Your clients face a paradox: despite investing millions in competitive portfolios, 61% of employees report that benefits don’t meet their needs and utilization of high-value offerings rarely exceeds 30%. You’ve likely seen this pattern: competitive benchmarking, thoughtful plan selection, yet persistent complaints about benefits satisfaction and troubling utilization data.
The culprit isn’t insufficient budgets or poor plan selection. It’s altitude sickness: the neurological reality that power literally changes how executive teams process employee needs. Understanding this phenomenon is what separates brokers who sell plans from advisers who solve strategic problems.
