1
00:00:05,390 --> 00:00:08,910
Jennifer Reif: You are listening to the
Breaktime Tech Talks podcast, a bite-sized
2
00:00:08,950 --> 00:00:13,489
tech podcast for busy developers where
we'll briefly cover technical topics, news
3
00:00:13,489 --> 00:00:15,749
snippets and more in short time blocks.
4
00:00:16,230 --> 00:00:19,940
I'm your host, Jennifer Reif, an
avid developer and problem solver
5
00:00:20,149 --> 00:00:24,100
with special interest in data,
learning and all things technology.
6
00:00:24,607 --> 00:00:28,307
Welcome back to Breaktime Tech Talks,
and today I'm here with Michael to talk
7
00:00:28,317 --> 00:00:34,467
about his experience in the tech and tech
business, space and what he's doing for
8
00:00:34,467 --> 00:00:38,477
the last several years in that world and,
sharing with us his perspective on that.
9
00:00:38,727 --> 00:00:40,457
Thank you so much,
Michael, for joining us.
10
00:00:41,165 --> 00:00:42,105
Mike Notte: Yeah, thanks for having me.
11
00:00:42,192 --> 00:00:45,822
Jennifer Reif: Would you, just for
listeners, give a little bit of background
12
00:00:45,932 --> 00:00:48,072
in what you do and how you got there?
13
00:00:48,775 --> 00:00:49,085
Mike Notte: Yeah.
14
00:00:49,095 --> 00:00:52,105
So I'm an insurance agency owner, so
probably going, "Why are you on some
15
00:00:52,105 --> 00:00:55,875
kind of tech show right now?" there's
a lot of, evolution of technology in
16
00:00:55,875 --> 00:00:59,595
the insurance world, and it's important
for people to know what's good and
17
00:00:59,595 --> 00:01:03,655
what's a trap and where we should
probably, steer this industry, right?
18
00:01:03,655 --> 00:01:08,295
But I've been in the insurance world for
over 17 years, and I've been providing
19
00:01:08,295 --> 00:01:12,015
mostly voluntary benefits, which are
like the supplemental health and life
20
00:01:12,015 --> 00:01:16,715
insurances that pay cash directly to you
for critical illness diagnosises like
21
00:01:16,715 --> 00:01:20,235
cancer, heart attack, stroke, accidental
injuries, those types of things.
22
00:01:20,235 --> 00:01:24,345
But now I'm really focused on
helping businesses of all shapes and
23
00:01:24,345 --> 00:01:29,395
sizes customize the benefit package
options and, most importantly, their
24
00:01:29,405 --> 00:01:33,915
enrollment and communication strategy
for those benefits for their business.
25
00:01:34,165 --> 00:01:36,945
And that's where the tech
kind of stuff comes into play
26
00:01:36,945 --> 00:01:38,435
here because you know what?
27
00:01:38,445 --> 00:01:43,255
The days of insurance agents and being
only available to go to work site
28
00:01:43,255 --> 00:01:46,535
locations and all that kind of stuff
are by the wayside, and everyone's
29
00:01:46,535 --> 00:01:49,105
getting excited about these virtual
enrollments and self-enrollment
30
00:01:49,105 --> 00:01:51,965
online, everything, and that's not
always the best strategy either.
31
00:01:52,185 --> 00:01:55,605
So it's how do we find the combination
between what I've been doing for the
32
00:01:55,605 --> 00:02:00,345
last 17 years to what's happening with
AI and what's coming up, to really
33
00:02:00,345 --> 00:02:01,725
make it make sense for your business.
34
00:02:01,725 --> 00:02:03,155
So that's why I'm here today.
35
00:02:03,236 --> 00:02:03,826
Jennifer Reif: Absolutely.
36
00:02:03,866 --> 00:02:04,436
Th- thanks so much.
37
00:02:04,526 --> 00:02:09,886
I talk actually a lot about the
overlap with technology and how
38
00:02:09,936 --> 00:02:12,806
technology permeates literally every
other industry, so I find it really
39
00:02:12,853 --> 00:02:13,113
Mike Notte: Mhm
40
00:02:13,276 --> 00:02:15,986
Jennifer Reif: interesting to just
hear what technology is doing in other
41
00:02:15,986 --> 00:02:17,826
spaces and how people are using it.
42
00:02:18,066 --> 00:02:21,216
Whether technical or non-technical,
there's lots of cool applications
43
00:02:21,216 --> 00:02:23,776
that, again, tech just permeates
literally everything else.
44
00:02:24,866 --> 00:02:28,236
As a developer, I spend a lot of time
thinking about systems, and probably
45
00:02:28,236 --> 00:02:33,436
many developers do, and when it comes
to compensation and benefits, a lot of
46
00:02:33,436 --> 00:02:37,696
us, myself probably included, tend to
just look at the salary and move on.
47
00:02:37,776 --> 00:02:38,776
Yes, that meets my criteria.
48
00:02:38,776 --> 00:02:39,356
No, that doesn't.
49
00:02:40,056 --> 00:02:43,416
what are we missing when we look at
that kind of single-shot approach?
50
00:02:44,571 --> 00:02:47,181
Mike Notte: Yeah, as from an employee
perspective or as an owner perspective?
51
00:02:47,201 --> 00:02:48,721
'Cause there's two
different things, right?
52
00:02:48,828 --> 00:02:49,418
Jennifer Reif: That's a good question.
53
00:02:49,478 --> 00:02:51,028
Maybe a little touch on each?
54
00:02:51,681 --> 00:02:52,041
Mike Notte: Sure.
55
00:02:52,051 --> 00:02:52,441
Okay.
56
00:02:52,711 --> 00:02:57,571
So as an employer, I- it's important
that your benefit package keeps
57
00:02:57,631 --> 00:03:00,371
up with what's happening with
your competitors down the street.
58
00:03:00,701 --> 00:03:04,461
That's what I help you trying to
provide as best you possibly can.
59
00:03:04,781 --> 00:03:07,471
Now, the flip side of that, as
an employee, you're looking for
60
00:03:07,471 --> 00:03:10,561
your employer to provide the best
benefit package absolutely possible.
61
00:03:10,561 --> 00:03:15,061
But if an employer doesn't necessarily
have that in their budget or they
62
00:03:15,061 --> 00:03:18,591
haven't thought about it, typically
they'll go out on the open market,
63
00:03:18,611 --> 00:03:22,801
either sign up for a plan themselves
and just kinda pick the cheapest one.
64
00:03:22,811 --> 00:03:26,191
If my employees want it, here we go,
and that opens you up to a whole bunch
65
00:03:26,191 --> 00:03:31,581
of compliance potential issues when it
comes to the ACA and all kinds of things.
66
00:03:31,821 --> 00:03:35,721
But al- more importantly, if your
employees don't understand what you're
67
00:03:35,721 --> 00:03:39,191
doing or what you're offering, then
you're really just throwing money into
68
00:03:39,191 --> 00:03:41,101
the wind and hoping it catches something.
69
00:03:41,101 --> 00:03:46,261
The biggest expenditures that employers
have, one is salary, two your inventory,
70
00:03:46,271 --> 00:03:47,631
three is your benefit package.
71
00:03:47,631 --> 00:03:50,201
that's really the, the
employer kinda side of it.
72
00:03:50,201 --> 00:03:53,701
It's like, okay, if I can offer better
benefits, I can offer them cheaper than
73
00:03:53,701 --> 00:03:56,991
what I would do if I was trying to do
it on my own with no education on this
74
00:03:56,991 --> 00:04:00,911
and no systems in place, what does that
look like for me as an owner, and how
75
00:04:00,951 --> 00:04:04,641
much talent is going down the street
to compete against me now because they
76
00:04:04,641 --> 00:04:07,691
actually took the time to work with a
broker and develop a winning strategy?
77
00:04:07,754 --> 00:04:08,014
Jennifer Reif: Ok.
78
00:04:08,194 --> 00:04:12,364
Mike Notte: From an employee side,
oftentimes you think, "Well, my company
79
00:04:12,364 --> 00:04:16,944
offers insurance. It's all the same."
But when you don't have an understanding
80
00:04:16,944 --> 00:04:20,104
of it, you can get really frustrated
when you are working with that employer.
81
00:04:20,104 --> 00:04:24,144
There's some things that, as an employee,
you can fall into some traps of, "I
82
00:04:24,144 --> 00:04:27,484
got insurance, and that means I'm
covered for everything." But it's really
83
00:04:27,484 --> 00:04:28,874
important to have that understanding.
84
00:04:29,124 --> 00:04:32,994
So an employee meeting with me or a
licensed agent is really valuable.
85
00:04:33,044 --> 00:04:33,664
Jennifer Reif: Okay, perfect.
86
00:04:33,674 --> 00:04:36,914
And all of these things, a couple of
things that you've mentioned talking
87
00:04:36,914 --> 00:04:41,724
about the, the first expense for
an employer is salary followed by
88
00:04:41,734 --> 00:04:43,844
your inventory and your benefits.
89
00:04:44,214 --> 00:04:48,644
That, I imagine, is a
lot of risk mitigation.
90
00:04:48,684 --> 00:04:51,404
And then of course the, the
balance between over-insurance
91
00:04:51,404 --> 00:04:52,374
and under-insurance.
92
00:04:52,604 --> 00:04:56,504
Again, that's all about mitigating your
risks for what you expect you want,
93
00:04:56,604 --> 00:05:00,764
you will need, and what you actually
end up using so that you're not too
94
00:05:00,764 --> 00:05:05,724
far out of pocket or not too far,
have too much more than what you need.
95
00:05:06,094 --> 00:05:12,874
I'm curious, if we thought a little
bit more of maybe benefits and
96
00:05:13,254 --> 00:05:19,334
employment packages as systems like
we design as developers, right?
97
00:05:19,334 --> 00:05:23,134
We're very detail-oriented, I
think generally, technical folks.
98
00:05:23,144 --> 00:05:28,364
And how should we be thinking about
designing our benefits packages
99
00:05:28,614 --> 00:05:29,764
maybe in a similar fashion?
100
00:05:30,631 --> 00:05:31,051
Mike Notte: Yeah.
101
00:05:31,101 --> 00:05:32,651
That's a great way to put it.
102
00:05:32,661 --> 00:05:36,461
So for me, when I'm looking at any
business, I wanna sit with the owner
103
00:05:36,461 --> 00:05:39,121
and the human resources department,
or sometimes it's just the owner
104
00:05:39,121 --> 00:05:40,501
'cause they're so small, right?
105
00:05:40,501 --> 00:05:42,511
They don't have a human
resources person, which is fine.
106
00:05:42,851 --> 00:05:45,901
And I just talk to them about, "Hey,
what's most important for you," right?
107
00:05:45,951 --> 00:05:48,621
You wanna make sure that your employees
don't have a lot of questions when they
108
00:05:48,621 --> 00:05:53,351
go to the doctor, or are you guys in a
place where you p- your people can pick
109
00:05:53,351 --> 00:05:58,111
up on some education so I can show them
like, "Hey, here's a, literally a $10,000
110
00:05:58,111 --> 00:06:02,331
catastrophic plan, but here's what we're
gonna do to fill that gap on that 10,000.
111
00:06:02,331 --> 00:06:05,881
Now, it's gonna require you an extra
step when you go to the doctor, but I'm
112
00:06:05,881 --> 00:06:08,561
here to help you walk through that."
Can we have that kind of conversation
113
00:06:08,561 --> 00:06:12,291
with your employees, or do you want
less of a hassle and more of, "Hey,
114
00:06:12,291 --> 00:06:14,631
we're willing to pay a lot more," right?
115
00:06:14,631 --> 00:06:18,281
To fill the gap on that deductible, and
then here's some ancillary benefits on
116
00:06:18,281 --> 00:06:21,671
the side that employees can pay for, for
themselves to make up the difference on
117
00:06:21,671 --> 00:06:23,121
that little bit that's remaining over.
118
00:06:23,121 --> 00:06:24,541
What's most important to you, right?
119
00:06:24,791 --> 00:06:29,011
And so then we'll come up with a
strategy and go get quotes on the market
120
00:06:29,021 --> 00:06:31,091
for anything that you're looking for.
121
00:06:31,141 --> 00:06:33,811
Let's talk about what we want first,
and then where the system part
122
00:06:33,811 --> 00:06:37,461
comes in is the implementation and
the communication to the employees.
123
00:06:37,711 --> 00:06:41,241
Because if you're spending, as
an employer in the $50,000 a
124
00:06:41,241 --> 00:06:43,061
month range for 50 employees,
125
00:06:43,626 --> 00:06:43,656
Jennifer Reif: Sure
126
00:06:43,841 --> 00:06:46,601
Mike Notte: down to the, the
cheapest plans were 14 grand a month.
127
00:06:46,811 --> 00:06:50,341
But it depends on, again, that
struggle of, hey, the $14,000
128
00:06:50,341 --> 00:06:51,791
plan, it takes some work.
129
00:06:51,801 --> 00:06:54,701
we're gonna have to work together to get
those employees on board and make them
130
00:06:54,701 --> 00:06:57,741
happy with it, The $50,000 a month plan,
though, if you're gonna be literally
131
00:06:57,741 --> 00:07:02,321
investing $600,000 a year in those
benefits, I think it's still important
132
00:07:02,321 --> 00:07:05,971
that your employees understand exactly
what's happening for those benefits and
133
00:07:05,971 --> 00:07:07,901
what you're doing for them as an employer.
134
00:07:08,161 --> 00:07:11,051
But, w- let's put the systems
in place on how to communicate
135
00:07:11,051 --> 00:07:12,301
effectively to the employees.
136
00:07:12,301 --> 00:07:12,731
And that way.
137
00:07:12,731 --> 00:07:16,731
When issues arise, there's also a system
for that as well, so we can quickly
138
00:07:16,731 --> 00:07:19,961
and easily, put any flames out, and
that your employees appreciate and
139
00:07:19,961 --> 00:07:23,251
understand exactly what it is you're
doing for them as an owner, because
140
00:07:23,251 --> 00:07:24,451
that's the most important thing.
141
00:07:24,461 --> 00:07:28,451
You as an owner have to have a presence,
or at least the HR department or the
142
00:07:28,461 --> 00:07:31,591
company itself, even if they don't
know who you are, the company has
143
00:07:31,591 --> 00:07:35,251
to have an image of we're here for
our employees, we take care of our
144
00:07:35,251 --> 00:07:38,121
people, and we're not running some
sweatshop, and we don't really give
145
00:07:38,121 --> 00:07:39,611
a crap about anything else, right?
146
00:07:39,712 --> 00:07:40,002
Jennifer Reif: Right
147
00:07:40,021 --> 00:07:43,661
Mike Notte: so we want those systems to
work for the environment that you're in.
148
00:07:43,981 --> 00:07:44,281
Jennifer Reif: Okay.
149
00:07:44,481 --> 00:07:50,033
I really liked how you're approaching
risk mitigation from upfront
150
00:07:50,343 --> 00:07:53,040
communication, almost like requirements.
151
00:07:53,040 --> 00:07:57,990
Like you're setting up the ground rules
for what do you find most valuable,
152
00:07:58,590 --> 00:07:59,810
and then we can go from there.
153
00:07:59,830 --> 00:08:03,880
Whether you want to spend more and
manage it less, so set it and forget
154
00:08:03,880 --> 00:08:09,090
it kind of interaction, or whether
you want to lower your costs, but then
155
00:08:09,090 --> 00:08:13,970
that's gonna require a little bit more
effort and interaction on their part.
156
00:08:14,340 --> 00:08:18,880
You wanna set that precedent upfront,
and then that defines the communication
157
00:08:18,900 --> 00:08:22,350
and the level of detail that goes out
in the implementation side of things.
158
00:08:23,594 --> 00:08:26,294
Mike Notte: It's really important
to me that your employees come back
159
00:08:26,294 --> 00:08:30,004
to you as an employer and talk about
what a wonderful experience they had
160
00:08:30,004 --> 00:08:35,414
with their benefits, because that's
going to be a sign I did my job, one.
161
00:08:35,704 --> 00:08:40,494
But two, it's really gonna make your life
a lot simpler and easier in the future.
162
00:08:40,564 --> 00:08:40,914
Jennifer Reif: Absolutely.
163
00:08:40,924 --> 00:08:43,074
Setting up those processes
early makes a big difference.
164
00:08:43,599 --> 00:08:44,079
Mike Notte: Mm-hmm
165
00:08:44,224 --> 00:08:46,064
Jennifer Reif: There's a lot
of conversation right now about
166
00:08:46,264 --> 00:08:49,534
AI making developers and teams
dramatically more productive.
167
00:08:49,974 --> 00:08:52,864
From your perspective working
directly with businesses,
168
00:08:52,884 --> 00:08:54,794
where does that value end up?
169
00:08:55,727 --> 00:09:00,277
Mike Notte: Yeah, AI is super valuable
because for me there's a lot of, I don't
170
00:09:00,277 --> 00:09:04,117
want to call them no-brainer questions,
but like for me as a licensed person, my
171
00:09:04,117 --> 00:09:08,017
whole thing as an owner/operator of my
agency, if I'm not selling new business
172
00:09:08,017 --> 00:09:12,227
owners on working with me, and my time
just gets bogged down with like straight
173
00:09:12,227 --> 00:09:14,177
customer service, I'm not gonna grow.
174
00:09:14,437 --> 00:09:16,127
So I need to be able to delegate somehow.
175
00:09:16,127 --> 00:09:19,557
I can't really afford a full-time
customer service person right now to
176
00:09:19,557 --> 00:09:23,197
sit in my office, but what I can afford
is to pay somebody to develop some AI
177
00:09:23,207 --> 00:09:27,657
software for me one time and give it
all the, frequently asked questions
178
00:09:27,657 --> 00:09:29,827
and here's the details of the plans.
179
00:09:29,867 --> 00:09:33,277
And learn these, understand it, and
then when an employee has a question
180
00:09:33,277 --> 00:09:35,927
like that, hey, pop that in the portal.
181
00:09:36,097 --> 00:09:39,367
If they can't answer your question,
then they direct it to my cell phone,
182
00:09:39,627 --> 00:09:41,307
and I can hop on and fill the gaps.
183
00:09:41,307 --> 00:09:46,107
But a lot of the questions that get
asked are easily answered by an AI bot
184
00:09:46,117 --> 00:09:47,907
that just knows what the plans are.
185
00:09:48,147 --> 00:09:50,307
It's not a licensed agent, so
it can't sell you insurance.
186
00:09:50,307 --> 00:09:54,017
It can't advise you on how to do anything,
but it can answer your questions.
187
00:09:54,017 --> 00:09:55,087
it's just as simple as that.
188
00:09:55,097 --> 00:09:56,407
So that's very helpful.
189
00:09:56,597 --> 00:10:00,627
It's great at helping me craft
emails that can go out to even
190
00:10:00,627 --> 00:10:04,137
policyholders and em-employees
getting ready for open enrollment.
191
00:10:04,197 --> 00:10:05,267
I don't have the best grammar.
192
00:10:05,327 --> 00:10:09,367
When I'm talking I don't sound as clean
and as polished as I could, right?
193
00:10:09,377 --> 00:10:11,727
So I want my emails to come
out very clean, polished.
194
00:10:11,727 --> 00:10:13,037
And I know that's super basic,
195
00:10:13,234 --> 00:10:13,544
Jennifer Reif: Ja
196
00:10:13,687 --> 00:10:15,747
Mike Notte: but it actually makes
a huge difference because I use
197
00:10:15,747 --> 00:10:18,137
a lot of extra words, if you
haven't been able to tell already.
198
00:10:18,407 --> 00:10:22,077
I type the same way I speak, so
it's important that AI's like,
199
00:10:22,077 --> 00:10:24,217
okay, they're never gonna be
able to read all this stuff.
200
00:10:24,227 --> 00:10:28,797
Format it in a spot that's gonna make
it concise and clear so that way they
201
00:10:28,797 --> 00:10:31,647
get the message and they're not, "Okay,
what does he actually mean by this?"
202
00:10:31,707 --> 00:10:31,877
Jennifer Reif: Right.
203
00:10:31,923 --> 00:10:32,153
Mike Notte: That kind of thing.
204
00:10:32,373 --> 00:10:32,583
Jennifer Reif: yeah.
205
00:10:32,713 --> 00:10:34,713
and just as a side note,
I have the same problem.
206
00:10:34,773 --> 00:10:38,316
I… AI is great at summarizing and
condensing stuff, and I tend to over-
207
00:10:38,356 --> 00:10:38,806
Mike Notte: Sure
208
00:10:39,193 --> 00:10:40,003
Jennifer Reif: add details.
209
00:10:40,003 --> 00:10:43,663
And so sometimes it's nice to just
toss it AI's way and say, "Hey,
210
00:10:43,693 --> 00:10:46,553
clean, clean this up and make it
smaller, make it more concise and more
211
00:10:46,553 --> 00:10:48,713
meaningful." That's one really cool tool.
212
00:10:49,300 --> 00:10:49,750
Mike Notte: Yeah
213
00:10:49,753 --> 00:10:54,123
Jennifer Reif: One of the challenges
that companies are trying to scale is
214
00:10:54,123 --> 00:10:57,873
figuring out what that right balance
is between people and the AI tools.
215
00:10:58,223 --> 00:11:02,093
And who knows what the actual
right balance is or will be in the
216
00:11:02,093 --> 00:11:04,783
future, where I think we're still
all trying to figure out how many
217
00:11:04,783 --> 00:11:08,023
agents versus how many actual humans
does it take to get a job done well.
218
00:11:08,453 --> 00:11:11,113
It goes back to that concept
of work smarter, not harder.
219
00:11:11,853 --> 00:11:15,623
But what does that look like
for maybe your clients or in the
220
00:11:15,623 --> 00:11:17,143
examples that you come across?
221
00:11:18,170 --> 00:11:21,190
Mike Notte: For my clients, their
business is kinda their business.
222
00:11:21,190 --> 00:11:22,420
I let them kinda handle it.
223
00:11:22,420 --> 00:11:26,730
But I know for me personally,
for me to scale, I need help.
224
00:11:26,760 --> 00:11:28,080
I'm a one-man show right now.
225
00:11:28,080 --> 00:11:30,160
I got one virtual
assistant working with me.
226
00:11:30,160 --> 00:11:33,710
She does a great job, but she's not
licensed, so she can't do everything.
227
00:11:33,751 --> 00:11:34,061
Jennifer Reif: Sure
228
00:11:34,120 --> 00:11:38,040
Mike Notte: I can onboard licensed
agents, but they work on commission,
229
00:11:38,040 --> 00:11:40,720
so their real sole focus is on selling.
230
00:11:40,813 --> 00:11:41,213
Jennifer Reif: Yeah.
231
00:11:41,460 --> 00:11:44,340
Mike Notte: so until I get to the point
where I can afford to, pay somebody
232
00:11:44,340 --> 00:11:47,410
six figures to sit in my office and
take calls and do all the things I need
233
00:11:47,410 --> 00:11:50,950
them to do to treat it appropriately,
I'm just not ready to be there yet.
234
00:11:50,983 --> 00:11:51,263
Jennifer Reif: Yeah.
235
00:11:51,930 --> 00:11:54,850
Mike Notte: However, if someone will
develop me an AI answering bot for 10
236
00:11:54,860 --> 00:11:56,980
grand, yeah, all day I can do that.
237
00:11:56,980 --> 00:12:01,340
And then I can have one specific for
each group, or I can have one that does
238
00:12:01,340 --> 00:12:03,450
this specific job, analyze the claims.
239
00:12:03,450 --> 00:12:05,790
Or maybe it's one bot that's
just it's 100,000, but it's
240
00:12:05,800 --> 00:12:07,090
one time, not every year.
241
00:12:07,393 --> 00:12:07,413
Jennifer Reif: Yeah.
242
00:12:07,700 --> 00:12:09,190
Mike Notte: And it does all the
things that I need it to do.
243
00:12:09,210 --> 00:12:11,560
The possibilities are really endless.
244
00:12:11,630 --> 00:12:14,580
It's just a matter of me finding the
time to sit with somebody and be like,
245
00:12:14,830 --> 00:12:19,790
"Here's what I need, and this is what I
need you to help me. How can we do this?"
246
00:12:19,790 --> 00:12:23,730
"Here's my problem. Solve it," And then
see what, see what the answer would be.
247
00:12:23,760 --> 00:12:26,630
But I need licensed agents that can
sell, so that'll never be replaced.
248
00:12:26,883 --> 00:12:27,003
Jennifer Reif: Yeah.
249
00:12:27,270 --> 00:12:30,940
Mike Notte: You can have AI bots
that it like technically enroll.
250
00:12:31,160 --> 00:12:31,860
I've seen that.
251
00:12:31,870 --> 00:12:35,640
They've got AI enrollers now, and we're
asking you questions on what's going
252
00:12:35,640 --> 00:12:39,010
on with your family, and they can ask
similar questions to that what I can ask.
253
00:12:39,260 --> 00:12:42,950
They can look up the prescription drug
formularies, and they can help you make
254
00:12:42,950 --> 00:12:45,720
an educated decision about what you're
gonna enroll in, and then you can use your
255
00:12:45,720 --> 00:12:47,810
benefit admin software to enroll in that.
256
00:12:48,160 --> 00:12:51,890
I got no problem with that in most cases,
but you're still gonna wanna have a
257
00:12:51,890 --> 00:12:54,450
licensed agent backing that system up.
258
00:12:54,565 --> 00:12:54,855
Jennifer Reif: Sure.
259
00:12:55,160 --> 00:12:59,340
Mike Notte: Just because that human
touch does something a little bit extra.
260
00:12:59,360 --> 00:13:02,830
We can actually hear, and then there might
be something that if you're having to
261
00:13:02,830 --> 00:13:08,580
type or just talk to some bot, they don't
really pick up on the real conversation.
262
00:13:08,580 --> 00:13:12,500
Me as a, licensed agent, I'm bound by
every single HIPAA law that's out there.
263
00:13:12,510 --> 00:13:14,020
Privacy is super important.
264
00:13:14,370 --> 00:13:16,340
If I say anything, I'm in trouble.
265
00:13:16,370 --> 00:13:17,320
I'm in big trouble.
266
00:13:17,510 --> 00:13:20,970
So your stuff dies with me,
if it's said out loud, right?
267
00:13:21,120 --> 00:13:24,490
It's very helpful to have that human
touch again because I can kinda
268
00:13:24,490 --> 00:13:27,220
tell "Hey, you're asking me a lot of
questions about this specifically.
269
00:13:27,270 --> 00:13:31,690
Can we talk about the possibility of
adding this particular type of policy?
270
00:13:31,690 --> 00:13:33,890
Because I feel like there's something
going on behind the scenes here.
271
00:13:33,900 --> 00:13:36,430
Are you going through anything
right now?" And just have that human
272
00:13:36,460 --> 00:13:38,080
connection and conversation with them.
273
00:13:38,163 --> 00:13:42,403
Jennifer Reif: Yeah, it goes back to what
we're discussing a lot in technology right
274
00:13:42,403 --> 00:13:47,513
now is the governance and the ownership
of the AI answers and the decision-making
275
00:13:47,513 --> 00:13:49,763
that goes on within agentic systems.
276
00:13:50,304 --> 00:13:55,274
You're pinpointing back to that is,
yes, AI works really well for tasks
277
00:13:55,274 --> 00:13:58,684
or whatever, but you still have to
have a human ownership somewhere
278
00:13:58,684 --> 00:14:03,694
because at least right now we
can't sue a- agent systems, right?
279
00:14:04,094 --> 00:14:04,504
Mike Notte: Yeah
280
00:14:04,661 --> 00:14:08,421
Jennifer Reif: We can't go after agents
and hold them accountable for the things
281
00:14:08,421 --> 00:14:13,421
that they're producing, which means that
we have to find a human owner for that.
282
00:14:13,751 --> 00:14:17,201
And in small businesses,
that becomes the owner.
283
00:14:17,201 --> 00:14:21,421
Or your leadership or whatever it happens
to be, if you have a larger company.
284
00:14:21,661 --> 00:14:25,541
But yeah, still trying to work through all
of those things, and it, that exists even
285
00:14:25,551 --> 00:14:28,101
outside the technology industry, right?
286
00:14:28,328 --> 00:14:30,218
You're dealing with the same
frustrations that we all are.
287
00:14:30,982 --> 00:14:31,372
Mike Notte: Sure.
288
00:14:31,752 --> 00:14:32,772
Yeah, and the other thing too.
289
00:14:32,822 --> 00:14:36,702
I'm not a pro at AI anything, and
maybe this exists, maybe it doesn't,
290
00:14:36,702 --> 00:14:42,892
but it seems like AI is purely
responsive or reactive, right?
291
00:14:42,912 --> 00:14:45,012
It doesn't necessarily initiate.
292
00:14:45,302 --> 00:14:50,302
So if there's something that's coming
down the line that I can see for the,
293
00:14:50,322 --> 00:14:53,802
the group and the business owner, "Hey,
here's where your benefits are right
294
00:14:53,802 --> 00:14:58,332
now." An AI bot is great to talk to the
employees, but that AI bot's not gonna
295
00:14:58,332 --> 00:15:01,682
develop the new strategy for what's
coming out with the insurance stuff maybe.
296
00:15:01,682 --> 00:15:02,692
I mean, that's just my opinion.
297
00:15:02,862 --> 00:15:03,262
Jennifer Reif: Yeah, that's
298
00:15:03,262 --> 00:15:04,902
Mike Notte: Maybe there is
something that does do that.
299
00:15:04,912 --> 00:15:07,962
But I think that being able to
interview and talk to that business
300
00:15:07,962 --> 00:15:12,652
owner, I can uncover some things and
help them protect themselves from
301
00:15:12,652 --> 00:15:15,702
something that's coming down the line
that's gonna be unseen, that's not
302
00:15:15,702 --> 00:15:18,582
printed yet on the internet, that that
these bots don't know anything about,
303
00:15:18,632 --> 00:15:21,622
Jennifer Reif: Yeah, that's actually
really interesting because AI is very good
304
00:15:21,642 --> 00:15:26,662
at maybe prediction or forecasting, but
all of that has to be prompted, right?
305
00:15:26,672 --> 00:15:31,642
Somebody has to be looking for those
indicators or those variables to pop
306
00:15:31,652 --> 00:15:35,922
up and either present red flags or
indicators of things that might be
307
00:15:35,922 --> 00:15:40,732
coming, and then being able to surface
that information and a human coalescing
308
00:15:40,742 --> 00:15:42,192
that data and then providing it to AI.
309
00:15:42,222 --> 00:15:46,522
It's really good at those predictions and
that forecasting from those things, but
310
00:15:46,592 --> 00:15:51,102
you still almost need a human to pop those
indicators and point those things out
311
00:15:51,707 --> 00:15:52,167
Mike Notte: Mm-hmm.
312
00:15:52,597 --> 00:15:52,917
Yeah.
313
00:15:52,927 --> 00:15:57,297
I mean, I can look at trends
and just see behavior that's not
314
00:15:57,767 --> 00:15:59,267
collected in the form of data.
315
00:15:59,477 --> 00:15:59,497
Jennifer Reif: Yeah
316
00:15:59,795 --> 00:16:01,955
Mike Notte: I can see the questions
that people are asking me.
317
00:16:01,955 --> 00:16:05,535
And you can look at a Google search and
stuff, but like in a one-on-one convo,
318
00:16:05,565 --> 00:16:09,115
there's a lot of things that get brought
out that people don't necessarily think
319
00:16:09,145 --> 00:16:12,255
to ask unless they're prompted, you know?
320
00:16:12,275 --> 00:16:13,765
So, mm-hmm.
321
00:16:13,995 --> 00:16:17,235
Jennifer Reif: Yeah, it kinda goes back
to that concept of technical debt in
322
00:16:17,235 --> 00:16:22,075
software, where we have shortcuts or
undocumented processes that eventually
323
00:16:22,075 --> 00:16:25,105
kinda come back and will get you if you
don't really think through those things.
324
00:16:25,335 --> 00:16:28,605
And it sounds like we're seeing
those same things maybe just in a
325
00:16:28,605 --> 00:16:30,945
different way through AI agents.
326
00:16:31,005 --> 00:16:34,725
And whether we're in the technology
industry or the insurance industry or
327
00:16:34,755 --> 00:16:38,375
something else entirely, all of these
things kinda come back, and things that
328
00:16:38,375 --> 00:16:41,855
we don't really think through or forget
about kinda fall off to the wayside
329
00:16:42,595 --> 00:16:44,775
up coming back and hurting us later
330
00:16:45,641 --> 00:16:45,941
Mike Notte: Yep.
331
00:16:46,201 --> 00:16:46,481
Yep.
332
00:16:46,541 --> 00:16:49,741
They can come back in a big
time way, so gotta be prepared.
333
00:16:50,565 --> 00:16:50,825
Jennifer Reif: Okay.
334
00:16:50,855 --> 00:16:56,885
To take a little bit of a turn here just
a bit, you spent 16 years performing
335
00:16:56,885 --> 00:17:00,965
and touring before you moved into
this business world, which is quite
336
00:17:00,965 --> 00:17:05,025
a career transition, and actually
I have a similar one as well, so I,
337
00:17:05,209 --> 00:17:05,579
Mike Notte: Oh
338
00:17:05,635 --> 00:17:06,845
Jennifer Reif: Just out of
personal curiosity here,
339
00:17:07,191 --> 00:17:07,911
Mike Notte: Yeah
340
00:17:08,685 --> 00:17:11,255
Jennifer Reif: Did that experience change
the way that you think about building
341
00:17:11,265 --> 00:17:14,545
reliable systems or performing under
pressure, the things that you do now?
342
00:17:15,191 --> 00:17:15,971
Mike Notte: Absolutely.
343
00:17:16,021 --> 00:17:16,731
Absolutely.
344
00:17:16,731 --> 00:17:20,671
I know how to work a room, just being the
frontman of a band, you'd think, "Oh, any
345
00:17:20,671 --> 00:17:22,411
idiot can do it." Yeah, go ahead, try.
346
00:17:22,451 --> 00:17:22,951
Jennifer Reif: Yeah
347
00:17:23,130 --> 00:17:25,970
Mike Notte: Stand up in front of 500
people that don't know who you are and
348
00:17:25,980 --> 00:17:27,680
try and win them over in 30 minutes.
349
00:17:27,710 --> 00:17:28,950
And that's a tough deal.
350
00:17:28,950 --> 00:17:33,790
Now I go give presentations in boardrooms
and big group presentations for big, large
351
00:17:33,820 --> 00:17:36,310
employer, employee populations and stuff.
352
00:17:36,310 --> 00:17:37,300
It's kinda the same thing.
353
00:17:37,300 --> 00:17:38,270
You gotta get their attention.
354
00:17:38,270 --> 00:17:42,240
You gotta hit them with something that
makes sense and then sell them the value.
355
00:17:42,400 --> 00:17:43,790
So give them a good experience.
356
00:17:43,890 --> 00:17:44,830
So it's the same thing.
357
00:17:45,525 --> 00:17:46,155
Jennifer Reif: Absolutely.
358
00:17:46,195 --> 00:17:49,525
Thank you so much, Michael, for
joining us and talking about your
359
00:17:49,525 --> 00:17:55,365
perspective on maybe systems and
insurance and business all in, in one.
360
00:17:55,665 --> 00:17:58,655
I appreciate your perspective
on this and look forward to
361
00:17:58,655 --> 00:18:00,265
seeing what comes next for us.
362
00:18:00,315 --> 00:18:00,605
Mike Notte: Yeah.
363
00:18:00,615 --> 00:18:01,025
Awesome.
364
00:18:01,025 --> 00:18:01,945
Thanks for having me, Jennifer.
365
00:18:02,319 --> 00:18:03,049
Jennifer Reif: All right, bye.
366
00:18:03,615 --> 00:18:03,925
Mike Notte: Bye.
00:00:05,390 --> 00:00:08,910
Jennifer Reif: You are listening to the
Breaktime Tech Talks podcast, a bite-sized
2
00:00:08,950 --> 00:00:13,489
tech podcast for busy developers where
we'll briefly cover technical topics, news
3
00:00:13,489 --> 00:00:15,749
snippets and more in short time blocks.
4
00:00:16,230 --> 00:00:19,940
I'm your host, Jennifer Reif, an
avid developer and problem solver
5
00:00:20,149 --> 00:00:24,100
with special interest in data,
learning and all things technology.
6
00:00:24,607 --> 00:00:28,307
Welcome back to Breaktime Tech Talks,
and today I'm here with Michael to talk
7
00:00:28,317 --> 00:00:34,467
about his experience in the tech and tech
business, space and what he's doing for
8
00:00:34,467 --> 00:00:38,477
the last several years in that world and,
sharing with us his perspective on that.
9
00:00:38,727 --> 00:00:40,457
Thank you so much,
Michael, for joining us.
10
00:00:41,165 --> 00:00:42,105
Mike Notte: Yeah, thanks for having me.
11
00:00:42,192 --> 00:00:45,822
Jennifer Reif: Would you, just for
listeners, give a little bit of background
12
00:00:45,932 --> 00:00:48,072
in what you do and how you got there?
13
00:00:48,775 --> 00:00:49,085
Mike Notte: Yeah.
14
00:00:49,095 --> 00:00:52,105
So I'm an insurance agency owner, so
probably going, "Why are you on some
15
00:00:52,105 --> 00:00:55,875
kind of tech show right now?" there's
a lot of, evolution of technology in
16
00:00:55,875 --> 00:00:59,595
the insurance world, and it's important
for people to know what's good and
17
00:00:59,595 --> 00:01:03,655
what's a trap and where we should
probably, steer this industry, right?
18
00:01:03,655 --> 00:01:08,295
But I've been in the insurance world for
over 17 years, and I've been providing
19
00:01:08,295 --> 00:01:12,015
mostly voluntary benefits, which are
like the supplemental health and life
20
00:01:12,015 --> 00:01:16,715
insurances that pay cash directly to you
for critical illness diagnosises like
21
00:01:16,715 --> 00:01:20,235
cancer, heart attack, stroke, accidental
injuries, those types of things.
22
00:01:20,235 --> 00:01:24,345
But now I'm really focused on
helping businesses of all shapes and
23
00:01:24,345 --> 00:01:29,395
sizes customize the benefit package
options and, most importantly, their
24
00:01:29,405 --> 00:01:33,915
enrollment and communication strategy
for those benefits for their business.
25
00:01:34,165 --> 00:01:36,945
And that's where the tech
kind of stuff comes into play
26
00:01:36,945 --> 00:01:38,435
here because you know what?
27
00:01:38,445 --> 00:01:43,255
The days of insurance agents and being
only available to go to work site
28
00:01:43,255 --> 00:01:46,535
locations and all that kind of stuff
are by the wayside, and everyone's
29
00:01:46,535 --> 00:01:49,105
getting excited about these virtual
enrollments and self-enrollment
30
00:01:49,105 --> 00:01:51,965
online, everything, and that's not
always the best strategy either.
31
00:01:52,185 --> 00:01:55,605
So it's how do we find the combination
between what I've been doing for the
32
00:01:55,605 --> 00:02:00,345
last 17 years to what's happening with
AI and what's coming up, to really
33
00:02:00,345 --> 00:02:01,725
make it make sense for your business.
34
00:02:01,725 --> 00:02:03,155
So that's why I'm here today.
35
00:02:03,236 --> 00:02:03,826
Jennifer Reif: Absolutely.
36
00:02:03,866 --> 00:02:04,436
Th- thanks so much.
37
00:02:04,526 --> 00:02:09,886
I talk actually a lot about the
overlap with technology and how
38
00:02:09,936 --> 00:02:12,806
technology permeates literally every
other industry, so I find it really
39
00:02:12,853 --> 00:02:13,113
Mike Notte: Mhm
40
00:02:13,276 --> 00:02:15,986
Jennifer Reif: interesting to just
hear what technology is doing in other
41
00:02:15,986 --> 00:02:17,826
spaces and how people are using it.
42
00:02:18,066 --> 00:02:21,216
Whether technical or non-technical,
there's lots of cool applications
43
00:02:21,216 --> 00:02:23,776
that, again, tech just permeates
literally everything else.
44
00:02:24,866 --> 00:02:28,236
As a developer, I spend a lot of time
thinking about systems, and probably
45
00:02:28,236 --> 00:02:33,436
many developers do, and when it comes
to compensation and benefits, a lot of
46
00:02:33,436 --> 00:02:37,696
us, myself probably included, tend to
just look at the salary and move on.
47
00:02:37,776 --> 00:02:38,776
Yes, that meets my criteria.
48
00:02:38,776 --> 00:02:39,356
No, that doesn't.
49
00:02:40,056 --> 00:02:43,416
what are we missing when we look at
that kind of single-shot approach?
50
00:02:44,571 --> 00:02:47,181
Mike Notte: Yeah, as from an employee
perspective or as an owner perspective?
51
00:02:47,201 --> 00:02:48,721
'Cause there's two
different things, right?
52
00:02:48,828 --> 00:02:49,418
Jennifer Reif: That's a good question.
53
00:02:49,478 --> 00:02:51,028
Maybe a little touch on each?
54
00:02:51,681 --> 00:02:52,041
Mike Notte: Sure.
55
00:02:52,051 --> 00:02:52,441
Okay.
56
00:02:52,711 --> 00:02:57,571
So as an employer, I- it's important
that your benefit package keeps
57
00:02:57,631 --> 00:03:00,371
up with what's happening with
your competitors down the street.
58
00:03:00,701 --> 00:03:04,461
That's what I help you trying to
provide as best you possibly can.
59
00:03:04,781 --> 00:03:07,471
Now, the flip side of that, as
an employee, you're looking for
60
00:03:07,471 --> 00:03:10,561
your employer to provide the best
benefit package absolutely possible.
61
00:03:10,561 --> 00:03:15,061
But if an employer doesn't necessarily
have that in their budget or they
62
00:03:15,061 --> 00:03:18,591
haven't thought about it, typically
they'll go out on the open market,
63
00:03:18,611 --> 00:03:22,801
either sign up for a plan themselves
and just kinda pick the cheapest one.
64
00:03:22,811 --> 00:03:26,191
If my employees want it, here we go,
and that opens you up to a whole bunch
65
00:03:26,191 --> 00:03:31,581
of compliance potential issues when it
comes to the ACA and all kinds of things.
66
00:03:31,821 --> 00:03:35,721
But al- more importantly, if your
employees don't understand what you're
67
00:03:35,721 --> 00:03:39,191
doing or what you're offering, then
you're really just throwing money into
68
00:03:39,191 --> 00:03:41,101
the wind and hoping it catches something.
69
00:03:41,101 --> 00:03:46,261
The biggest expenditures that employers
have, one is salary, two your inventory,
70
00:03:46,271 --> 00:03:47,631
three is your benefit package.
71
00:03:47,631 --> 00:03:50,201
that's really the, the
employer kinda side of it.
72
00:03:50,201 --> 00:03:53,701
It's like, okay, if I can offer better
benefits, I can offer them cheaper than
73
00:03:53,701 --> 00:03:56,991
what I would do if I was trying to do
it on my own with no education on this
74
00:03:56,991 --> 00:04:00,911
and no systems in place, what does that
look like for me as an owner, and how
75
00:04:00,951 --> 00:04:04,641
much talent is going down the street
to compete against me now because they
76
00:04:04,641 --> 00:04:07,691
actually took the time to work with a
broker and develop a winning strategy?
77
00:04:07,754 --> 00:04:08,014
Jennifer Reif: Ok.
78
00:04:08,194 --> 00:04:12,364
Mike Notte: From an employee side,
oftentimes you think, "Well, my company
79
00:04:12,364 --> 00:04:16,944
offers insurance. It's all the same."
But when you don't have an understanding
80
00:04:16,944 --> 00:04:20,104
of it, you can get really frustrated
when you are working with that employer.
81
00:04:20,104 --> 00:04:24,144
There's some things that, as an employee,
you can fall into some traps of, "I
82
00:04:24,144 --> 00:04:27,484
got insurance, and that means I'm
covered for everything." But it's really
83
00:04:27,484 --> 00:04:28,874
important to have that understanding.
84
00:04:29,124 --> 00:04:32,994
So an employee meeting with me or a
licensed agent is really valuable.
85
00:04:33,044 --> 00:04:33,664
Jennifer Reif: Okay, perfect.
86
00:04:33,674 --> 00:04:36,914
And all of these things, a couple of
things that you've mentioned talking
87
00:04:36,914 --> 00:04:41,724
about the, the first expense for
an employer is salary followed by
88
00:04:41,734 --> 00:04:43,844
your inventory and your benefits.
89
00:04:44,214 --> 00:04:48,644
That, I imagine, is a
lot of risk mitigation.
90
00:04:48,684 --> 00:04:51,404
And then of course the, the
balance between over-insurance
91
00:04:51,404 --> 00:04:52,374
and under-insurance.
92
00:04:52,604 --> 00:04:56,504
Again, that's all about mitigating your
risks for what you expect you want,
93
00:04:56,604 --> 00:05:00,764
you will need, and what you actually
end up using so that you're not too
94
00:05:00,764 --> 00:05:05,724
far out of pocket or not too far,
have too much more than what you need.
95
00:05:06,094 --> 00:05:12,874
I'm curious, if we thought a little
bit more of maybe benefits and
96
00:05:13,254 --> 00:05:19,334
employment packages as systems like
we design as developers, right?
97
00:05:19,334 --> 00:05:23,134
We're very detail-oriented, I
think generally, technical folks.
98
00:05:23,144 --> 00:05:28,364
And how should we be thinking about
designing our benefits packages
99
00:05:28,614 --> 00:05:29,764
maybe in a similar fashion?
100
00:05:30,631 --> 00:05:31,051
Mike Notte: Yeah.
101
00:05:31,101 --> 00:05:32,651
That's a great way to put it.
102
00:05:32,661 --> 00:05:36,461
So for me, when I'm looking at any
business, I wanna sit with the owner
103
00:05:36,461 --> 00:05:39,121
and the human resources department,
or sometimes it's just the owner
104
00:05:39,121 --> 00:05:40,501
'cause they're so small, right?
105
00:05:40,501 --> 00:05:42,511
They don't have a human
resources person, which is fine.
106
00:05:42,851 --> 00:05:45,901
And I just talk to them about, "Hey,
what's most important for you," right?
107
00:05:45,951 --> 00:05:48,621
You wanna make sure that your employees
don't have a lot of questions when they
108
00:05:48,621 --> 00:05:53,351
go to the doctor, or are you guys in a
place where you p- your people can pick
109
00:05:53,351 --> 00:05:58,111
up on some education so I can show them
like, "Hey, here's a, literally a $10,000
110
00:05:58,111 --> 00:06:02,331
catastrophic plan, but here's what we're
gonna do to fill that gap on that 10,000.
111
00:06:02,331 --> 00:06:05,881
Now, it's gonna require you an extra
step when you go to the doctor, but I'm
112
00:06:05,881 --> 00:06:08,561
here to help you walk through that."
Can we have that kind of conversation
113
00:06:08,561 --> 00:06:12,291
with your employees, or do you want
less of a hassle and more of, "Hey,
114
00:06:12,291 --> 00:06:14,631
we're willing to pay a lot more," right?
115
00:06:14,631 --> 00:06:18,281
To fill the gap on that deductible, and
then here's some ancillary benefits on
116
00:06:18,281 --> 00:06:21,671
the side that employees can pay for, for
themselves to make up the difference on
117
00:06:21,671 --> 00:06:23,121
that little bit that's remaining over.
118
00:06:23,121 --> 00:06:24,541
What's most important to you, right?
119
00:06:24,791 --> 00:06:29,011
And so then we'll come up with a
strategy and go get quotes on the market
120
00:06:29,021 --> 00:06:31,091
for anything that you're looking for.
121
00:06:31,141 --> 00:06:33,811
Let's talk about what we want first,
and then where the system part
122
00:06:33,811 --> 00:06:37,461
comes in is the implementation and
the communication to the employees.
123
00:06:37,711 --> 00:06:41,241
Because if you're spending, as
an employer in the $50,000 a
124
00:06:41,241 --> 00:06:43,061
month range for 50 employees,
125
00:06:43,626 --> 00:06:43,656
Jennifer Reif: Sure
126
00:06:43,841 --> 00:06:46,601
Mike Notte: down to the, the
cheapest plans were 14 grand a month.
127
00:06:46,811 --> 00:06:50,341
But it depends on, again, that
struggle of, hey, the $14,000
128
00:06:50,341 --> 00:06:51,791
plan, it takes some work.
129
00:06:51,801 --> 00:06:54,701
we're gonna have to work together to get
those employees on board and make them
130
00:06:54,701 --> 00:06:57,741
happy with it, The $50,000 a month plan,
though, if you're gonna be literally
131
00:06:57,741 --> 00:07:02,321
investing $600,000 a year in those
benefits, I think it's still important
132
00:07:02,321 --> 00:07:05,971
that your employees understand exactly
what's happening for those benefits and
133
00:07:05,971 --> 00:07:07,901
what you're doing for them as an employer.
134
00:07:08,161 --> 00:07:11,051
But, w- let's put the systems
in place on how to communicate
135
00:07:11,051 --> 00:07:12,301
effectively to the employees.
136
00:07:12,301 --> 00:07:12,731
And that way.
137
00:07:12,731 --> 00:07:16,731
When issues arise, there's also a system
for that as well, so we can quickly
138
00:07:16,731 --> 00:07:19,961
and easily, put any flames out, and
that your employees appreciate and
139
00:07:19,961 --> 00:07:23,251
understand exactly what it is you're
doing for them as an owner, because
140
00:07:23,251 --> 00:07:24,451
that's the most important thing.
141
00:07:24,461 --> 00:07:28,451
You as an owner have to have a presence,
or at least the HR department or the
142
00:07:28,461 --> 00:07:31,591
company itself, even if they don't
know who you are, the company has
143
00:07:31,591 --> 00:07:35,251
to have an image of we're here for
our employees, we take care of our
144
00:07:35,251 --> 00:07:38,121
people, and we're not running some
sweatshop, and we don't really give
145
00:07:38,121 --> 00:07:39,611
a crap about anything else, right?
146
00:07:39,712 --> 00:07:40,002
Jennifer Reif: Right
147
00:07:40,021 --> 00:07:43,661
Mike Notte: so we want those systems to
work for the environment that you're in.
148
00:07:43,981 --> 00:07:44,281
Jennifer Reif: Okay.
149
00:07:44,481 --> 00:07:50,033
I really liked how you're approaching
risk mitigation from upfront
150
00:07:50,343 --> 00:07:53,040
communication, almost like requirements.
151
00:07:53,040 --> 00:07:57,990
Like you're setting up the ground rules
for what do you find most valuable,
152
00:07:58,590 --> 00:07:59,810
and then we can go from there.
153
00:07:59,830 --> 00:08:03,880
Whether you want to spend more and
manage it less, so set it and forget
154
00:08:03,880 --> 00:08:09,090
it kind of interaction, or whether
you want to lower your costs, but then
155
00:08:09,090 --> 00:08:13,970
that's gonna require a little bit more
effort and interaction on their part.
156
00:08:14,340 --> 00:08:18,880
You wanna set that precedent upfront,
and then that defines the communication
157
00:08:18,900 --> 00:08:22,350
and the level of detail that goes out
in the implementation side of things.
158
00:08:23,594 --> 00:08:26,294
Mike Notte: It's really important
to me that your employees come back
159
00:08:26,294 --> 00:08:30,004
to you as an employer and talk about
what a wonderful experience they had
160
00:08:30,004 --> 00:08:35,414
with their benefits, because that's
going to be a sign I did my job, one.
161
00:08:35,704 --> 00:08:40,494
But two, it's really gonna make your life
a lot simpler and easier in the future.
162
00:08:40,564 --> 00:08:40,914
Jennifer Reif: Absolutely.
163
00:08:40,924 --> 00:08:43,074
Setting up those processes
early makes a big difference.
164
00:08:43,599 --> 00:08:44,079
Mike Notte: Mm-hmm
165
00:08:44,224 --> 00:08:46,064
Jennifer Reif: There's a lot
of conversation right now about
166
00:08:46,264 --> 00:08:49,534
AI making developers and teams
dramatically more productive.
167
00:08:49,974 --> 00:08:52,864
From your perspective working
directly with businesses,
168
00:08:52,884 --> 00:08:54,794
where does that value end up?
169
00:08:55,727 --> 00:09:00,277
Mike Notte: Yeah, AI is super valuable
because for me there's a lot of, I don't
170
00:09:00,277 --> 00:09:04,117
want to call them no-brainer questions,
but like for me as a licensed person, my
171
00:09:04,117 --> 00:09:08,017
whole thing as an owner/operator of my
agency, if I'm not selling new business
172
00:09:08,017 --> 00:09:12,227
owners on working with me, and my time
just gets bogged down with like straight
173
00:09:12,227 --> 00:09:14,177
customer service, I'm not gonna grow.
174
00:09:14,437 --> 00:09:16,127
So I need to be able to delegate somehow.
175
00:09:16,127 --> 00:09:19,557
I can't really afford a full-time
customer service person right now to
176
00:09:19,557 --> 00:09:23,197
sit in my office, but what I can afford
is to pay somebody to develop some AI
177
00:09:23,207 --> 00:09:27,657
software for me one time and give it
all the, frequently asked questions
178
00:09:27,657 --> 00:09:29,827
and here's the details of the plans.
179
00:09:29,867 --> 00:09:33,277
And learn these, understand it, and
then when an employee has a question
180
00:09:33,277 --> 00:09:35,927
like that, hey, pop that in the portal.
181
00:09:36,097 --> 00:09:39,367
If they can't answer your question,
then they direct it to my cell phone,
182
00:09:39,627 --> 00:09:41,307
and I can hop on and fill the gaps.
183
00:09:41,307 --> 00:09:46,107
But a lot of the questions that get
asked are easily answered by an AI bot
184
00:09:46,117 --> 00:09:47,907
that just knows what the plans are.
185
00:09:48,147 --> 00:09:50,307
It's not a licensed agent, so
it can't sell you insurance.
186
00:09:50,307 --> 00:09:54,017
It can't advise you on how to do anything,
but it can answer your questions.
187
00:09:54,017 --> 00:09:55,087
it's just as simple as that.
188
00:09:55,097 --> 00:09:56,407
So that's very helpful.
189
00:09:56,597 --> 00:10:00,627
It's great at helping me craft
emails that can go out to even
190
00:10:00,627 --> 00:10:04,137
policyholders and em-employees
getting ready for open enrollment.
191
00:10:04,197 --> 00:10:05,267
I don't have the best grammar.
192
00:10:05,327 --> 00:10:09,367
When I'm talking I don't sound as clean
and as polished as I could, right?
193
00:10:09,377 --> 00:10:11,727
So I want my emails to come
out very clean, polished.
194
00:10:11,727 --> 00:10:13,037
And I know that's super basic,
195
00:10:13,234 --> 00:10:13,544
Jennifer Reif: Ja
196
00:10:13,687 --> 00:10:15,747
Mike Notte: but it actually makes
a huge difference because I use
197
00:10:15,747 --> 00:10:18,137
a lot of extra words, if you
haven't been able to tell already.
198
00:10:18,407 --> 00:10:22,077
I type the same way I speak, so
it's important that AI's like,
199
00:10:22,077 --> 00:10:24,217
okay, they're never gonna be
able to read all this stuff.
200
00:10:24,227 --> 00:10:28,797
Format it in a spot that's gonna make
it concise and clear so that way they
201
00:10:28,797 --> 00:10:31,647
get the message and they're not, "Okay,
what does he actually mean by this?"
202
00:10:31,707 --> 00:10:31,877
Jennifer Reif: Right.
203
00:10:31,923 --> 00:10:32,153
Mike Notte: That kind of thing.
204
00:10:32,373 --> 00:10:32,583
Jennifer Reif: yeah.
205
00:10:32,713 --> 00:10:34,713
and just as a side note,
I have the same problem.
206
00:10:34,773 --> 00:10:38,316
I… AI is great at summarizing and
condensing stuff, and I tend to over-
207
00:10:38,356 --> 00:10:38,806
Mike Notte: Sure
208
00:10:39,193 --> 00:10:40,003
Jennifer Reif: add details.
209
00:10:40,003 --> 00:10:43,663
And so sometimes it's nice to just
toss it AI's way and say, "Hey,
210
00:10:43,693 --> 00:10:46,553
clean, clean this up and make it
smaller, make it more concise and more
211
00:10:46,553 --> 00:10:48,713
meaningful." That's one really cool tool.
212
00:10:49,300 --> 00:10:49,750
Mike Notte: Yeah
213
00:10:49,753 --> 00:10:54,123
Jennifer Reif: One of the challenges
that companies are trying to scale is
214
00:10:54,123 --> 00:10:57,873
figuring out what that right balance
is between people and the AI tools.
215
00:10:58,223 --> 00:11:02,093
And who knows what the actual
right balance is or will be in the
216
00:11:02,093 --> 00:11:04,783
future, where I think we're still
all trying to figure out how many
217
00:11:04,783 --> 00:11:08,023
agents versus how many actual humans
does it take to get a job done well.
218
00:11:08,453 --> 00:11:11,113
It goes back to that concept
of work smarter, not harder.
219
00:11:11,853 --> 00:11:15,623
But what does that look like
for maybe your clients or in the
220
00:11:15,623 --> 00:11:17,143
examples that you come across?
221
00:11:18,170 --> 00:11:21,190
Mike Notte: For my clients, their
business is kinda their business.
222
00:11:21,190 --> 00:11:22,420
I let them kinda handle it.
223
00:11:22,420 --> 00:11:26,730
But I know for me personally,
for me to scale, I need help.
224
00:11:26,760 --> 00:11:28,080
I'm a one-man show right now.
225
00:11:28,080 --> 00:11:30,160
I got one virtual
assistant working with me.
226
00:11:30,160 --> 00:11:33,710
She does a great job, but she's not
licensed, so she can't do everything.
227
00:11:33,751 --> 00:11:34,061
Jennifer Reif: Sure
228
00:11:34,120 --> 00:11:38,040
Mike Notte: I can onboard licensed
agents, but they work on commission,
229
00:11:38,040 --> 00:11:40,720
so their real sole focus is on selling.
230
00:11:40,813 --> 00:11:41,213
Jennifer Reif: Yeah.
231
00:11:41,460 --> 00:11:44,340
Mike Notte: so until I get to the point
where I can afford to, pay somebody
232
00:11:44,340 --> 00:11:47,410
six figures to sit in my office and
take calls and do all the things I need
233
00:11:47,410 --> 00:11:50,950
them to do to treat it appropriately,
I'm just not ready to be there yet.
234
00:11:50,983 --> 00:11:51,263
Jennifer Reif: Yeah.
235
00:11:51,930 --> 00:11:54,850
Mike Notte: However, if someone will
develop me an AI answering bot for 10
236
00:11:54,860 --> 00:11:56,980
grand, yeah, all day I can do that.
237
00:11:56,980 --> 00:12:01,340
And then I can have one specific for
each group, or I can have one that does
238
00:12:01,340 --> 00:12:03,450
this specific job, analyze the claims.
239
00:12:03,450 --> 00:12:05,790
Or maybe it's one bot that's
just it's 100,000, but it's
240
00:12:05,800 --> 00:12:07,090
one time, not every year.
241
00:12:07,393 --> 00:12:07,413
Jennifer Reif: Yeah.
242
00:12:07,700 --> 00:12:09,190
Mike Notte: And it does all the
things that I need it to do.
243
00:12:09,210 --> 00:12:11,560
The possibilities are really endless.
244
00:12:11,630 --> 00:12:14,580
It's just a matter of me finding the
time to sit with somebody and be like,
245
00:12:14,830 --> 00:12:19,790
"Here's what I need, and this is what I
need you to help me. How can we do this?"
246
00:12:19,790 --> 00:12:23,730
"Here's my problem. Solve it," And then
see what, see what the answer would be.
247
00:12:23,760 --> 00:12:26,630
But I need licensed agents that can
sell, so that'll never be replaced.
248
00:12:26,883 --> 00:12:27,003
Jennifer Reif: Yeah.
249
00:12:27,270 --> 00:12:30,940
Mike Notte: You can have AI bots
that it like technically enroll.
250
00:12:31,160 --> 00:12:31,860
I've seen that.
251
00:12:31,870 --> 00:12:35,640
They've got AI enrollers now, and we're
asking you questions on what's going
252
00:12:35,640 --> 00:12:39,010
on with your family, and they can ask
similar questions to that what I can ask.
253
00:12:39,260 --> 00:12:42,950
They can look up the prescription drug
formularies, and they can help you make
254
00:12:42,950 --> 00:12:45,720
an educated decision about what you're
gonna enroll in, and then you can use your
255
00:12:45,720 --> 00:12:47,810
benefit admin software to enroll in that.
256
00:12:48,160 --> 00:12:51,890
I got no problem with that in most cases,
but you're still gonna wanna have a
257
00:12:51,890 --> 00:12:54,450
licensed agent backing that system up.
258
00:12:54,565 --> 00:12:54,855
Jennifer Reif: Sure.
259
00:12:55,160 --> 00:12:59,340
Mike Notte: Just because that human
touch does something a little bit extra.
260
00:12:59,360 --> 00:13:02,830
We can actually hear, and then there might
be something that if you're having to
261
00:13:02,830 --> 00:13:08,580
type or just talk to some bot, they don't
really pick up on the real conversation.
262
00:13:08,580 --> 00:13:12,500
Me as a, licensed agent, I'm bound by
every single HIPAA law that's out there.
263
00:13:12,510 --> 00:13:14,020
Privacy is super important.
264
00:13:14,370 --> 00:13:16,340
If I say anything, I'm in trouble.
265
00:13:16,370 --> 00:13:17,320
I'm in big trouble.
266
00:13:17,510 --> 00:13:20,970
So your stuff dies with me,
if it's said out loud, right?
267
00:13:21,120 --> 00:13:24,490
It's very helpful to have that human
touch again because I can kinda
268
00:13:24,490 --> 00:13:27,220
tell "Hey, you're asking me a lot of
questions about this specifically.
269
00:13:27,270 --> 00:13:31,690
Can we talk about the possibility of
adding this particular type of policy?
270
00:13:31,690 --> 00:13:33,890
Because I feel like there's something
going on behind the scenes here.
271
00:13:33,900 --> 00:13:36,430
Are you going through anything
right now?" And just have that human
272
00:13:36,460 --> 00:13:38,080
connection and conversation with them.
273
00:13:38,163 --> 00:13:42,403
Jennifer Reif: Yeah, it goes back to what
we're discussing a lot in technology right
274
00:13:42,403 --> 00:13:47,513
now is the governance and the ownership
of the AI answers and the decision-making
275
00:13:47,513 --> 00:13:49,763
that goes on within agentic systems.
276
00:13:50,304 --> 00:13:55,274
You're pinpointing back to that is,
yes, AI works really well for tasks
277
00:13:55,274 --> 00:13:58,684
or whatever, but you still have to
have a human ownership somewhere
278
00:13:58,684 --> 00:14:03,694
because at least right now we
can't sue a- agent systems, right?
279
00:14:04,094 --> 00:14:04,504
Mike Notte: Yeah
280
00:14:04,661 --> 00:14:08,421
Jennifer Reif: We can't go after agents
and hold them accountable for the things
281
00:14:08,421 --> 00:14:13,421
that they're producing, which means that
we have to find a human owner for that.
282
00:14:13,751 --> 00:14:17,201
And in small businesses,
that becomes the owner.
283
00:14:17,201 --> 00:14:21,421
Or your leadership or whatever it happens
to be, if you have a larger company.
284
00:14:21,661 --> 00:14:25,541
But yeah, still trying to work through all
of those things, and it, that exists even
285
00:14:25,551 --> 00:14:28,101
outside the technology industry, right?
286
00:14:28,328 --> 00:14:30,218
You're dealing with the same
frustrations that we all are.
287
00:14:30,982 --> 00:14:31,372
Mike Notte: Sure.
288
00:14:31,752 --> 00:14:32,772
Yeah, and the other thing too.
289
00:14:32,822 --> 00:14:36,702
I'm not a pro at AI anything, and
maybe this exists, maybe it doesn't,
290
00:14:36,702 --> 00:14:42,892
but it seems like AI is purely
responsive or reactive, right?
291
00:14:42,912 --> 00:14:45,012
It doesn't necessarily initiate.
292
00:14:45,302 --> 00:14:50,302
So if there's something that's coming
down the line that I can see for the,
293
00:14:50,322 --> 00:14:53,802
the group and the business owner, "Hey,
here's where your benefits are right
294
00:14:53,802 --> 00:14:58,332
now." An AI bot is great to talk to the
employees, but that AI bot's not gonna
295
00:14:58,332 --> 00:15:01,682
develop the new strategy for what's
coming out with the insurance stuff maybe.
296
00:15:01,682 --> 00:15:02,692
I mean, that's just my opinion.
297
00:15:02,862 --> 00:15:03,262
Jennifer Reif: Yeah, that's
298
00:15:03,262 --> 00:15:04,902
Mike Notte: Maybe there is
something that does do that.
299
00:15:04,912 --> 00:15:07,962
But I think that being able to
interview and talk to that business
300
00:15:07,962 --> 00:15:12,652
owner, I can uncover some things and
help them protect themselves from
301
00:15:12,652 --> 00:15:15,702
something that's coming down the line
that's gonna be unseen, that's not
302
00:15:15,702 --> 00:15:18,582
printed yet on the internet, that that
these bots don't know anything about,
303
00:15:18,632 --> 00:15:21,622
Jennifer Reif: Yeah, that's actually
really interesting because AI is very good
304
00:15:21,642 --> 00:15:26,662
at maybe prediction or forecasting, but
all of that has to be prompted, right?
305
00:15:26,672 --> 00:15:31,642
Somebody has to be looking for those
indicators or those variables to pop
306
00:15:31,652 --> 00:15:35,922
up and either present red flags or
indicators of things that might be
307
00:15:35,922 --> 00:15:40,732
coming, and then being able to surface
that information and a human coalescing
308
00:15:40,742 --> 00:15:42,192
that data and then providing it to AI.
309
00:15:42,222 --> 00:15:46,522
It's really good at those predictions and
that forecasting from those things, but
310
00:15:46,592 --> 00:15:51,102
you still almost need a human to pop those
indicators and point those things out
311
00:15:51,707 --> 00:15:52,167
Mike Notte: Mm-hmm.
312
00:15:52,597 --> 00:15:52,917
Yeah.
313
00:15:52,927 --> 00:15:57,297
I mean, I can look at trends
and just see behavior that's not
314
00:15:57,767 --> 00:15:59,267
collected in the form of data.
315
00:15:59,477 --> 00:15:59,497
Jennifer Reif: Yeah
316
00:15:59,795 --> 00:16:01,955
Mike Notte: I can see the questions
that people are asking me.
317
00:16:01,955 --> 00:16:05,535
And you can look at a Google search and
stuff, but like in a one-on-one convo,
318
00:16:05,565 --> 00:16:09,115
there's a lot of things that get brought
out that people don't necessarily think
319
00:16:09,145 --> 00:16:12,255
to ask unless they're prompted, you know?
320
00:16:12,275 --> 00:16:13,765
So, mm-hmm.
321
00:16:13,995 --> 00:16:17,235
Jennifer Reif: Yeah, it kinda goes back
to that concept of technical debt in
322
00:16:17,235 --> 00:16:22,075
software, where we have shortcuts or
undocumented processes that eventually
323
00:16:22,075 --> 00:16:25,105
kinda come back and will get you if you
don't really think through those things.
324
00:16:25,335 --> 00:16:28,605
And it sounds like we're seeing
those same things maybe just in a
325
00:16:28,605 --> 00:16:30,945
different way through AI agents.
326
00:16:31,005 --> 00:16:34,725
And whether we're in the technology
industry or the insurance industry or
327
00:16:34,755 --> 00:16:38,375
something else entirely, all of these
things kinda come back, and things that
328
00:16:38,375 --> 00:16:41,855
we don't really think through or forget
about kinda fall off to the wayside
329
00:16:42,595 --> 00:16:44,775
up coming back and hurting us later
330
00:16:45,641 --> 00:16:45,941
Mike Notte: Yep.
331
00:16:46,201 --> 00:16:46,481
Yep.
332
00:16:46,541 --> 00:16:49,741
They can come back in a big
time way, so gotta be prepared.
333
00:16:50,565 --> 00:16:50,825
Jennifer Reif: Okay.
334
00:16:50,855 --> 00:16:56,885
To take a little bit of a turn here just
a bit, you spent 16 years performing
335
00:16:56,885 --> 00:17:00,965
and touring before you moved into
this business world, which is quite
336
00:17:00,965 --> 00:17:05,025
a career transition, and actually
I have a similar one as well, so I,
337
00:17:05,209 --> 00:17:05,579
Mike Notte: Oh
338
00:17:05,635 --> 00:17:06,845
Jennifer Reif: Just out of
personal curiosity here,
339
00:17:07,191 --> 00:17:07,911
Mike Notte: Yeah
340
00:17:08,685 --> 00:17:11,255
Jennifer Reif: Did that experience change
the way that you think about building
341
00:17:11,265 --> 00:17:14,545
reliable systems or performing under
pressure, the things that you do now?
342
00:17:15,191 --> 00:17:15,971
Mike Notte: Absolutely.
343
00:17:16,021 --> 00:17:16,731
Absolutely.
344
00:17:16,731 --> 00:17:20,671
I know how to work a room, just being the
frontman of a band, you'd think, "Oh, any
345
00:17:20,671 --> 00:17:22,411
idiot can do it." Yeah, go ahead, try.
346
00:17:22,451 --> 00:17:22,951
Jennifer Reif: Yeah
347
00:17:23,130 --> 00:17:25,970
Mike Notte: Stand up in front of 500
people that don't know who you are and
348
00:17:25,980 --> 00:17:27,680
try and win them over in 30 minutes.
349
00:17:27,710 --> 00:17:28,950
And that's a tough deal.
350
00:17:28,950 --> 00:17:33,790
Now I go give presentations in boardrooms
and big group presentations for big, large
351
00:17:33,820 --> 00:17:36,310
employer, employee populations and stuff.
352
00:17:36,310 --> 00:17:37,300
It's kinda the same thing.
353
00:17:37,300 --> 00:17:38,270
You gotta get their attention.
354
00:17:38,270 --> 00:17:42,240
You gotta hit them with something that
makes sense and then sell them the value.
355
00:17:42,400 --> 00:17:43,790
So give them a good experience.
356
00:17:43,890 --> 00:17:44,830
So it's the same thing.
357
00:17:45,525 --> 00:17:46,155
Jennifer Reif: Absolutely.
358
00:17:46,195 --> 00:17:49,525
Thank you so much, Michael, for
joining us and talking about your
359
00:17:49,525 --> 00:17:55,365
perspective on maybe systems and
insurance and business all in, in one.
360
00:17:55,665 --> 00:17:58,655
I appreciate your perspective
on this and look forward to
361
00:17:58,655 --> 00:18:00,265
seeing what comes next for us.
362
00:18:00,315 --> 00:18:00,605
Mike Notte: Yeah.
363
00:18:00,615 --> 00:18:01,025
Awesome.
364
00:18:01,025 --> 00:18:01,945
Thanks for having me, Jennifer.
365
00:18:02,319 --> 00:18:03,049
Jennifer Reif: All right, bye.
366
00:18:03,615 --> 00:18:03,925
Mike Notte: Bye.
