How To Sell Insurance to Part Time and Seasonal Employees

One of the most valuable growth opportunities for insurance advisors isn’t chasing new prospects—it’s sitting right in your existing client roster.

During a recent interview, I had the pleasure of talking with Tommy Gaffney from Evolved Benefits. A key insight emerged that many insurance professionals overlook: the untapped potential within our existing book of business.

 

Finding Hidden Revenue in Plain Sight

Here’s a scenario that might sound familiar: You have a client with 200 employees, but only 32 are enrolled in the major medical plan. Many advisors simply focus on those 32 participants and move on. But what about the other 168 employees?

That gap represents significant untapped opportunity.

When we focus exclusively on major medical plans, we leave substantial revenue on the table while failing to serve a large portion of our clients’ workforce.

The solution?

Expanding your offerings to include options for previously overlooked employee segments.

 

Who Are We Missing?

In most organizations, several employee segments remain underserved by traditional insurance offerings:

• Part-time employees who don’t qualify for full benefits
• Seasonal workers whose temporary status excludes them from coverage
• Lower-wage workers who can’t afford major medical premiums
• Recent hires in probationary periods

These employees still need healthcare coverage and benefits, creating an opportunity for advisors who can bridge this gap.

 

The Business Case: Beyond Healthcare Access

When presenting alternative coverage options to employers, the conversation should extend beyond simply providing healthcare access. The real business case centers on employee retention.

This is particularly compelling in high-turnover industries such as:

• Restaurant franchises
• Hospitality
• Landscaping
• Staffing agencies

In these sectors, where employees might leave for a competitor offering just $1 more per hour, quality benefits become powerful retention tools—even if they’re not comprehensive major medical plans.

 

Defending Your Book of Business

There’s another compelling reason to expand your solutions beyond traditional plans: protection from competitors.

Many established insurance advisors are losing clients to hungrier professionals who offer comprehensive solutions for entire workforces, not just employees who can afford major medical coverage.

By expanding your offerings, you not only generate additional revenue but also strengthen your position with existing clients.

 

Implementation Strategy

Ready to tap into this opportunity?

Here’s how to get started:

1. Review your client list and identify accounts with low plan participation rates
2. Segment the non-participating employees to understand potential needs
3. Research alternative benefit options appropriate for each segment
4. Build a retention-focused presentation for employers
5. Present solutions that address both employer and employee needs

 

The Bottom Line

Insurance professionals who expand their view of client needs and the solutions they offer achieve two important goals simultaneously: business growth and increased employee coverage.

When advisors implement this approach, they typically find that “not only did they keep the business, they didn’t get displaced, but they ended up casting a larger net over the entire population of employees… Now they have 115 people on a couple different plans.”

The most successful insurance professionals don’t just sell products—they solve problems. By looking at previously overlooked employee segments, you can grow your business while providing real value to people who might otherwise go without coverage.

What untapped opportunities do you see in your existing client base?

I’d love to hear your thoughts in the comments.