Brokers and Voluntary Benefits — The Competition Intensifies

Cost: $1,500; published 2018

In 2013, Eastbridge conducted the first joint survey with Benefits Selling (now BenefitsPRO). The goal of the survey was to gauge how health care 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 discussion and reflective of current trends.

The 2018 Brokers and Voluntary Benefits—The Competition Intensifies 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 and recent changes in product mix
  • Voluntary carriers used most frequently by brokers and their reasoning
  • Carrier administrative pain points and frequency of carrier switching
  • Enrollment methodologies and platforms used most often
  • Number of carriers and products most frequently used/offered per enrollment
  • Competitive pressures felt by brokers
  • Current voluntary goals, sources of learning about the industry and expectations for the future

View Table of Contents

1. Executive Summary

A. Study Background and Objectives

B. Key Findings

C. Methodology

2. Findings

A. Focus on Voluntary

1. Voluntary New Business Annualized Premium

2. New Cases

3. Cross-Selling

4. Percentage of Revenues from Voluntary

5. Voluntary Goals

B. Voluntary Products

1. Most Commonly Sold Voluntary Products

2. Prevalence of Selling Non-Traditional Voluntary Products

3. Factors in Choosing a Voluntary Product and Carrier

C. Carriers

1. Most Frequently Used Carriers

2. Number of Voluntary Carriers

3. Areas of Administration by Carriers Causing Pain

D. Enrollment

1. Number of Products Offered

2. Enrollment Methods

3. Enroller Source

4. Enrollment Technology

E. Competition

F. The Future

G. Demographics

1. Typical Size of Voluntary Case

2. Size of Agency



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