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Voluntary picture becomes clear

The new Benefits Selling/Eastbridge Voluntary survey paints a clearer picture of what's happening in the overall marketplace.

By Bonnie Brazzell | Updated on May 20, 2014

The Benefits Selling/Eastbridge Voluntary survey was conducted again this year, and more than 325 brokers — a combination of employee benefit brokers, traditional voluntary brokers, enrollment companies, etc. — responded. While the participant diversity masks some of the trends that differentiate broker segments, this cross-section gives us a clearer picture of what’s happening in the overall marketplace, especially when compared next to last year’s data.

Brokers are coming to a consensus on many issues. They’re very likely to be selling voluntary and appear to be increasing their focus on the line. They believe PPACA is a driver of their increased voluntary sales and that those sales will grow faster in the future than their non-voluntary sales. It would appear the debates about the direction of voluntary sales and their relationship to PPACA-mandated changes are over.

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