Practice and client management

There is no question that the Supreme Court upholding the Patient Protection and Affordable Care Act in a 5-4 ruling has solidified, for now, the change in the country's health care market that took form when President Barack Obama signed the legislation into law in March 2010.

In a profession on the brink of radical change, advisers need deeper insight, more analysis, and broader perspectives. They need actionable, timely information in the formats in which they can best absorb it. And they need it now.

For decades, health care consumers have been told once you have a problem, then you should go to the doctor. But now, as high-deductible health plans become ever more prevalent, employers are encouraging employees to go to the doctor first - before they get sick - and in turn the employer will often cover the visit at 100%.

Are you pessimistic or are you optimistic about the Supreme Court's June decision to basically uphold all of PPACA? What is your plan in this sea of personal and corporate uncertainty?

In the movie armageddon, Earth faces destruction from a giant asteroid on a collision course with our planet before it is saved by the heroic sacrifice of the character played by Bruce Willis. As 2014 hurtles toward us, brokers across the country helplessly search for a savior from the cataclysmic PPACA disaster. "Help us, Supreme Court!" No? Then, "Help us, Republicans!" Maybe. Maybe not.

After the June 28 Supreme Court ruling that found the Patient Protection and Affordable Care Act to be constitutional, many group medical producers felt that their business was over. I want to begin by saying that there has never been more opportunity than there is right now and that there will be for the foreseeable future.

Under health reform, state health care exchanges are slated to operate in 2014 - not much time to figure out the role a broker will play in the system. As we await more definitive information on what exactly constitutes a "navigator," one can look toward California, which is further along in setting up its exchange, as a potential model, says Neil Crosby, director of sales at Westlake Village, Calif.-based Warner Pacific Insurance Services.

With health reform there's a real opportunity for brokers and consultants to truly add value to their client services. It allows them to go above and beyond just the tactical nature of health plans and step up the strategic level of advice and guidance.

For all employers' focus on curbing obesity statistics through healthy eating and exercise programs, it can be easy to forget that smoking remains the leading cause of preventable death in the United States. One employer, Nelnet, is remaining vigilant about stamping out smoking among its employee population.

With the recent Supreme Court ruling now finalized and the minimum essential health insurance provisions in place, companies have begun to ask us “What’s next?” or “What will the financial impact be for our company in 2014?” My belief is that by taking a proactive approach to the individual mandate and understanding the impact on your company’s financials, you will be able to make that critical decision whether to continue offering a group health care…

The recent ruling of PPACA has created even a greater need for accurate benchmarking data proving the age old adage that if you can’t measure it then you can’t manage it. Advisers armed with information that drills down through national, regional, state, industry and company size will be better prepared to assist larger employers with employee acquisition and retention, and helping smaller employers make intelligent decisions on whether or not to pay or play. …

Voluntary accidental death and dismemberment coverage received the highest rating (43%) from leading carriers selecting it as a ‘very profitable’ product line, according to The Frontline Report, Worksite/Voluntary Product Trends 2012.

Today, this one market is estimated to be a $40 billion industry in the United States, says EBA contributor Sam Fleet. He shares in today’s BeAdvised why approaching this market with a broader view can provide an opportunity for brokers to adapt their business models and thrive, especially as the new health care landscape takes shape.

The recent Supreme Court ruling came as a surprise to a number of people, maybe even most people. However, even among those who expected all or some part of the law to be overturned, about half of them, according to a survey of 4,000 employers by Mercer, were ants, in that they had already started to make preparations for the requirements of the law.

Talk about hogging the spotlight! Washington DC is driving the uproar around the reaction to the recent Supreme Court decision and all we’ve been seeing in the national media is coverage of the political ramifications. What does this mean to the political landscape? What’s Obama saying? Romney? Sure, the recent decision will define the road to election 2012 in November. It’s a landmark decision. We get it. …

As a sales leader in your organization, one of the most critical functions you perform is to help young producers learn and refine their sales skills. And, yes, selling is a skill, not a personality trait.

When asked about their experience with selling workplace voluntary benefits, most brokers often give one of two replies:

Employees know very little about disability coverage. But when they learn about it, they often want it and are willing to pay for it. A Consumer Federation of America and Unum national survey finds that only 13% of surveyed workers know "a lot" about disability insurance, and less than half (47%) know what its benefits are, according to the survey of 1,200 employees. Yet, when informed about DI, a majority (90%) want the coverage, and 86% are willing to pay half of a $30 average monthly premium, and 56% are willing to pay the entire premium in order to gain income protection should they become disabled. According to a 2012 Social Security Fact Sheet, almost 1-in-4 of today's 20 year olds will become disabled before age 67.

All too often we get caught up in day-to-day activities and forget who it is that we ultimately serve: employees. Without employees signing up for benefits, querying accounts, using services provided and generally trying to take care of themselves and their families, we wouldn't have businesses to run. To bring this point home, I offer the following composite sketches (based on anecdotes from brokers, vendors and employers) - oh to be a fly on the wall ...

If you are looking for an idea that can capture the attention of employers, consider helping them provide employees the means to bridge the gaps in their medical plan. I have identified five distinct gaps that, if addressed, can create a huge sales opportunity for group health agents.