Enrollment Practices of Voluntary Carriers Spotlightâ„¢ Report

Cost: $3,000; published 2019

Everyone knows enrollment can make or break a voluntary case. If the employer doesn’t “buy-in” to the process on the front-end, or the enrollment does not achieve good participation and retention, the time and effort taken to sell the case is potentially wasted. But, today, with brokers, employers and employees demanding more and varied options for enrollment and education, and with technology companies wielding more influence and options, carriers must be open to partnering and innovating to meet these ever-changing enrollment demands.

The objective of Eastbridge’s 2019 Enrollment Practices of Voluntary Carriers Spotlightâ„¢ Report is to look at voluntary carriers’ current enrollment services, structure and responsibilities; their development of third-party partnerships and internal technology capabilities; the use and participation rates of various enrollment methods; and current as well as future challenges and trends for voluntary enrollments.

With this information, carriers can enhance or fine-tune their enrollment strategies to better meet the demands of brokers, employers and employees and potentially differentiate their enrollment processes and capabilities from competitors.

View Table of Contents

1. Executive Summary

A. Report Objectives

B. Methodology

C. Key Findings

2. Carrier Overview, Current Issues and Future Trends

A. General Carrier Information

1. Product Platform

2. Typical Voluntary Case Size

B. Current Issues and Future Trends

1. Unique Voluntary Enrollment Challenges

2. Enrollment Trends and Changes

3. Detailed Carrier Findings

A. Enrollment Logistics, Methods & Importance

1. Enrollment Organization Responsibility

2. Onsite Enrollment Management

3. Voluntary Enrollment Methods Accepted

4. Preferred Enrollment Method

5. Requirements for Meetings

6. Enrollment Communication Best Practices

B. Enrollment Platform Capabilities

1. Default/Preferred Enrollment Platform

2. Broker Access - Default/Preferred Platform

3. Enrollment case Set-Up Responsibilities - Default/Preferred Platform

4. Other Company's Products Allowed - Default/Preferred Platform

5. Device Compatibility - Defaut/Preferred Platform

6. Minimum Case Size for Online Self-Service Enrollment

7. Online Enrollment Decision-Support and Education Tools

8. Commission Modifications for Online Self-Service Enrollments

9. Product Restrictions for Online Self-Service Enrollments

10.Other Third-Party Systems Supported

C. Call Center Enrollment Capabilities

1. Own or Outsource Call Center

2. Call Center Enroller License Requirements

3. Compensation for Call Center Enrollers

4. Types of Calls Offered

5. Outsource Vendor Capabilities

D. Frequency of Usage and Participation Rates

1.Percentage Enrollment Paper vs. Electronic

2.Percent Enrolled by Method

3.Participation by Enrollment Method

4.Increase/Decrease of Self-Service Online Enrollments

5.Participation and Engagement Strategies and Practices

6.Enrollment Streamlining Strategies

E. Enrollers

1. Enroller Source

2. Number of Salaried Enrollers and Average Compensation

3. Enroller Bonus Compensation

4. Per Diem Enroller Average Rate

5. Other Compensation - All Enrollers6. Who Pays the Enroller

7. Enroller Recruiting Methods

8. Enroller Training

9.Enroller Certification

F. Enrollment Processes and "Norms"

1. Number of Products Typically Enrolled

2. Pre-Enrollment Communication Materials

3. Enrollment Kits and Personalized Materials

4. Waiver of Participation Requirements

5. Re-Enrollment Schedule

6. Initial vs. Re-Enrollment Procedures

7. Re-Enrollment Responsibility

8. Post-Enrollment Services

9. Most Valued/Requested Enrollment Services

10.Biggest Challenges Providing Enrollment Services



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