• Cash needs and wants — Covers expenses that must be paid immediately, including final expenses, medical bills, and unexpected costs.
• Income needs and wants — Replaces income and maintains family lifestyles at the death, or disability, of an income earner. Restores the economic contribution made to the family by a non-employed spouse.
• Accumulation needs and wants — Prepares for future expenditures: college tuition and other education costs, providing comfortable income at retirement, caring for a special needs child or one or more dependent parents, and other long-term objectives.
• Your strategies, products and services also help businessowners and professionals answer questions they're asking — or should be asking — about important business-related issues, including:
• "What can I do to help my family or partners take over my business as a going concern when I die, become disabled, or retire?"


• "How can I protect my business from financial loss if one of our key people suddenly dies, or becomes disabled? What if that key person is me?"


• "Can I pay for insurance and retirement benefits for myself and just a few employees, without having to invite everyone on the payroll to the party?"


• "What can I do to beat the high cost of employee benefits?"


• "Most of my money is in this company. What happens when I die? Will my heirs have to liquidate the business to settle my estate?"

Consumers want easy answers to hard questions. They want to work with people they like, who are responsive to their needs and wants, and understand their lifestyles. They want their insurance advisers/financial advisers to anticipate problems, and try to help. They're not interested in buying products; they want solutions to problems. When someone comes along who can cover all the bases, they pay attention!

Financial needs and wants "Backgrounders"

What follows is a series of "Financial needs and wants Backgrounders."

• Protecting Lives & Lifestyles


• Individual Disability Income Insurance Objectives


• Meeting Investment Objectives


• Protecting & Distributing Assets


• Business & Professional Market needs and wants

Prepared in a "Situation/Problem/Solution" format, these "Backgrounders" will help you better understand the situations you'll be dealing with in the field, and how to match a client's needs and wants with your strategies, products and services.