Employee
Benefits Brokers and Worksite Sales:
An Opportunity or a Mirage?
As more and more carriers enter the worksite market, many are
looking to "new" forms of distribution—one of
which is the Employee Benefits Broker. And that's a wise choice
according to Eastbridge's 2000 study, Distributor
Profiles,
which found that Employee Benefits Brokers are a good source
of worksite sales.
As traditional funding for employee benefits gets tighter, these
brokers will need to move towards voluntary benefits as a way
to help clients provide a wider range of benefits to their employees-without
adding to the bottom line.
The objective of this study is to understand the role that worksite
marketing and voluntary benefits play in the Employee Benefits
Brokers' business. Specifically, the study examines:
- The percentage of Employee Benefits Brokers currently selling
worksite products
- How much worksite business this group sells, how often, and
under what circumstances
- Where worksite marketing fits in their selling cycle
- Which voluntary products these brokers sell
- Which worksite carriers they use most frequently and why
- How group and individual insurers can best compete for their
business
- What it would take for Employee Benefits Brokers not selling
worksite business to start doing so.
Order Info: Employee
Benefits Brokers and Worksite Sales: An Opportunity or
a Mirage? is available for purchase for just $3,000.
To purchase a copy, you can email Eastbridge at info@eastbridge.com or
call (860) 676-9633. Published
2001.
Table of Contents
1. Executive Summary
A. Key Findings
B. Recommendations
C. Study Objectives and Purpose
D. Methodology
2. Detailed Findings
A. Overall Results
1. Core Business
2. Years of Experience and Sales Results
3. Products Offered
4. Percent Selling Worksite
5. Prevalence of Worksite Marketing
B. Brokers
Who Currently Sell Worksite
1. Nature of Workite Sales Efforts
2. Sales Results
3. Products Sold
4. Product Platform
5. Carriers
6. Importance Factors
7. Switching Carriers
8. Reasons for Not Selling
More Worksite
9. Variances by Producer Type
10. Predictors for
Selling Worksite
C. Brokers Who Plan to Sell Worksite
1. Demographics
2. Reasons for Not Selling Worksite
3. Getting Them to Sell Worksite
4. Likely Role of Worksite
5. Products
6. Importance Factors
D. Brokers Who Don't Plan to Enter Worksite
1. Demographics
2. Reasons They Don't Sell Worksite
3. Getting Them to Sell
Worksite
3. Appendix
A. Aggregate Frequencies
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