Every broker knows that cross-selling additional employee benefits can be lucrative. But sometimes it makes more business sense—for both the client and the broker—if certain benefits are sometimes sold separately.

A good case in point is dental and vision benefits. Typically the two products are paired together, but there are instances where it’s much more prudent to offer one or the other, brokers say.

Katie Kuehner-Hebert

Katie Kuehner-Hebert is a freelance writer based in Running Springs, Calif. She has more than three decades of journalism experience, with particular expertise in employee benefits and other human resource topics.

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