Has it only been a year? When I think back to what life was likewhen I was named Broker of the Year in April2015, it feels like I was in a completely differentindustry. So what's changed? In a word: everything.

First, I have taken more responsibility for the role I havepreviously played in contributing to the worsening quality of ourhealth care and increasing costs of our healthinsurance. In retrospect, it seems silly to think thatcontinuing to flip carriers, raise deductibles, lessen benefits,narrow networks, and toss in more poorly designed wellness programs— all while employees and employers still pay more year after year— would fix the problem. Doesn't more of the same just produce thesame result? I vowed to change this, and the results have beendramatic.

Second, I moved out of a world where my income level and mysales success were dictated by carriers. Why should I depend onthem to 1) give me the rates I need to close the sale, and 2) payme an ever decreasing commission for an ever increasing amount ofwork? No more! With increasing frequency, employers pay medirectly. They know how much they pay me, what they get in return,and I therefore have a clear set of criteria any of my competitionmust meet to even have a conversation with them. We are earningmore business mid-year, and becoming the sole consultant trusted togo to market. After all, do they take two lawyers to court and payone after the verdict, or have two accountants complete their taxreturns and pay the one with the better refund? I think not.

Third, I realized the more I think outside-the-box, the moresuccess I have. I was terrified to bring non-traditional solutions tomy clients and their employees. I had nightmares about talking feeswith the CFO. Rolling out technology that I barely understood atthe time gave me the sweats. And the chutzpah it took to tell aprospect I wouldn't quote their plan if they weren't willing tooperate under these new rules of engagement was huge. But I knew itwas better for me and, more importantly, for them.

So what is my world like today? Well I write fewer groups. Butmany of the ones I do close generate high five or six figures. AndI'm no longer rushing to win the business against a renewal date. Inow offer solutions to real HR problems, increaseefficiencies, education, and overall satisfaction with the benefitstheir employer spends big bucks on. Increasingly, we are expandingnetworks (or even getting rid of them completely!) and stilloffering lower cost and better access to care, lower out ofpockets, and more transparency (which allows people to see howbackwards our system is and work on fixing it).

And I have become more willing to share all my successfulstrategies (and not-so-successful ones, too). I hope this will helpraise the bar of what's expected from a benefits professional, andnot only make all of us better but increase the positive impact wehave on the system and the lives of those we touch. I have been inthis business since I was 17, and have never been more optimisticabout the impact we can make and success we can achieve.

Finally, I have met some really amazing and like-minded people.The small island I was on a year ago has a few other inhabitantsnow — and I'm grateful for the company.