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While the pace of health care reform has slowed dramatically over the last few years, that doesn’t mean the industry is static. Health are and benefits are still affected by constant regulatory reforms and changes, and benefits advisors play an integral role in making sure employers are up to speed on new rules.

Federal policy changes present an opportunity to connect with clients and prospects. In the current slower season before open enrollment, new rules and regulations are a good topic for an off-renewal, relationship-building lunch or meeting with clients.

Brokers can also inquire with prospects as to whether their current advisor has made them aware of recent changes, and whether the advisor is helping them consider all of their available options.

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