1 00:00:00,080 --> 00:00:01,839 Do you have a holistic view of your 2 00:00:01,839 --> 00:00:03,379 networks compared to competitors? 3 00:00:04,160 --> 00:00:07,014 Do you understand your own network differentiation or 4 00:00:07,334 --> 00:00:09,035 opportunities to meet market needs? 5 00:00:09,494 --> 00:00:12,375 Can you strategically decide which providers to target 6 00:00:12,375 --> 00:00:14,875 based on patient activity by line of business? 7 00:00:15,460 --> 00:00:18,260 Most health plan executives cannot, at least not 8 00:00:18,260 --> 00:00:20,179 at the level needed to truly make an 9 00:00:20,179 --> 00:00:20,679 impact. 10 00:00:21,219 --> 00:00:23,320 Quest Analytics, the leader in provider 11 00:00:23,824 --> 00:00:26,724 management solutions and services, can help change that. 12 00:00:26,945 --> 00:00:30,564 Their network performance benchmarking solution offers a comprehensive 13 00:00:30,864 --> 00:00:33,719 view of data across payers and service areas, 14 00:00:34,020 --> 00:00:36,979 empowering you with the information necessary to excel 15 00:00:36,979 --> 00:00:38,760 in strategic network development, 16 00:00:39,299 --> 00:00:43,414 competitive analysis, and contract negotiations to truly create 17 00:00:43,634 --> 00:00:44,854 differentiated networks. 18 00:00:45,475 --> 00:00:48,695 Discover how Quest Analytics can elevate your organization's 19 00:00:49,074 --> 00:00:51,210 network performance at questanalytics.com. 20 00:00:53,989 --> 00:00:56,149 This is Laura Dirda with the Becker's Healthcare 21 00:00:56,149 --> 00:00:58,229 podcast. I'm thrilled today to be joined by 22 00:00:58,229 --> 00:01:01,045 doctor Tommy Ibrahim, president and CEO of Sanford 23 00:01:01,045 --> 00:01:02,884 Health Plan. Doctor Ibrahim, it's a pleasure to 24 00:01:02,884 --> 00:01:04,265 have you on the podcast today. 25 00:01:04,805 --> 00:01:06,325 Thanks so much, Laura. It's a pleasure to 26 00:01:06,325 --> 00:01:06,984 be here. 27 00:01:07,290 --> 00:01:09,129 Now, I'm really looking forward to our discussion 28 00:01:09,129 --> 00:01:11,289 because I know you're doing such interesting things 29 00:01:11,289 --> 00:01:13,689 at Sanford and really a lot happening in 30 00:01:13,689 --> 00:01:15,775 the healthcare space in general. So I I'm 31 00:01:15,775 --> 00:01:17,614 looking forward to getting your perspective and especially 32 00:01:17,614 --> 00:01:19,295 how you're thinking about growth and development in 33 00:01:19,295 --> 00:01:21,055 the future. But before we dive into that 34 00:01:21,055 --> 00:01:22,334 discussion, can you tell us a little bit 35 00:01:22,334 --> 00:01:23,795 more about yourself and your background? 36 00:01:25,049 --> 00:01:27,209 Yeah. Sure. Happy to. So I am a 37 00:01:27,209 --> 00:01:29,209 physician, born and raised on the East Coast. 38 00:01:29,209 --> 00:01:30,810 Actually, spent most of my career out there 39 00:01:30,810 --> 00:01:31,469 as well, 40 00:01:32,329 --> 00:01:35,814 internal medicine by background and, largely, you know, 41 00:01:35,814 --> 00:01:38,055 aside from clinical practice, have been in a 42 00:01:38,055 --> 00:01:41,094 variety of successfully larger physician executive roles over 43 00:01:41,094 --> 00:01:42,530 the course the past couple of 44 00:01:42,909 --> 00:01:45,150 decades, mainly on the provider side. So actually 45 00:01:45,150 --> 00:01:46,189 coming over to the, 46 00:01:46,670 --> 00:01:48,590 the health insurance space, the health plan side 47 00:01:48,590 --> 00:01:50,130 has been, you know, a really 48 00:01:50,555 --> 00:01:53,194 exciting, adjustment and change. And then a real 49 00:01:53,194 --> 00:01:55,135 opportunity to be sort of at the intersection, 50 00:01:55,754 --> 00:01:58,219 of a fantastic integrated health healthcare delivery system, 51 00:01:58,219 --> 00:01:59,680 but also with a financing, 52 00:02:00,540 --> 00:02:03,260 division to really help shape, the future of 53 00:02:03,260 --> 00:02:04,780 how we take care of patients in this 54 00:02:04,780 --> 00:02:05,204 country. 55 00:02:05,805 --> 00:02:07,365 You know, to me, it really is all 56 00:02:07,365 --> 00:02:08,264 about impact, 57 00:02:08,564 --> 00:02:10,004 and the ability to sort of be at 58 00:02:10,004 --> 00:02:10,665 the intersection 59 00:02:11,365 --> 00:02:14,769 of those two amazing assets, is to, you 60 00:02:14,769 --> 00:02:17,750 know, have that opportunity to reshape and redesign 61 00:02:17,810 --> 00:02:19,650 how we take care of patients, to look 62 00:02:19,650 --> 00:02:21,810 at alternative care delivery models, to look at 63 00:02:21,810 --> 00:02:23,394 alternative payment models, 64 00:02:23,935 --> 00:02:26,435 and to put in place structures and systems 65 00:02:26,495 --> 00:02:28,435 to really get upstream and and support 66 00:02:28,814 --> 00:02:30,599 health and wellness and and really 67 00:02:31,000 --> 00:02:32,780 begin to move, healthcare, 68 00:02:33,080 --> 00:02:34,939 in the direction this country really needs. 69 00:02:36,040 --> 00:02:38,120 That's really, you know, such a, an important 70 00:02:38,120 --> 00:02:40,194 thing to, be on the forefront of, and 71 00:02:40,194 --> 00:02:41,955 especially as you talked about going from being 72 00:02:41,955 --> 00:02:43,314 on the health system side to now the 73 00:02:43,314 --> 00:02:45,074 health plan side. What was the biggest adjustment 74 00:02:45,074 --> 00:02:46,055 you had to make? 75 00:02:46,979 --> 00:02:48,259 You know, it's definitely a little bit of 76 00:02:48,259 --> 00:02:49,379 a learning curve. Right? 77 00:02:49,860 --> 00:02:51,540 You know, it's a it's a different, it's 78 00:02:51,540 --> 00:02:53,240 a different system. It's a different language, 79 00:02:53,620 --> 00:02:54,555 a different incentive, 80 00:02:55,114 --> 00:02:57,294 you know, mechanisms that are put into place. 81 00:02:57,674 --> 00:03:00,314 But, again, a true opportunity to do something 82 00:03:00,314 --> 00:03:00,814 transformational, 83 00:03:01,435 --> 00:03:03,500 and to partner, you know, with our care 84 00:03:03,500 --> 00:03:04,319 delivery system, 85 00:03:04,699 --> 00:03:07,599 with our integrated healthcare, you know, physician enterprise, 86 00:03:08,219 --> 00:03:09,979 and to, again, sort of put in place 87 00:03:09,979 --> 00:03:12,645 those mechanisms to truly transform how we take 88 00:03:12,645 --> 00:03:13,465 care of patients. 89 00:03:14,085 --> 00:03:16,324 And we service a very wide region. I 90 00:03:16,324 --> 00:03:17,784 mean, the Sanford Health Plan, 91 00:03:18,165 --> 00:03:20,004 as you might know, is a provider owned, 92 00:03:20,245 --> 00:03:21,599 not for profit organization. 93 00:03:22,379 --> 00:03:24,300 We are spread out a pretty you know, 94 00:03:24,300 --> 00:03:26,400 across a pretty wide region, over 250,000 95 00:03:27,180 --> 00:03:29,544 square miles across North Dakota, South Dakota, 96 00:03:29,944 --> 00:03:32,604 Minnesota, Iowa, and now Nebraska as well. 97 00:03:32,985 --> 00:03:34,824 So we have a true opportunity to serve 98 00:03:34,824 --> 00:03:35,805 America's Heartland, 99 00:03:36,344 --> 00:03:36,844 and 100 00:03:37,530 --> 00:03:39,689 and these rural geographies in a different way. 101 00:03:39,689 --> 00:03:41,710 And I'm just super excited to be, 102 00:03:42,090 --> 00:03:43,710 here and have this opportunity. 103 00:03:45,105 --> 00:03:47,205 Absolutely. You know, that's such an important point. 104 00:03:47,344 --> 00:03:49,425 And as an Iowa native, I know how 105 00:03:49,425 --> 00:03:51,264 important to, and sprawling and challenging, 106 00:03:51,665 --> 00:03:54,039 some of those rural communities can be. Now, 107 00:03:54,120 --> 00:03:55,719 from your perspective, what do you see as 108 00:03:55,719 --> 00:03:57,400 being some of the biggest trends and headwinds 109 00:03:57,400 --> 00:03:58,699 that you're following right now? 110 00:03:59,879 --> 00:04:01,359 Well, I think it's no surprise to anybody. 111 00:04:01,359 --> 00:04:03,819 I mean, the economics of our healthcare industry 112 00:04:04,104 --> 00:04:06,924 are definitely driving towards, continued unsustainability. 113 00:04:07,944 --> 00:04:09,784 You know, for appropriate reasons, there's a lot 114 00:04:09,784 --> 00:04:11,384 of measures that are being put into place 115 00:04:11,384 --> 00:04:12,939 to try to control that trend, 116 00:04:13,579 --> 00:04:15,900 overall. But, you know, we're seeing the, you 117 00:04:15,900 --> 00:04:18,379 know, the daily effects, of the, of the 118 00:04:18,379 --> 00:04:19,555 sort of the post pandemic 119 00:04:19,954 --> 00:04:20,454 period, 120 00:04:20,995 --> 00:04:21,495 continued 121 00:04:22,354 --> 00:04:24,134 inflationary pressures on 122 00:04:24,595 --> 00:04:26,454 medical as well as pharmaceutical 123 00:04:27,279 --> 00:04:28,180 claim rates, 124 00:04:28,800 --> 00:04:31,220 and a real need to address 125 00:04:31,600 --> 00:04:34,480 purchasers, both employers, as well as federal and 126 00:04:34,480 --> 00:04:37,185 state governments, to try to reign in medical 127 00:04:37,345 --> 00:04:37,845 costs 128 00:04:39,024 --> 00:04:40,004 and other associated 129 00:04:40,704 --> 00:04:41,764 economic pressures 130 00:04:42,064 --> 00:04:42,964 to really control 131 00:04:43,425 --> 00:04:45,824 that trend overall. So we're obviously spending a 132 00:04:45,824 --> 00:04:47,979 lot of time trying to respond to that. 133 00:04:48,439 --> 00:04:49,339 You know, in addition 134 00:04:49,800 --> 00:04:52,300 and for appropriate reason, you know, we're seeing, 135 00:04:52,680 --> 00:04:55,000 other other measures from the federal government, for 136 00:04:55,000 --> 00:04:58,345 example, around Medicare Advantage, you know, challenges and 137 00:04:58,345 --> 00:05:00,985 and the associated responses in terms of, you 138 00:05:00,985 --> 00:05:03,964 know, stars rating, adjustments and and reimbursement, 139 00:05:04,850 --> 00:05:07,089 adjustments moving into the future. So we're obviously 140 00:05:07,089 --> 00:05:09,029 trying to really step back and prepare, 141 00:05:09,730 --> 00:05:12,144 for that as a Sanford help point. 142 00:05:13,104 --> 00:05:14,704 Yeah. Absolutely. I think that makes a lot 143 00:05:14,704 --> 00:05:16,384 of sense. And, you know, when you think 144 00:05:16,384 --> 00:05:18,785 about, what you're doing today and and where 145 00:05:18,785 --> 00:05:20,404 these trends are headed in the future, 146 00:05:20,770 --> 00:05:22,210 What do you see as being just so 147 00:05:22,210 --> 00:05:24,689 essential that, you know, what you're doing right 148 00:05:24,689 --> 00:05:27,270 now to prepare for the future, in in, 149 00:05:27,410 --> 00:05:29,670 you know, obviously, there's no crystal ball, but, 150 00:05:30,264 --> 00:05:31,705 I just love to get a sense from 151 00:05:31,705 --> 00:05:33,785 you in terms of for for our listeners 152 00:05:33,785 --> 00:05:35,785 and those who are at health systems across 153 00:05:35,785 --> 00:05:37,705 the country, what they should be doing to 154 00:05:37,705 --> 00:05:38,904 make sure that they're ready for some of 155 00:05:38,904 --> 00:05:41,339 these changes, even if you can't predict, you 156 00:05:41,339 --> 00:05:43,120 know, exactly what's gonna happen. 157 00:05:44,139 --> 00:05:45,659 Yeah. So I think if we focus on 158 00:05:45,659 --> 00:05:47,099 some of the challenges that we're seeing in 159 00:05:47,099 --> 00:05:49,444 Medicare Advantage, for example, you know, think, the 160 00:05:49,444 --> 00:05:51,764 Sanford Health Plan and other provider led health 161 00:05:51,764 --> 00:05:52,264 plans, 162 00:05:53,044 --> 00:05:54,985 sort of get lumped into a broader conversation 163 00:05:55,204 --> 00:05:55,704 about, 164 00:05:56,324 --> 00:05:58,490 maybe some of the tactics and practices out 165 00:05:58,490 --> 00:06:01,770 there, that have contributed to, some of the, 166 00:06:02,090 --> 00:06:03,810 you know, problems that have been identified, whether 167 00:06:03,810 --> 00:06:04,750 it's around prior authorization, whether it's around 168 00:06:06,264 --> 00:06:07,725 prior authorization, whether it's around excessive denial rates. 169 00:06:08,664 --> 00:06:11,464 And, you know, as a sort of a 170 00:06:11,464 --> 00:06:12,604 a distinct and differentiated 171 00:06:12,985 --> 00:06:13,964 provider led, 172 00:06:14,345 --> 00:06:16,259 health plan as a not for profit, 173 00:06:16,800 --> 00:06:18,800 that is, you know, locally owned and operated, 174 00:06:18,800 --> 00:06:21,360 really, sort of mission focused in in serving 175 00:06:21,360 --> 00:06:22,019 the community. 176 00:06:23,035 --> 00:06:24,875 You know, we, I think, unfairly, to some 177 00:06:24,875 --> 00:06:26,555 degree, get lumped into that broader, 178 00:06:26,955 --> 00:06:28,014 conversation. So, 179 00:06:28,475 --> 00:06:29,835 you know, this is an area that I 180 00:06:29,835 --> 00:06:31,970 think, I am certainly focused on. I think 181 00:06:31,970 --> 00:06:34,610 other CEOs and provider led health plans are 182 00:06:34,610 --> 00:06:36,930 definitely trying to address to to really help 183 00:06:36,930 --> 00:06:38,230 reshape that narrative. 184 00:06:39,055 --> 00:06:40,414 I think if you just look at it 185 00:06:40,414 --> 00:06:42,514 from a pure factual and data perspective, 186 00:06:43,534 --> 00:06:46,274 we have done a tremendous amount to ensure 187 00:06:46,379 --> 00:06:49,100 that we are reducing abrasion and friction for 188 00:06:49,100 --> 00:06:49,759 our members, 189 00:06:50,300 --> 00:06:51,199 for our providers. 190 00:06:52,379 --> 00:06:55,584 We have incredibly low prior authorization rates, 191 00:06:56,064 --> 00:06:58,225 and in some cases where prior authorization is 192 00:06:58,225 --> 00:06:58,725 necessary, 193 00:06:59,345 --> 00:07:01,985 ensure that we turn things around, to have 194 00:07:01,985 --> 00:07:03,800 a response both back to our providers and 195 00:07:03,800 --> 00:07:05,899 our members within less than 24 hours 196 00:07:06,279 --> 00:07:08,439 and have, you know, very successfully been able 197 00:07:08,439 --> 00:07:09,019 to demonstrate, 198 00:07:09,639 --> 00:07:12,115 our performance there with greater than 90% 199 00:07:14,254 --> 00:07:16,835 turnaround times less than 24 hours. So that's 200 00:07:17,134 --> 00:07:18,810 a key data point where I think it's 201 00:07:18,810 --> 00:07:20,349 it's really important to differentiate. 202 00:07:21,209 --> 00:07:21,709 Similarly, 203 00:07:22,089 --> 00:07:23,789 you know, when it comes to denials, 204 00:07:24,410 --> 00:07:25,229 we really, 205 00:07:25,754 --> 00:07:26,254 perform 206 00:07:26,795 --> 00:07:29,194 incredibly well, much, much better on a national 207 00:07:29,194 --> 00:07:30,014 average basis, 208 00:07:30,634 --> 00:07:32,814 than some of the larger plans. 209 00:07:34,314 --> 00:07:35,819 And I think take a lot pride in 210 00:07:35,819 --> 00:07:37,819 our performance here and and and really think 211 00:07:37,819 --> 00:07:40,779 that as further disruption happens within the Medicare 212 00:07:40,779 --> 00:07:43,360 Advantage space, that we have a great opportunity 213 00:07:43,579 --> 00:07:46,444 to to really capitalize and continue to grow 214 00:07:46,444 --> 00:07:46,944 organically, 215 00:07:47,805 --> 00:07:49,964 on some of the challenges that, members might 216 00:07:49,964 --> 00:07:51,504 be facing with different plans. 217 00:07:52,610 --> 00:07:54,529 That's fascinating to hear and especially on the 218 00:07:54,529 --> 00:07:56,470 Medicare Advantage Point. I know that's, 219 00:07:57,329 --> 00:07:57,829 certainly 220 00:07:58,449 --> 00:08:01,275 Medicare Advantage Plans across the board have, a 221 00:08:01,275 --> 00:08:04,495 lot of, you know, different opinions on how, 222 00:08:05,275 --> 00:08:07,435 you know, what they do currently and how 223 00:08:07,435 --> 00:08:09,035 they can grow and continue to evolve. And 224 00:08:09,035 --> 00:08:11,399 so it's just been really fascinating to see 225 00:08:11,399 --> 00:08:11,720 them, 226 00:08:12,199 --> 00:08:14,139 as part of our larger health care ecosystem. 227 00:08:14,279 --> 00:08:16,360 Now from your perspective, how are you you 228 00:08:16,360 --> 00:08:18,620 thinking about growth and development for the future? 229 00:08:20,345 --> 00:08:21,785 Yeah. So we think think about it in 230 00:08:21,785 --> 00:08:24,604 really 2, you know, important buckets, buckets. 231 00:08:25,064 --> 00:08:26,685 You know, I would say organically, 232 00:08:27,224 --> 00:08:29,670 we're constantly focused on our direct markets, 233 00:08:30,710 --> 00:08:33,910 evaluating which product lines, have opportunity both in 234 00:08:33,910 --> 00:08:35,670 the commercial as well as the governmental space 235 00:08:35,670 --> 00:08:37,535 to continue to expand. I think one of 236 00:08:37,535 --> 00:08:39,634 the challenges that we run into there obviously 237 00:08:39,695 --> 00:08:42,014 is just limited by population and, 238 00:08:42,575 --> 00:08:43,075 by 239 00:08:44,335 --> 00:08:47,200 specific market dynamics that might limit how far 240 00:08:47,200 --> 00:08:49,120 we can really go from an organic growth 241 00:08:49,120 --> 00:08:52,159 perspective. Having said that, we're really stepping back 242 00:08:52,159 --> 00:08:54,559 and trying to differentiate ourselves around the member 243 00:08:54,559 --> 00:08:57,004 experience, making sure that we're trying to be 244 00:08:57,004 --> 00:08:59,085 as high touch as possible to serve clients 245 00:08:59,085 --> 00:09:00,945 and employers and and individual, 246 00:09:01,404 --> 00:09:03,009 you know, members to the best, 247 00:09:03,889 --> 00:09:05,410 to the best of our abilities and to 248 00:09:05,410 --> 00:09:07,889 and to truly meet their unique and specific 249 00:09:07,889 --> 00:09:09,970 needs. And I think by taking a very 250 00:09:09,970 --> 00:09:12,585 high touch experience, by focusing on the fact 251 00:09:12,585 --> 00:09:13,404 that we are, 252 00:09:13,785 --> 00:09:17,065 an integrated healthcare delivery system, and work very 253 00:09:17,065 --> 00:09:17,519 closely, 254 00:09:18,080 --> 00:09:21,040 with a very large base of, physicians and 255 00:09:21,040 --> 00:09:22,580 and other advanced providers. 256 00:09:23,440 --> 00:09:25,220 We have an ability to to really, 257 00:09:25,554 --> 00:09:28,855 cultivate a seamless and frictionless process, and, 258 00:09:29,475 --> 00:09:30,134 you know, 259 00:09:30,754 --> 00:09:32,835 patient journey, a member journey, if you will, 260 00:09:32,835 --> 00:09:33,735 through our entire 261 00:09:34,100 --> 00:09:36,179 healthcare delivery system. So we really try to 262 00:09:36,179 --> 00:09:37,480 emphasize that, 263 00:09:37,940 --> 00:09:40,200 to, you know, attract and retain, 264 00:09:40,740 --> 00:09:43,605 and grow our our health plan, you know, 265 00:09:43,605 --> 00:09:46,664 through that integrated and and differentiated process. 266 00:09:47,445 --> 00:09:49,284 You know, aside from that, we're always thinking 267 00:09:49,284 --> 00:09:52,440 about how we expand beyond our broader region. 268 00:09:52,580 --> 00:09:54,600 So as I mentioned, you know, we're across, 269 00:09:55,220 --> 00:09:56,919 5 states today. The predominant, 270 00:09:57,735 --> 00:10:00,455 I think, member population for us exists in 271 00:10:00,455 --> 00:10:01,915 South Dakota and North Dakota. 272 00:10:02,375 --> 00:10:05,230 But we are always thinking about how sort 273 00:10:05,230 --> 00:10:07,309 of a broader regional presence might play out, 274 00:10:07,309 --> 00:10:09,809 even a broader national presence might play out, 275 00:10:10,429 --> 00:10:14,289 and always evaluating inorganic opportunities as well. So 276 00:10:14,684 --> 00:10:17,245 how can we partner with other potential regional 277 00:10:17,245 --> 00:10:19,485 health plans that are also not for profit, 278 00:10:19,485 --> 00:10:20,065 sort of, 279 00:10:20,605 --> 00:10:22,684 assimilated the same exact way, kind of a 280 00:10:22,684 --> 00:10:25,059 similar vision and and mission focus. 281 00:10:26,080 --> 00:10:28,080 But also thinking about how we could partner 282 00:10:28,080 --> 00:10:28,899 with other, 283 00:10:29,759 --> 00:10:32,080 medical groups, for example, or other health care 284 00:10:32,080 --> 00:10:33,855 delivery systems that might be interested, 285 00:10:34,875 --> 00:10:35,375 potentially 286 00:10:35,754 --> 00:10:38,315 in, you know, not not necessarily launching their 287 00:10:38,315 --> 00:10:40,709 own health plan, but tapping into, 288 00:10:41,169 --> 00:10:45,089 health plan capabilities to potentially launch products within 289 00:10:45,089 --> 00:10:47,730 their respective markets. That's an area that we've 290 00:10:47,730 --> 00:10:50,154 seen some interest in, and one that we're 291 00:10:50,154 --> 00:10:50,654 actually 292 00:10:51,195 --> 00:10:54,795 actively chasing. Particularly with our niche around rural 293 00:10:54,795 --> 00:10:55,295 healthcare, 294 00:10:56,029 --> 00:10:57,950 We think our strength there gives us an 295 00:10:57,950 --> 00:10:59,570 advantage, a competitive advantage, 296 00:11:00,029 --> 00:11:02,350 just given our depth, given our expertise, and 297 00:11:02,350 --> 00:11:04,690 our understanding of the challenges of those markets. 298 00:11:05,054 --> 00:11:07,214 But work very closely with other health care 299 00:11:07,214 --> 00:11:07,714 organizations 300 00:11:08,095 --> 00:11:08,595 nationally, 301 00:11:09,375 --> 00:11:12,194 that, have a similar mission focus on rural, 302 00:11:12,735 --> 00:11:14,500 which is really exciting. And I think, you 303 00:11:14,500 --> 00:11:15,320 know, given 304 00:11:15,779 --> 00:11:16,840 given the underserved 305 00:11:17,300 --> 00:11:18,679 nature of those markets, 306 00:11:19,220 --> 00:11:19,720 given, 307 00:11:20,580 --> 00:11:23,725 how, for example, Medicare Advantage penetration rates are 308 00:11:23,725 --> 00:11:26,524 very low, in rural geography, we think that's 309 00:11:26,524 --> 00:11:29,665 a really interesting area to expand within. 310 00:11:30,950 --> 00:11:33,190 That's fascinating to hear. You know, and certainly, 311 00:11:33,269 --> 00:11:35,509 as you talked about having that focus on 312 00:11:35,509 --> 00:11:38,149 rural healthcare, being able to understand what patients 313 00:11:38,149 --> 00:11:41,174 need and how to improve access, and troubleshoot 314 00:11:41,174 --> 00:11:42,315 some of those big challenges, 315 00:11:42,855 --> 00:11:44,455 really makes a big difference. And, you know, 316 00:11:44,455 --> 00:11:46,715 when you think about that Medicare Advantage, 317 00:11:47,095 --> 00:11:50,049 penetration and and seeing that as a potential 318 00:11:50,049 --> 00:11:50,549 opportunity. 319 00:11:51,730 --> 00:11:53,970 Are are you, you know, looking at ways 320 00:11:53,970 --> 00:11:56,904 to continue to engage, the larger population? Have 321 00:11:56,904 --> 00:11:59,625 you, I guess, heard any feedback in in 322 00:11:59,625 --> 00:12:02,664 terms of willingness to, you know, participate in 323 00:12:02,664 --> 00:12:04,125 some of those plans or an eagerness 324 00:12:04,639 --> 00:12:06,819 to have additional participation there? Yeah. 325 00:12:08,079 --> 00:12:09,440 You know, I think we're seeing some really 326 00:12:09,440 --> 00:12:11,360 encouraging trends in terms of where, 327 00:12:11,945 --> 00:12:14,105 Medicare Advantage is going. You know, for the 328 00:12:14,105 --> 00:12:15,065 first time ever, 329 00:12:15,544 --> 00:12:19,004 Medicare Advantage penetration rates nationally have crossed, 330 00:12:19,544 --> 00:12:20,524 that 51% 331 00:12:20,985 --> 00:12:23,629 mark. So that, basically, what that means is, 332 00:12:24,169 --> 00:12:25,789 more Medicare beneficiary, 333 00:12:26,569 --> 00:12:29,529 eligible enrollees are opting to move into an 334 00:12:29,529 --> 00:12:30,184 MA product, 335 00:12:30,904 --> 00:12:32,904 as opposed to traditional Medicare. And there's really 336 00:12:32,904 --> 00:12:34,904 good reason for that. It's, you know, it's 337 00:12:34,904 --> 00:12:37,065 it's a it's a nice sort of bundled 338 00:12:37,065 --> 00:12:38,629 one stop shop kind of, 339 00:12:39,090 --> 00:12:40,389 approach to health insurance. 340 00:12:41,170 --> 00:12:43,970 And in most cases, it's also the most 341 00:12:43,970 --> 00:12:46,370 affordable with most plans offering up to, you 342 00:12:46,370 --> 00:12:47,509 know, 0 premium, 343 00:12:48,415 --> 00:12:50,934 you know, payments, in terms of a a 344 00:12:50,934 --> 00:12:53,975 cost share model for, these beneficiaries. So I 345 00:12:53,975 --> 00:12:55,159 think more and more 346 00:12:56,199 --> 00:12:59,319 members or beneficiaries will elect to move into 347 00:12:59,319 --> 00:12:59,980 this direction. 348 00:13:01,159 --> 00:13:03,019 And as it pertains to 349 00:13:03,565 --> 00:13:04,544 rural markets, 350 00:13:05,565 --> 00:13:07,904 the numbers are very different. 351 00:13:08,524 --> 00:13:10,445 I think if you study sort of our 352 00:13:10,445 --> 00:13:13,519 region, we're seeing penetration rates sometimes less than 353 00:13:13,519 --> 00:13:14,820 20%. And 354 00:13:15,279 --> 00:13:17,059 that could be related to, 355 00:13:17,679 --> 00:13:21,495 just various different factors associated with referral patterns 356 00:13:21,495 --> 00:13:23,835 or physicians making recommendations to 357 00:13:24,215 --> 00:13:25,894 their patients about whether or not to opt 358 00:13:25,894 --> 00:13:27,035 for an MA product, 359 00:13:28,320 --> 00:13:31,700 challenges around access, for example, potential network adequacy. 360 00:13:32,399 --> 00:13:34,320 All of those, I think, come into play 361 00:13:34,320 --> 00:13:36,080 when, you know, sort of evaluating whether or 362 00:13:36,080 --> 00:13:37,220 not it makes sense 363 00:13:37,794 --> 00:13:39,475 for a patient or a member in those 364 00:13:39,475 --> 00:13:41,875 markets to to make a change. But, I 365 00:13:41,875 --> 00:13:43,714 think that's where we add some strength and 366 00:13:43,714 --> 00:13:44,855 where we can actually, 367 00:13:45,235 --> 00:13:47,014 you know, begin to move that paradigm. 368 00:13:48,549 --> 00:13:49,910 That's great to hear. And thank you so 369 00:13:49,910 --> 00:13:51,750 much for digging a little bit deeper into 370 00:13:51,750 --> 00:13:53,990 that question as well. Now, before we wrap 371 00:13:53,990 --> 00:13:55,910 up our conversation, I'm wondering, could you tell 372 00:13:55,910 --> 00:13:57,745 me about a project or initiative from the 373 00:13:57,745 --> 00:13:59,504 last year or so that yielded the best 374 00:13:59,504 --> 00:14:00,004 results? 375 00:14:00,945 --> 00:14:02,304 Yeah. That's a really good question. I mean, 376 00:14:02,384 --> 00:14:03,585 I think the first thing that comes to 377 00:14:03,585 --> 00:14:04,960 mind is some of the great work that 378 00:14:04,960 --> 00:14:06,899 we're doing around virtual care. 379 00:14:07,600 --> 00:14:10,000 You know, as it, again, sort of pertains 380 00:14:10,000 --> 00:14:11,600 to to rural health care, we think that 381 00:14:11,600 --> 00:14:14,179 telehealth and virtual capabilities are essential, 382 00:14:14,995 --> 00:14:18,134 to reaching members and patients within rural geographies 383 00:14:18,995 --> 00:14:21,254 that might otherwise have challenges with transportation, 384 00:14:22,409 --> 00:14:24,509 or just access in general. 385 00:14:25,129 --> 00:14:28,570 So Sanford, through the incredible generosity of, Denny 386 00:14:28,570 --> 00:14:30,110 Sanford, has a tremendous, 387 00:14:31,585 --> 00:14:34,325 initiative underway to build out a $350,000,000 388 00:14:35,904 --> 00:14:36,404 virtual 389 00:14:36,784 --> 00:14:38,725 care center. And as part of that, 390 00:14:39,709 --> 00:14:42,690 we're actually launching, and have launched a 391 00:14:43,070 --> 00:14:46,269 patient care virtual center, that's predominantly focused on 392 00:14:46,269 --> 00:14:49,554 our ACA, as well as Medicare Advantage population. 393 00:14:49,554 --> 00:14:52,835 And and working very closely with those, patients, 394 00:14:52,835 --> 00:14:54,294 we're able to really identify, 395 00:14:55,154 --> 00:14:57,169 care gaps. We're able to to really reach 396 00:14:57,169 --> 00:14:58,230 out to those folks, 397 00:14:58,769 --> 00:15:01,409 who are considered high risk, and to ensure 398 00:15:01,409 --> 00:15:04,575 that we're bundling services and and benefits around 399 00:15:04,575 --> 00:15:05,714 them, to, 400 00:15:06,174 --> 00:15:07,855 try to optimize their health as best as 401 00:15:07,855 --> 00:15:09,794 possible. And we've been able to really demonstrate, 402 00:15:10,495 --> 00:15:13,330 some excellent success there. 16% of our virtual 403 00:15:13,330 --> 00:15:13,830 visits, 404 00:15:14,289 --> 00:15:16,209 with our MA members have actually led to 405 00:15:16,209 --> 00:15:18,690 an internal referral. And really, what that means 406 00:15:18,690 --> 00:15:20,975 is we're identifying gaps in care. We're making 407 00:15:20,975 --> 00:15:22,834 sure that those patients get seen 408 00:15:23,134 --> 00:15:25,875 by the appropriate specialists where they need to. 409 00:15:26,414 --> 00:15:28,475 And, that ultimately leads to to better outcomes, 410 00:15:28,475 --> 00:15:31,100 and reduces, outcomes and reduces, healthcare costs downstream. 411 00:15:31,100 --> 00:15:32,330 And I think that's the way, really healthcare 412 00:15:32,330 --> 00:15:34,410 should be, you know, delivered and working. 413 00:15:38,464 --> 00:15:40,004 That's a really, really, 414 00:15:40,544 --> 00:15:42,784 strong perspective there and, you know, great to 415 00:15:42,784 --> 00:15:44,945 hear those results. Thank you so much, doctor 416 00:15:44,945 --> 00:15:46,779 Ibrahim, for joining us on the podcast today. 417 00:15:46,779 --> 00:15:48,779 I really appreciate the opportunity to connect with 418 00:15:48,779 --> 00:15:50,459 you and share some of the cool things 419 00:15:50,459 --> 00:15:52,299 you're doing at Sanford with our broader audience. 420 00:15:52,299 --> 00:15:53,740 I look forward to connecting with you in 421 00:15:53,740 --> 00:15:54,879 the future as well. 422 00:15:55,485 --> 00:15:57,184 Likewise, Laura. Thanks for the opportunity.