Golf season is finally here. It’s time to replace your grips,change out your cleats and restock that golf bag with lip balm,sunblock and aspirin. If you’re a health benefits broker, it’s alsothe end of benefits selling season. But as youhit the links to network with current and potential clients, you’llneed to distinguish fact from fiction when it comes to what’s instore for the remainder of 2016 for your clients and yourbusiness.

Fiction: ACA compliance is done.

Fact: Brokers spent most of the last 12 monthshelping their clients prepare for and navigate new Affordable CareAct (ACA) reporting, disclosure and notification requirements.While employers have passed several initial ACA compliancemilestones, now is the perfect time to start talking with themabout the excise tax (the so-called Cadillac tax). This is the next bighurdle for many businesses when it comes to ACA compliance.

While Congress delayed implementation of this tax on high-valuehealth insurance plans until 2020 (and there is some support forthe repeal of the provision by policymakers in Washington), manyemployers believe it could become one of the top drivers ofcompliance-related costs, according to the Society for Human ResourceManagement.

Brokers should proactively talk with their clients now toevaluate their current benefits offering in light of the Cadillactax. Next step? Create a strategy to address the implications fortheir business. For example, some employers may opt to migrate to aconsumer-directed health plan to ensure their benefits offeringfalls below the Cadillac tax threshold. However, that transitiondoesn’t occur overnight. It takes long-term planning. Workingtogether, brokers can help their clients assess whether benefitchanges are necessary to avoid this tax and then how they canimplement changes before the 2020 deadline.

Fiction: Brokers are just salespeople.

Fact: The role of health benefits brokerscontinues to evolve. A broker’s clients count on them tohelp make sense of the latest news and offerings in a rapidlyevolving benefits industry. It’s no longer enough for brokers todeliver the best rate for their clients’ health plans. To gain acompetitive edge and grow their business, brokers must becomestrategic advisors who stay one step ahead of their clients’evolving workforce management needs.

It’s particularly important for brokers to understand thetechnology platforms their clients utilize to support the totalityof their HR needs. Many still use standalone systems to manage

benefits administration, payroll and other core HR activitiesseparately. Brokers who understand the benefits of an integratedworkforce management platform can help their clients select andimplement the right solutions for their organization. Brokersshould understand how these technologies can potentially help theirclients simplify regulatory compliance and free-up time forstrategic HR initiatives such as employee engagement.

By becoming familiar with the benefits of an integrated humancapital management (HCM) technology platform, brokers can delivermore value – and more peace of mind – to their clients as theynavigate this complicated environment.

Fiction: The benefits industry is unlikely to change anytime soon.

Fact: Uncertainty about the future of healthcoverage in the United States is likely to continue, no matter whathappens in the November elections. Local and national lawmakerswill keep reshaping the industry through new legislative agendas –and there may be political fights related to the ACA onthe horizon.

When it comes to navigating these ongoing challenges, brokersneed a trusted partner that can help them stay nimble and informed.Brokers should consider partnering with a technology vendor thatcan help them keep pace with and understand the implications ofongoing legislative changes for the benefits industry. This willempower brokers to answer their clients’ most challengingquestions. Technology vendor partners can also help brokers assessand implement modern workforce management systems on behalf oftheir clients to potentially streamline benefits administration aswell as other core areas of workforce management.

Third-party experts know how difficult it can be to stay aheadof the curve. That’s why it’s so important that brokers find apartner to help them navigate these tough issues and providepointers to help them stay on top of the changing regulatoryenvironment.

And who knows, maybe they can even give you a few pointers onyour golf game!