As an employee benefit broker, what are you worth? It’s a simple question that used to have a simple and obvious answer: You were worth what the medical carrier said you were worth – 3%, 5%, 7% – some percentage of the major medical premium. That’s what you were worth. Get the account, do your job and you were paid some percentage of the medical. What you were worth was right there in black and white in the carrier contract.
But, now, for the first time in history, “What am I worth?” is becoming a question with no easy, black and white answer for brokers. And that points to one of the biggest and most fundamental changes wrought by the Patient Protection and Affordable Care Act.
