What products do you sell when you offer voluntary products? For traditional benefit brokers, too often, the answer is the same products they sell to employers.

Bundles might refer to product combinations, some with pricing and/or underwriting concessions.

What drives voluntary product sales?

Brokers consistently list service and administrative issues as keys to selecting their voluntary carrier partners. Two-thirds of them put these factors in the extremely important category.

If you arent looking at these types of products for your accounts, someone else may be.

Bundles offer great advantages, but they come at a price.

How important is ease of doing business?

This is the last in our series of columns on the industry results for 2011.