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1) Be prepared
Don Goldmann, president of NAHU during the conference and vice president of Word & Brown, says that brokers need to understand that even though the Affordable Care Act has presented a “whirlwind of change, with many more changes still to happen,” the sessions at the conference are what allow them to stay on the cutting edge.
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2) Long-term care premiums
Attending a session with an actuary that demonstrated premium stability on long-term care products moving forward, David Berman, senior account executive at Neace Lukens, an AssuredPartners company, now understands that “we shouldn’t have the problems that we had in the past.” The session, based on data, explained that the product is priced correctly now.
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3) Speaker reviews
The president of the Nevada State Association of Health Underwriters, Lydia A. Boske-Heater, attended the conference as a tryout. She is continually looking for speakers for The Silver State, and “this is the best way to sample all of that.” She took down phone numbers and names, with the intention of making calls and bringing them to Nevada.
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4) Financial liability
There was a real interpersonal discussion around financial liability without getting too involved in ERISA wraps, says David Brabender, independent health insurance broker at Atman Insurance Services. “[It] makes you re-evaluate if that ought to be a new revenue stream or kept at an arm’s length,” he says.
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5) Fee-for-service
Kevin Roberts of KR Benefits attended a two-part session on fee-for-service. “I have a client I took on broker of record [who] is on a contract that is non-commission and have struggled to come up with a framework or plan to approach the client about a fee arrangement,” he says. “One of the ideas I got is to create an annual report for the client of every issue I've handled on their behalf in the last year as well as a plan of ideas and a roadmap for the upcoming year to remind them not only of the work I've done but that I'm also looking ahead on their behalf.”

“Making sure I'm competitive in the services I'm offering is going to be a crucial strategy for me, and frankly for all brokers as we move to retain and grow our business,” he adds. "Uber your business before you get ‘Kodaked’ is the new paradigm brokers face and being part of a national organization like NAHU gives me access to these powerful ideas and resources that I don't have otherwise as an independent broker.”
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R. Dane Rianhard, principal and senior consultant at TriBridge Partners, who was elected NAHU secretary at the conference, says that the most important takeaway for him is that brokers speak with “one voice collectively moving forward and we need to do that.”