What would their voluntary business look like if they changed just one-third of their business plan to better reflect today's employee benefit environment?
Is their view of voluntary benefits simply following the status quo?
Are they taking the same approach to voluntary sales as they did many years ago?

Related: Hi, my name is Eric, and I'm a recovering carrier rep

Long-term strategy enhanced benefits employer strategy

A mission to shop and analyze the market.
A goal to discover best-in-breed products and services.
A search for findings about the competitiveness of the market, including most-favored benefits by employers and employees.
A proposed solution that includes a strategy complementing the existing health plan design that avoids wasteful employer and/or employee overspending.
A plan of action for the next steps moving forward.

How to compete Also: Young brokers get to the heart of the issues facing today's industry can

Will you or your sales reps compete directly with me?
Who do you represent, yourself or me?
Are you carrier agnostic?
Do you use shelf product and product dump?
Do you create and customize plans and ensure they dovetail with my health benefit strategy?
Do you provide access to a single point consolidated invoice? Do you charge extra for it?
Do you handle initial strategy to service and claims?
Can you handle multi-location and multi-state enrollments?
Do you have an enrollment arm with vetted, agnostic counselors who are bilingual?
What kind of enrollment platform do you use? Do you charge extra for it?
Do you provide access to ben admin and HRIS systems for the broker and the employer?
Do you have enrollment tools such as auto-schedulers, ringless voicemail, text messaging and videos? Do you charge extra for it?
Are you fully transparent with every aspect of enhanced benefits?
Do you have industry-best contracts for compensation and underwriting?
Do you audit enhanced benefit compensation?
Do you share compensation, including renewals, from the top down?
Do you share carrier bonuses and allow brokers to earn their own?

Instant Insights /

Disrupting the voluntary benefits market