By neglecting the employee perspective when selling voluntary benefits, you may be leaving credibility and revenue potential on the table.

If brokers demand changes and improvements today, they are more likely to get their way.

There are at least two components common to most successful products: benefit strategy relevance and program mechanics.

Eastbridge's 2017 Voluntary Participation Rates Spotlight report found that just over half of participating carriers have seen participation rates increase over the past two to three years, and the majority expect this trend to continue.

Eastbridge's 2017 Voluntary Participation Rates Spotlight report found that just over half of participating carriers have seen participation rates increase over the past two to three years, and the majority expect this trend to continue.

Brokers are gaining more experience than in past years and that the average broker is now more knowledgeable about voluntary. And that makes him or her a more formidable competitor.

For two decades, industry voluntary sales increased year after year, driven by new brokers entering the business. But seven or eight years ago, that came to an end as more brokers changed their selling strategies.

More companies are turning to the insights data analytics can provide to their businessand voluntary benefit manufacturers are no exception.