HEALTH Producers See Future through the Fog of Health Reform dvisors see their role as A guides in the changing health insurance landscape. By Susan Rupe W ill 2013 be the year in which health insurance agents and brokers join lamplighters, elevator operators and Western Union delivery boys on the scrap heap of obsolete occupations? Not so fast, say some agents who are gearing up for the challenges of selling products and serving clients in the world of the Affordable Care Act – a world in which the rules are changing almost daily. The confusion surrounding ACA will make the role of the advisor more important than ever as clients need expert advice from someone who can help them make sense of the new health care requirements. Educating clients and helping them navigate the rough waters of health care reform will help keep practices afloat and vital to consumers, health insurance agents and brokers said. “Don’t give up,” said Neil Crosby, director of sales for Warner Pacific Insurance Services, a general agency in San Marcos, Calif. “A lot of agents and brokers feel it’s 42 InsuranceNewsNet Magazine » January 2013 “The two most important things you can do for your clients are to educate them and keep them calm.” –Colleen Callahan, president of Callahan Insurance in Pleasant Hill, Calif.