Brokers and Voluntary Benefits—Sales and Competition Are Up

Cost: $1,500; published 2016

In 2013, Eastbridge conducted the first joint survey with Benefits Selling. The goal of that survey was to gauge how healthcare reform might have changed the way brokers approach the benefits market. Every year since then, the survey has been updated and new topics added that are relevant to the topic and reflective of current trends.

The 2016 Brokers and Voluntary Benefits—Sales and Competition Are Up Spotlight™ Report addresses the following topics and compares, where appropriate, this year’s results to past studies:

  • Brokers’ current focus on voluntary (NBAP, new group growth, cross sales with voluntary)
  • Most commonly sold voluntary products by brokers today
  • Voluntary carriers used most frequently by the brokers and the reasoning
  • Enrollment methodologies used most often and the party responsible for selecting the method used for each enrollment
  • Competitive pressures felt by brokers
  • Use of private exchanges and defined contribution

The report also examines what brokers need from carriers and enrollment companies to increase their success in the voluntary market.

View Table of Contents

1. Executive Summary

A. Background and Objectives

B. Key Findings

C. Methodology

2. Findings

A. Focus on Voluntary

1. Voluntary New Business Annualized Premium

2. Cross-Selling

3. ACA Impact on Voluntary Sales

B. Voluntary Products

1. Most Commonly Sold Voluntary Products

2. Prevalence of Selling Non-Traditional Voluntary Products

3. Recommending a Voluntary Product

C. Carriers

1. Most Frequently Used Carriers

D. Enrollment

1. Enrollment Methods

2. Enroller Source

3. Enrollment Technology

E. Use of Private Exchanges and Defined Contribution

F. Competition

G. The Future

H. Demographics

1. Typical Size of Voluntary Case

2. Size of Agency



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