Brian M. Kalish

Broker demand for self-branded client communication software is reaching a fever pitch as agencies look to differentiate themselves from the competition. Adviser Tom Harte is capitalizing on the trend with a low-priced platform that targets advisers who find other product price points unattainable.

Broker demand for self-branded client communication software is reaching a fever pitch as agencies look to differentiate themselves from the competition. Adviser Tom Harte is capitalizing on the trend with a low-priced platform that targets advisers who find other product price points unattainable.

Despite the chance to impact daily decision making on critical healthcare, employee benefit and broker industry issues, many politically active advisers agree they are among just 10% of brokers who are involved in local and national politics. EBA presents leading brokers in each region of the country who are actively working to change the industry.

In many states, just one-tenth of brokers are involved with state and national politics, leaving the heavy lifting to a small group who enjoy the time-consuming and challenging work. But, they agree, the rest of the agent community should get involved.

It was another banner year for technology in the benefits space, with the launch of several new tech companies in the benefit space and a continued look forward with innovative new products.

Private benefit exchanges continued to grow in popularity this year — mostly in the midmarket segment. The exchanges also saw changes to their product offerings on both the employee and supplier side.

The work ahead can seem daunting for those running a private exchange. Nonetheless, they have big visions for the future that come with a fair amount of patience as the employer-sponsored benefit system adjusts.

For many of these companies, getting through to large employers can be difficult, if not impossible. A National Business Group on Health competition is giving them an opening, and providing valuable feedback for all.

The provider of benefit outsourcing solutions adds new tools to its private benefit exchange in collaboration with ConnectedHealth.

Brokers have been largely an afterthought on the public health care exchanges, industry insiders say, and one company says it is trying to change that at no cost to the broker.

Private benefit exchanges expect massive growth in the next few years. These executives from all parts of the industry are leaders in the space, forecasting trends and serving as ushers for what some are calling a new era of health care.

Traffic to company’s private benefit exchange in first week of open enrollment exceeds entire first month of 2015 season.

After massive growth from 2014 to 2015, the carrier expects lives covered to double again in 2016 as open enrollment begins on the carrier’s private exchanges, says Patty Fontneau, president of Cigna's private exchange business. Fontneau discusses the structure of Cigna’s exchange and the distribution model is here to stay.

In an exclusive interview, EBA’s 2015 Adviser of the Year Tim Olson describes “the single biggest thing” advisers should avoid if they want to grow their business. Also, Olson, managing partner at The Olson Group, shares how advisers can make money on licensing fees with little outward spend.

A new hotline for agents and brokers will not be able to answer specific questions from agents about their clients, disappointing broker organizations, which expected a hotline similar to what navigators have.

To date, adoption of private benefit exchanges by employers has been modest, but Holley Maher, partner at St. Louis-area brokerage MRCT, sees them as a highly relevant solution. And, despite issues Healthcare.gov has caused for brokers and consumers alike, the site is changing the health care landscape, says Maher, whose company operates its Smart Benefits Marketplace using bswift technology.

Insurers believe value-added services such as tools and advocacy programs, in addition to being an incumbent carrier, make a consumer choose them. But, a new analysis reveals what really drives choice.

The agents have completed mandatory training to sell on the federally-facilitated marketplace for 2016, with 10,000 more in the process. For the first time, producers can train through non-government organizations, including NAHU and AHIP.

Challenges are on the horizon for the non-profits, created by the Affordable Care Act — presenting issues as well for the brokers who work with them.

Nearly three-quarters of employers who have yet to move to a private benefit exchange would consider or are looking for an insurance carrier-sponsored exchange — not one led by an independent company or consultant, new research finds.