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Are you facing some intimidating renewals over the next few months?  

We all know deductibles are rising, out-of-pocket costs are increasing, physician networks are shrinking, and prescription pricing and tiers can change overnight. These are real challenges, but formulating an innovative solution on tougher cases can also deliver a real thrill for the broker who goes the extra mile. 


How many of your daily business activities have become virtual over the last few years? It’s one of the most exciting trends in the employee benefits industry as it can greatly improve communication efficiencies. From quoting, enrollment and benefits communication to the rapid adoption of private exchanges and benefit administration systems, much of the benefits business has definitely moved online.


Who benefits most from the work you do? Think about that question for a few minutes and let it really sink in. Because not everyone will get high benefit from the work you do best. And you aren’t the best at everything. So, we need to find a match between what we do best and those who need the things we do.


How do you introduce new services to your clients? 

Your client is never eager to hear about another product. They don't want to take time to hear about another product. And they don't have money for another product. Stop taking them products.

BUT, your client always has time, interest and money to solve their problems. So, don't shy away from talking about client problems. Even when the problems have to do with their benefit programs.


What are your expectations as you head to an industry convention? I didn’t plan to take a spontaneous swim while fully clothed, BUT my excitement over this year’s event matches the first NAHU convention I attended in 2010 in Chicago. I always anticipate the camaraderie, the knowledge, and the fresh momentum to bring back to my home state. 

This year was no different! Below are my 8 takeaways from NAHU 2017 in Orlando...


How long have you been in the insurance industry? Whether it’s 5 or 25 years, you’ve had opportunity to see a lot of change. Premium and out of pocket costs are skyrocketing.


How are you painting a valid vision of the future for your clients? As a consultant, you know the industry trends well. You probably also know the challenge of equipping employers and educating employees with much-needed consumerism help in today’s market.


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