Search
 

Rethinking voluntary enrollment

Too often, we design our enrollment approach around what we are comfortable with, rather than what the employee needs.

By Bonnie Brazzell and Gil Lowerre | Updated on January 12, 2016

We all know that selling voluntary benefits is a multi-step process. Carriers have to sell their products to brokers, who then have to sell to the employer and ultimately the employees.

It’s this last step that’s often overlooked or not given enough attention. But until an employee buys something, none of the selling before that makes any difference. Understanding what employees need in terms of insurance coverage is important to achieving good enrollment results. Too often, we design our enrollment approach around what we are comfortable with rather than what the employee needs. Or, we are reluctant to tell an employer that their preferred method of enrollment is not going to work for many voluntary benefits. In both of these situations, we’re not focused on the end buyer.

Complete your profile to continue reading and get FREE access to BenefitsPRO.com, part of your ALM digital membership.

Your access to unlimited BenefitsPRO.com content isn’t changing.
Once you are an ALM digital member, you’ll receive:

  • Critical BenefitsPRO.com information including cutting edge post-reform success strategies, access to educational webcasts and videos, resources from industry leaders, and informative Newsletters.
  • Exclusive discounts on ALM, BenefitsPRO magazine and BenefitsPRO.com events.
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com

Already have an account?

NOT FOR REPRINT

© 2024 ALM Global, LLC, All Rights Reserved. Request academic re-use from www.copyright.com. All other uses, submit a request to [email protected]. For more information visit Asset & Logo Licensing.

Recommended Stories

BenefitsPRO Broker Expo 2025 (BPRO)Event

The premier educational and networking event for employee benefits brokers and agents.

Get More Information
 

BenefitsPRO

Join BenefitsPRO

Don’t miss crucial news and insights you need to navigate the shifting employee benefits industry. Join BenefitsPRO.com now!

  • Unlimited access to BenefitsPRO.com - your roadmap to thriving in a disrupted environment
  • Access to other award-winning ALM websites including ThinkAdvisor.com and Law.com
  • Exclusive discounts on BenefitsPRO.com and ALM events.

Already have an account? Sign In Now
Join BenefitsPRO

Copyright © 2024 ALM Global, LLC. All Rights Reserved.