“People sometimes need to leave their politics outside of the decision-making process. Too many brokers and carrier reps tend to let their biases, either way, affect them instead of looking at reality and solving a problem. You might hate PPACA or love it, but generally it doesn't really matter what your personal opinion is. Stick with the facts and work around it.”

Get your facts straight.

“The biggest thing I saw last year was just the unbelievable amount of misinformation that was being delivered in sales situations to get new clients. I have never seen so many brokers of record letters change hands in my career. Those clients will eventually be looking for a broker that delivers real consultative value. I see this as a tremendous opportunity to spend as much time as you can educating yourself on health care reform and health care trends. The brokers that deliver the most up-to-date consultative information will have a great opportunity for growth this year.”

Gamification.

“It's going to take a lot more than the health care financing shell game to have any real impact on patient outcomes.”

Voluntary still a hurdle.

“Brokers are very challenged still by voluntary products, and some of the larger carriers are taking advantage of that by offering 'enrollment deals' that are substantially inferior to what they could get from partnering with an enrollment company or VB person. Inferior in comp, in process, in product. It makes sense to find someone who isn't just trying to sell their great new CI product but is actually working with the broker and the group to provide the best fit for the employer and employee while actually paying the broker something decent.”

institutionalized.

“There's a lot of institutional arrogance in the insurance industry. Mostly from some of the carriers in both the major medical and voluntary arena, but also from some of the brokers, enrollment companies and even third-party vendors. No, I don't need to do business with you just because you are whomever. Show me a reason to do business with you and don't tell me it's because you are the biggest and it's my loss if I don't. Tell me how you are going to work with me not dictate to me how I should work with you.”