About 94% of group health care insurance brokers sell at least some voluntary products.

Most, however, only do so occasionally, or when a group client specifically asks for a voluntary benefit to offer its employees, according to Eastbridge Associates Inc., Avon, Conn.

When Eastbridge researchers interviewed 644 brokers for a study, they found that although most of the brokers sold some voluntary products, 12% reported getting less than 1% of their income from placing voluntary benefits.