Health reform restructures the way health care is provided and paid for in ways we are only starting to feel now. The relationship between you and your clients will broaden to include employees and their families. What happened to the financial services industry will happen to health insurance. The shift from defined benefit to defined contribution is already underway. Public and private insurance exchanges will facilitate this.

The relationship between you and your health insurance partners will change. If your book of business isn't large enough, you will be paid less for what you do - or worse, reduced out of markets you need to service clients. Market consolidation and strategic alliances that offer size, scale and resources will become more commonplace - and necessary to compete in a post-reform world.

Consumer-driven health and wellness plans are a solution to improve health and lower costs. As employers adopt these plans, employees and their families will need more communication, education and decision support tools. Are you prepared for this seismic shift? Adversity spurs creativity, and challenge breeds success. 2013 will be the year of preparation, consolidation and innovation. Ability to adapt and change will determine the winners.


What are you doing to ensure the future of your business?


We work with agency owners five-plus years before they are ready to retire to establish succession plans that are economically viable.


BEVERLY BEATTIE CEO, Selden Beattie Benefit Advisors

Diversifying our revenue base by adding additional products and services. Morphing our business model to include benefits strategic planning and services that can generate fee-based income from consulting. Researching ESOPs, market segmentation.


ANDY TORELLI President, e3 Financial

We have a funded buy-sell agreement with my partner, who is 20 years my junior.

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