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There’s a great deal of business buzz around getting more “focused” in 2020. The reality is that, for benefits brokers, it’s not just a snappy catchphrase. Focusing your services and providing clarity within the increasingly murky waters of health benefits will be critical for your business’ survival. Only those who are willing to get creative, be change-makers, and meet employee’s needs will come out ahead.

However, three significant hurdles will prevent many benefits brokers from succeeding in 2020:  compliance confusion, an aversion to change, and the need for creative bundles that are communicated to employees effectively.

Compliance confusion

The myth that “the ACA individual mandate is gone” is a dangerous one to believe. The truth is, we don’t know what’s going to happen with compliance at the federal level in the coming year or two. The other reality is that some states — California, Rhode Island, Massachusetts, New Jersey, Vermont, as well as D.C.— have their own individual mandates in place or in progress. To date, only New Jersey and D.C. have prepared written guidance to help employers navigate these unique rules. California’s new mandate takes effect in January 2020 and, according to the State of California Franchise Tax Board, can cost a family of four about $2,085 annually if they don’t qualify for certain exemptions.

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