Broker blog

This article was originally published on Q4intelligence Crushing Mediocrity blog.

There are some basic sales tools you can and need to use to make your success more predictable, but you’re not using them. I know because I ask and I usually get the same answer.

We all know how difficult it is to put a new opportunity in the pipeline. What’s maybe even more difficult is moving that prospect forward to a successful conclusion.

Brokers, what industry conferences will you attend this year? I’ve been to HUNDREDS over my 25+ years in the employee benefits industry. 

Some were funny, engaging, and full of ideas while others were dull, full of schlocky commercials, and an extreme waste of time. If you’ve attended more than three conventions, I’m sure you know what I mean.

Do you remember when telehealth was a new idea? Maybe it’s difficult to recall, but less than 10 years ago, we were often asked if telehealth was legal! 

How many of your groups have benefits to help employees who suddenly find themselves the caregiver of an aging loved one? 

Over 40 million Americans live this reality every day. Recently, I got a first-hand taste of all the questions and needs that arise when thrust into my own family health situation. At a minimum, an employee has to look to their employer for a little time off. What if employers could offer even more? 

Today, I’m sharing 3 reasons support for caregivers should be addressed in the benefits package… 

Are provider sponsored health plans (PSHPs) a good move? While patient benefits could include lower costs, improved care and a more integrated experience, there can be significant hurdles to reaching those pay-offs.

Some PSHPs like Kaiser Permanente, UPMC and Geisinger have experienced long-standing success, but many others haven’t. 

As a former employee of one such PSHP, I’m sharing four challenges I witnessed first-hand that will help you strategize the best alternative plans for your groups. 

If you’re in the Employee Benefits industry, you know things are changing a LOT faster today than they did a decade ago. 

The (above) average health insurance broker is dealing with a mix of issues: commissions vs. consultant fees, Medicare For All, constant legislation and compliance changes, growing your business and building your pipeline, changing technology, self-funding, voluntary benefits, cost-containment, consumerism, shifting employee populations, new benefit plan products and ideas, etc. With all that, it’s important to keep learning and stay connected. 

Another year is almost “in the books!” 2018 brought plenty of merger and acquisition headlines, continued trends toward consumerism tools and no real changes from Washington for healthcare reform. 

As you look toward 2019, be sure to check out Reid’s 10 predictions for 2019 benefits and healthcare. And, check out our 5 most-read articles from 2018…

This article was originally published on Q4intelligence Crushing Mediocrity blog