Survive & Thrive In A “Reformed” Market

DAHU LuncheonAugust 17, 2010

Reid Rasmussen

The Average Agent’s Book: 2011

A Couple Other…

90%

10%

Free MarketHealth Insurance

President Obama Says Supreme Court Will Uphold Healthcare Law

Massachusetts Health Insurers Post Strong 2Q Earnings

Insurers Accept "Insufficient" Rate Increases In Effort To Contain Health Costs

Demographic Factors Keep Texas' Uninsured Percentage High

Tele-Health Expected To Benefit Low-Income, Minority Patients

Too Much Input Paralyzes

What will you

CHANGE THIS WEEK

to

SURVIVE & THRIVE

in 2014?

ImplicationsTo Your Business• Subsidies & Exchanges• Modern Benefits• A Strategic Reaction to:

–Decreased Commissions– Increased Workload

57% of Your

ClientsWill Be

Subsidized

Subsidies & Exchanges:

How Much of Your Book Is At Risk?

100% FPL133% FPL

400% FPL

Medicaid

Inco

me

Popu

lati

on

63%

13%19%

Quote & Select CoverageBill & EnrollCheck Subsidy Eligibility

Functions Within An Exchange

IndividualsEmployers

Implications of Exchanges

Quote & Select Coverage

Bill & Enroll

Check Subsidy Eligibility

IndividualsEmployers

Exchange Free Market

Health Insurance

• ½ Small Group Will Be Through Exchange• Less Commissions in Exchange & Out• Decide: Will You Work In the Exchange?

Canada: Evolution of Benefits

Health Coverage

Lab/Imaging

Outpatient RxSingle Room

Ambulance

ChiropracticMental Health

Health CoverageHealth CoverageHealth CoverageHealth CoverageHealth CoverageHealth Coverage

Canada: Evolution of Benefits

Health Coverage

Lab/Imaging

Outpatient Rx Single Room

AmbulanceChiropracticMental Health

America’s Modern Benefits• Ambulatory• Emergency• Hospitalization• Maternity & Newborn• Mental Health / Sub Use• Rx• Rehabilitative• Laboratory• Preventive / Wellness • Pediatrics

Your Strategic Reaction to Reform

Reduced Commissions +Increased Carrier Workload +

Increased Government Workload +The Quote Is A Commodity +Your Advice is Indispensible =

Bill For Services

How Do You Bill For Services?• Articulate Your Differentiators:

1. 2. 3. 4. 5.

1

How Do You Bill For Services?• Learn What You Do:• Track Hours

–By Client• By Employee

–All Year

2 • Quoting• Planning• Meetings• Calls• Allocations

• Overhead• Study Reform

& Industry

How Do You Bill For Services?• Decide What You’ll Charge For

–New Government Reporting –Reform Updates–Total Compensation Statements–Coach For Rolling to Exchange

3

The Average Agent’s Book: 2011

A Couple Other…

Free MarketHealth Insurance

Your Book: 2014 & Beyond

Quote & Select Coverage

Bill & Enroll

Check Subsidy Eligibility

IndividualsEmployers

Modern Benefits

Bill For Services

Exchange Free Market

Health Insurance

A Couple Other…

Custom Modern Benefits

Reid Rasmussen972.814.7887

reid@benefitbrainstorm.com