Quarterly Newsletter

Building Better Benefits Together – OneAmerica & Morgan White Group

featuring Jake Martin, Regional Sales Manager – Employee Benefits Division, OneAmerica

Great partnerships don't just expand product offerings; they create new opportunities for agents to better serve their clients. That's exactly what the partnership between Morgan White Group and OneAmerica is all about. By combining OneAmerica's trusted employee benefits solutions with Morgan White Group's commitment to exceptional service and broker support, we're helping agents build more comprehensive benefits strategies that meet the evolving needs of today's employers and their employees.

For this quarter's feature, we spoke with Jake Martin, Regional Sales Manager – Employee Benefits Division at OneAmerica, to discuss today's employee benefits landscape, the greatest opportunities for brokers, and how agents can deliver even more value to their clients.

During our conversation, Jake shares why income protection solutions such as Short-Term Disability, Long-Term Disability, and One Lump Sum Disability deserve a closer look. He explains how these often-overlooked products can strengthen an employer's overall benefits package, help protect employees financially, and create new opportunities for brokers to better serve their clients.

Whether you're looking to expand your benefits portfolio, strengthen client relationships, or uncover new opportunities within your existing book of business, Jake offers practical insights and actionable ideas you can begin using right away.

1. Morgan White Group and OneAmerica have built a strong partnership over the years. How does that partnership benefit our agents and the employers they serve?

The strength of our partnership comes down to alignment and transparency. We both care deeply about helping brokers win and helping employers protect their people. Morgan White Group brings a level of service, responsiveness, and broker advocacy that’s rare in today’s market. When you combine that with OneAmerica’s stability, product depth, and commitment to doing business the right way, agents get a team that’s fully invested in their best interest.

For employers, that partnership translates into cleaner implementations, faster issue resolution, and benefit strategies that match what their workforce needs. For agents, it means having two organizations behind them that are easy to work with, quick to support, and focused on long-term relationships rather than transactions.

2. Many brokers immediately think of life insurance when they hear OneAmerica. What are some of the disability and income protection products you believe are underutilized, and why should agents be talking about them more?

Income protection is one of the most overlooked areas in employee benefits and one of the most impactful. Short-Term Disability, Long-Term Disability, and One Lump Sum Disability are products that agents should be talking about far more often.

These benefits protect an employee’s most important financial asset which is their paycheck. Employers are increasingly looking for ways to support financial wellness, reduce turnover, and strengthen their overall package. Disability coverage does all three.

When agents bring these solutions forward, they’re not just selling a product they’re helping employers solve real problems around retention, morale, and financial stability.

3. When you're meeting with brokers, what client situations immediately make you think, "This employer would really benefit from OneAmerica's solutions?"

A few situations always stand out:

• Employers who want predictable pricing and long-term rate stability who are not just looking for a number on a spreadsheet
• Groups that have had service issues or claim frustrations with their current carrier
• Employers whose HR teams are overworked and need “Hand Holding”
• Groups with a diverse workforce where flexibility and customization matter
• Clients who value relationships and want a carrier that’s accessible and responsive

When I hear brokers describe these scenarios, I know OneAmerica can make a meaningful difference. Our approach is built around consistency, transparency, and partnership qualities that employers appreciate and brokers rely on.

4. If an agent is already helping employers with products like Premium Saver, dental, vision, or other ancillary benefits, how can adding OneAmerica products create a more complete benefits package?

Adding OneAmerica’s disability and income protection products helps agents round out the benefits package. Employers already trust Morgan White Group for medical gap solutions and ancillary coverages, pairing those with OneAmerica’s disability offerings creates a more holistic strategy.

It also gives agents a stronger story to tell:

• Protect the employee’s health (medical, dental, vision)
• Protect the employees’ finances (disability, lump sum benefits)
• Protect the employer’s stability (reduced turnover, improved productivity, better retention)

5. Looking ahead, what advice would you give brokers who want to grow their employee benefits business over the next year, and where do you see the biggest opportunities?

The biggest opportunity is simple: help employers solve problems they’re already worried about. Right now, that means retention, financial stress, and employee engagement. Brokers who lean into income protection, voluntary benefits, and consultative conversations will stand out.

My advice:

• Lead with education, employers want guidance, not just quotes
• Revisit your existing book—most groups have gaps you can help fill
• Bring forward solutions that are easy to implement and easy to understand
• Partner with carriers and organizations that make your job easier, not harder

The brokers who grow the most over the next year will be the ones who stay proactive, stay curious, and stay close to their clients. There’s a tremendous amount of opportunity in the market, especially for those who position themselves as strategic partners rather than product vendors.

Thank you to Jake Martin for sharing his insights and highlighting the value of OneAmerica's employee benefits solutions. Morgan White Group is proud to partner with OneAmerica to help our agents deliver stronger benefits strategies and better serve their clients. To learn more, reach out to your Morgan White Group Territory Manager. We're here to help you grow your business.

Jake Martin serves as Sales Director for OneAmerica's Employee Benefits Division, bringing nearly 19 years of experience in the ancillary benefits market. For more than 15 years, he has worked with brokers and employers across Tennessee, Arkansas, Mississippi, and Alabama, helping them develop comprehensive employee benefits solutions. A graduate of the University of Tennessee with a bachelor’s degree in economics, Jake was born and raised in Snellville, Georgia, where he says, “everyone is proud to be someone”. He and his wife, Daphne, have been happily married for 16 years and are the proud parents of five incredible children.