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.

Resources: