In this episode, host Chris Hopfer is joined by Emily Eitzen, Director of Human Resources and Community Relations at Fairview Regional Medical Center.

Emily wears many hats in her role. Her main responsibility is human resources, but she also does marketing for the facility and manages community relations - amongst anything else that gets thrown into her lap!

While in college, Emily’s goal was to end up in healthcare, although she hadn’t yet decided she wanted to pursue human resources. When her current role became available, Emily knew that a role in human resources requires you to sometimes be the bad guy - and that didn’t frighten her at all.

When asked about what makes a great healthcare employee in a tight knit community, Emily says that you need to be a team player and you need to be ready to wear many hats. Working extra hours and doing something outside of your job description isn’t something people particularly like, but the reality is that it’s a necessity to make sure the establishment runs. A good work ethic and drive to learn gets you far.

Employees' expectations on how their compensation is structured has changed as well. As healthcare has become less affordable, employees value good health insurance as part of their compensation package more than they did in the pre-covid world. Another huge thing is advancement and education - a clearly defined path towards new roles, new responsibilities and new skill sets is an important factor when deciding their next move.

Check out the full episode to learn more on what it takes to succeed in the healthcare world!

Connect with Emily Eitzen- https://www.linkedin.com/in/emily-eitzen-11a5b17b/

Connect with Chris - https://www.linkedin.com/in/chris-hopfer/
 

Don't be a stranger! If you have a guest in mind you'd love to hear on the show, or a burning question you'd love answered - reach out to the executive producer Ed via email - [email protected] - and we will take a look and see if we can make your day!

In this episode, Chris is joined by Josh Zolin - CEO at Windy City Equipment Service – an Arizona based restaurant repair service dedicated to setting a new standard HVAC, refrigeration and kitchen equipment service!

Josh's journey into equipment repair began in a family of Hollywood stunt performers, including a grandfather who doubled for Charles Bronson. Growing up surrounded by car rolls and building jumps, Josh moved to Hollywood at 18 to pursue a stunt career. However, he soon realized that he didn't want a lifetime of getting hit by cars. Tired of being overshadowed, Josh left Hollywood. Inspired by his dad's entrepreneurial spirit in restaurant repair, he joined his father as a technician.

Josh's journey led his company to appear on the INC 5000 list, one of the fastest-growing companies in the USA. Josh currently has about 70 employees contributing to the company's growth. The INC 5000 recognition helped in marketing the company but, more importantly, it created a sense of pride within the team.

Besides the business, Josh delves into content creation with a podcast and a book, "Blue is the New White." The podcast explores blue-collar skill trades in a white-collar career perspective, demonstrating the fulfillment that these professions bring. Josh's podcast has even resulted in executive hires from his former guests!

To market the podcast, Josh uses personal outreach or coordination with the director of marketing, selecting individuals worth interviewing. "Blue is the New White" highlights the transformation of blue-collar trades into high-paying, fulfilling careers, challenging the perception of avoiding getting one's hands dirty.

Josh's journey from Hollywood to the INC 5000, aided by podcasting and content creation, reflects a transition from adrenaline-fueled stunts to a fulfilling career celebrating the often-overlooked world of equipment repair and skilled trades.

Check out the full episode to learn more on Josh’s journey from being a Holywood stuntman to becoming a tradesman and CEO!

Connect with Josh Zolin - https://www.blueisthenewwhite.com/
Connect with Chris - https://www.linkedin.com/in/chris-hopfer/


Don't be a stranger! If you have a guest in mind you'd love to hear on the show, or a burning question you'd love answered - reach out to the executive producer Ed via email - [email protected] - and we will take a look and see if we can make your day!

In this episode, Chris is joined by Michael Malfa - CEO & Co-Founder at Boardwalk Insurance -

an Ontario based insurance provider with a broad range of service tailored to individual clients such as contractors and business owners.

Michael didn't exactly plan to dive into the world of insurance, it was more of a spontanous turn in his career after being persuaded by his friend with an emphasis on flexibility and scalability of both working hours and salary.

Back in his school days, he set his sights on marketing, but sixteen years later, he's not regretting the detour.

What distinguishes Michael is his desire to be more than just another insurance agent, instead he is determined to assist a broad range of of clients by providing services tailored to their exact needs.For Michael, defining the distinction between insurance agents and consultants became pivotal in his journey within the insurance space. Motivated by a desire to assist employers in managing risks more effectively, Michael and his partner decided to break away from the limitations of their previous roles. The main driver, beyond technological limitations, was their aspiration to become consultants rather than being constrained as captive agents. The limitations of being a captive agent became apparent when encountering clients with diverse needs that couldn't be met due to restricted access to the market. Realizing this prompted a shift towards the agency aspect of the business, enabling Michael to start his own agency and eventually collaborating with over 35 insurance carriers by offering a broad spectrum of products.

The first game-changer in their business was a BMS on the P&C side. Developed in-house, it played a crucial role in transforming their operations. Its inception was a long process, from wireframes drafted on napkins to prototypes, with an in-house development team ensuring its evolution into an all-around, robust system. While their system is not yet in the SaaS space, there are considerations for its future introduction to the market once metrics and further development are aligned.
In terms of marketing, Michael experimented with various channels, including contracts with marketing agencies, event participation, Google ads, SEO, and social media.

However, the guest acknowledges that deeper exploration and a dedicated marketing professional are needed for increased success. Michael recognizes the importance of having an omni-channel approach, and he emphasizes the need to connect with clients through various channels to build brand trustworthiness. Looking forward, he envisions significant growth in the marketing aspect of the business.

One of the significant challenges faced by Boardwalk Insurance is building brand awareness, especially in the Greater Toronto Area and beyond provincial borders. Additionally, building a robust team across Canada is crucial to reach ambitious growth plans. Recruitment is a key focus, Michael utilizes LinkedIn and is set on establishing an increased brand presence to attract targeted individuals. The brand message revolves around providing an enhanced customer experience in handling commercial insurance, leveraging the accessible tools tools to empower staff and executives.

Check out the full episode to learn more on Michaels insurance journey and future plans within the world of insurance!

Connect with Michael Malfa - https://www.myboardwalk.com
Connect with Chris - https://www.linkedin.com/in/chris-hopfer/

Don't be a stranger! If you have a guest in mind you'd love to hear on the show, or a burning question you'd love answered - reach out to the executive producer Ed via email - [email protected] - and we will take a look and see if we can make your day!

In this episode, Chris is joined by Dr. Audra Cook - Founder of Magnolia Direct Family Care - an Oklahoma based primary care provider that’s on a mission to make healthcare accessible to all.

Dr. Cook knew she wanted to be a doctor from the time when she was a little girl. She experimented with studying art and psychology until a professor that she met along the way helped steer her back to her initial path - and the rest was history.

The decision to found Magnolia Direct Family Care came from Dr. Cook’s journey as a primary care physician. At one point she had over 4000 patients under her purview and she felt she was being stretched thin with the rushed nature of larger health systems. The reason why she became a doctor was always to provide the best possible care for her patients, and with the workload of larger health organizations she knew it was impossible to give her best to her patients, so she made the decision to go out on her own and do things the right way.

The impact of a truly excellent healthcare provider that has the bandwidth to fix causes instead of just treating symptoms cannot be overstated. Dr. Cook mentions that when working at a large health conglomerate, she would have 3 staff members that would filter the calls and try to solve the needs of the patient without having the knowledge and individual understanding about the patient, causing information gaps and overall decreasing the quality of service that was provided.

Dr. Cook and Chris speak on the cultural changes between independent physicians and those who work for large health complexes. There’s been a huge shift in where physicians practice now compared to previous decades. Back when Dr. Cook was in school almost 20 years ago, 80% of primary care physicians were self-employed and ran their own practices, while though aggressive acquisition strategies now only 20% are self-employed, while the majority work for large health complexes.

Even though the level of care that can be provided by an individual practice is much higher than what you can expect at a large healthcare organization, it’s still no easy task getting people through the door. Dr. Cook mentions that she’s not a self promoter at all. Luckily about 10% of her patients from before were retained as patients of her private practice, and from there she’s seen word of mouth as the strongest marketing tool - which is really no surprise given how much care she has for her patients. 

Check out the full episode to learn more on the doctor's journey to entrepreneurship! 

Connect with Dr. Audra Cook - https://www.magnoliadirectfamilycare.com/

Connect with Chris - https://www.linkedin.com/in/chris-hopfer/

Don't be a stranger! If you have a guest in mind you'd love to hear on the show, or a burning question you'd love answered - reach out to the executive producer Ed via email - [email protected] - and we will take a look and see if we can make your day!

In this episode, Chris is joined by Matt Smith, Regional Vice President of Sales at Medxoom.

Education and engagement are crucial factors in achieving successful  sales execution. The episode emphasizes the importance of consistent education and information before execution can take place. By putting information in front of people and ensuring they have a solid understanding of the subject matter, the most successful outcomes can be achieved.

They also highlight the significance of engagement in the process. They argue that engagement cannot occur without education. By understanding the workforce and the needs of individuals, consultants and brokers can meet people where they are at and reinforce the concepts they are trying to build. The hosts suggest that by engaging with individuals and providing them with education, it fosters a sense of growth and a desire to learn more.

Furthermore, the episode emphasizes the need for a long-term approach. Building a multi-year plan for employee groups and partners allows for multi-year engagement and education. This, in turn, leads to true execution and successful outcomes. The hosts draw parallels to the experience of learning in school, where engagement with a teacher or subject leads to education, and education, in turn, fosters more engagement and a desire for further growth and learning.

The episode also highlights the distinction between selling and consulting. While selling may focus on personal gain by selling a product or service, consulting involves getting on the side of the buyer and representing their interests. Consultants can provide unbiased help and ensure that the solutions they offer align with the buyer's needs.

Overall, the episode emphasizes that effective solutions can only be provided when there is a deep understanding of the buyer's needs and goals. Consultants should approach each interaction with a genuine interest in helping the buyer and should strive to connect the dots and find solutions that address the buyer's challenges and initiatives.

Having a centralized platform for accessing benefits, such as MedZoom, can be a valuable tool for individuals, especially during times of crisis or travel. The podcast transcript highlights how MedZoom serves as a white-labeled unifying member experience platform that puts all the information about a health plan in one place. This includes ID cards, claims, selection of benefits, and information about different vendors, such as telehealth and pharmacy services.

During times of crisis, like the economic downturn or the COVID-19 pandemic, having all this information easily accessible in one place can be a lifesaver for individuals. It eliminates the need for them to search through multiple sources or contact different parties to find the information they need. This centralized platform allows individuals to access their benefits quickly and efficiently, giving them peace of mind and ensuring they have the necessary information to make informed decisions about their healthcare.

Even outside of times of crisis, having a centralized platform for accessing benefits is still valuable. People may no longer be legally or governmentally in a pandemic, but there are still other things that happen, and people still travel. This implies that having a centralized platform for accessing benefits is beneficial not only during crises but also in everyday situations.

Connect with Richie - https://www.linkedin.com/in/ritchie-sontag-b1503021/
Connect with Chris - https://www.linkedin.com/in/chris-hopfer/

Don't be a stranger! If you have a guest in mind you'd love to hear on the show, or a burning question you'd love answered - reach out to the executive producer Ed via email - [email protected] - and we will take a look and see if we can make your day!

In this episode, Chris is joined by Richie Sontag, Principal Consultant at Connect DME and Managing Partner at the Connect Clinic. Chris and Richie start off the conversation by reminiscing about their history together and the first time they met. Richie shares his journey into the healthcare space, starting in the pharmaceutical industry and eventually venturing into the DME world. They discuss the founding principles of ConnectDME, including transparency, fair pricing, and providing excellent service. Richie reveals that he has always been on the provider side of healthcare, fighting against insurance companies. 

Affordability is a significant challenge for patients seeking healthcare services. Patients often struggle to afford essential medical equipment, physical therapy, and post-surgery physician visits. This issue is particularly pronounced when these services are not bundled together and clearly communicated to the patient.

Richie and Chris mention that some patients are unable to bear the out-of-pocket costs associated with these services. For instance, it is mentioned that patients may have to pay a substantial amount, ranging from $7,000 to $9,000, before their insurance coverage takes effect. This financial burden often leads patients to forgo necessary care altogether.

The lack of clarity and transparency surrounding healthcare costs and insurance coverage is also identified as a barrier to affordability. Patients may not fully understand their insurance benefits or the costs they will be responsible for, causing them to hesitate utilising their insurance to it's full capacity.

To address this issue, the episode suggests that bundled pricing and clear communication are crucial. When patients are informed about the costs associated with their care upfront and have a clear understanding of what they are getting into, they are more likely to afford and access the necessary services. The episode also highlights the importance of technology in facilitating communication and coordination between healthcare providers, insurance companies, and patients. This technological advancement can ensure that everyone is on the same page and working towards affordable and accessible care.

Tune into the full episode to learn more on the healthcare industry!

Connect with Richie - https://www.linkedin.com/in/ritchie-sontag-b1503021/
Connect with Chris - https://www.linkedin.com/in/chris-hopfer/

Don't be a stranger! If you have a guest in mind you'd love to hear on the show, or a burning question you'd love answered - reach out to the executive producer Ed via email - [email protected] - and we will take a look and see if we can make your day!

WELCOME TO The Great Blue Shark with Chris Hopfer.

In this inaugural episode, Chris is interviewed by Guest Host Ed, and they take a dive into the "why" behind this new podcast.

Chris is a 15 year veteran in the Insurance and Financial Management spaces, and his passion is learning the stories of successful founders and the journeys that led them to where they are today.

He's also a huge believer in the fact that overcoming huge challenges equals great stories.

During this episode, Chris and Ed started off by chatting about how technology has changed the landscape in blue collar businesses and how talent is being evaluated on their technological prowess even in stereotypically low-tech industries.

He also revealed that on this show you'll be hearing from owners of blue collar companies - wether it's trucking, manufacturing, or beer distribution - no blue collar business is left behind on The Great Blue Shark.

Chris is mindful of the fact that most blue collar businesses operate within a community - and are often led by legacy members of families, which makes these stories so much more personal, and the work that's being done has a larger impact on a smaller group of individuals.

Chris is planning to start this journey by interviewing his clients, and giving them a platform to tell their story - so tune in for weekly episodes to discover the stories, challenges and tactical advice of successful Great Blue Sharks!!

Check out Chris Hopfer and Cimarron Consulting 

Don't be a stranger! If you have a guest in mind you'd love to hear on the show, or a burning question you'd love answered - reach out to the executive producer Ed via email - [email protected] - and we will take a look and see if we can make your day!