The Broker Edge

The sale may close the deal, but implementation helps shape the experience. Discover how brokers can help drive smoother transitions through proactive planning, clear communication, and realistic expectations.  

In this episode, Paige Scott, Head of Client Management, Group Benefits at Guardian, discusses how brokers can help evaluate support needs across different employer segments, match clients with the right service experience, and help position them for success as their organizations grow.

The Ease to Employee Navigator migration is approaching. Kyle Reese, VP of Sales and Partnerships, Employee Navigator and Trennie Williams, Technology Practice Leader, Guardian discuss client readiness, data cleanup, integrations, timelines, and practical steps brokers can take to support a successful transition.

Quoting shouldn’t slow the sale — but it often does. In this Ask the Underwriter episode, we break down what’s creating delays in supplemental health benefits quoting — and how a more standardized approach helps brokers move faster, reduce back-and-forth, and get to implementation sooner.

Register for the Beyond the C-Suite: Rethinking executive benefits for today’s workforce webinar. Executive benefits are evolving beyond a small group of senior leaders and becoming a valuable tool for protecting key employees across an organization. In this episode, Mark Pellicano discusses income protection gaps, the role of multi-life disability insurance, and why executive benefits are creatin...

In this episode of The Broker Edge, we explore Guardian’s collaboration with XP Health and what it means for brokers navigating changing expectations around vision care, especially cost, flexibility, and ease of use.

Register for the Guardian Broker Absence Management Academy.   Absence is becoming a bigger part of client conversations, but finding time to build knowledge in this area can be challenging. Enter the Guardian Broker Absence Management Academy. Learn how the Academy helps brokers gain practical absence management insights on their own schedule and discover how to get started.

Does low FMLA activity mean low risk? Not necessarily. In this episode of The Broker Edge Podcast, we discuss why employers with few leave cases may be unprepared when a complex absence occurs. Learn how brokers can help clients take a more proactive approach.  

Maryland’s Paid Family and Medical Leave program is entering a critical planning phase, with key decisions and deadlines approaching. In this episode, we cover what brokers need to know now—so they can guide client conversations, simplify complex requirements like escrow, and help employers prepare before decisions are locked in.

Benefits migrations can be high risk, with brokers guiding every step. This episode explores where migrations break down and what brokers can do upfront to reduce disruption. Get practical guidance on planning, data readiness, and coordination, plus learn how a well‑managed migration can improve the employee experience from day one.

Stand out in your next RFP. Discover how underwriting perspectives, narrative, and key context can elevate submissions and help you better advocate for your clients.  

How can ROI really be measured for workforce mental wellness solutions? Learn how brokers can connect productivity and engagement to significant medical cost savings — and confidently demonstrate to their clients why investing in them explains the data behind mental health solutions.    

We sit down with Jeff Giovannelli, Head of Group Benefits Distribution, to break down the latest market trends shaping the broker landscape. Jeff shares what brokers need to know to strengthen client relationships, stand out in a crowded market, and position themselves for long-term growth.

Discover how Guardian and ThreeFlow Connect help brokers quote faster, simplify renewals, and turn better data into better client conversations — without adding work to their day.  

As a broker, you may see paid leave as a mandate‑only issue or assume state plans are enough. In this episode, we unpack why that thinking can limit growth — and how paid leave helps you start stronger absence conversations as client and employee expectations evolve.

This episode zeroes in on the pivotal role of the finalist meeting. The discussion explores how the outcome of these meetings can significantly influence a client’s decision-making process, often determining whether a broker secures or loses new business.  

Rising dental care costs are putting pressure on employers. Learn how brokers can use smart plan design and clear messaging to retain clients and drive growth.

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 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-consu...

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. 

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.

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. 

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.

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.

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.