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The COVID-19 pandemic has upended your clients’ healthcare priorities, and things are about to get even more challenging in the months ahead. You need to be ready to support your clients and offer the consultation they need in the face of a rapidly changing healthcare environment that looks a lot different than it did in 2019.

Back then, businesses were primarily concerned about saving money on health insurance while providing employees with great coverage. While both of those concerns are still very valid, they’re now accompanied by questions on how best to cover employees’ physical and mental health needs as we begin to emerge from the pandemic. In fact, a recent survey of large employers found that many expect that expanding access to mental healthcare will be a top concern in 2022.

Don’t wait till 2022 to listen to your clients

But forget 2022 and think about the rest of this year. We’re heading into the winter months and the holiday season, a “most wonderful time of the year” when depression and anxiety can easily take hold. Plus, we have children of all ages still suffering from the effects of not having been in school for almost two years.

Your clients have employees and family members who might be even more susceptible to these challenges right now on the heels of the last 18 months. They’ll want to make sure their insurance coverage includes options to help these people deal with any possible issues they may experience. That means:• Telemedicine options to make seeing a doctor as easy as possible

• Lifestyle coaching for better overall well-being
• Access to a large network of healthcare providers, including those specializing in mental health treatments

All while keeping premiums low and only paying for actually filed claims. That’s going to be especially important, as in 2022 healthcare premiums are expected to rise thanks to increased utilization following deferrals in care in 2021.

Creating custom plans for physical and mental health needs

Fortunately, if you’ve been reading this blog, you’re no longer just an average health insurance broker. You’re a true consultant, an expert ready to proactively help your clients navigate these challenging waters in the months ahead.

You are responsible for advising your clients and creating customized plans that address all the points above. So, instead of trotting out a preset, fully insured spreadsheet with a menu of options for 2022, think about contacting your customers today and having an open discussion with them about types of coverage to satisfy both physical and mental health needs.

Four Services Your Clients Need Today

Mental health: Immediate access to an array of mental health professionals and coverage for their services

Personal wellness programs: Programs employees can easily make part of their daily lives

Teledoc: Easier access to healthcare and secure conversations with health providers

Disease management: Disease management to help with chronic illnesses that may have been exacerbated by the pandemic

Face the challenges today

We’ve all had an enormously challenging run over the past couple of years. But one of the best ways to deal with challenges is to proactively take them head-on. You can help your clients do that by acting now. Pick up the phone and talk to them about the things they’re most concerned about—not just next near, but over the next couple of months.

Ask them what they’re hearing from their employees and their colleagues. Then, put on your consultant hat and give them the guidance they need from the trusted source you’ve become.


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