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Employers want affirmation—so give it to them

What type of enrollment method gets the best results?

By Gil Lowerre , Bonnie Brazzell | Updated on November 01, 2011

What type of enrollment method gets the best results? This is a question we’ve been debating for years and one that we often get asked. Historically, our carrier and broker surveys have shown the highest participation rates come from one-on-one, face-to-face meetings with employees. But in recent years, group meetings with employees have been showing virtually the same results. The enrollment method chart shows the recent results reported by carriers.

From a statistical standpoint, the face-to-face meeting and group meeting results are the same. This might be a bit surprising to some readers, but if you look a bit deeper it makes more sense. Face-to-face, one-on-one meetings are conducted most often by traditional “worksite” producers (classics and specialists). These producers sell more UL, cancer, critical illness and accident products—products that really need more explanation. Group meetings are the enrollment method of choice for benefit brokers who typically enroll term, dental and vision—products needing less explanation. Thus, the types of products being enrolled should be a strong consideration in deciding which enrollment methodology to use. Interestingly, dental and vision products have the highest participation rates of all products, regardless of the methodology.

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