One of the biggest pains of this industry right now is the people who think they know what they’re talking about, but they know enough to be dangerous….very dangerous.  These are people I call “dabblers.”

Dabblers can come in many forms: Financial planners who are licensed to do health insurance, CPAs and your in-laws who forward you every BS email chain in the world about Obamacare! 

What can you do with all this misinformation surrounding you at every turn? Become their resource and turn them into a referral partner.

I get referrals from all across the country now from financial planners who have finally come to terms with the fact that “PPACA is above my paygrade.” If they’re licensed, look at putting them on a commission split. Financial planners understand the MDRT protocol: 20 percent of a name and an extra 20 percent if they actually do some leg work (info gathering, meeting scheduling etc.). I’ve found they’re more than happy to have you make them look good and make some extra cash in the process.

As for CPAs, I love you guys, but I can’t tell you how many individuals came to us during open enrollment this year and this was the gist of the conversation:

Client:  “My CPA said I’m eligible for a subsidy this year again, and I got one last year too!”

Us:  “What did Box 37 say on your 1040 last year?”

Client:  “$85,000, but my CPA said I had a lot of deductions, so I qualify.”

This is where I start to pull my hair out and then I ask to meet the CPA so I can give him a little “Insurance 101” and explain to them that Box 37 holds the “Magic Subsidy Number.” I find that after this experience with us, they become a huge advocate and a great referral source.

As for your in-laws with the email forwards….when you figure that one out, drop me a line.