August 18, 2025
Louis C. Bernardi, “The Benefits Whisperer”
đź’Ą Certified Healthcare Fiduciary Coach and Health Value Advisor đź’Ą I work with Business Leaders of mid-sized. Did you know that optimizing your healthcare plan can contribute directly to your company’s survival and growth?  ✨ When we compare the benefits of healthcare savings to findings from a recent college essay, “Ten Reasons Why Companies Keep Failing,” the connections are clear. Let’s explore how healthcare optimization addresses these pitfalls:
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For decades, plan sponsors have been conditioned to believe that health insurance is just “the cost of doing business” — and that their broker’s annual trip to market is the only lever to control it.
But here’s the truth: The questions you ask your advisor can reveal whether you have a true strategic partner… or an order taker who’s perfectly comfortable letting the system win.
Here are five questions that will tell you everything you need to know.
1. “Do you think we could be paying less for insurance if we had more control and visibility over our claims data?”
This isn’t about making demands — it’s about seeing how they think.
A true advisor will talk about the power of itemized claims, how transparency reveals waste, and how data control drives savings without cutting benefits.
An order taker will shrug it off:
- “The claims are the claims.”
- “We go to market every year to keep the carrier honest.”
- “The carrier doesn’t release that.”
2. “How are you compensated — and do you earn more when our costs go up?”
Compensation isn’t just commissions — it’s bonuses, overrides, and “marketing allowances” from carriers.
A true advisor will answer plainly, even put it in writing, and be open to aligning their pay with your results.
An order taker will dodge: “We get paid like everyone else.”
3. “What’s your strategy for reducing artificial healthcare costs?”
Artificial costs come from misaligned incentives — overpriced prescriptions, out-of-network traps, facility markups.
A true advisor will have a plan: transparent PBM partnerships, steerage to high-value providers, contract audits.
An order taker will pivot to wellness programs and carrier wellness credits — the surface-level playbook that never moves the needle.
4. “If we needed to make a big change to our plan mid-year, could you handle it?”
This reveals their operational capacity and willingness to act outside the renewal cycle.
A true advisor will have examples of making strategic, off-cycle changes that saved money or improved care.
An order taker will explain why “it’s better to wait until renewal” — which usually means “I don’t want to do the extra work.”
5. “Do you have direct relationships with solution partners outside the big carriers?”
You want to know if they can bring you options beyond the “Big Box” insurance products.
A true advisor will name specific independent TPAs, transparent PBMs, and care management vendors — people they’ve vetted and worked with.
An order taker will steer you right back to the big carriers’ bundled solutions.
âś… Next Steps
- Main Takeaway: The questions you ask will reveal whether your advisor is truly working for you — or just keeping the renewal wheel spinning.
- Ask Yourself: When’s the last time your broker’s answer surprised you — in a good way?
- Imagine This: What if every conversation with your advisor uncovered new ways to save, improve care, and take control of your plan?
📲 Ready to find out if your advisor passes the test? Let’s talk. I’ll show you what a strategic partnership really looks like.
Questions? Contact the author at lcbernardi@britepathbenefits.com
Schedule a call at calendly.com/lcbernardi
Visit our website at www.britepathbenefits.com