The Benefits Selling/Eastbridge Voluntary survey was conducted again this year, and more than 325 brokersa combination of employee benefit brokers, traditional voluntary brokers, enrollment companies, etc.responded.
The voluntary business is an important economic bellwether. It sounds plausible given that these are discretionary financial product purchases by large numbers of consumers.
In last months column, we looked at overall voluntary sales for 2010. In this edition, we analyze the results further by looking at product line sales as well as platform.
Eastbridge’s annual U.S. Worksite Sales Report for 2010 was recently released and, according to the findings, sales for the year were down compared to 2009. This is the first time since we have been tracking voluntary/worksite sales that we have seen a decrease from the prior year’s results.
Eastbridges annual U.S. Worksite Sales Report for 2010 was recently released and, according to the findings, sales for the year were down compared to 2009.
Last month, we talked about the impact of employee turnover and the amount of sales effort required to replace those losses. Our conclusion was that a basic conversion program helps brokers get off the attrition treadmill and use new account sales to grow the block rather than stay even.
Lowered commissions, increased competition, loss-ratio mandates, buying direct from exchanges, carriers withdrawing from the medical market, and on and on and on.
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"articles": [
{
"uri": "/2014/06/01/the-2014-benefits-sellingeastbridge-voluntary-surv/",
"title": "The 2014 Benefits Selling/Eastbridge Voluntary survey",
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"summary": "The Benefits Selling/Eastbridge Voluntary survey was conducted again this year, and more than 325 brokersa combination of employee benefit brokers, traditional voluntary brokers, enrollment companies, etc.responded.",
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{
"uri": "/2013/09/01/what-is-voluntary-exactly/",
"title": "What is voluntary, exactly?",
"byline": "Bonnie Brazzell, Gil Lowerre",
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"prettyDate": "September 01, 2013",
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"summary": "The voluntary business is thriving and will continue for the foreseeable future.",
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{
"uri": "/2013/07/01/voluntary-sales-strong-in-2012-2/",
"title": "Voluntary sales strong in 2012",
"byline": "Bonnie Brazzell, Gil Lowerre",
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"prettyDate": "July 01, 2013",
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"summary": "Last month we reviewed the voluntary industrys overall sales for 2012.",
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{
"uri": "/2012/08/01/the-voluntary-business-rebounds-part-3/",
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"summary": "This is the last in our series of columns on the industry results for 2011.",
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"uri": "/2011/10/01/can-brokers-predict-the-future/",
"title": "Can brokers predict the future?",
"byline": "Bonnie Brazzell , Gil Lowerre",
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"prettyDate": "October 01, 2011",
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"summary": "The voluntary business is an important economic bellwether. It sounds plausible given that these are discretionary financial product purchases by large numbers of consumers.",
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{
"uri": "/2011/08/01/recession-hampers-voluntary-sales/",
"title": "Recession hampers voluntary sales",
"byline": "Bonnie Brazzell, Gil Lowerre",
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"prettyDate": "August 01, 2011",
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"summary": "In last months column, we looked at overall voluntary sales for 2010. In this edition, we analyze the results further by looking at product line sales as well as platform.",
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"uri": "/2011/07/25/blame-the-economy-for-lower-voluntary-sales/",
"title": "Blame the economy for lower voluntary sales",
"byline": "Bonnie Brazzell, Gil Lowerre",
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"prettyDate": "July 25, 2011",
"timeToRead": "2 minute",
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"summary": "Eastbridge’s annual U.S. Worksite Sales Report for 2010 was recently released and, according to the findings, sales for the year were down compared to 2009. This is the first time since we have been tracking voluntary/worksite sales that we have seen a decrease from the prior year’s results.",
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"summary": "Eastbridges annual U.S. Worksite Sales Report for 2010 was recently released and, according to the findings, sales for the year were down compared to 2009.",
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"uri": "/2011/06/01/how-to-keep-those-customers/",
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"summary": "Last month, we talked about the impact of employee turnover and the amount of sales effort required to replace those losses. Our conclusion was that a basic conversion program helps brokers get off the attrition treadmill and use new account sales to grow the block rather than stay even.",
"body": null
},
{
"uri": "/2011/04/01/benefit-managers-and-employers-the-only-opinions-t/",
"title": "Benefit managers and employers: The only opinions that matter",
"byline": "Bonnie Brazzell, Gil Lowerre",
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"prettyDate": "April 01, 2011",
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