Most agencies treat employee benefits as a secondary revenue stream - a product to be sold rather than a risk to be managed. They silo their commercial and benefits teams, leaving the client with a disjointed strategy that fails to address their second-largest line item after payroll.

My guest, Kevin Handzlik, Director of Employee Benefits at Ellerbrock-Norris, joins me to flip the script. Coming from an actuarial background at Milliman, Kevin brings a data-driven perspective to the brokerage world. In this episode, we break down why pharmacy costs have skyrocketed to 40% of claims spend, how to apply commercial risk management principles to health plans, and why self-funding is a vehicle, not a product. This is the blueprint for breaking down agency silos and protecting your client's purpose.

Chapters:

(0:00) From Actuarial Consulting to Agency Leadership: Kevin Handzlik’s Story 

(5:16) Stop Selling Health Insurance, Start Solving Business Problems 

(9:09) The 40% Problem: Why Pharmacy Costs Are Skyrocketing 

(13:44) Applying Risk Management Principles to Employee Benefits 

(17:28) Overcoming the Fear of Self-Funding: Education vs. Sales 

(21:52) Breaking Down Silos: Why Commercial and Benefits Must Work Together 

(25:20) Stop Pitching Solutions: The Power of Asking Better Questions

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