Benefits once known as "voluntary" are becoming more commonly known as "essential."

Jim Blachek, partner at The Benefits Group, illustrates a case study in building value and protecting client relationships through an enhanced/voluntary benefits partnership.

Most brokers make the mistake of asking employers about their interest in voluntary benefits, and then wonder why clients say they're not interested.

If you're sending your clients a gift out of a sense of obligation, you're doing it wrong.

Group health brokers who sell themselves as being innovative and non-status quo continue to ignore enhanced voluntary benefits, thus serving only half their clients and arguably snubbing those who need their cost-saving strategies the most: the employees.

Most 1099 contractors mistakenly believe they are beholden to one insurance carrier for enhanced benefit enrollment services.

Trust the experts to know how to overcome objections and close the sale.

There's little concern about the damage carriers' always be selling mindset is causing employee policyholders, and even sales reps.