If those stats aren't exciting enough to motivate you to sell dental, consider this: the PPACA does not include dental as a component in the legislation, except for Medicaid provisions for children. Dental was left off the table when it came to putting together the plan affectionately known as Obamacare. 

The "NADP/DDPA 2010 Dental Benefits Report: Enrollment" shows that 97 percent of all dental benefits are separate from medical coverage. However, there are no current provisions in the PPACA to provide dental coverage as part of the overall scheme for adults.

As a broker considering how you can make up losses in income due to commissions being slashed, especially in the individual market, selling dental plans are a great way to increase your income.

Sixty percent of small businesses with six to 24 employees don't offer dental benefits to their employees, according to the National Association of Dental Plans (NADP). That percentage grows to 90 percent for employers with fewer than 10 employees. Dental benefits improve employee satisfaction, health, performance, and retention, but many small employers can't afford them.

Companies are screaming for affordable dental plans, and since the cost for dental is borne primarily by employees in most cases, it can be expensive. Typically, in voluntary dental plans, the penetration rate is anywhere from 5 percent to 20 percent when employees must pay the premium with no cost share from their employer. The cost for dental insurance can range up to $150 per month for a family plan with some carriers. Although you may get some decent commissions from this type of sale, your take rate is limited.  

Producers can be valuable to employers by helping them thoroughly understand the insurance plans and working with them to communicate choices and features to employees, according to California Broker Magazine. Dental continues as a high-demand benefit with employees, so it is important that the chosen plans provide the benefit features and quality care that employees expect.

"Flexibility" is the key word for employers evaluating dental plans. A variety of plan choices is available with different features and coverage options. Employers prefer plans that are customized to their group needs. Although the cost of benefits may be the fundamental consideration, employers want better-than-average dental options to help employees and their families enjoy good dental health.

Regardless of your target market, dental is a great product to offer because of the enormity of available prospects—both group and individual.  Also, there are some really good options, including dental indemnity plans, PPO plans, pre-tax accounts including FSAs/HRAs/HSAs, and discount dental plans.  Look for carriers that have experience working with companies that are similar in size and market scope to your client's company, according to the Ameritas Group. Evaluate the quality of the carriers' claims processing and customer service, flexibility in plan design, reputation with other employers, depth of network providers, business philosophy, and spectrum of plans.

This due diligence will help you find the best dental plan partners for your clients. As an agent or broker, dental products should be some of the sharpest arrows in your quiver.