When speaking with an experienced and very successful West Coast broker recently, I asked him about his view of voluntary benefits. He said he didn’t pay much attention to them since his clients provide plan members with rich group benefit packages.
He’s certainly not the only broker in the country who feels this way. However, given the way employee benefits are headed, this type of thinking is short-sighted. It’s also potentially detrimental to the client, and the broker. If he does not at least present them with the option of what could be a viable cost-saving alternative I guarantee someone else will.
