The broker’s job description in today’s changing health care market is similar to running a marathon for nine months, followed by an all-out sprint when open enrollment season starts in the fall.

The past few years have taught brokers valuable (although sometimes painful) lessons about how to pace themselves and prepare for the onslaught of meetings, sales pitches and paperwork. They have also revealed crucial mistakes that could leave clients dissatisfied or potential income on the table.

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Peter Westerman

BenefitsPRO

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