How to Determine the Best Group Health Insurance Strategy

By Will Morey, Senior Benefit Consultant, Benefit Commerce Group

  • – A recent Harris poll showed that 4 out of 5 American workers would rather receive a benefits upgrade than an increase in pay.
  • – A Randstad study revealed that 61% would take a job with a lower salary for a better benefits package.

Your company’s health insurance plan and other employee benefits have become one of your prime tools in attracting and retaining quality talent. And with the low unemployment economy, there’s never been a more important time to be sure that your benefits are competitive.

So…what’s the best way to determine the group health insurance strategy for your employees?

First of all, you don’t want to go it alone.  It is critical to find a benefits consultant that knows the industry and has the ability to design a plan that is in sync with your business objectives and your workforce.

But all benefits consultants/brokers are not created equal.  Here are a few features you should look for:

      • – Thought leadership – You need a team that is ready to serve your needs and that stays up-to-date with new ideas that can help you down the road.  Typically, health insurance is one of the top five highest expenses for employers. Working with a consultant that knows and can execute best practice strategies can mean an improved bottom line for the employer and more savings and satisfaction for employees and their families.
      • – Strategy – Don’t settle for a cookie-cutter approach.  Every employer is unique, and you need a strategy that will work for you this year and that will be sustainable 3 to 5 years into the future.
      • – Plan design expertise and carrier leverage – Your consultant should be able to design a program that meets your objectives, is in sync with your culture, and then be able to get you the best deal with the insurance company chosen.  That comes through knowledge and relationships.
      • – Compliance information – Employers have an increasing number of regulations to follow.  Be sure your consultant has the expertise and HR resources to help you with compliance information, guidance, reminders of deadlines, and employee training.
      • – Communication & employee engagement – Explaining your benefits to your employees and getting them engaged in their own healthcare as informed consumers is vital to having a quality benefits program.
      • – Benefits BenchmarkingYou need to know how your benefits stack up to the competition and where you may need to make changes to remain an “employer of choice.”  A consultant that can provide benchmark data for your region, size, and industry peer group can help you accomplish this.
      • – Well-Being programs – The only sustainable way to control health care costs is to improve and maintain the good health of your employees.  There are programs available that are of no cost to the employer that will deliver guaranteed reductions on annual renewal increases based on employees participating in basic wellness activities, i.e., getting their annual physical exam.
      • – References that want the same things you do – Your consultant should be able to provide you with contact names of other companies like yours, so you can ask for first-hand experience with the firm.

    Sound like a lot to ask for?  I don’t think so. After all, it’s what you and your employees deserve.  If you want to learn more, contact me at or call (480) 565-7453.

An Open Note to our Followers

An open note to our clients and followers,

I have been ASTONISHED at how much attention our recent blog article on toxic managers has attracted.

I’m YOUR BOSS! Toxic manager and your margins

We have had many questions about how risk can be mitigated and how we conduct ‘culture assessments’ so as to proactively minimize liability to our clients.

The biggest take away I have from all the fuss over our article is that title company employees are being hurt and bullied in ways owners have no idea about. It’s more common than most people imagine. Ticking litigation time bombs are everywhere and as an owner, I can assure you that time is not your friend in dealing with this. Harm continues on a daily basis.

More on our culture assessments later, but for now I wanted to share one of the comments I received from our friend and colleague, Los Angeles attorney, Sheldon Rubin (Law Offices of Rubin & Eagan):

“A procedure should be considered so that complaints, involving employees, managers or officers of the business organization, may as an alternative, be forwarded to a Committee of 3-5 employees instead of the HR Department. It is not infrequent that employees with justifiable or otherwise bona fide complaints may not want to process a complaint through HR. There may be circumstances when HR will be biased or fearful of processing a complaint involving a senior manager. This is often seen when a senior manager is creating a hostile work environment. This could be complemented by a “suggestion box” accepting anonymous complaints which are opened by the Committee. This procedure may not be suitable for every entity, but certainly needs to be considered by all entities. A risk management firm with substantial experience in the subject industry, e.g. ProsperitasForward in the title insurance industry, should be consulted to determine suitability and to implement the process.”


I’m YOUR BOSS! Toxic managers and your margins

ProsperitasForward targets margins of 22% for all of our clients as a baseline. We increase that number where our client’s footprint is in states with high premiums, and decrease that number where our client operates in low premium states. Margins less than 15% are our biggest red flags.

When margins are unimpressive, we like to look behind the curtain to see how the managers are behaving. Managers with direct reports are leaders, and being a good leader requires skills that are sometimes only learned.

Sometimes, we find that these managers do not know how to ‘lead.’ They impose their anxieties, insecurities, inflated egos, and more into what otherwise might be a great business. This behavior is toxic to your business and unless notified, owners may have no idea the managers are acting this way.

A toxic person in a leadership role will directly impact your margins. A manager with this personality defect can make a dedicated escrow officer stop caring. This results in opportunity for escrow losses, wire fraud, or worse. Alarm bells should ring at a title company if a valued employee (and their book) suddenly leaves to a competitor after a 20-year career. When someone leaves with no notice, you need to know why. If there is conflict and drama within your team, it can almost certainly be traced to a manager with a problem. If people start to suddenly ‘retire’ early, you should be asking questions. Remember, people typically do not leave jobs, they leave managers.

Finding out how your leaders and managers are behaving will be a challenge. You may have no idea what is going on, but rest assured, your staff and your competitors will.

Here’s what we recommend:

Find out what’s going on.

Find someone neutral and unassuming to poke around. We do this routinely as part of our process engineering assessments. We talk to the staff who are ALWAYS willing to open up to us. They find relief in having someone listen to them. Our experience is that staff will be much more candid to an unbiased third party (like us), than a coworker.

Have a “truth talk” with the individual you suspect to be the culprit.

Let them know what others are perceiving and ask how they feel they are doing at work, at home, or the current direction their career path has taken. There is always a reason for their behavior. They may be operating on the flawed assumption that what they are doing is okay.

Warn them and document the behavior.

We always find it helpful to be clear about the consequences while being helpful to offer suggestions so as to alternate patterns of behavior.

Remember what made your company a success in the first place

Is there a way to improve alignment with your vision? Explore how you might also improve alignment with your core values. 

Do not be afraid to pull the plug.

Some people are open to constructive criticism and others are not. Consult with your HR and Legal team and follow the rules, but if all else fails, be sure to rid your company of these people. Failing to do so will allow the virus of toxicity to spread and hurt your business. Our experience is that removing them will improve the production and health of your firm.

We see the inner workings of title companies all over the country. The patterns of success are very clear. The most successful of our title clients are led by good, honest, hardworking and virtuous people. They behave well, act with integrity in all they do and treat their people with compassion and respect. Do that and you too will attract success.

Best wishes for a prosperous future.


Do You Have The Right Cyber Coverage?

The only thing worse than being a fraud victim is finding out afterwards that your “cyber” coverage actually does not cover you the way you thought it did.

Not all insurance policies are created equal, and unless you know what to ask for, your coverage may leave you empty handed.

In the insurance world, the term “Cyber” has taken on a broad range of perils. As a title agent, it is important to know the various exposures surrounding “cyber” risks and how to properly protect your agency.


Read more

Two Ways to Land Top Title Talent

This is a guest article written by Matt Johnston, President of JobTracks. JobTracks is an essential link in meeting the staffing needs of employers in the title, escrow, real estate and hospitality professions. He can be reached directly at:

Most Title Insurance Managers assume elite employees are passive – that they are employed by great companies, are not actively looking for new opportunities and are locked into a career path at their current company.

Read more

alta best practice - ProsperatisForward

Four reasons good posture should be an ALTA Best Practice

We all know the feeling: hunched over our computer and frantically typing away as we desperately attempt to complete the critical project of the day. Our head is angled down toward the computer, our neck is tight, our shoulders are rolled inward, and our spine is curled. We are in the “stress pose.” A walk down the hallway of your office on any given Tuesday (even if it’s not month end) will reveal a majority of employees in this exact posture.

Read more

How to Prepare for a Lender Audit

From the inception of ALTA Best Practices, Title Agents have looked for a crystal ball to find answers about what a lender will review during an audit. There are so many choices to make – from the documentation of the ALTA Best Practices Policy and Procedure Guides to the choice of vendors available to assist – it is a truly daunting task to undertake. The reality, too, is that there is no cheat sheet available to share that ties ALTA Best Practices to lender audit requirements. It seems, too, with the ALTA Best Practice Maturity Models introduced in 2016, few, if any Title Agents, have reached the fully optimized status. The question remains: Where exactly does a Title Agent begin their preparations for a Lender Audit? Are all the ALTA Best Practices needed? And, which ALTA Best Practice items are most important; i.e. most heavily weighted during a Lender Audit?

Read more

Should You Outsource?

There are many ways to manage the ups and downs of the market. One option to consider is to create a variable cost structure to your business by outsourcing certain tasks.

There are hordes of outsource/BPO firms – all of whom extol their virtues openly. How do you know which ones are good? Most of them talk a good game and tell you what you want to hear. How do you know they aren’t learning title on your dime? How do you know they will deliver? Do they have adequate security policies and procedures in place to protect NPI, including personnel background checks sufficient to comply with US lender standards? What is the best way to manage them? What tasks should you start with?

Read more

What Consultants Can (and Can’t) Do for Title Agencies

Howard Turk, renowned title agency executive and best-selling author of HOMEfree and House Rich, knows a thing or two about fostering growth in title agencies. He’s done it like clockwork for over 30 years.

Should You Hire a Consultant to Help Your Title Agency?

Read more

Should You Hire a Consultant to Help Your Title Agency?

“Should You Hire a Consultant to Help Your Title Agency?” was written by ProsperitasForward President Howard Turk and originally appeared as a Guest Blog on the PropLogix site. Learn what a title agency consultant can do, what to consider when choosing one, and what to watch out for.

Our friend Howard Turk with Prosperitas Forward works with title agencies like yours to help them reach their maximum potential. We’ve asked him to share his knowledge about what a consultant does and factors to consider when choosing the right one for your business.

Read more