The individual health insurance market today has changed dramatically from the market we all knew just a year ago. Our carriers, clients, the political atmosphere, and even our co-workers are all part of a new and different breed.

The first big change came from carriers, when many of them drastically cut individual commissions. On a product that can have a fairly low issue rate, this can make for a low dollar reward when tallied against the hours spent soliciting business. Carriers also have become more aggressive in their direct sales approach to individual health insurance, and are making production requirements tougher.

To succeed in this new and challenging era, we must remake ourselves. Often that means improving our underwriting, adapting to new technology, and exploring additional marketing methods.

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