The Broker Edge

EDI to API — Best practice scenarios that reduce work

This episode makes ben tech practical through real broker–client scenarios. We break down when APIs matter, where EDI still fits, and how brokers can guide clients toward the right ben admin and HCM setup. You’ll also hear best practices from finalist meetings and a consultative playbook brokers can use right away.

 

The Retailification of Employee Benefits

The rise of gig work, solopreneurs, and digital platforms is driving a shift toward retail-style benefits offerings. Rick Porterfield explores how brokers can tap into new markets, including non-traditional workers and platform users, by leveraging retail products and alternative distribution channels. Learn how to create value for clients in a world where benefits are increasingly direct-to-consumer.

The broker’s guide to successfully selling supplemental health

Explore how supplemental health products strengthen broker portfolios. This episode covers bundling strategies, member experience improvements, pricing trends, carrier partnerships, and practical ways to position supplemental health as a value‑driven benefits solution in a competitive market. 

The AI Advantage: Future-proofing your brokerage practice

Artificial Intelligence is reshaping the insurance and benefits industry. Rick Porterfield discusses the latest innovations, from agentic AI to care navigation, and what brokers need to know to stay ahead. This episode explores how AI is impacting client service, plan design, and even the structure of employment itself, offering actionable strategies for brokers to adapt and thrive.

Hospital Indemnity, Reimagined

Guardian’s new hospital indemnity offering goes beyond coverage — supporting fertility health, caregiving, mental health, and more. Brokers, here’s how to position this holistic solution for today’s workforce. 

Breaking Through: Achieving early career wins for brokers and carrier rep

Want to thrive as a benefits broker? Learn how top performers build lasting success through client-first thinking, strong carrier relationships, and bold growth moves. Guardian’s top sales rep shares practical tips and inspiration for new brokers and mentors alike.

PEOs: Friend or Foe? What brokers need to know

Discover how Professional Employer Organizations (PEOs) are transforming employee benefits and reshaping broker strategies. In this episode, Rick Porterfield shares expert insights on leveraging PEO partnerships to boost profitability, optimize distribution, and thrive in a consolidating market.

Rented, Swapped, Direct Contracted: Making Sense of Modern Dental Networks

Dental networks are changing fast. In this episode, we break down the shift from fully owned to hybrid (rented and contracted) networks, what it means for brokers, and how to guide clients through the new landscape. Get practical tips, key questions to ask, and strategies to stay ahead in today’s evolving dental market.

Designing Ancillary Benefits Packages: Why cheaper isn’t always better

On this episode our guest Josh Roland, CLMS, GBDS, VBS from Centro Benefits Research discusses why dental, vision, life, disability, and voluntary benefits matter more than ever — and why “cheaper” isn’t always better. Tune in for fresh insights and what’s next for brokers and employers.

Ask the Underwriter, Part 2: Beyond the Rate: What’s Driving Life & Disability Costs Today

In this episode of Ask the Underwriter, we explore the shifting landscape of life and disability insurance costs. Our panel of experts dives into post-pandemic mortality trends, demographic shifts, and the economic pressures influencing participation rates and underwriting decisions. We also unpack actionable strategies for brokers to improve enrollment outcomes, secure competitive quotes, and understand the deeper drivers behind disability claims. Whether you're a seasoned broker or new to the space, this episode offers valuable insights to help you navigate today’s complex benefits environment.