Carriers often ask how others in the voluntary market handle multi-state accounts. This subject was considered in an Eastbridge report, Situs State Regulation Practices of Voluntary Carriers.

According to the survey, one-third of carriers believe their company's current multi-states practices hurt sales. While most companies try to use the employer situs state to govern the issuance of coverage, the survey showed that product differences, platform differences, and differences in the impact of extraterritorial regulations in various states make managing multi-state accounts (or those accounts on the border of more than one state) a big challenge.

And, according to the survey respondents, it's not getting any easier. Almost four in ten said their company is more conservative today in this matter than they were in the past. More than half (52 percent) said that situs state practices are a common topic of conversation in their organization.