It seems that HSA plans continue to be a difficult arena for some advisers. The article It's time to put HSAs on the online benefits enrollment menu highlights some of the areas where HSA presentations can be simplified. Advisers can't forget about the two-part enrollment process that is involved - enrollment in the medical plan and enrollment in the bank account.

I've always separated the bank enrollment into a separate meeting, especially when there are multiple medical plan choices. Since the bank account contribution is so flexible, an online system is a great solution. By providing access to forms, payroll deduction, Web sites and explanations, employees can maximize their experience and knowledge of this benefit.

Using the right tools, we can connect the people with the plan.

Personal connection

As of this writing, I have five friends who are either fighting cancer or are recently in remission, so I was glad to read the article on cancer coverage, Cancer coverage: More than just a sale. Because of my relationship with them, I can connect with the importance of cancer coverage.

Health plans are designed to help cover the cost of cancer treatment, but there are so many "extra" costs that aren't covered. That's where the cancer plan comes in. A lump sum can be used to pay parking at the hospital, cover deductibles, take time off from work for a spouse or parent, pay for gas to travel to treatment, pay for a hotel, etc.

I agree with Mr. Feste that there are many different plan designs available - it is our job as advisers to help our clients choose and communicate the plan that fits their needs best.

All the right moves

Talk about relationships! I enjoyed reading about the success of The Farmington Company in the cover story, What goes around comes around. This firm focuses on all the important levels of relationships - the client, the employee and the broker.

The client has to be comfortable with the plans and pleased with day-to-day administration. Check. The employees need to know what they are buying and get their questions answered. Check. The benefit adviser/broker needs to be confident the client is getting the best administration and professional enrollment available. Check.

Well done and an example for all of us.

Tech savvy

I have started using audio and video enrollment materials in my business, so I found great information in the article You've got to give to get.

Part of a good relationship is communication. And that sometimes means finding ways to communicate effectively. Mr. Barshan had a great idea by starting to use video - why not let the employees learn at their convenience? That's the start of a great relationship. EBA

Bryant, founder of Woodlands, Texas-based SB&K Benefits, can be reached at toddb@sbkbenefits.com.

Our industry is a relationship business. Reading through the February issue reinforced that building connections is a vital part of our growth and development.