Benefit brokers account for the largest and fastest-growing segment of voluntary benefit producers, with more than 90% of them selling at least some of these product lines. On the other hand, many brokers only dabble in the worksite market.
These key themes are examined in the latest so-called Spotlight report from Eastbridge Consulting, “Employee Benefit Brokers and Voluntary: The Evolution Continues,” which seeks to help insurance carriers assess and adjust their strategies for drawing more brokers to voluntary benefits selling.
The report examines the volume, frequency and type of voluntary benefit plan sales, as well as where these products fit into their selling cycle and expectations for future sales. Other areas of exploration include which carriers are used the most and what brokers look for in a carrier.
