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.

In the small employer market, while they are still working on putting it on paper, California regulators "want to offer as close to market-based compensation for agents" as possible, Crosby says. "[In] every discussion that [has been] the case."

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