Enrollment Practices for Voluntary
Products 2009
Enrollments can make or break a voluntary case. If the enrollment
does not achieve good participation and retention, then the time
and effort taken to sell the case isn’t worth much. But
in today’s complex world of benefits, enrollment is becoming
even more important. More and more carriers are trying to differentiate
their company with brokers as well as customers by offering more
alternatives and better enrollment processes.
Eastbridge’s Enrollment Practices for Voluntary Products
report takes a look at 22 carriers’ current enrollment practices
and how different enrollment methodologies are faring in today’s
market. Where appropriate, the report compares the current findings
to those in the 2000 and 2006 studies.
The report provides insight on the following issues:
- Enrollment set-up and management
- Enrollment differentiation
- Enrollment methods
- Enroller sources and compensation
- Enrollment support, including use of call center, laptop,
web, and telephonic enrollments
- Post-enrollment services, including re-enrollments
Order Info: Enrollment Practices for Voluntary
Products is available for purchase for $2,500. To purchase
a copy, you can email Eastbridge at info@eastbridge.com
or call (860) 676-9633.
Table of Contents
1. Executive Summary
A. Report Objectives
B. Key Findings
C. Recommendations
D. Methodology
2. Detailed Carrier Findings
A. Voluntary/Worksite Products Offered
B.Enrollment Set-Up
C. Enrollment Management (on site)
D. Enrollment Methods Offered
E. Preferred Enrollment Method
F. Multiple Enrollment Methods
G. Mandatory Meetings
H. Differentiation
I. Importance of Enrollment
J. Importance of Advice
K. Laptop Enrollments
1. Laptop Usage
2. Third-Party Systems
3. Electronic Submission
4. Confidentiality
5. Company-Provided Laptops
L. Web Enrollments
1. Web Platform
2. Broker and Third-Party Platforms
3. Electronic Signature Methods
4. Product Offering via Web
5. Underwriting Questions via Web
6. Time Frames for Web
M. Call Centers
1. Own or Outsource
2. Licenses
3. Compensation Method
4. Types of Calls
5. Input Method
N. Usage and Results
1.Frequency and Usage
2. Participation Rates
O. Enrollers
1.Enroller Source
2. Employee Enroller Status
3. Enroller Salary
4. Bonus Compensation—Salaried Enrollers
5. Per Diem Enrollers
6. Other Compensation—All Enrollers
7. Who Pays the Enroller
8. Enroller Recruiting
9. Enroller Training/Certification
P. Enrollment “Norms”
1. Single vs. Multiple Product Enrollments
2. Pre-Enrollment Communication Materials
3. Enrollment Kits
4. Personalized Enrollment Materials
5. Post-Enrollment Services
6. Re-enrollment Schedule
7. Initial vs. Re-Enrollment Procedures
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