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Moving to a fee-based model

With the industry rapidly changing and commissions under constant scrutiny, brokers are wondering how to continue to make benefits selling a lucrative business.

By Troy R. Underwood | Updated on May 18, 2012

With the industry rapidly changing and commissions under constant scrutiny, brokers are wondering how to continue to make benefits selling a lucrative business.

However, many are finding that a flat fee structure and a consultative approach is exactly what employer groups want. According to a survey by Oliver Wyman and Benefits Selling, 15 percent of employers will be taking a more aggressive approach to finding cost-effective benefits strategies, getting tough in vendor negotiations, and insisting on improved service from their brokers. Learn how to successfully move from a commission-based model to a fee-based model and take your business to the next level.

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