Alongside the Benefits Selling Expo, there's ameeting tailored for benefit product providers called the VoluntaryEmployee Benefit Board. One of the questions we discussed in abreakout session was something like: “Even though life insurance iscertainly among the best known forms of financial protection,studies show that more than half of all people are underinsured,and more than 30 percent have no life insurance at all. What can wedo as an industry to narrow the gap?”

I admit, I facetiously suggested a federal government mandate,but then we got down to serious discussions. We came up withseveral suggestions, including illustrating why life insurance isimportant through real-life examples; online needs finders andanalysis tools; and informational campaigns to associates inexisting accounts.

One thought is that increased emphasis on life insurance may beneeded just because it's so familiar. (We may take it forgranted.)

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