We've all read and heard how the Patient Protection andAffordable Care Act is creating more opportunity for voluntarysales. But is it true? Has it started? Or has this train derailedat the station?

Recent research provides evidence that this is indeed happening.Our employer study showed that more employers are looking to makechanges to their benefits programs today than they were two yearsago. More than three in 10 are considering changes that arevoluntary in nature, and 17 percent are very likely or likely tomove certain benefits to voluntary. Those include vision coverage,dental insurance, disability insurance (both STD and LTD) and lifeinsurance.

In addition, 14 percent of employers are “very likely” or“likely” to add a new voluntary benefit over the next 12 to 18months. The following chart shows the percentage of employersconsidering several different benefit changes both in 2012 and inthe current survey. Noteworthy is the significant increase inlikelihood between the two years.

The question then becomes—with three out of 10 employersconsidering a voluntary benefit change or addition—are brokersjumping on board?

The answer is yes, especially with the traditional voluntarybrokers who seem to be the fastest movers in this arena. When askedabout their voluntary sales in light of the Patient Protection andAffordable Care Act, 37 percent of voluntary brokers said they areselling “significantly more,” compared to just 15 percent ofemployee benefit brokers. However, the employee benefit broker isnot missing the train completely. Nearly half (46 percent) saidthey are selling “somewhat more” voluntary.

If you're not talking to your clients about voluntary benefits,beware: someone else will. The opportunity created by PPACA isreal, but the opportunity won't be there forever. As brokers, it'simportant to help clients provide the best benefits packagepossible. Today that means making use of voluntary benefits. So,all aboard.