The dangers of too many takeovers

By: Joe Goolsby, Regional Sales Director, Midwest Region

A study from Eastbridge released last year reported that 80 percent of carriers have seen their voluntary takeover volume increase in the previous three years. On top of that, 95 percent expect the volume of takeover business to increase in the coming years.1 From what we’ve seen, that forecast seems to hold true; takeovers remain a significant part of today’s voluntary landscape. If there is a better product available or a carrier isn’t the right fit for an employer, then by all means a takeover may be the right thing for a client. But, with so many takeovers happening in the voluntary industry, the question is: “Is that a good thing?”

Posted on October 05, 2018 in Sales

Balancing flexibility in benefits

Customization is everywhere these days. You can customize your license plate, your Starbucks order and your clothes – yes, even your socks are customizable. The world of voluntary benefits is no exception to this need for customization. Various riders on our products give employers and employees the ability to really take a product and make it their own. But, the freedom to customize is a delicate balancing act in the insurance world because of the impact it can have on cost. 

Posted on September 27, 2018 in Sales

Life Insurance Awareness Month: Insurers on insurance

It’s Life Insurance Awareness Month and what better way to raise awareness than to hear about the importance of life insurance from experts who work in it every day? Why do people sell life insurance and what does it mean to them? Hear what the sales team here at Trustmark Voluntary Benefits has to say.

Posted on September 20, 2018 in Life Insurance

Burn the spreadsheet

By: Shaun Urista, Regional Sales Manager, Gulf Coast & South Central Regions

Think about the last time you bought a car, or maybe even a TV. Before you made your purchase, did you make a spreadsheet of the various product features you were interested in? Chances are, you made those decisions on a myriad of factors, not all of which can be captured on a simple table. With that said, why is it that when looking at insurance carriers and their products, brokers and employers want to base their decision on a spreadsheet? 

Posted on September 13, 2018 in Sales

Life Insurance Awareness Month: selling life insurance to millennials

By: Mike Dahlinger, Regional Sales Director, Michigan

​Several months ago, I had the good fortune to present a webinar on how to talk benefits to millennials. And, now that Life Insurance Awareness Month is upon us, I thought it would be a great chance to review some of those concepts and see how they apply specifically to the life insurance market.

Posted on September 06, 2018 in Life Insurance Sales

We need to redefine disability insurance

Trustmark recently had a chance to take a fresh look at the disability insurance market with new research to understand what consumers think about disability. While there were countless insights into what consumers want from their protection, there is one insight that came through crystal clear: We need to redefine disability insurance as an industry.

Posted on August 30, 2018 in Sales

Taking the facts OUT of benefits communication

In the insurance industry, we love statistics. They help give context to the need for our products: “You have a 50 percent chance of facing X” or “2 out of every 3 people encounter Z.” But, the issue with these facts and figures is that, too often, they don’t resonate with consumers.

Posted on August 16, 2018 in Employee Communication

This is my story: Jodi Allen

By: Jodi Allen, Regional Sales Director, Mountain Region

I tell stories. True ones. And after twenty years as an on-air TV news reporter, I’ve told them all. The heroes coming home from war and being reunited with their families—I loved those. Every time, I’d cry and want to hug them all. The shootings, the court cases, the victim’s family interviews —I don’t forget those. I remember the lottery winners, the reunion between a heart recipient and the family of the gentlemen donor and, one of my favorites, the time I was involved in tracking down the wedding rings of a hurricane Katrina evacuee who left them behind in her rush to leave.

Posted on August 09, 2018 in Employee Communication

Your open enrollment preparation checklist

The open enrollment season is just a few months away. It’s an exciting time of year, but it’s also a stressful one if you’re not prepared. Make sure you’re ready to hit the ground running this year with our open enrollment preparation checklist.


Posted on August 01, 2018 in Employee Communication Enrollment

What is long-term care?

By: Adam Bezman, Senior Director, Product & Innovation

We recently posted an article on a few of the many insurance terms that can confuse consumers. But, there’s one in particular that warrants a closer look. That’s because it’s an increasingly important term and it’s often misunderstood. As you might guess from the title, the term is “long-term care.” 

Posted on July 26, 2018 in Life Insurance

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