Brokers best positioned to capitalize on opportunities understand the segment size nuances and tailor their product and strategies accordingly. (Photo: Shutterstock)

Employers of all sizes offer brokers the potential for growth. Brokers focusing on the small-case market look to expand up-market, and large national brokerage/consulting houses are looking at opportunities down-market. The voluntary penetration chart shows the percentage of employers offering voluntary products and employees who own them.

Small market (fewer than 100 lives)

Bonnie Brazzell and Nick Rockwell, Eastbridge Consulting Group, Inc.

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