Salespeople often are advised not to talk about politics or religion, and for good reason. People have strong opinions about these two issues, and being too open about our views is a good way to run off potential customers. Brokers seem to take the “mum’s the word” approach on two other subjects as well: COBRA and taxes. The difference is that, in this case, it’s our silence that could cost us the business.

So why would an advisor steer clear of these topics in particular? The reason we give our clients is that they fall under the category of employer or tax law, not insurance law, and any advice we provide is not covered by our errors & omissions insurance. The real reason, of course, is that we sometimes don’t know the correct answer. If we did, we wouldn’t be so worried about misadvising them. Unfortunately, health reform is a game changer that’s forcing brokers to redefine themselves as consultants.

Complete your profile to continue reading and get FREE access to, part of your ALM digital membership.

Your access to unlimited content isn’t changing.
Once you are an ALM digital member, you’ll receive:

  • Critical information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and events.
  • Access to other award-winning ALM websites including and

Already have an account?


BenefitsPro Broker ExpoEvent

BenefitsPro Broker Expo will help attendees prepare for new issues, embrace new challenges and find new solutions.

Get More Information


Join BenefitsPRO

Don’t miss crucial news and insights you need to navigate the shifting employee benefits industry. Join now!

  • Unlimited access to - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including and
  • Exclusive discounts on and ALM events.

Already have an account? Sign In Now
Join BenefitsPRO

Copyright © 2023 ALM Global, LLC. All Rights Reserved.