Voluntary Enroller Relationships: What Carriers Need to Know

Cost: $2,000; published 2016

The Enroller Resource Center and Eastbridge Consulting Group have teamed together for the fourth time to research enroller opinions on the voluntary business. The study was designed to help insurance carriers and other companies in the voluntary business better understand the needs of independent enrollers. [Note: Enrollers who are dedicated to a single carrier or who are carrier employees were not the target audience for this study.]

The latest report, Voluntary Enroller Relationships: What Carriers Need to Know, presents the most recent findings and, where appropriate, compares these to the three previous studies’ results. The report covers topics such as:

  • Time spent enrolling
  • Types of compensation, including bonuses
  • Products enrolled
  • Type and sources of contracts
  • Carrier relationships
  • Enrollment specifics (i.e., methods, travel, training, systems)
  • Enroller satisfaction

Over 600 enrollers participated in the survey. In addition, 31 in-depth interviews were completed. Carriers can use the study findings to fine-tune their policies and practices and improve the quality of their relationship with enrollers.

View Table of Contents

1. Executive Summary

A. Key Study Findings

B. Recommendations

C. Study Background and Objectives

D. Methodology

2. Detailed Findings

A. Time Spent Enrolling

1. Number of Days per Year

2. Days by Quarter

3. Feelings about Number of Days Worked

B. Compensation

1. Per Diem

2. Preferences

3. Bonuses

4. Cancellation Pay

5. Travel/Training Day Compensation

C. Enroller Travel

1. Travel Frequency

2. Travel Expenses

D. Products

1. Number of Product Enrolled

E. Contracting

1. Source of Contracts

2. Type of Contracts

3. Finding Enrollment Jobs

4. Enroller Contact with Employers and Brokers

F. Carriers

1. Number of Different Carriers

2. Most Frequent Carrier

3. Biggest Problem with Carriers and Enrollment Firms

4. Needed from Carriers to be Successful

5. What Carriers Should Know

G. Enrollment Specifics

1. Type of Enrollment—Voluntary and Core

2. Method of Enrollment

3. Enrollment Requirements

4. Multiple Carriers in an Enrollment

5. Enrollment Systems

H. Satisfaction with Being an Enroller

I. Demographics

1. Length of Time as Enroller

2. Typical Case Size

J. Trends and Changes

K. Future Plans

3. Qualitative Interview Results by Question



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