Powell, Author, Business Growth Expert 

9:45AM - 10:30AM

Position Your Plan as #1

  • Discover how to frame your plan effectively to encourage broker and agent sales
  • Describe how to make reporting easy in real time to avoid problems later
  • Recognize how to differentiate your plan from the other major players to help improve sales

Chris Javor, Medicare Sales Manager, HAP

Kurt Waltenbaugh, CEO, Carrot Health

10:30AM - 11:00AM
Networking Break

11:00AM - 11:40AM

The Inside Track: What Brokers Want from Health Plans

  • Analyze the considerations brokers take into account when deciding which plan to pitch to help ensure maximum exposure
  • Explain how plans can rise to the top of the pile to become the ‘go to’ choice for brokers
  • Understand how brokers operate to truly understand what’s happening in the field

William Jay Justice, Director of Marketing and Sales, Vantage Health Plan

Jameson Keller, Vice President, AgencyRM

11:40AM - 12:20PM

Supplementary Benefits: Game Changer or Trojan Horse?

  • Assess the new CMS-compliant supplemental benefits to help differentiate your plan
  • Examine when additional benefits genuinely help sales to implement smart changes
  • Compare which benefits can most effectively sell plans and how to position them to help ensure successful sales

Sherri Miller, Director Medicare Sales, Healthcare Solutions Team

12:20PM - 1:20PM
Networking Lunch

1:20PM - 2:00PM

Build the Ultimate Distribution System

  • Learn the steps to building an optimal sales distribution/channel model from the ground up to improve sales
  • Decide whether to go narrow and deep vs. broad but thin when bringing FMOs in board and how to maximize these partnerships for optimal results
  • Gain insights related to developing successful retail locations, supplementing your AEP workforce with retirees, and the importance of the Under-65 market

Andrew Napierala, Sales Manager, Medicare & Individual Products, Consumer Markets, BlueCross BlueShield of Western New York

2:00PM - 2:50PM

Measure, Improve, and Maximize Your Sales Force Plan

  • Measure, improve, and maximize your telesales results and evaluate the use of online-only brokers
  • Explain how to build a captive sales force in order to deploy a captive sales force
  • Break down lead management best practices to increase the efficiency of sales leads during AEP

Victor A. Merolla, Washington Producer Sales Manager, Providence Health Plan

Jeff Nathe, Director, Medicare Sales and Retention, MercyCare Advantage

Steve Selinksy, Vice President of Business Development, HAP

2:50PM - 3:20PM
Networking Break

3:20PM - 3:50PM

Successful Call Center Resources

  • Dig into best practices for bringing in call center resources to optimize sales
  • Implement techniques to balance and share internal and external call center resources
  • Develop an effective call center plan, relationship-building and incentives

Josh Duffield, Manager, Medicare and Individual Sales, Providence Health Plan

3:50PM - 4:20PM

Generate Referrals To Increase Sales

  • Lower the cost of acquisition through a successful referral campaign
  • Hear which tools to use to increase your referrals throughout AEP
  • Gain expert perspectives on how to best train staff to generate referrals

Larry Baca, Vice President, Sales & Marketing, Inter Valley Health Plan

4:20PM - 5:10PM

Incentivize Your Sales Force

  • Encourage sales through innovative, compliant incentives, and training best practices
  • Ensure your sales compensation program promotes both sales and retention to help improve plan ratings
  • Recognize why—and how—to go beyond the AEP, keeping sales momentum year-round



Larry Baca, Vice President, Sales & Marketing, Inter Valley Health Plan 

William Jay Justice, Director of Marketing and Sales, Vantage Health Plan 

Victor A. Merolla, Washington Producer Sales Manager, Providence Health Plan 

Sherri Miller, Director Medicare Sales, Healthcare Solutions Team 

5:15PM - 6:15PM
Networking Cocktail Reception

August 13, 2019

8:00AM - 8:45AM
Networking Breakfast

8:45AM - 9:00AM

Chairperson's Welcome Remarks

9;00AM - 9:50AM

Keynote: Elevate Real-Time Communications Throughout AEP

  • Create a plan to communicate real-time feedback from brokers to improve messaging
  • Hear how to Implement the right tools to support communications efforts
  • How to ensure communications are compliant through oversight and partnerships

Naomi Irvin, Manager, Divisional Compliance - Sales, Marketing & Communications, BlueCross BlueShield, North Carolina

9:50AM - 10:30AM

Perfect Your Enrollment and Customer Onboarding Process

  • Understand how to support sales with great execution to improve retention
  • Flatten the customer learning curve and simplify enrollment to enhance the customer experience
  • Go beyond the sale to maximize member experience and star rating

Bill Graham, Senior Vice President, Medicare Business, Harvard Pilgrim Health Care

10:30AM - 11:00AM
Networking Break

11:00AM - 11:45AM

Upgrade Face-to-Face Sales Effectiveness

  • Discover where to go beyond the library and senior center and evaluate the use of formal and informal events to reach beneficiaries most effectively
  • Use data to understand the times of day—and days of the week—that are most effective to help improve closure rates
  • Consider new approaches to grassroots sales and local networking to stay ahead of the curve

Stefanie Cao, Medicare Market Manager, CareOregon

Judie Victor, Sales Manager, SCAN Health

11:45AM - 12:30PM

What Seniors Are Looking for During OEP

  • Get the latest OEP study results, including shopping and switching activity during OEP and which supplemental benefits are triggering it
  • Find out about the move from commoditization to consumerism—and why agent and carrier communication, onboarding, and member experience are more important than ever
  • Learn strategies to retain members during this new shopping and switching period

Tim Brousseau, Vice President Client Services, Deft Research

Close of Conference