• What would their voluntary business look like if they changedjust one-third of their business plan to better reflect today'semployee benefit environment?
• Is their view of voluntary benefits simply following the statusquo?
• Are they taking the same approach to voluntary sales as theydid many years ago?

Related: Hi,my name is Eric, and I'm a recovering carrier rep

• Ignore the products unless a client asks about them;
• Outsource sales to a single carrier;
• Hire an in-house VP of voluntary or equivalent position;
• Partner with a carrier-agnostic firm.

Long-termstrategy enhanced benefits employer strategy

• A mission to shop and analyze the market.
• A goal to discover best-in-breed products and services.
• A search for findings about the competitiveness of the market,including most-favored benefits by employers and employees.
• A proposed solution that includes a strategy complementing theexisting health plan design that avoids wasteful employer and/oremployee overspending.
• A plan of action for the next steps moving forward.

How tocompete Also: Youngbrokers get to the heart of the issues facing today'sindustrycan

• Will you or your sales reps compete directly with me?
• Who do you represent, yourself or me?
• Are you carrier agnostic?
• Do you use shelf product and product dump?
• Do you create and customize plans and ensure they dovetail withmy health benefit strategy?
• Do you provide access to a single point consolidated invoice?Do you charge extra for it?
• Do you handle initial strategy to service and claims?
• Can you handle multi-location and multi-state enrollments?
• Do you have an enrollment arm with vetted, agnostic counselorswho are bilingual?
• What kind of enrollment platform do you use? Do you chargeextra for it?
• Do you provide access to ben admin and HRIS systems for thebroker and the employer?
• Do you have enrollment tools such as auto-schedulers, ringlessvoicemail, text messaging and videos? Do you charge extra forit?
• Are you fully transparent with every aspect of enhancedbenefits?
• Do you have industry-best contracts for compensation andunderwriting?
• Do you audit enhanced benefit compensation?
• Do you share compensation, including renewals, from the topdown?
• Do you share carrier bonuses and allow brokers to earn theirown?