This month, we thought it might be fun to get somebrokers to tell us what they've learned off the record. Needless tosay, it was a lot easier to get you guys to open up. Here are a fewof our favorite responses.

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PPACA misinformation.

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“So, 5 million lost coverage. 1.5 million enrolled in theexchanges. 150,000 are confirmed to never having been insured. Didour uninsured number go up or down under PPACA?”

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religion and politics.

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“People sometimes need to leave their politics outside of thedecision-making process. Too many brokers and carrier reps tend tolet their biases, either way, affect them instead of looking atreality and solving a problem. You might hate PPACA or love it, butgenerally it doesn't really matter what your personal opinion is.Stick with the facts and work around it.”

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Get your facts straight.

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“The biggest thing I saw last year was just the unbelievableamount of misinformation that was being delivered in salessituations to get new clients. I have never seen so many brokers ofrecord letters change hands in my career. Those clients willeventually be looking for a broker that delivers real consultativevalue. I see this as a tremendous opportunity to spend as much timeas you can educating yourself on health care reform and health caretrends. The brokers that deliver the most up-to-date consultativeinformation will have a great opportunity for growth thisyear.”

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Gamification.

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“It's going to take a lot more than the health care financingshell game to have any real impact on patient outcomes.”

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Voluntary still a hurdle.

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“Brokers are very challenged still by voluntary products, andsome of the larger carriers are taking advantage of that byoffering 'enrollment deals' that are substantially inferior to whatthey could get from partnering with an enrollment company or VBperson. Inferior in comp, in process, in product. It makes sense tofind someone who isn't just trying to sell their great new CIproduct but is actually working with the broker and the group toprovide the best fit for the employer and employee while actuallypaying the broker something decent.”

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institutionalized.

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“There's a lot of institutional arrogance in the insuranceindustry. Mostly from some of the carriers in both the majormedical and voluntary arena, but also from some of the brokers,enrollment companies and even third-party vendors. No, I don't needto do business with you just because you are whomever. Show me areason to do business with you and don't tell me it's because youare the biggest and it's my loss if I don't. Tell me how you aregoing to work with me not dictate to me how I should work withyou.”

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