Insurance Innovation: The NCD Story - Considering NCD for Medicare Clients

Via Interview with Sam Melamed CEO of NCD by Phil Calhoun

The insurance industry is filled with stories of unconventional career paths and innovative business models, but few are as intriguing as the journey of Sam Melamed, who transitioned from rabbinic studies to become a leader in supplemental health benefits. In a recent interview, Phil Calhoun—representing California Broker Media with 250,000 California-licensed subscribers—sat down with Sam Melamed, the CEO of NCD, to discuss the company’s mission, product offerings, and the unique value it brings to brokers and clients nationwide.

As CEO of NCD, Melamed has been instrumental in shaping the company’s direction and facilitating industry dialogues. Calhoun and Melamed discussed the driving force that helped Sam into his product development and regulatory strategy work leading up to NCD.

As CEO of California Broker Media, Calhoun enjoyed learning how Melamed’s extensive background in insurance leadership brings a broker-centric perspective to the discussion. “It is ensuring the conversation addresses the real-world needs of agents and agencies across California and beyond,” stated Calhoun.

Sam Melamed’s Unconventional Path

Sam Melamed’s route to insurance leadership is anything but typical. He spent years studying to become a rabbi then realized he preferred another career path.

After getting married young, a neighbor introduced him to insurance sales—a field he initially found challenging. “I was just terrible. I couldn’t figure out how to do it,” Melamed admits, highlighting his early struggles with prospecting and closing.

Driven by curiosity, Melamed launched Insurance Forums, an online community for agents and brokers. He chose this path in a bid to understand his own sales difficulties. The forum grew into a small business, complete with an insurance magazine, giving Melamed firsthand insight into the challenges brokers face and the importance of quality industry content.

His career advanced when he joined ABC Insurance Trust, where he learned the nuances of association health plans, ancillary benefits, and employee benefits. Rising through the ranks to become CEO, Melamed honed his expertise in dental, vision, disability, and supplemental benefits.

NCD’s Mission and Market Approach

Four years ago, Melamed took the helm at NCD, a company specializing in dental and vision insurance, with plans to expand into other supplemental products. Under the leadership of CEO Liam Collopy, NCD carved out a unique space in the market by focusing on the underserved individual segment—a group often overlooked by major carriers like MetLife, which traditionally prioritize large group plans.

NCD operates as a Managing General Agent (MGA) and product development company, partnering with national carriers to create custom plans for individuals. Their flagship offering, developed with MetLife and the National Wellness and Fitness Association, was the first $10,000 annual maximum dental plan available to individuals—a benefit previously reserved for large group plans. These products are built on an association chassis and feature escalating benefits, including major services and implants, designed to be “the last dental plan you ever have to buy,” as Melamed puts it.

Broker-Centric Distribution and Support

NCD’s distribution model is designed with brokers in mind. Agents can contract directly with NCD or through major Field Marketing Organizations (FMOs) such as Integrity, Spark, Amara Life, and others. This flexibility allows brokers to choose the contracting path that best fits their business needs, whether that means consolidating for better bonuses and marketing support or working directly for personalized service.

One of NCD’s hallmarks is its obsession with customer and agent experience. The company boasts over 10,000 five-star reviews and is recognized as one of the highest-rated insurance plan administrators in the country. “We answer every phone call from agents in 30 seconds or less, every email in an hour or less, every text in 10 minutes or less,” Melamed explains, underscoring the company’s commitment to responsiveness and support.

“We answer every phone call from agents in 30 seconds or less, every email in an hour or less, every text in 10 minutes or less.”

Products for All Ages and Needs

NCD’s plans are available to any adult age 18 and over, with no upper age limits or price differences based on age. The company serves a diverse clientele, including retirees and residents of nursing homes, who continue to value dental and vision care well into their later years.

The dental network, powered by MetLife, is among the largest in the country and particularly strong in California. Members benefit from broad access to both general dentists and specialists, with significant savings when using in-network providers. Out-of-network coverage is also available, though members may pay more due to balanced billing and claims adjudication.

Culture and Mission: Spreading the Smile

NCD’s internal culture is shaped by its mission to “spread the smile.” This ethos is reinforced through initiatives like the “smile feed,” where team members share positive customer feedback throughout the day, keeping the focus on delivering exceptional service and fostering a positive work environment. Melamed credits this culture with attracting top talent and driving the company’s success, even when traditional ROI metrics might not fully capture the value of such an approach.

Relevance for California Brokers

With over 250,000 licensed life and health insurance professionals in California—many of whom are nonresidents but licensed to do business in the state—NCD’s offerings can be a perfect fit for Medicare and individual clients who often have limited options many of which are DHMO plans. NCD’s national reach, regulatory expertise, and broker-friendly approach, combine to make for a valuable partner for many agencies.

Calhoun suggested “Many brokers operate across group, individual, and Medicare markets. NCD’s products are designed to fit seamlessly into these varied books of business. Brokers look to provide high-value supplemental options that can be offered at key touchpoints in the client’s health coverage journey and NCD plans are a great fit.”

The conversation between Calhoun and Melamed offers a window into the values and vision driving NCD’s growth in the supplemental benefits pace. Melamed’s career journey through his continued focus on insurance innovation, combined with NCD’s broker-centric focus, highlights how thoughtful product design, relentless customer service, and a mission-driven culture can set a company apart in a crowded market. For brokers and agencies seeking high-value dental and vision solutions for their clients, NCD stands out as a partner committed to both excellence and empathy.

Sam Melamed is the CEO of NCD, a leading provider of supplemental health benefits for the Medicare Advantage and ACA markets. With a background in insurance innovation and digital community building, he guides NCD in delivering tech-driven, broker-friendly solutions. Sam is also a frequent voice in industry podcasts, sharing insights on ancillary products and healthcare trends. His leadership focuses on simplifying benefits while supporting carriers, brokers, and members alike.