In this new era of health care consumerism, the voluntarybenefits market serves to deliver more cost control to employers —and valuable and desired protection for employees.

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It’s essential that brokers understand the products they offer.But perhaps even more important is understanding how to communicatethose products’ value in a way that simultaneously encouragesemployers to offer the benefit and employees to enroll and useit.

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In the past several years, carriers have responded to employerand participant demand by introducing a wave of new voluntary andancillary products to the market. Benefit brokers have a range ofproduct and price points to consider, and product options that comewith varying levels of coverage, service, network options andcustomer support.

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How premiums are priced is but one consideration brokers mustweigh when recommending options that deliver the best value foreach benefits dollar. As competition increases, so does theresponsibility of brokers to keep clients and participants aware ofpolicy nuances and the overall value of each benefit dollarspent.

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Our conversation guide, “Using Vision Coverage to EncourageEmployee Enrollment,” teaches you how to:

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- Demonstrate voluntary value to sponsors.
- Lead with popular products that can serve as a door opener togreater voluntary buy-in and participation.
- Effectively communicate with employees.


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