“This year in the small category ($10 million to $49.9 million in sales), Assurity was the fastest growing company for the second year in a row based on voluntary sales, with a 66% increase over 2018 results,” says Nick Rockwell, president of Eastbridge. This is the fourth year of double-digit growth for Assurity’s voluntary business. Voluntary sales for 2018 and 2017 increased by 54% and 24%, respectively, over the prior year. “Achieving double-digit growth for four consecutive years is not easy, and Eastbridge congratulates Assurity on its success,” adds Rockwell.
This report examines the commission and compensation practices and policies of 28 of the top worksite/voluntary marketing carriers and covers a variety of topics including commissions by product line, vesting requirements, advance and bonus practices, and compensation future trends.
IN THE 2019 BenefitsPRO/Eastbridge survey, brokers said that, increasingly, their “goto” voluntary products are accident, critical illness and hospital indemnity, rather than just life and disability. But despite this finding, 72 percent of all employers do not offer a hospital indemnity/supplemental medical plan. Maybe more important, just 27 percent of employees currently own a hospital indemnity plan. That means 73 percent do not own it, but when asked about products they might like to purchase on a voluntary basis, 43 percent of those employees are interested in buying one.
THE VOLUNTARY BENEFITS market has, at times, seen certain trends that overshadow market realities. It was just a few years ago that there was still an expectation of growth in private exchanges. For a time, it was frequently forecast that such platforms would be the most common destination for benefit enrollment. While this concept may see more adoption in the future, the original forecast for growth has not yet come about. It’s important that we recognize that sometimes getting ahead of the market might have us living in “future possibility,” rather than “present reality.”
BROKER RECRUITMENT IS considered a pivotal factor in a voluntary insurancecompany’s success. Historically, employee benefit brokers preferred to source a client’s voluntary products from one carrier to streamline administration. This is a preference that many insurance carriers have catered to in their recruitment efforts. However, a recent Eastbridge report, Voluntary/Worksite Marketing: An Executive Perspective, found that producers are increasingly likely to seek “best-of-breed” products, resulting in less business going to any one carrier. This statistic almost doubled from 12 percent in our 2017 study to 22 percent this year. These changes suggest that the ease of one-carrier administration is becoming less important than having the right product design.