The broker's job description in today's changing health caremarket is similar to running a marathon for nine months, followedby an all-out sprint when open enrollment season starts in thefall.

The past few years have taught brokers valuable (althoughsometimes painful) lessons about how to pace themselves and preparefor the onslaught of meetings, sales pitches and paperwork. Theyhave also revealed crucial mistakes that could leave clientsdissatisfied or potential income on the table.

Here are a few missteps to avoid that can help prevent brokersfrom waking up and saying “oops!” next February 1.

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