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There’s no shortage of bad news for benefit brokers these days. Medical-loss ratio calculations and health exchanges are expected to slash the commissions carriers pay agents over the next few years. Federal subsidies for employees earning up to 400 percent of the poverty level and Medicaid qualifications for employees earning up to 133 percent (instead of the current 100 percent) of the poverty level mean the numbers of employees that you insure could decrease by as many as half, depending on which predictions you believe. The states’ health exchanges will probably pay commissions to sign up employees that move to the exchanges, but it’s likely to be low; perhaps as little as .5 percent to 1 percent.  

The question is: What will you do over the next two years to prepare yourself for the landscape in your industry after 2013? 

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