The number of brokers offering Unum's voluntary benefits has more than quadrupled over the past decade, according to a recent survey by Eastbridge Consulting Group. Unum was named most frequently by brokers as one of their top three voluntary carriers.
Experts at Eastbridge say among brokers whose primary business is selling traditional employer-sponsored benefits, there increasingly has been gravitation toward voluntary benefits.
"Benefit brokers are moving along the learning curve from only occasionally selling voluntary to using it as a cross-selling tool to actively and pro-actively selling voluntary," Eastbridge reports in "Employee Benefit Brokers and Voluntary: The Evolution Continues.
"Today, 46 percent of benefit brokers are at the cross-selling stage and 30 percent are in the active or pro-active stage."
Neiciee Durrence, vice president of voluntary benefits for Unum, explains how voluntary benefits can play a key role in an employee financial protection plan:
"There's a much richer array of financial protection products available today - like supplemental medical, accident, critical illness and long term care - so brokers can help clients create options that really meet the needs of a diverse workforce," Neicee says. "We also work closely with the broker and employer on an education and enrollment process that is easy, flexible and highly effective, backed by excellent ongoing customer service."
An earlier Eastbridge report, Unum, was the only carrier for which Eastbridge cited only strengths, including:
- Service excellence;
- Product breath;
- Strong relationship with major accounts;
- Use of technology; and
- Reputation for leadership in disability.
"In this economy, and certainly in the midst of health care reform, we also can't overlook the role voluntary benefits play in helping employers provide strong health and medical coverage," Durrence said. "Brokers are discovering that voluntary benefits mixed with traditional group coverage can help a business manage its costs and give employees the financial protection that is right for them."
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