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

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

Increasingly, dental and vision benefits are being carved out ofpackaged health care plans, as both employers and carriers arefinding ways to make health care packages less costly after thepassage of the Patient Protection and Affordable Care Act, saysMark Roberts, an agent for insurance products and discount healthplans in Frisco, Texas.

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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.