A recent LIMRA study found that 85 percent of consumers agree that most people need life insurance. However, of those surveyed, only 62 percent said they own life insurance. In addition, LIMRA found that 70 percent of U.S. households with children under 18 would have trouble meeting everyday expenses within a few months if a primary wage earner were to die today. There's a significant learning opportunity here.

Make it a priority to connect with employees — especially those demographics that are historically underinsured, such as women and millennials entering the workforce — to discuss the risks of being underinsured, and how life insurance can provide peace of mind for loved ones.

Make the case for buying at work

Term life insurance through an employer often provides more benefits than a policy purchased on an individual basis. This is because employees can benefit from group pricing and limited or no medical underwriting.

In addition, employer-sponsored policies provide convenience in the form of payroll deductions, as the premium is automatically taken from an employee's paycheck. Many employer plans are portable, so if an employee were to leave their employer, he or she may be able to keep their coverage.

Update beneficiary designations

A main focus of servicing accounts is reminding employees to review and update their beneficiary designations, as many forget to do so after a marriage, divorce, birth or death. Reviewing these forms for accuracy is also key, as it can alleviate headaches down the road if a claim is filed and the wrong beneficiaries are listed.

Promote additional benefits

Many carriers include perks with their life insurance policies that employees may not be aware of. Remember to point out extras that are included, such as:

• Travel assistance, which helps employees with medical care and other emergencies when traveling domestically and internationally
• Accelerated benefits thatassist with end-of-life planning
• Waiver of premium that waives a person's life insurance premium if they were to become totally disabled under a specified age
• Beneficiary financial counseling to provide beneficiaries with financial goal setting and assessment of their current financial situation

Focusing on at least one of these enrollment meeting tenets can help you build your value as a broker, increase participation and improve client satisfaction.