Group health insurance clients and their employees are worried about political change, especially where there benefits are concerned. That worry is magnified by the politically-charged nature of health care today.
So what is a health insurance advisor to do?
A health advisor can add value by talking to clients in a politically neutral way and keeping them informed of changes before they happen. That was the word from Jessica Waltman, owner of Forward Health Consulting, at the NAHU Annual Convention.
Twenty-five percent of employees are worried about political change and its effect on their benefits, Waltman said.
"Here is where you can come in and say to your client, 'Hey, I don't know if you are aware of this, but 25 percent of your workforce is really anxious about this, so let's talk about it and relieve their concerns,'" she said.
Advisors should make sure clients and their clients' employees are calm, and that they provide their all involved with information and supporting facts, Waltman said.
"That's not being partisan; that's just good business - for your clients and for you," she said.
Remaining calm and consistent when discussing an emotional topic like health care is crucial to keeping clients informed, Waltman said.
"Don't burden clients with the 'maybes' and the 'what ifs,'" she said. "It's important that they know you know things will happen and that you will tell them in advance."
"Have a clear plan for what you will do for your clients when changes in the law affect them."
Susan Rupe is managing editor for InsuranceNewsNet. She formerly served as communications director for an insurance agents' association and was an award-winning newspaper reporter and editor. Contact her at Susan.Rupe@innfeedback.com.
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