If you’ve read our recent post on why every agent is capable of writing 51+ sized groups, you already know that expanding your mindset is key to growing your book. But let’s talk about another opportunity that often gets overlooked—groups with 5 to 10 enrolled employees.

This size segment can quietly become one of the most rewarding parts of your business. These groups are approachable, quote-friendly, and frequently underserved. They’re not just “filler” business—they can be profitable, loyal, and often lead to referrals and growth down the line.

 

🎯 Why 5–10 Enrolled Groups Make Sense

  1. Easier to Quote and Manage
    Compared to large groups or small groups under 5, these employers typically have fewer moving parts:
  • You don’t need to chase down complex data or wait for a long decision-making process.
  • You usually only need a simple census, and most carriers will return quotes quickly.
  • There’s often a single decision-maker—usually the owner—so proposals move faster.
  1. More Time-Efficient Than You Think
    Many agents assume bigger groups = more reward, but the reality is that smaller groups often require lessongoing service and follow-up. They don’t have internal HR teams, and they value clear communication and guidance. That’s your chance to build long-term trust without burning hours every week.
  2. Ideal for Bundled and Value-Add Sales
    These clients are often looking for basic medical coverage—but they’re also open to adding dental, vision, life, and voluntary benefits. You can increase your commission and demonstrate value just by showing what’s possible within their budget.

 

🏢 Who Are These Groups?

You probably already know some of them—they’re everywhere:

  • Small medical or dental offices
  • Local trades (plumbers, electricians, HVAC teams)
  • Marketing firms, consultants, or design studios
  • Family-owned retail businesses
  • Independent contractors with small teams
  • Startups in their first year or two of growth

Most of these groups have fewer than 10 employees, no formal HR team, and little understanding of the health insurance market. That’s where you step in—not just as a broker, but as an advisor.

 

📈 How to Win This Business

  1. Be the First to Show Up
    These clients aren’t being pitched every week. If you’re the one who takes the time to educate them, show them multiple options, and follow up—you’re likely to win the case.
  2. Lead With Simplicity and Support
    Don’t overwhelm them with jargon or too many options. They want to know:
  • What it will cost
  • What it covers
  • That you’ll be there when they have questions
  1. Offer More Than a Quote
    Groups of this size are especially interested in bundled value:
  • Help linking with payroll
  • Compliance assistance
  • Online enrollment tools
  • A broker who checks in more than once a year

These services don’t take much extra effort—but they build loyalty and retention fast.

 

🛠️ How to Start Implementing These Ideas

Ready to act instead of just reading about it? Here’s a practical roadmap you can follow this week:

1. Build a List of Potential Targets

  • Think about businesses you already frequent: dentist, mechanic, accountant, gym owner, etc.
  • Revisit your current book—are there any clients with spouses or colleagues who own small companies?
  • Ask your CPA and payroll contacts if they know any 5–10 life groups with no benefits in place.

2. Create a Simple Email or Outreach Script

  • Don’t overthink it. Keep it short:

“Hey [Name], I work with a lot of small businesses in [area/industry] helping them set up affordable group health benefits for teams of 5–10. If you ever want to compare options or just get a quote, I’d be happy to help.”

3. Commit to Two Conversations per Week

  • Set a low-pressure goal—two conversations or outreach efforts per week. That’s over 100 contacts per year. If even 10% close, you’ve added a solid foundation to your book.

4. Keep a Quote-Ready Toolkit

  • Have a short intake form and quote checklist ready to go. The faster you respond, the more likely you are to win.
  • Use quoting tools and platforms that can return results in 24–48 hours.

5. Follow Up Like It Matters

  • Set reminders. Send updates. Be proactive. You’d be surprised how many agents disappear after sending one quote. Following up is often what seals the deal.

 

🔑 Bottom Line

If you’re serious about building your book, writing 51+ groups and 5–10 life groups gives you the best of both worlds. One gives you long-term growth and prestige; the other gives you consistent wins, fast turnaround, and real income now.

But here’s the catch: you have to do the work of finding the opportunity. These business owners aren’t knocking on your door—and they’re not waiting for the perfect spreadsheet. They’re waiting for someone to show up and offer real help.

That part’s on you. You find the lead. You start the conversation. Once you’ve got someone interested, that’s where we step in—helping you quote fast, position options, and close confidently.

If you take the first step, we’ll help you take it the rest of the way. So—who are you calling this week?