The past year hasn’t been easy for anyone. The unemployment rate has remained stuck near 9 percent. The economy is getting worse, not better. We still don’t know what’s going to happen with health care reform, how it’s going to be implemented or even if it ever will. But it’s been especially hard on brokers and anyone else in the business. Though 2011 was difficult—at best—people in the biz are coming up with new ways to keep their livelihood. And a lot of those innovative ways involve greater employee contributions—think voluntary benefits and wellness programs. That’s one way to stay relevant and stay in the game, but as one expert told us, the only certainty there is in the coming year is uncertainty.

Scott Mardis

Senior vice president, sales

Ameriflex

Mount Laurel, N.J.

“In 1999, brokers and agents only had to learn three simple acronyms to be successful— HMO, BOR and a BIC pen. In 2011, acronyms have far surpassed these simple three to become a whole new language essential for survival in today’s benefit marketplace. Brokers and agents have to navigate through complex plans that cover a variety of different product designs. It is not unheard of for a broker to implement a CDHC, HDHP with an HSA/LPFSA and HRA wrap on a PPO platform pre-taxed through a POP plan, bridged with a VB GAP plan, a DHMO, and LTD/STD offering all while remaining compliant with COBRA, HIPAA and ERISA and up-to-date with HCR and PPACA. It’s enough to need a PhD or good EAP.

If 2011 was the year to learn this new language, the challenge in 2012 will be to teach this new language to employers and employees. I can guarantee you that to most employees, these acronyms are about as familiar as BFF and LOL are to my grandfather. We need to be adept at speaking and teaching this language or face the real possibility that both the language and industry become the new Latin and Roman Empire—DEAD.”