From the September 2011 issue of Benefits Selling:

MetLife's 9th Annual Employee Benefits Trends Study finds 71 percent of full-time U.S. workers say they have some amount of life insurance coverage. But of those with coverage who know the amount, 47 percent indicate they have two times or less their annual household income in coverage. This is despite the fact that more than half of employees report being worried about unexpected financial emergencies and the impact it would have on their families.

So what explains the disconnect between employees' concerns and their purchase patterns? One contributing factor is could be that benefits communications simply aren't as effective as they could be. So this enrollment season, consider whether your clients' communication strategy for employees is robust enough to engage them in the group life offering.