SPEAKER_01 0:00

I was about to lose my business actually because I just wasn't getting any traction that first year. And somebody suggested I net join a networking group. Because once I joined BI, my my my business just took off. A couple of months later, I wasn't at risk of losing my business anymore.

SPEAKER_02 0:21

Hey everybody, welcome to another episode of Connections That Matter, where we highlight Northern Colorado's best networkers and the connections they made that help their businesses be as successful as they are. And today I have Joe Manduho, a longtime friend, super networker in Northern Colorado on the show today. Joe, welcome to the show.

SPEAKER_01 0:40

Thank you. It's a pleasure being here.

SPEAKER_02 0:41

Awesome. Joe, well, a lot of people know you if they've been networking, they've seen you at different events. I know you are all over the place. But uh uh tell us a little bit about your business and why networking has been such a prominent strategy of how you've been able to grow.

SPEAKER_01 0:55

Sure. I just want to say uh before I start is that I wish I could be a fraction of the networker that you are because uh you connect a lot of people. So yeah, uh my name is Joan Duco, and I'm a health insurance broker, and I am a I help people eliminate their debt. And um my background is in healthcare administration. I've been doing it since I was 17 years old. Uh I enlisted in the Air Force uh uh out of high school, and uh I went into health care administration, so it's all I've ever done. I've always been on the other side of uh uh health insurance, though, uh verifying claims, submitting claims, verifying benefits, all that stuff. And so um in 2018, uh after the Affordable Care Act was passed in 2010, um I switched sides and decided to uh start helping people to bring down the cost of health insurance um because it had gotten so out of control. It still is out of control.

SPEAKER_02 1:57

Aaron Ross Powell Well, how what was that process like uh from seeing what people were paying to switching sides and uh representing the other half? Like where did that decision uh unpack that a little bit?

SPEAKER_01 2:09

Aaron Powell Well, uh my last job uh so when I retired from the Air Force, I went to work for Banner Health in Greeley, and my last job with Banner Health was as a uh senior practice manager in their gastroenterology practice um across from the hospital in Greeley. And um one thing that we noticed is uh uh our patients, when my staff would call them to verify their benefits, uh sometimes they would cancel because they couldn't afford the deductibles. And uh, you know, that put us in a bad place because, you know, we needed we already had them scheduled, we had to hurry up and try to get somebody in in that slot. And that really kind of cemented it for me, you know, that you know, something's gotta change. And and what was really sad was when Ob Obamaca Obamacare was signed into law, uh all these health insurance companies popped up and I think there were like twenty-eight in the state of Colorado alone. And the vast majority of them have uh have gone bankrupt. Sure. And so uh, you know, I guess a lot of people thought they were gonna get filthy rich because now the government was compelling everybody to buy health insurance and uh and fining them if they didn't have it. And and that was not the case, you know. They just uh it it was just not a sustainable model and a lot most of the companies went bankrupt. A lot of the companies just left the state altogether because it's so difficult to do insurance here in the state of Colorado. So um I I I actually left Banner Health to go to get a doctorate degree in healthcare administration and I was about a year out from completing my doctorate degree when I decided I started looking to see what was out there uh for people with a doctorate degree in healthcare administration. And I I came across this insurance company that did insurance uh differently. And uh I know that you had that plan at one time. And I really liked the way they they put their plan together to help uh uh bring down the cost of insurance and help to keep the out-of-pocket expenses to a minimum. And that kind of started my journey down this path. In 2023, I decided to run for U.S. Congress, you know, and one of the things that I wanted to do was help people to or go to Congress to be able to uh bring down the cost of insurance and the cost of health care. I spent $124,000 on my own money and uh I didn't make it on the ballot. I came within five votes of uh making it on the ballot, but it was a great learning experience for me. And uh I I really enjoy helping people uh when they think they have no other recourse, no other they can't get afford health insurance. I I really enjoy showing them that that they can get affordable quality uh health plans.

SPEAKER_02 5:00

Well, I I can relate, Joe. Like uh I remember uh we you know we've always been self-employed. So um three years in a row, like the we'd get the notice letter to the, hey, we're no longer continuing your coverage, uh open enrollment, please find something else. And then we'd find something else and then they're gone. But there's no consistency, and it just turned into a process where none nothing about that was fun. It was just something that was a necessary thing to have to do. And then uh I think until I met you, where you you got me on something consistent, but then also you were a consistent resource to answer questions as it came through. So how have you maintained um your relationships with your clients as their needs are changing or they're using different companies?

SPEAKER_01 5:43

Sure. So when I started selling health insurance, I was only doing private plans. And as uh as I I have evolved in my uh um career, uh I start I took on um helping people on the health card exchanges. I used to not sell health uh plans on the health card changes. And uh one year I calculated it, I did 124 uh about $120,000 of business that I never got paid on. And I thought, wait a minute, why am I you know, because I I wanted to educate people and and I couldn't there's a lot of agents out there who if if if they can't help you, they say, sorry, can't help you, goodbye. You know, they're just looking for that next person, the the next commission. And I couldn't do that to people. Um after I saw what was happening in in my clinic, uh, you know, people uh canceling a procedure because they couldn't afford the premiums, you know, and some of these people, you know, they needed to find out whether they had cancer or not, uh or you know, just needed to have uh GI procedure done. And so for me, it's it's always been about educating people. It's always been about uh helping them get what they don't what they think they can't get. So uh and now I do any I do all plans on the exchanges, off the exchanges, private plans, um plans for uh businesses, so just about anybody who needs health health coverage, I can help. How uh uh what was that process deciding how to expand or add more products and so it started when somebody uh called me up and said, uh Joe, can you uh you want to go out to dinner, a friend of mine. And uh it was a friend of mine and a mutual friend of ours and invited me to dinner and said, We think you should run for Congress. And so at that point I was a captive agent, which meant you know I had a certain amount of production that I had to do every month to be c keep uh uh my appointment with that company. And when I decided to run uh for Congress, I I had to become a broker. And as a broker, you're not required to have any amount any production every month because you're you're selling for a lot of different companies. And so that kind of um finds being 2020, I probably should have become a broker sooner. Uh but I was very comfortable in in selling the products that I had. And uh and I left the company not because I didn't like the company, it's because I was running for Congress. Um but now I really enjoy being able to uh to offer a lot more products and have a lot more solutions for people. So that's that's kind of where where I evolved and and thought, you know, open kind of started thinking outside of the box and being able to help more people.

SPEAKER_02 8:38

Yeah. Well then as a as a veteran too, I know there's a big transition um from you know retiring from the military to still have a full career and um staying in your field. How do you feel like that's really prepared you for where you are now?

SPEAKER_01 8:53

Perseverance, I think. Um, you know, just uh I thoroughly enjoyed being in the Air Force. Uh I wouldn't have I wouldn't have retired except for the Air Force shipped me off to Georgia and I didn't really want to go. And I missed Colorado, uh, which is my home. And so as soon as I hit my 20 years, I I said, okay, thank you, goodbye. I'm going home now. And but you know, it's just uh being present and and being so when I was in the Air Force, I my last supervisor, she was a a colonel, and she was a master networker, and she she had contacts, she knew generals and colonels all over the world, uh, that were stationed all over the world. And that was one of the things that I really, you know, as as I progress in my career, I never really sought out to to become a networker. You know, I just uh I'm one of those people that I I'm sit, I uh I work behind the scenes and I get the job done and you know uh I lead by example, but I I don't uh I'm not in in it for the limelight. And but she just knew people all over the world and and I thought, you know, as as I was getting ready to retire, wow, that is really, really nice. So I retired. I spent about five years with Banner, another three or so years uh working on my doctoral degree, but I still had not uh really done any networking at all. And uh it wasn't until my I was about to lose my business actually because I just wasn't getting any traction that first year, and somebody suggested I net join a networking group, and that's where we met. Yep. I showed up that morning, you said, You're the insurance guy. I said, Yep. Or health insurance guy, and I said, Yep. He said, You said we need you. And I don't know if you remember, but I signed up on the spot. That was a Thursday morning, Friday you did the interview, and then the next Thursday I was I sworn or not sworn in, sorry, I was inducted. Yeah. So one thing that I learned is that has become very important in in my career, because once I joined B and I, my my my business just took off. Uh a couple of months later, it it's I I uh I I wasn't um at risk of losing my business anymore. And I started networking more outside of uh BNI, outside the networking organization that we were in. And I I remember, you know, one of the requirements is you know to bring visitors. And I always had a really hard time bringing visitors because it was like I was asking them to do me a favor. And then one day it's just switched off, you know, a switch went off in in my head, and I thought, you know what, I'm doing these people a favor by bringing them and introducing them to a lot of business owners that that could possibly do business with them. And so I s I started inviting people and telling them I was gonna introduce them to somebody. Like if I had a somebody who was a handyman, you know, I said, Well, you you need to meet uh you know my real estate agent, you need to meet, you know, all the people in in the group that were gonna be able to refer to them. And and uh uh I I became a little bit of a networker, not like you, but you know, and I really enjoy that.

SPEAKER_02 12:05

Yeah.

SPEAKER_01 12:06

I really enjoy connecting people. I enjoy being able to be a resource for people, not just on the insurance and the debt elimination elimination side, but also, you know, in whatever they need in their business to be able to uh for them to be able to succeed as well. Because I know what that struggle is like, especially, you know, my first year. I know that first year of being a business owner is really, really tough for some people. Sure. And in the insurance business, a lot of people don't make it past that first year. I was on the verge of not making it past that first year.

SPEAKER_02 12:37

Well, and a lot of people wouldn't assume that networking is like a quick fix, like it's more of a long-term play. But if you needed it on a quick fix, uh what what's what tips do you have for somebody who maybe needs a little more urgent results from her networking than uh um playing the long game, I guess let's say that.

SPEAKER_01 12:55

Do a lot of it?

unknown 12:56

Okay.

SPEAKER_02 12:57

Yeah, like in and I think there's a lot of people who go networking, but not at the frequency or the impact of you. So what does your typical calendar look like as far as networking events?

SPEAKER_01 13:07

So I used to think that when you go to network, you go and you give out cards, you know, and you pass out as many cards as you as you can. The secret though is when you go to a networking event, you you listen. You know, that's why God gave us two years and one mouth. And um I I learned quickly because um I kind of ran into a lot of people that all they wanted to do was push their business on me.

SPEAKER_02 13:29

Yep.

SPEAKER_01 13:30

And so what I learned was, you know, and that's a little bit off-putish, and I was like, is that was that me? Have I done that? So I had to stop and think a minute and then um really reevaluate how I was networking. And when I go to networking events, I don't I don't seek to meet a lot of people. For me, it's more the uh uh quality over quantity. And I think uh a lot of people who start networking, and I'm a bit of a recluse, believe it or not. I you know, I I I I'm a homebody. I I when I go home, I don't like to be uh bothered, I don't want the phone ringing, I just want to veg and just do whatever I want to do and and stuff. But um for me it was just meeting the the right people and then thinking, who do I know that this person could meet that's gonna help them in their business? And that's what I always look for. Yeah. Whenever I whenever I meet somebody new, is I'm thinking, who is the person, who do I know that's gonna be be able to um be a good connection for them?

SPEAKER_02 14:35

I don't think your follow-up is exceptional too, Joe. Like uh a lot of people come to my events and then by the time I've called them and followed up with them, they're like, oh, and I already scheduled a one-to-one with Joe. And uh, you know, you're really on it. I think uh I wouldn't have guessed that you just like being a homebuyer because I I just view you as a lover of people and as and a super connector. Um you know, I think that's uh networking done wrong with some of these groups. There's like a lot of pressure to invite into the groups. And uh anytime people try to get someone to join their thing, uh it lands wrong. But I think what you highlighted that I just want to um lift up when you're when you're able to make an an a genuine connection, how powerful and helpful that is for all the parties involved. I always like to say, hey, you know, connect the people you care about to meet the people you care about. Um and when you start making that web of connections, it really elevates you and your social status in front of uh those rooms. Um you also have been a part of groups, Joe, that uh there's a membership, there you you're you're building longer-term relationships in addition to the ones that you're meeting and working in a room at a networking event. So does your does your strategy or your approach change if you are plugged into a specific group versus um attending an event where there may be more people that you haven't met yet?

SPEAKER_01 15:56

It really uh doesn't because you know my goal is to connect people and to help people. And uh it doesn't matter whether I I go to a networking event that's free, and you know, there's a couple uh uh in in the area that are completely free, or if there's some, you know, where you know, if you're category specific, you know, where you're where you're gonna uh own you only so it's it's not too big. Um it it's really no, it's pretty much the same. I just, you know, my goal is just to connect people and and to help, whether um whether it's in a small setting or in a bigger setting.

SPEAKER_02 16:37

Aaron Powell And then who have been some of your best referral partners, people that have, you know, helped you get out of those times where it was a little shaky to really lift you up, and then uh who are helping you thrive today?

SPEAKER_01 16:47

Aaron Powell You know, I've met uh several people who are really, really good at connecting and and they have the same kind of heart that you and I have to to help people and to connect people. You know, they're that it's like they like pe they thrive on it, you know, more so than I do, I think, sometimes. Um and so so I've I've met a few people that they're very specific about wanting me to meet or wanting to s to learn about me so that they can introduce me to other people. Genuinely want to know who who's gonna be a good referral partner for you? Who do you need uh to speak to, you know, um this week or next week?

SPEAKER_02 17:26

Yeah, and who generally like um you know, we like to have people make connections that matter, and there there might be people watching the show that want to do a follow-up or do a one-to-one with you. So what industries or professions are are you looking to connect with?

SPEAKER_01 17:39

So uh I'm right now I'm looking for the small business owner between one and fifteen employees, that's one five employees that think they can't afford insurance for their uh for their employees. I have some great plans that are very um uh inexpensive. And when I show them how inexpensive it is, they usually say, Oh, I can afford to pay all of that. And uh so that's what I'm looking on the insurance side, kind of really focusing on that. On the debt elimination side, um I don't know if you know this or not, but the number one reason that couples um divorce is due to money problems. The number one reason for men committing suicide is uh money issues or debt issues. And so I'm looking for clergy, I'm looking for people who are able to uh who who have are counseling these kind of people, you know, the couples and and and men uh in crisis, uh, because I know that I can help them uh with our debt elimination uh uh programs. And and those are the people that I'm really concentrating on. I tell people I'm on a mission to save uh marriages and lives, and I really do uh mean that, truly mean that.

SPEAKER_02 18:50

Yeah. Well, and uh entrepreneurs, they're risk takers. They go all in. Uh um, you know, it's not necessarily the easiest path all the time. And um why we like to share all the success stories, sometimes there's the losses that you talk about, or or being able to get ask for some help when you're down and uh the learning experience that you have. Joe, I mean I'm just inspired by you to to truly like with what you believe in to you know put up over six figures of your own money to to run for Congress. But um where does that come from? That level of like, you know, I'm I'm all in. I'm uh I'm ready to do something big and I'm ready to to truly um you know put my money where my mouth is and and go from there. Um you know, unpack that when you're like, yes, I am gonna run for Congress, I am gonna put myself out there.

SPEAKER_01 19:42

Well the when I was originally approached about running for Congress, I you know, I I laughed and I told the uh my friends they were crazy for even c thinking that I'd even want to consider that. But they made a compelling case because they knew me, they they knew what I stand for, and and so it took me a little while, you know, of kind of hashing it out and thinking, well, you know, maybe this is something that we can I can really help. Um but my I just like to help people. Um you know, if if I can do if I can help somebody who's in need or who if I can provide a service for people. Uh I at one when I was younger, I uh had considered going into medicine and um but I'm I'm not very good at science. I suck at math. Uh so and and chemistry and all that stuff. So I knew that that wasn't uh that wasn't gonna be in the cards for me because I just was not gonna put the effort uh where I would have to learn to be able to overcome my inability to do math well and chemistry well and biology, crying out loud. Um so I thought, you know, well the the next best best thing is to work alongside those professionals who, you know, who provide those services, the medical professionals. And so that's what I did for since I was basically 17 is I just enjoyed working at hospital and clinics and I and I have a a deep uh admiration and reverence for, you know, anybody, the doctors, nurses, you know, phlebotomists, anybody who works in the medical field, uh, because they're helping people every day. And and I was glad that for uh many, many years I was right alongside them, you know, on the administrative side helping them uh uh complete their mission. So Yeah.

SPEAKER_02 21:40

Well, Joe, um, I'm sure there's gonna be a lot of people watch this episode that uh they want to connect with somebody that is a genuine connector. Like they don't want to go on another one-to-one where it's that person like handing and pushing their business card, but someone like you where you're gonna really be a listener first, uh, where you're gonna find resources for they uh worth what they need. So, how can people get a hold of you if uh they want maybe you to look at their their policies or if they want to set up a one-to-one with you?

SPEAKER_01 22:07

Sure. Well, thank you for that. And Andrew, my telephone number is 970-237-4740. You can also reach me at integrityhealthco.com.

SPEAKER_02 22:19

Awesome. Well, Joe, thank you so much for coming on the show, for being a leader of networking the right way within my community and uh just being a positive force in Northern Colorado. I really appreciate what you do and sharing your insights today.

SPEAKER_01 22:33

Well, and thank you, Andrew, for doing what you do because you are a master networker. And I just uh like I said, I I admire what you do and what you've been able to do in Northern Colorado to bring so many of us together to be able to network and to uh and to help each other. So thank you for that.

SPEAKER_02 22:49

All right. Well, we'll see you around Northern Colorado. Hey all, thanks for watching. I love networking and building relationships with other Northern Colorado business leaders. So if you want to come meet some of these podcast guests, meet me or meet some other amazing entrepreneurs in Northern Colorado, I would love to have you attend one of our next events. Uh go in the podcast description. There's a way so you can see our upcoming schedule. And maybe you could be a future podcast guest as well. Thanks.