Organic Growth Hiding in Plain Sight
Every broker wants to grow their business.
Some chase new clients. Others focus on renewals. But here's what most don't realize: you're probably sitting on real growth opportunities right now, hidden in your existing book of business.
It's the employees who waived major medical coverage.
It's the part-timers who were never offered anything.
It's the employers who think they're compliant but aren't quite there yet.
When you know where to look, this opportunity becomes one of the most reliable ways to grow.
The Client Within Your Client
Take a typical client: a staffing agency or manufacturer with 500 employees.
On paper, everything looks fine.
But look a little closer:
200 full-time employees enrolled in major medical
150 part-timers with no coverage options
150 full-timers who waived due to cost
That's 300 employees with no protection and no connection to the benefits program. For most brokers, these employees represent about 60% of the workforce.
And that's where the opportunity lives.
A Different Way to Think About Growth
What if instead of chasing new business, you focused on finding value in the relationships you already have?
When you introduce a MEC or MV solution to those unenrolled employees, you can:
Strengthen the employer's compliance position
Expand your commission base organically
Boost client retention and satisfaction
No cold calls. No expensive marketing campaigns. Just a fresh perspective on the clients you're already serving.
What This Looks Like in Practice
One broker partner in Georgia had worked with a manufacturing company for years. The relationship was solid: 420 employees, routine renewals, no major issues.
Then he asked one question:
"What are we doing for the employees who aren't enrolled in anything?"
The HR director paused. "Honestly... nothing."
That question led to a conversation about MEC. Within 60 days, they launched a low-cost plan for the 180 employees who had waived major medical.
The outcome:
Employer's ACA exposure dropped to near zero
43% of previously uninsured employees enrolled
Broker added $90,000 in annual recurring revenue
Client appreciated the solution no one else had mentioned
That's organic growth.
Why This Builds Loyalty
When you help clients solve problems others miss, something shifts. You're no longer just the person who shops renewals. You become the advisor who brings fresh strategy and protects their business.
That trust leads to multi-year retention and referrals.
Most brokers who use MEC and MV as conversation tools tell us the same thing: they stop losing clients to competitors. It's hard to replace someone who's actually making your life easier.
The Three-Step Approach
You don't need to change everything about how you work. You just need to adjust your focus.
1. Audit your existing book - Look for clients with waiver rates above 25%.
2. Analyze the gap - How many employees are full-time under ACA but uninsured?
3. Offer a solution - Position MEC as protection, not replacement.
You'll find opportunities in almost every client file you review.
What Evolved Benefits Brings to the Table
We help brokers find this kind of hidden potential. We provide the plans, tools, and support to turn compliance gaps into revenue streams.
Our broker partners grow their books year over year, not by chasing more prospects, but by expanding the value they deliver to existing clients.
Where to Start
Your biggest opportunity isn't somewhere out there waiting to be found.
It's already in your book, waiting for you to look closer.
Before you invest in another prospecting tool or lead generation service, check your waiver reports. Ask your clients:
"What are we doing for the employees who aren't enrolled in anything?"
Sometimes the growth you're looking for is right in front of you.