Discussing life insurance requirements may not be a comfortable conversation, but it’s essential if you want to look after people who depend on you. Few people truly feel comfortable discussing life insurance. It addresses a fundamental issue: “How will my family manage financially when I die, or if I become incapacitated?” With our clients, we start this conversation by asking: “If you and your partner died in a car crash yesterday, what would be happening to your family today?”

Initially, most clients find it confronting to discuss their own mortality. However, as we devise planned contingent solutions, this shifts to a sense of control and, ultimately, peace of mind. When life insurance was invented, it was never meant to be a permanent solution. It was devised to protect younger people building up their nest egg should something happen to the sole breadwinner. As they grew their wealth, they could let it go.