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Overcoming voluntary objections

Suddenly, this neglected niche has achieved a trifecta of appeal: Brokers, employers and employees all want them.

By Wayne Mertel | Updated on June 01, 2012

During an open enrollment meeting conducted last year on behalf of a client, one of our advisors began talking about the value of accident insurance to supplement the employer’s high-deductible health insurance. Unprompted, one participant’s hand shot into the air. Her arm was encased in a cast. The advisor acknowledged her, and she enthusiastically explained how a policy she’d purchased through the company paid all of her injury-related expenses. Without it, she would have had to come up with the money herself. 

“Buy the accident insurance,” she urged her co-workers. “It’s worth it.” The group—which totaled more than 100 employees—had 100 percent participation. 

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