Your Work Doesn't End at Enrollment

Industry changes give you another reason to stay connected to your clients.

The enrollment may be complete, but there's still a relationship to build. As your clients' healthcare needs evolve, the coverage they chose at enrollment may need another look. Staying in touch helps you understand what's changing in their lives and keeps you connected to the care they need, long after the paperwork is done.

Prior authorization is a timely reason to reconnect.

UnitedHealthcare plans to remove prior authorization requirements for roughly 1,700 medical services. In a recent interview with NBC Palm Springs, Mike Smith, President Emeritus of The Brokerage Inc., discussed the broader shift underway when asked whether other insurers were following suit.

“48 of them to be exact,” Smith replied. “The government has really asked these insurance companies to be a bit more cooperative.” He also said he “can see a turning point,” pointing to a shift worth watching as insurers reconsider their approach to prior authorization.

What the Changes Could Mean for Your Clients

That shift gives you a reason to check in with clients who may be affected. Some may have experienced delays getting treatments approved, while others may not know the requirements for their care are changing. Reaching out gives you an opportunity to understand what they're dealing with and help them find out whether the changes apply to their coverage.

Use the Conversation to Look Ahead

You might start by asking:

• Have you had any trouble getting treatment approved or accessing care recently?

• Have your healthcare needs changed since we last reviewed your coverage?

• Are there any upcoming appointments, treatments, or healthcare needs you'd like to make sure your plan covers?

The answers can help you identify what needs a closer look. Not every service or plan will be affected, so it's important to confirm the details with the client's insurer and healthcare provider. If their needs have changed, the conversation may also reveal that their current coverage deserves another review.

You don't have to wait for a client to raise a concern before getting back in touch. Following developments like these gives you a timely, relevant reason to reach out, show clients you're paying attention, and help them navigate questions about their care.

The Brokerage Inc. helps you make sense of industry changes and understand what they could mean for the coverage you recommend. That support can help you approach these conversations with greater confidence and continue providing value throughout the client relationship.