The number of brokers offering Unum's voluntary benefits has more thanquadrupled over the past decade, according to a recent survey byEastbridge ConsultingGroup. Unum was named most frequently by brokers as one oftheir top three voluntary carriers.

Experts at Eastbridge say among brokers whose primary businessis selling traditional employer-sponsored benefits, thereincreasingly has been gravitation toward voluntary benefits.

"Benefit brokers are moving along the learning curve from only occasionally selling voluntary tousing it as a cross-selling tool to actively and pro-activelyselling voluntary," Eastbridge reports in "Employee Benefit Brokersand Voluntary: The Evolution Continues.

"Today, 46 percent of benefit brokers are at the cross-sellingstage and 30 percent are in the active or pro-active stage."

Neiciee Durrence, vice president of voluntary benefits for Unum,explains how voluntary benefits can play a key role in an employeefinancial protection plan:

"There's a much richer array of financial protection productsavailable today - like supplemental medical, accident, criticalillness and long term care - so brokers can help clients createoptions that really meet the needs of a diverse workforce," Neiceesays. "We also work closely with the broker and employer on aneducation and enrollment process that is easy, flexible and highlyeffective, backed by excellent ongoing customer service."

An earlier Eastbridge report, Unum, was the only carrier forwhich Eastbridge cited only strengths, including:

• Service excellence;
• Product breath;
• Strong relationship with major accounts;
• Use of technology; and
• Reputation for leadership in disability.

"In this economy, and certainly in the midst of health carereform, we also can't overlook the role voluntary benefits play inhelping employers provide strong health and medical coverage,"Durrence said. "Brokers are discovering that voluntary benefitsmixed with traditional group coverage can help a business manageits costs and give employees the financial protection that is rightfor them."