Life Insurance: Perception v. Reality

Here are the basics you need to get started

One-quarter of these people may wish they had more life insurance coverage, according to a LIMRA study. (Photo: Thinkstock) One-quarter of these people may wish they had more life insurance coverage, according to a LIMRA study. (Photo: Thinkstock)

Many insurance companies are changing and enhancing life products aimed at the employee benefits market right now.

This creates new opportunities for advisers and clients to discuss both what they have in place and any improvements they can make to offer an even more robust benefits package to employees.

(Related: Helping Employees Start the Year Off on the Right Foot)

We know life insurance conversations can be tough to have with employees, but often times, hesitation regarding broaching this topic stems from misperceptions. Below are three common misconceptions that advisers can address with clients to help ensure employees(and individual clients) have the protection they need.

1. ‘It is too expensive.’

According to the 2016 LIMRA Insurance Barometer study, the No. 1 reason given by 64% of respondents for not purchasing some or more life insurance is the belief that it’s too expensive. To help reverse this misconception, advisers can show clients there are a variety of term and permanent plans available to suit various needs and lifestyles.

For example, term life insurance offers protection at a more affordable price for a fixed set of time. Advisers can explain that this option is typically purchased to help protect dependents if the insured passes away prematurely during higher-need financial years. Plans with multiple term options allow employees to purchase protection that meets their needs without emptying their wallets.

2. ‘I have other financial priorities right now.’

Surprisingly, 59% of respondents in the LIMRA study also listed other financial priorities as a reason for avoiding life insurance. This gives advisers an opportunity to highlight life insurance as one of the most important financial priorities for employees to consider. Many people may not know that the average mortgage balance in the U.S. is $157,154, and in some regions, it can jump up to more than $250,000.

(Image: Thinkstock)

(Image: Thinkstock)

If an unexpected death occurs, life insurance, such as the coverage offered by Aflac, can help provide loved ones with the financial protection they need to pay off mortgages without having to sell their home or significantly change their lifestyle.

Advisers can recommend universal life insurance, which offers permanent coverage and allows employees to adjust payments depending on their current financial situation. Additionally, many of these plans now include some type of long-term care benefit option that can help provide financial support if the need arises.

3. ‘I’m not sure how much I need or what to buy.’

Forty percent of respondents to the LIMRA study said they are confused when considering life insurance and do not know how much they need or what to buy. The life insurance landscape can be overwhelming to navigate, but as experts in the field, advisers can use this as a chance to turn an overwhelming decision into an empowering one.

By walking employees through the decision-making process, advisers can help them feel confident in their choice of coverage knowing that their loved ones are protected if the worst were to occur.

Here’s the main idea for you to take away: One in four people know that they do not have enough life insurance.

By addressing the primary misconceptions and diffusing confusion, advisers can help make sure clients provide the right options for employees to have the life protection they need in place to set their minds at ease.

 --- Read One Simple Trick for Writing Great Marketing Emails on ThinkAdvisor.

 

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