No, “spreadsheeting” is not an illness one gets by visiting too many “Linens n Things.” “Spreadsheeting” is the art of putting between 2 and 89 or more different plan designs on a ream of 8 1/2 by 11 pieces of paper and saying to your client, “O.K., pick one, that’s your new plan.”

The client, often with a bewildered, far away stare says, “I don’t know, there’s so many to choose from.” The adept broker sometimes responds, “Don’t worry, I’ve got 6 to 7 hours blocked out today, lets go over each one. Go get the coffee, some no-doze, close your business for today and let’s get to work! Please, someone get me a pistol!

Why spreadsheet? Well, it seems to be the easiest way to convey to the insured that the broker has done his or her “due diligence” and surveyed the marketplace to find somewhat comparable plan designs at a reduced premium. We find this cute little phenomenon usually occurs close to renewal time when the insured has just found out his or her premium is going up AGAIN!

And so, each day, all across the state we hear the tapping of little fingers on keyboards logging onto HealthConnect, the predominant quoting tool in New Jersey. Printers spit out spreadsheets showing 8 plans on a sheet of paper. This is called the “8 across landscape” option. It is very neat, clean and succinct. When you quote 128 plan options for your client at least you can get them on only 16 pieces of paper. Saves time, saves trees, you’ve done your part for Mother Earth.

Spreadsheeting also occurs when it doesn’t have to. In a rare instance where a renewal increase is “acceptable”, brokers will still spreadsheet other carriers to find a cheaper premium. Very little regard is paid to coverage that may be worse than what they have or if the doctors are in the other carrier’s networks. Its premium, premium, premium.

Folks, in my eyes, anything under 10% is an acceptable increase and as long as the insured is happy with the carrier, coverage and doctors stay in the network, there is NO viable reason to spreadsheet. The reality is however, that 10% renewal increases are a dinosaur of sorts. We are seeing ridiculous numbers and some consumer shopping needs to be done. I said, “SOME CONSUMER SHOPPING!!”

Every day, I hear how much of the broker’s day is now spent on renewals of existing accounts and that there is no time to prospect for new business. Well, someone out there is writing the new business. While you’re at Staples buying another case of paper for your spreadsheet marathon, a new business owner is getting health insurance from someone else. Why isn’t that “someone else” YOU?

Cut down on spreadsheeting. Your clients will be much happier reading through 5 pages of plans rather than 16. I’m a big fan of “due diligence.” but going through ridiculous numbers of plan options becomes “due delirium” and nobody is going to benefit from that.

It is possible to service your client properly; doing what is in their best interest without the burden of analyzing so many alternatives. Pick 2 or 3 from their current carrier and a couple from other carriers. Everyone will be happier in the end.

Remember, instead of spreadsheeting, try shortsheeting, it’s much more fun!

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