FOR BENEFITS BROKERS, PRODUCERS & CONSULTANTS
Self-Funding Support for Benefits Brokers and Consultants
Win more self-funded groups with a 27-year insurance insider in your corner. Tim Hawley works behind the scenes with producers and agencies nationwide, bringing the prospect research, talking points and stop-loss expertise that turn tough CFO meetings into closed business.
For producers: the step that comes first
The hardest part of helping people is finding them
You can bring the best self-funding strategy in the country to the table, but it helps no one until you are sitting across from the owner, CFO or HR director who needs it. Prospecting, and identifying which employers are ready for a better plan, is where most producers lose the most time.
That is why Tim founded The Lead Champions. It runs the front end of your pipeline and books qualified, pre-screened appointments with business owners, CFOs and HR leaders directly onto your calendar, so your week is spent presenting instead of chasing.
- Decision-makers, not lists. LinkedIn and phone outreach aimed at owners, presidents, CFOs and HR leaders in your territory.
- Qualified to your criteria. You approve the script and the qualifying questions.
- Exclusive and confirmed. Appointments are never resold, and each one gets confirmation and reminder touches to protect show rates.
- Nothing hidden. A monthly report shows outreach, conversations and booked meetings.
- No long contracts. Month-to-month terms, with founding-client pricing for a limited number of early clients.
Disclosure: Tim Hawley is a founder of The Lead Champions. Results vary by market, offer and participation.
The moment most self-funded deals are lost
The CFO leans back and asks, “What happens if we get a million-dollar claimant in month eleven?” Most self-funded deals don’t die on price. They die on confidence, when no one in the room can answer the hard questions about risk, stop-loss, pharmacy costs and compliance. Tim helps you walk into that meeting as the expert in the room, and walk out with the group.
How Tim supports producers and agencies
- Prospect research. Background on the employer, its likely pain points and where its current plan is leaving money on the table.
- Talking points for decision makers. Clear answers to the questions CEOs, CFOs and HR directors actually ask about self-funding, captives and risk.
- Stop-loss contract review. Stop-loss carriers consult Tim on contract wording. He reviews proposals for lasers, contract basis gaps, disclosure traps and missing renewal protections before your client signs.
- PBM and pharmacy strategy. Help positioning transparent pharmacy solutions and explaining spread pricing in plain English.
- Captive and small-group options. Paths to self-funding for groups that were told they were too small.
- Compliance and fiduciary guidance. Working alongside top ERISA attorneys, so your proposals stand up to CAA and fiduciary scrutiny.
- Joint meetings when it counts. When a deal needs it, Tim can join the conversation to back you up with the client.
You keep the relationship
Tim works for you, not around you. The client relationship stays yours. His role is to give you the depth and confidence to win self-funded business you might otherwise lose to a larger agency or a fully insured renewal.
How it works
- Strategy call. Tell Tim about the group, the renewal and where the deal is stuck.
- Research and review. Tim reviews the prospect, current plan and any stop-loss or PBM proposals.
- Game plan. You get talking points, a recommended structure and answers to the objections you are likely to hear.
- Close and support. Tim stays available through the decision and implementation.
Why producers bring Tim in
- 27 years in group health and Medicare, including national Medicare distribution and founding two FMOs
- Helped build a PBM, an MGU and captives, and helped obtain a CMS contract and build Medicare Part C and Part D plans
- Certified Self-Funding Specialist (CSFS) through HCAA and a Validation Institute Validated Advisor
- NextGen Benefits Network member and featured in Fixing American Healthcare, a #1 Amazon bestseller
Common questions
Will you compete with me for my clients?
No. Tim supports producers behind the scenes. The client relationship remains yours.
What size groups do you help with?
Self-funding and captive strategies can fit a wide range of group sizes. Send the basics on your group and Tim will tell you honestly whether self-funding makes sense.
Can you review a stop-loss proposal I already have?
Yes. A second set of eyes on the contract terms before your client signs is one of the most valuable things Tim does for producers.
Have a group coming up for renewal?
Book a 30-minute call and bring the basics on the group. You will leave with a clear read on whether self-funding fits, and how to win it if it does.