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…Standing in the Hall of Fame!

HUB Healthcare expert brings home ‘fastest BOR ever’ on expertise

and HUB resources
Friendly contact over the years
Chip Harris with HUB New England joined HUB in 2018 with a focus in healthcare. Initially,
after college Chip gravitated to adventure, coaching skiing around the world, leading bike
tours through Canada, and traversing Europe on a bicycle. It may not seem like a natural
progression into the insurance world - but while Chip hasn’t giving up skiing, staying
connected with people is what is natural, and it works in any arena.
Over the years, he has actively nurtured connections with individuals in the healthcare field, meeting at
conferences and sharing information. So when a problem arose for one contact, named Tom, Chip was
there with the help required. “I'd been…gently bugging him over the years and just filling him in on
what we're doing. And I shoot him a lot of information.”
A what waiver?
Tom was having trouble coming to grips with the 1135 Waiver, which the Center for Medicare and
Medicaid, (CMS) was requiring. It’s a telemedicine waiver enabling cross-border billing for out of state
clients, which came into effect because of COVID-19 when in-person doctor visits became restricted.
Tom did not have the correct information, so Chip provided the answers he needed as well as HUB’s
wealth of information on everything COVID -19 and shot it straight over to Tom.
After a couple of days, Tom got back to Chip. “Listen, my broker hasn’t even reached out to me to talk
about any of this sort of stuff. You guys helped me out of a huge bind. I look like a hero.”
At your fingertips
Chip points out that what he offered the client was no different in terms of cost and coverage. What
tipped the scales in his direction was having the best resources at his fingertips. “This is valuable gold
for prospecting,” Chip says. After sending out the BOR, in no time at all, a second one from another
hospital showed up.
Many small hospitals have cleared their decks and geared up for a COVID-19 surge that hasn’t
happened, so revenues are down and administrators have time on their hands. Introducing them to
telemedicine and figuring out the paperwork has provided a foot in the door for Chip. Also, a great
benefit for healthcare providers in the area is helping them negotiate early dividend payments and
offer guidance regarding business interruption insurance claims.
Positioning as an advisor opens doors
By continually keeping in touch and providing much-needed advice during these uncertain times in
health care, Chip was able to stand in the gap for many. His competition couldn’t compete with the
wealth of information and resources available through HUB.
As Chip points out, in the northeast, there is a tight medical community so news travels fast. One client
quickly opens to the door to more, with another BOR already on the horizon.
Alone but not lonely
When asked what he saw as the benefits of belonging to HUB’s Healthcare Practice group, Chip
replied, “If you have a funky question or you've got something you're not quite sure about…you can
bounce so many more ideas off so many other people. You don't feel like you're on an island by
yourself. It really is a fantastic resource.”
Chip went on to say that the practice calls really work for him because they
are relevant to his field. Participants help each other. “It's a whole other level
of customer service that we can get into. So it's pretty fun.”
Using Zoom, Chip connects with clients and other agents to stay up to date.
“I've sold two accounts on Zoom. I've actually had prospecting calls on Zoom
because you can't go anywhere.”
Connecting with prospects on Zoom has sped up the process. “I've never had
a BOR happen that fast, ever. I never had one on just pure expertise,” Chip
shared. “It’s a great way to sell in this environment.” Chip Harris shredding the gnar

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