Benefits Consulting at Scale - Jason Scott - Alliant Insurance Services

Jason Scott is First Vice President for Alliant Insurance Services in Dallas, TX. Jason originally learned the art of sales from his Dad, who taught him how to sell without being "sales-y".  He also taught Jason the power of getting to the yes or the no as fast as possible, because the "maybe's" are career killers.  His Dad was actually instrumental in helping popularize a seasoning in the United States called "Tajin", which is a mixture of lime, chili powder, and salt, and is very popular within the Hispanic community. His first sales role was at Paycom, which inadvertently opened the door for him to enter the insurance world, as one of his payroll prospects was a large regional insurance brokerage in Dallas called MHBT.  They kept calling him back multiple times to present the same thing, but to new people, and he started to realize they were actually interested in hiring him to work for the firm instead! Jason was offered roles within MHBT in both the Employee Benefits and Property & Casualty departments,  but he gravitated toward EB because there were a couple of other young producers in that department he liked, plus he found the subject matter more interesting and creative. Eventually, he found himself at Alliant after the acquisition of his prior firm called Crystal & Company, and there he had the opportunity to help hone best practices within his new, larger employer.  Big on company culture, Jason stresses the idea of servant leadership and making sure the people that work for you feel valued and supported. Jason isn't all business, though, as he also coaches his young sons in baseball at a very competitive level.  However, it is not all about talent for him, as Jason brings the emphasis of team culture from his work life to the baseball diamond, and won't accept new players onto the roster based on pure ability alone.  They also need to be respectful, and polite to their coaches, and he also manages the expectations and egos of the parents as well. In the big picture of healthcare, Jason is bullish on the private sector to solve the problems we encounter and believes more consumer-driven plans will eventually prevail. He also believes innovation in our space is only going to accelerate, and that the BUCAH's of the world will continue to stay relevant as long as they can, but face stiff competition from new entrants into the market. Chapters 0:00 Intro to Jason 12:15 Bringing "Tajin" to the US 16:42 Developing Sales Skills 20:32 Working for Alliant 32:00 The Importance of Company Culture 36:16 Lessons from Baseball 42:55 Respect from your Peers 47:13 The Future of Healthcare 52:14 Closing Thoughts