Breaking NewsJohn Bogle, Vanguard founder who advocated low fees, dies at 89

Don't forget about the employee

By neglecting the employee perspective when selling voluntary benefits, you may be leaving credibility and revenue potential on the table.

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Nearly every benefits broker will tell you that they now sell voluntary. Understandably, many brokers are primarily tuned in to the employer’s voice during the sales process. For some producers, this remains a default mode, born from their roots focusing on medical and other employer-paid group distribution.

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