Gil Lowerre is president atEastbridge Consulting Group; Bonnie Brazzell is vice president ofEastbridge Consulting Group.

Nearly every benefits broker will tell you that they nowsell voluntary. Understandably, many brokers are primarilytuned in to the employer's voice during the sales process. For someproducers, this remains a default mode, born from their rootsfocusing on medical and other employer-paid groupdistribution.

Although this legacy centers on the employer conversation, it'sgood from time to time to check in on the sentiment among our finalcustomer: the employee. After all, by neglecting thisperspective, you may be leaving credibility and revenue potentialon the table.

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Benefits Sales Strategies
Employee-Paid
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