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Years ago when I approached a crusty old broker from down south about enrolling his voluntary benefits cases, he told me he didn’t sell voluntary because, “Boy, the juice ain’t worth the squeeze.”
Every carrier that sells voluntary benefits has been assaulting benefit brokers with the claim that cross-selling worksite voluntary benefits (WVB) will replace lost medical commissions. But brokers, on the whole, aren’t buying what the carriers are selling because they don’t believe them.
Nelson Griswold is founder of the NextGen Benefits Mastermind Partnership and founder and chairman of the ASCEND Agency Growth & Leadership Summit.
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Bringing a procurement partner into the benefits planning process can offer greater insight and negotiation power, helping to reduce overall costs.
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