How Compliance Requirements Are Changing the Selling Process for Health Insurance Agents

Employers must meet multiple compliance requirements that are changing the selling process for agents. There’s been a consolidation of health insurance carriers, thus there are fewer options for employers to consider. Agents must become advisors and provide a more consultative approach rather than just providing a spreadsheet and relying on relational selling. Employers are looking for a seasoned advisor to present a more complete package of services that will help them solve not only their benefits needs but also help them stay in compliance.

Host Jason Karn, Total HIPAA’s Chief Compliance Officer, talks with Gavin Smith, Senior Benefit Advisor with OneDigital Health and Benefits. Gavin has focused on compliance since 1993.


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