3 Reasons You Should Be Selling Ancillary Benefits

Earn more commission and create happier customers with these insurance products.

Are your clients looking to make up the gaps left by the Affordable Care Act (ACA) in their employees’ benefits packages? Are you a health insurance broker looking to replace revenues lost as a result of ACA? Or maybe you’re a Property & Casualty broker specializing in disability benefits who spots opportunities created by ACA in today’s insurance market.

Whatever your reason, if you’re considering selling ancillary benefits, you might be hesitating and wondering if it’s a good idea. As a wholesale insurance broker celebrating our 40th year in business, we’ve followed the vicissitudes of the marketplace and we can tell you that right now is a good time (perhaps the best time in history) to sell ancillary benefits to your customers. Here’s why.

1. Your customers, and HR directors in particular, are scrambling to find ways to fill the healthcare gaps left by the ACA.

As a result of the ACA, many employees’ and business owners’ healthcare premiums went up, while the level of benefits went down. In many cases, dental and vision coverage, especially, became cost-prohibiitive under existing healthcare plans.

While accountants, controllers, and CFOs seek to control costs, HR directors look for ways to reintroduce these lost benefits. Ancillary benefits purchased through a disability insurance broker can make both departments —along with employees and business owners who will benefit —happy.

2. Ancillary benefits are an easy upsell to a robust benefits package that includes enhanced DBL or TDB coverage in New York State or New Jersey.

If you’re already selling enhanced DBL and TDB coverage, and you’re using consultative selling to earn the trust of your clients and increase their benefits, ancillary benefits that include vision, dental, and Group Life / AD&D coverage are an easy upsell to earn greater commissions with less work.

3. Give your customers greater discounts when you bundle ancillary benefits with enhanced disability coverage.

After facing increased healthcare premiums, employers and employees alike are looking to save money. You can help by offering bundled policies from the same carrier that includes enhanced disability benefits, vision, dental, and Group Life / AD&D. Your clients will love having one point-of-contact to deliver an exceptional service experience and save them money, too.

Expand Your Book-of-Business with Ancillary Benefits

Really, it comes down to this: Bundling ancillary benefits with disability coverage enables you to expand your book-of-business and earn more commission without increasing your workload or your number of accounts.

It costs five times as much to acquire a new customer as it does to retain an existing one, statistics show. If you can retain customers and sell them additional products to increase your commissions without the costs associated with acquiring new business, you can literally sit back and watch your profits grow – especially when you have The DBL Center serving as your back-office staff to manage those accounts.

The Importance of Ancillary Benefits for Today’s Businesses and Brokers

Ancillary benefits fill a much-needed gap for employees, employers and insurance brokers right now. If, until now, you hadn’t considered selling these benefit to increase your commissions with minimal effort, The DBL Center can connect you with top-rated carriers offering competitive rates.

Now more than ever, disability insurance is just the beginning.