As a broker or agent, you are constantly aware that commissions are being cut by insurance companies and other sales organizations due to the new minimum loss ratio standards as set forth in the PPACA legislation.

According to the Bureau of National Affairs, the PPACA requires fully insured large group plans covering 100 or more employees, as well as Medicare plans, to spend at least 85 percent of premiums on medical claims or quality improvement activities, and small group or individual health insurance plans must spend at least 80 percent, effectively capping profits and administrative expenses. "Grandfathered" plans initiated before PPACA was enacted are included in the requirement, while self-insured employer plans are not.

It's just going to be plain tough to make more money unless you sell a lot more product to make up for the loss in income. Also, you likely have seen that since the market is moving toward state insurance exchanges, the new health care environment is to be drastically impacted with your role changing to a "Navigator"—whatever that means. So what's an insurance salesman to do to keep the mortgage paid, pay for the kids' college tuition and put food on the table?

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