Breaking Into The Worksite Market: A PrimerSetting up a voluntary, employee-paid benefits program makes greatsense for employers looking for ways to cut costs without reducingbenefits. But many producers are still inexperienced with voluntaryinsurance and the worksite sales process.

For newcomers, the first step is learning how to identify goodprospects.

The ideal prospect is an employer that will provide strongsupport for a voluntary program.

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