Now that the PPACA is on the books, it's up to those who sell health insurance to figure out how they will survive decreasing commissions and a reduced number of products in the market place as a result of the new law. Brokers coasting on a business-as-usual basis will be out of business if they don't consider new products for their customers. The health care world has changed; those brokers who don't change with it will be left with only change in their pocket if they don't increase their inventory of saleable products, including insured products and other types of programs.

If your agency has been informed by your carriers that you will be working for less, then it's time to crank up the sales and look for products that will survive the new health care legislation in the years ahead. If you cannot adapt, you need to look for another career. However, any broker worth his salt should know there are companies and individuals hungry to buy affordable products and need someone to help them through the insurance maze.

You just need to find the programs that financially make sense to you and the client and add value to the overall financial plan and medical needs of the buyer. Right now, there is some confusion in the market place, primarily because not all the sand has settled with this legislation, and there still may be more changes coming.