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Employee benefit brokers continue to embrace voluntary products as a central part of their sales activities. But not all brokers are developing these new capabilities at the same rate and interesting differences are emerging. In addition to segmenting brokers by size, we’ve been asking them whether they tend to mix and match products from different carriers in accounts. Specifically, we ask them whether they prefer to use one carrier in order to offer bundled discounts, prefer to use one carrier for administrative ease, or whether they prefer to mix carriers in order to bring best-of-breed products in each category.

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