The growth potential of voluntary is looking good, but brokers must be prepared for the changing market.

Learning more about permanent life options may be a point of differentiation with your employer clients.

As brokers get more experience with the realities of voluntary, they're realizing that their criteria for carrier selection needs to expand.

With growing similarities in products offered, brokers need to meaningfully differentiate themselves among current and prospective clients.

There are virtually no producers left in the benefits market who won't indicate that voluntary is a growing part of their business.

Brokers focusing on the small-case market look to expand up-market, and large national houses are looking at opportunities down-market.

In a recent survey, brokers cited a lack of employer interest as the biggest threat to their voluntary business, but is that really the case?

There are certain commonalities in employee voluntary-benefits buying behavior, but there are also some key differences, particularly when it comes to communication.