Shows
Benefits Broker BoostFrom Service to Sales: How To Manage 178 Accounts with a 98% Retention RateIn this episode of Benefits Broker Boost, Adam Smith is joined by Whitney Williamson, a producer at TruCordia. Whitney shares her unique career trajectory from a personal trainer to managing a massive account load on the service side, and finally transitioning into a producer role. The conversation explores how her background in the "weeds" of account management has shaped her approach to sales, her commitment to long term client retention, and her reliance on technology to manage extreme workloads.
The Evolution from Service to Sales
Whitney Williamson started her career at Magellan before its acquisition by TruCordia...
2026-02-1942 minBenefits Broker BoostBet on Yourself: How Modern Brokers Build Credibility FasterIn this episode of Benefits Broker Boost, Adam Smith is joined by Talia Hansen, a Benefits Consultant at Ethos Benefits and a recent "Rookie of the Year" award winner. Adam Smith and Talia Hansen explore Talia's journey of rapid professional growth, the power of seeking intentional mentorship, and her commitment to a fiduciary-first approach to healthcare consulting. The conversation offers a blueprint for newer brokers on how to navigate the "traditional grind" while building long-term credibility through education and social media.
Betting on Yourself and the Power of Mentorship
Talia Hansen entered the industry by choosing employee...
2026-02-1933 minBenefits Broker BoostDirect Pharmacy Care: Transforming Communities Through a Local PBM StrategyIn this episode of Benefits Broker Boost, Adam Smith is joined by Dr. Jonathon Harrison, a pharmacist and the CEO and founder of Wellyfe. Dr. Harrison discusses how his "win-win-win" PBM model is disrupting traditional pharmacy benefits by turning local healthcare providers into community-centric powerhouses. The conversation highlights how brokers can move beyond simple cost-savings spreadsheets to offer a strategy that generates new revenue while drastically reducing expenses.
Dismantling the Broken Traditional PBM Model
Dr. Harrison argues that traditional Pharmacy Benefit Managers (PBMs) are fundamentally misaligned with the needs of employers and patients. He explains that traditional...
2026-02-1927 minBenefits Broker BoostThe Heart of the Solution: Authenticity, AI, and Creative Disruption in BenefitsIn this episode of Benefits Broker Boost, Adam Smith is joined by CJ Jordan, a benefits broker at Ross & Yerger who has rapidly climbed the industry ranks over the past five years. Adam and CJ explore CJ's unique perspective on transitioning from a "ground zero" employee in a new department to a creative producer who uses unconventional methods to break through market noise. The conversation highlights the importance of authenticity, the life-saving potential of the broker role, and the mindset required to stay driven without becoming complacent.
Breaking the Noise with Creativity
A highlight of...
2026-02-1944 minBenefits Broker BoostCharacter, Consistency, and the Long Game: Lessons from Three Decades in BenefitsIn this episode of Benefits Broker Boost, Adam Smith is joined by Abner Aponte, a seasoned veteran with three decades of experience in the insurance industry. Abner shares his journey from starting a small agency at a Kinko’s to his ultimate acquisition by Acrisure. The conversation highlights the essential role of discipline, the importance of prioritizing others, and how brokers can navigate a rapidly evolving market to remain successful strategic advisors.
Building Character from the Ground Up
Abner describes his early years building an agency from scratch, during which he operated out of a local copy shop and used a...
2026-02-1939 minBenefits Broker BoostResilience in the Trenches: How Future-Self Mindsets and AI Drive Broker GrowthIn this episode of Benefits Broker Boost, Adam Smith sits down with Cole Rodgers, a world record holder and leader at Marsh McLennan Agency (MMA). Cole shares his remarkable journey of completing 20 rounds of the Murph workout in 24 hours while balancing a high level career in employee benefits. The conversation explores the intersection of physical resilience and professional excellence, offering a roadmap for brokers who want to transition from traditional agents to strategic thought partners.
Building Resilience in the Quiet Moments
The conversation begins with Cole’s record breaking Murph performance, a feat involving 40 miles of running, 2,000 pu...
2026-02-181h 00Benefits Broker BoostLeadership in the Trenches: Building Teams That Trust YouIn this episode of Benefits Broker Boost, Adam Smith sits down with Scott Millson, author of Frequency of Excellence and a veteran leader in the employee benefits space. With a career spanning decades at firms like Hewitt Associates and Hub Florida, Scott shares his insights on how agency leaders can build high performing cultures, develop lasting client relationships, and bridge the growing mentorship gap in the industry.
Tuning the Dial to Excellence
The conversation begins with Scott’s radio tuner analogy for personal growth. He explains that excellence is not a destination but a frequency yo...
2026-02-1843 minBenefits Broker BoostVoting with Values: How Authenticity and Personal Brand Drive Broker Growth
In this episode of Benefits Broker Boost, Adam Smith sits down with Sean Turner, the founder and owner of Buffer Insurance. Sean shares his unique journey from serving eight years in the Army infantry to building a thriving insurance agency from the ground up. He discusses how the discipline of military life and a leap of faith led him to start his own business during a period of significant personal change.
Lessons from the Infantry
The conversation begins with the lessons Sean carried from the military into entrepreneurship. He highlights the importance of...
2026-02-181h 03Benefits Broker BoostThe Broker's Blueprint: Personal Brand, Strategic Value, and Winning the Next EraIn this episode of Benefits Broker Boost, Adam Smith sits down with Matt Richard, First Vice President at Alliant Insurance Services. With over 22 years of experience spanning both the carrier and consultant sides of the industry, Matt has built a reputation as the whiteboard guy on LinkedIn. He uses signature visual storytelling to simplify the complex world of health insurance for his audience.
The Evolution of the Whiteboard
The conversation kicks off with Matt’s accidental evolution into a personal branding expert. He explains how he moved from a basic, inactive profile in 2020 to a co...
2026-02-1840 minBenefits Broker BoostBreaking Old Playbooks: How Consistency, Brand, and AI Are Redefining Broker GrowthIn this episode of Benefits Broker Boost, Adam Smith sits down with Andy Neary, former professional baseball player turned CEO of Complete Game Consulting and host of the Accelerate Your Insurance Sales podcast. Andy shares his journey from pitching for the Milwaukee Brewers organization to becoming one of the industry's most prominent coaches for insurance producers.
The conversation begins with Andy’s transition from professional sports to insurance, highlighting how a reset in 2014 changed his trajectory. He emphasizes that there is no secret bullet to sales. Instead, success is built on the consistent work performed of...
2026-02-1843 minBenefits Broker BoostWinning as a Broker with Education, Transparency, StrategyIn this episode of Benefits Broker Boost, Adam Smith sits down with Justin Burgess, founder of Arete and a longtime benefits advisor who recently launched his own agency after more than a decade in the industry. Justin shares his journey from working at a local agency and navigating an acquisition to striking out on his own with a clear mission centered on excellence, strategy, and authenticity.
The conversation opens with why personal brand has become one of the most important differentiators for brokers today. Justin explains how many advisors hide behind their agency’s name and why th...
2025-12-2437 minBenefits Broker BoostThe Broker's New Moat and the Art of Social SellingIn this episode of Benefits Broker Boost, Adam Smith is joined by Sims Tillirson, one of the most recognizable voices in benefits sales coaching and social selling. Sims brings over a decade of experience across the carrier, broker, enrollment, and benefits tech sides of the industry and shares a practical, no-fluff approach to building pipeline in today’s crowded market.
The conversation goes far beyond generic “post more on LinkedIn” advice. Sims walks through how his social selling journey started during COVID out of necessity, the mistakes he made early on, and the lessons that ultimately led to a r...
2025-12-2240 minBenefits Broker BoostThinking Outside the Box: How Benefits Brokers Can Build Trust Through EducationIn this episode of Benefits Broker Boost, Adam Smith sits down with Chris Pierron, a 15-year benefits veteran with over two decades in the health and fitness industry, to explore a radically different approach to winning and retaining employer relationships.
Chris shares the origin story behind The Conscious Bite, a new venture that blends nutrition education, employee wellness, and benefits strategy. Rather than leading with cold calls, rate comparisons, or plan design jargon, Chris explains how he is using value-first education to build trust, create authentic relationships, and organically differentiate himself in a crowded benefits market
2025-12-1944 minBenefits Broker BoostInceptions of Plansight: How One Broker’s Frustration Sparked an Industry TransformationInceptions of Plansight: How One Broker’s Frustration Sparked an Industry TransformationIn this episode of Benefits Broker Boost, host Adam Smith sits down with Steve Overton, founder of Plansight and a former employee benefits broker with over 25 years of experience. Steve shares the story behind Plansight’s creation that was born from his own frustration with the chaotic, manual RFP process that brokers faced every renewal season.
They dive into:
The evolution of benefits technology from fax machines to AI-powered quoting tools
How PlanSight helps brokers eliminate chaos, increase scalability, and collaborate seamlessly
The challenges of change management and why la...
2025-11-1025 minBenefits Broker BoostWhy Benefits Broker Boost was createdThe benefits industry is changing fast, and the brokers who win will think differently, work smarter, and leverage modern tools to deliver more value.
In this first episode of Benefits Broker Boost, host Adam Smith and Plansight CEO Weston Lunsford break down:
Why brokers are under more pressure than ever
Where the industry is headed with AI + automation
The habits and systems top agencies use to scale
How to position yourself as a strategic partner — not a renewal processor
If you're a benefits broker looking to grow, st...
2025-10-3126 min
Vertafore Insurance PodcastAre you set up to win this renewal season? Episode430The benefits renewal season doesn’t have to be chaos, it can be your biggest growth opportunity. In this episode, Weston Lunsford, CEO of Plansight, joins the VIP Podcast to show how brokers are transforming the RFP process from manual madness into a modern, strategic advantage. With automation, clean data, and smart integrations, brokers are doubling client count, increasing revenue per client, and delivering high-touch service without the burnout. If you’re still managing renewals in spreadsheets and inboxes, this is your wake-up call to level up.
Click play on this one and you will discover how to...
2025-08-2439 min
Benefits InfluencerLeveraging Social Media for Sales w/ Spencer Smith, CSFSDennis chats with Spencer Smith about how benefits advisors can leverage social media to grow their pipeline and increase sales. Find Spencer on LinkedIn: https://www.linkedin.com/in/spencer-smith-self-funded/ Check out Spencer's podcast here: https://spencerharlansmith.com/ YouTube: https://www.youtube.com/c/SpencerSmithSelfFunded For more info on Plansight visit: https://www.plansight.com/
2023-04-1928 min
MISSION DRIVENWhy Companies of ALL Sizes Should Consider Self-Funding Health InsuranceSend us a textIn this episode of WHAT THE TECH, I talk with Spencer Smith, SVP at Plansight and Host of the popular YouTube podcast, Self-Funded where he demystifies healthcare. Spencer shares with us why companies of ALL sizes should consider self-funding health insurance and how it can help save money, reduce taxes, improve plan design, and transparency, all while providing better benefits to the employees.Self-funding health insurance is an excellent way for companies to save money and provide better benefits to their employees. If you're interested in finding out more about self...
2023-04-1842 min
Self-FundedCaptives - "Essential Stability, Desired Flexibility" - Kari Niblack - Blackwell Captive SolutionsWelcome to Self-Funded with Spencer, a podcast that explores how employers can most effectively manage their health plan costs by "Self-Funding" their insurance.
In this episode, Spencer talks to Kari L. Niblack, Esq. from Blackwell Captive Solutions, a risk attorney with 30+ years of experience in the business.
Kari shares how her law career prepared her for sales, and her experience with the obstacles faced by women in the benefits industry, especially those seeking leadership positions.
Personally, Kari comes from a racing family, with her aunt Roxi was a racecar driver back in the 1980s, long before Danica Patrick became a h...
2023-03-2146 min
Compete Every Day with Jake Thompson | A Show for Driven LeadersBuilding a Professional Personal Brand with Spencer SmithPlansight's SVP of Sales Spencer Smith joins today's episode to share how a podcast changed his career & why leaders should consider sharing their ideas more on social media.Connect with Spencer on his website spencerharlansmith.comListen to Self-Funded with Spencer here: https://anchor.fm/spencer-harlan-smithClick here to listen to the interview with Jake on Self-Funded with Spencer.______________Five Ways to Keep Building Your Competitor Mindset After Today's EpisodeHire Jake to speak at your company or event. Click here to learn more.Join Competitor Nation leadership cohort...
2023-03-0825 min
HR UnlockedThe Art Of Self-Funded Health Insurance with Spencer SmithDo you fear your annual health insurance renewal? Do you wish you had more control and flexibility? Well, whether your organization is already self funded, or you've considered it in the past, or you don't know anything about it AT ALL - have no fear.
Spencer Smith - SVP of Sales at Plansight, a Finalist for Most Influential Industry Personality, and Host of Self-Funded w/ Spencer, joins the pod to talk about just that!
What goes into a self funded health plan? What are the advantages? Disadvantages? Is my comp...
2023-02-0926 min
Self-FundedBecoming Unstoppable in SaaS - TK KaderHow to Become Unstoppable in SaaS with TK Kader
TK Kader is my latest guest on the @SelfFunded with Spencer podcast, where we discussed his successful track record as a SaaS entrepreneur, his company called "Unstoppable" where he helps other early-stage SaaS business owners scale their companies, as well as the outstanding YouTube channel that has over 36k+ subscribers, 1M+ views, 100k+ hours of watch time.
TK is also an incredibly cool and down-to-earth guy, even gracious enough to come on my show after a cold outreach by me!
Being that my company Plansight is in the SaaS space, and al...
2022-12-1357 min
The ShiftShapers PodcastEP #431: RFPs: Help is on the way – with Spencer SmithThe topic of this week's episode is how Plansight is innovating the RFP process in exciting ways. Everyone despises RFPs, and anyone who doesn't has probably never had to complete one. Together with Spencer Smith, Plansight's SVP of Sales, and the host of the Self-Funded With Spencer podcast, we discuss the main pain points that every agency faces during this process and introduce Plansight's cutting-edge solution to these issues.What You’ll Learn From This Episode:1:55 Spencer talks about the topics they cover on his podcast.4:15 The mai...
2022-11-2122 min
Rad Dad PodcastEpisode 1: All things DadHost Dr. Jonathan Lopez and guest Spencer Smith kick off the inaugural episode of Rad Dad Podcast by discussing multiple topics of being a Rad Dad and the complexities of doing so during a global pandemic. Spencer Smith is the host of the Self-Funded with Spencer podcast, SVP of Sales for Plansight, a former collegiate soccer player, but most importantly a Rad Dad to Brooklyn and Sebastian (Bash)!Join us for the inaugural episode of Rad Dad Podcast. Like and subscribe for new episodes every two weeks.
2022-05-021h 00
The Ovation Show w/ Dan LabroadSelf-Funded with Spencer Smith, SVP of Sales, PlansightIn this episode, Dan LaBroad speaks to Spencer Smith, SVP of Sales at Plansight, about self-funding, stop-loss insurance, spec agg, and the good and bad of lasers. Plansight is an RFP that creates a platform for communication and collaboration between brokers and carriers to create better benefits. Since both Dan and Spencer host podcasts, they also delve into the positive impacts they have experienced creating content for the healthcare industry.Useful Links:https://www.plansight.com/https://www.linkedin.com/in/spencer-smith-self-fundedThis podcast is...
2022-02-2437 min
The ShiftShapers PodcastEp #366: Can We Stop Hating RFPs? - With Steve OvertonThis week's episode features a conversation with Steve Overton, Co-founder, and CEO at Plansight. RFPs are difficult on advisors and extra hard of carriers who may or may not know how they are being represented to clients. Additionally, RFPs are time-consuming, difficult to decipher, and sometimes written with a particular carrier or plan in mind. Technology is being used to smooth out that process and make the RFP experience simpler and more equitable for all constituencies.What You’ll Learn From This Episode:03:31 Introducing consistency into the Really Frustrating Process06:05 The RFP process fosters bi...
2021-07-1921 min