A math teacher who left the classroom after three months ended up with a 15-year career in benefits. AJ Reeves of BX Benefits tells Matt Gaus how a temp job on the Affordable Care Act started it all.
From Math Teacher to Insurance
AJ Reeves trained to be a math teacher, student taught at Mt. Lebanon, and left a teaching job near Uniontown after three months. In 2013, his mom, who worked at UPMC Health Plan, got him a temp job there while the carrier rebuilt its plans around the Affordable Care Act. His task was to work out what the ten essential health benefits meant for new plan design, and his lack of insurance experience turned out to be an advantage.
Giving Back Through NABIP
AJ explains what the National Association of Benefits and Insurance Professionals does and why he has stayed involved. He has completed two years of the Emerging Leaders Program in Western Pennsylvania, and he has been approved as a Pennsylvania state board member for the next two years. He and Matt talk about why an abundance mindset helps the whole industry, and why newer professionals do better when they have experienced people to learn from.
Sales Without Selling: LinkedIn and the Mon Valley Referral Group
AJ describes his role as “a sales role, but I don’t sell anything.” About 80% of his LinkedIn posts have nothing to do with insurance, and he runs a 140-member Mon Valley referral group. He used to walk into meetings with a stack of folders, but now he brings an empty notebook and a pencil. He and Matt agree that trust has to come before referrals, and that people only refer you once they’ve seen you show up again and again.
Why Renewals Rise, and Why You Need the “Why”
AJ and Matt discuss carriers that underprice to buy business and then take it back through large renewals. They cover how the same pattern plays out in group benefits and Medigap, why it’s worth explaining the reasons behind a rate increase, and how that explanation builds client trust.
Medicare as an Option for Employer Groups
AJ explains why employees aged 65 and older may be better off moving to Medicare, even in a group of two. Medicare can lower costs for the employee and the employer, and many people have never heard that option. He also covers the situations where it doesn’t work, such as an employer paying 100% of the premium, a younger spouse on the plan, or high-income business owners facing IRMAA.
Key Takeaways
- Choose people and carriers you can trust over those offering the lowest price.
- Trust comes first, and referrals follow.
- Explain the “why” behind renewals, formulary changes, and rate increases, even when the client won’t like the answer.
- Don’t chase carriers that buy business with rates they can’t sustain.
- Medicare can be a win for both employer and employee, but only when the full picture is reviewed.
Frequently Asked Questions
What is NABIP?
The National Association of Benefits and Insurance Professionals is a trade association for people who work in benefits, including producers, carriers, TPAs, and pharmacy industry representatives. It advocates on policy and offers education and networking, including programs such as Emerging Leaders for newer professionals.
Should employees over 65 leave their employer’s group plan for Medicare?
It depends. In groups of 20 or more employees, the group plan generally stays primary, and Medicare can serve as secondary coverage. In smaller groups, Medicare is generally primary once an employee turns 65. Moving to Medicare can save both the employee and employer money, but it may not make sense if the employer pays the full premium or a younger spouse is covered. Review the full picture before deciding.
What are the ten essential health benefits?
They are the categories of care that ACA-compliant individual and small group plans must cover. These include hospitalization, prescription drugs, emergency services, and rehabilitative and habilitative services, which the ACA separated into two distinct benefits.
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