What do employers want from benefits brokers? More than what brokers are offering.
A new survey reveals a disconnect between what employers expect from their brokers and what brokers are delivering.
And that’s leaving huge opportunities for those willing to seize this information and provide the proactive services their clients are demanding, industry insiders say.
Zywave’s 2013 Broker Services Survey found that broker services are more in demand than ever, especially as the health care landscape shifts. And employers are demanding more “extra” services — such as help with workplace wellness programs and legislative compliance — from their insurance broker than in previous years.
Dave O’Brien, division president of insurance solutions at Zywave, says the extra need for brokers isn’t “terribly surprising.”
“Many brokers are already aware of the need to provide clients with more than just an insurance policy — particularly in light of health care reform,” he said.
But what was surprising, he said, is that employers are actually less satisfied with their current broker on the same services that they cited as more important than ever, a revelation O’Brien called “startling.”