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Traditionally, small groups in the less-than-50 market have not offered as many lines of coverage as their larger counterparts.

There are a few reasons for this, including employer cost concerns and the administrative burden of managing a robust benefits package as a small organization. However, one reason that shouldn’t be ignored is that brokers are often disincentivized to help groups of this size develop the same kind of competitive packages they build for their larger groups.

With limited time and resources, brokers may be more naturally inclined to dedicate their efforts toward larger clients and prospects, but this could lead to missed opportunities.

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