Voluntary Benefits

When Joe Alfonsi broke into the voluntary benefits industry 15 years ago with Unum, he was given a seemingly impossible quota -- and was strongly advised to focus his sales efforts on blue collar workers.

While many of us are familiar with the emotional toll of mental health conditions, especially when they go untreated, the financial toll is also staggering for both individuals and those they rely on for health care.

New brokers entering the field have greatly increased the number of competitors. And their voluntary productivity (especially for traditional employee benefits brokers) has soared. What does this mean for the average broker?

Despite the rise in life insurance coverage, LIMRA says this is reflective of population growth rather than market penetration.

Its time to take control of your business, starting with your revenue generation strategies, and theres effectively two ways to do that.

In a recent Eastbridge/BenefitsPRO survey, brokers were asked about their perception of current sales competition. The responses, reproduced in the chart to the left, show that between 20 percent and 40 percent of brokers sense that competition is higher than average. We believe that is just the tip of the...