Tough economic climate presents opportunities for voluntary benefit sales
Employee Benefit Adviser, September, 2008 by Bruce Shutan
Despite a difficult economic and employment climate, voluntary benefits present brokers and advisers with a teachable moment for their employer clients.
Marty Traynor, vice president of Mutual of Omaha's Voluntary Benefit Solutions, believes plan sponsorship offers a revealing look into how employers respond to these conditions. While the knee-jerk reaction among many employers is that they need to hold off on adding such coverage until business improves, worksite marketers know in their hearts and minds that just the opposite is true.
"What better time to help save your people some money and offer alternative coverages to meet the need for greater financial security?" he asks, noting in the period immediately following a stormy economy employers might consider a...
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